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Introduction to Disciplined Entrepreneurship Workshop MGF Deck #2

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Introduction to Disciplined Entrepreneurship Workshop MGF Deck #2

  1. 1. 1 November 16, 2018 Bill Aulet Managing Director, Martin Trust Center for MIT Entrepreneurship Workshop on Disciplined Entrepreneurship: Overview of Disciplined Entrepreneurship in Action
  2. 2. DISCIPLINED ENTREPRENEURSHIP Purpose of this Seminar 1. Yes It Can 2. Yes We Can 3. Here is How 2
  3. 3. DISCIPLINED ENTREPRENEURSHIP 2 Stories DiPol – Revolutionary membrane technology for direct methanol fuel cells Lamborghini Dealership 3
  4. 4. DISCIPLINED ENTREPRENEURSHIP DiPol 4
  5. 5. DISCIPLINED ENTREPRENEURSHIP Missing? 5
  6. 6. DISCIPLINED ENTREPRENEURSHIP Entrepreneurship 101 Quiz 6 What is the singular necessary and sufficient condition to have a company? 1.
  7. 7. DISCIPLINED ENTREPRENEURSHIP Case 2: Lamborghini Dealership 7
  8. 8. DISCIPLINED ENTREPRENEURSHIP What Will You Do?  Check my car out and do maintenance  If it needs repair, do them up to $1,500  Profit margin can be 80%  What will your team do?  Why?  Pro’s and Con’s 8
  9. 9. DISCIPLINED ENTREPRENEURSHIP What Should We Be? 9 Market-Driven Target Customer- Driven Customer-Driven
  10. 10. DISCIPLINED ENTREPRENEURSHIP 10
  11. 11. DISCIPLINED ENTREPRENEURSHIP Spiraling Innovation 11
  12. 12. 12 “I'm actually as proud of the things we haven't done as the things I have done.” —Steve Jobs
  13. 13. 13 Okay, but now let’s be more systematic for my situation or any situation …
  14. 14. DISCIPLINED ENTREPRENEURSHIP 14 DE: 6 Themes, 24 Steps
  15. 15. ① ④ ③ ⑨ ⑩⑦ ⑤ ⑥ ⑧ ② Raison d’Être Why are you in business? Mission: Passions: Values: Initial Assets: Initial Idea: Initial Market Who is your customer? Beachhead: End User Profile: TAM: Persona: 1st 10 Customers: Competitive Advantage Why you? Moats: Core: Competitive Positioning: Value Creation What can you do for you customer? Use Case: Prod Description: Problem Being Solved: Quant. Value Prop.: Customer Acquisition How does your customer acquire your product? DMU: Process to Acquire Customer: Windows of Opportunity: Possible Triggers: Overall Economics Does your product make money at a company level? Est. R&D Exp.: Est. G&A Exp.: LTV/COCA Ratio High Enough: Design & Build How do you produce the product? ID Key Assumptions: Test Key Assumptions: MVBP: Tracking Metrics: Product Unit Economics Can you make money at the product level? Biz Model: Est. Pricing: Short Term - LTV: Short Term – COCA: Medium Term - LTV: Medium Term – COCA: Long Term – LTV: Long Term – COCA: Sales How do you sell your product? Preferred Sales Channel: Sales Funnel: Short Term Mix: Medium Term Mix: Long Term Mix: Scaling How do you scale your business? Prod. Plan for Beachhead: Next Market: Prod. Plan beyond Beachhead: Follow-on TAM:
  16. 16. DISCIPLINED ENTREPRENEURSHIP
  17. 17. 17 Progress Dashboard www.detoolbox.com
  18. 18.  January 28 – February 2, 2018  MIT Campus, Cambridge, MA Join us for the Entrepreneurship Development Program (EDP) 2018 The concepts, tools, and frameworks covered in the program will enable participants to:  Create, identify, and evaluate new venture opportunities  Interpret customer needs and quantify the value proposition  Start and build a successful technology-based company  Understand how the process of starting new ventures may vary geographically and culturally  Leverage new science and technologies from corporate or university laboratories  Develop winning business plans  Scale startups to be globally successful  Navigate the venture capital investment process  Obtain feedback on personal entrepreneurship skills  Enhance and expand their networks Enter Referral Code MISKEDP18 to save 15% To Learn More: http://executive.mit.edu/edp
  19. 19. DISCIPLINED ENTREPRENEURSHIP End Questions? 19 Twitter: @BillAulet

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