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1
November 16, 2018
Bill Aulet
Managing Director,
Martin Trust Center
for MIT Entrepreneurship
Workshop on Disciplined Ent...
DISCIPLINED ENTREPRENEURSHIP
Purpose of this Seminar
1. Yes It Can
2. Yes We Can
3. Here is How
2
DISCIPLINED ENTREPRENEURSHIP
2 Stories
DiPol – Revolutionary membrane technology for direct
methanol fuel cells
Lamborghin...
DISCIPLINED ENTREPRENEURSHIP
DiPol
4
DISCIPLINED ENTREPRENEURSHIP
Missing?
5
DISCIPLINED ENTREPRENEURSHIP
Entrepreneurship 101 Quiz
6
What is the singular necessary and
sufficient condition to have a...
DISCIPLINED ENTREPRENEURSHIP
Case 2: Lamborghini Dealership
7
DISCIPLINED ENTREPRENEURSHIP
What Will You Do?
 Check my car out and do maintenance
 If it needs repair, do them up to $...
DISCIPLINED ENTREPRENEURSHIP
What Should We Be?
9
Market-Driven
Target Customer-
Driven
Customer-Driven
DISCIPLINED ENTREPRENEURSHIP
10
DISCIPLINED ENTREPRENEURSHIP
Spiraling Innovation
11
12
“I'm actually as proud of the things
we haven't done as the things I
have done.”
—Steve Jobs
13
Okay, but now let’s be more
systematic for my situation or
any situation …
DISCIPLINED ENTREPRENEURSHIP
14
DE: 6 Themes, 24 Steps
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...
DISCIPLINED
ENTREPRENEURSHIP
17
Progress Dashboard
www.detoolbox.com
 January 28 – February 2, 2018
 MIT Campus, Cambridge, MA
Join us for the Entrepreneurship Development Program (EDP) 201...
DISCIPLINED ENTREPRENEURSHIP
End
Questions?
19
Twitter: @BillAulet
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Introduction to Disciplined Entrepreneurship Workshop MGF Deck #2

Introduction to Disciplined Entrepreneurship one hour workshop - slide deck #2 given at MISK Global Forum Workshop - Nov 16, 2017 - Riyadh Saudi Arabia

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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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