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1 November 16, 2018 Bill Aulet Managing Director, Martin Trust Center for MIT Entrepreneurship Workshop on Disciplined Entrepreneurship: Overview of Disciplined Entrepreneurship in Action
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Introduction to Disciplined Entrepreneurship Workshop MGF Deck #2

Jan 22, 2018

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Page 1: Introduction to Disciplined Entrepreneurship Workshop MGF Deck #2

1

November 16, 2018

Bill AuletManaging Director,

Martin Trust Center

for MIT Entrepreneurship

Workshop on Disciplined Entrepreneurship:

Overview of Disciplined Entrepreneurship in

Action

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DISCIPLINED ENTREPRENEURSHIP

Purpose of this Seminar

1. Yes It Can

2. Yes We Can

3. Here is How

2

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2 Stories

DiPol – Revolutionary membrane technology for direct

methanol fuel cells

Lamborghini Dealership

3

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DiPol4

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Missing?5

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Entrepreneurship 101 Quiz6

What is the singular necessary and sufficient condition to have a

company?

1.

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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

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What Should We Be?9

Market-Driven

Target Customer-

Driven

Customer-Driven

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10

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Spiraling Innovation11

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“I'm actually as proud of the things we haven't done as the things I

have done.”—Steve Jobs

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Okay, but now let’s be more systematic for my situation or

any situation …

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DE: 6 Themes, 24 Steps

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① ④

⑩⑦

Raison d’ÊtreWhy are you in business?

Mission:

Passions:

Values:

Initial Assets:

Initial Idea:

Initial MarketWho is your customer?

Beachhead:

End User Profile:

TAM:

Persona:

1st 10 Customers:

Competitive AdvantageWhy you?

Moats:

Core:

Competitive Positioning:

Value CreationWhat can you do for you

customer?Use Case:

Prod Description:

Problem Being Solved:

Quant. Value Prop.:

Customer AcquisitionHow does your customer

acquire your product?

DMU:

Process to Acquire Customer:

Windows of Opportunity:

Possible Triggers:

Overall EconomicsDoes your product make

money at a company level?

Est. R&D Exp.:

Est. G&A Exp.:

LTV/COCA Ratio High Enough:

Design & BuildHow do you produce the

product?ID Key Assumptions:

Test Key Assumptions:

MVBP:

Tracking Metrics:

Product Unit EconomicsCan 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:

SalesHow do you sell your

product?Preferred Sales Channel:

Sales Funnel:

Short Term Mix:

Medium Term Mix:

Long Term Mix:

ScalingHow do you scale your

business?Prod. Plan for Beachhead:

Next Market:

Prod. Plan beyond Beachhead:

Follow-on TAM:

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Progress Dashboard

www.detoolbox.com

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January 28 – February 2, 2018MIT 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 CodeMISKEDP18 to save 15%

To Learn More: http://executive.mit.edu/edp

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End

Questions?

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Twitter: @BillAulet