Disciplined Entrepreneurship: 24 Steps to a Successful Startup

INDEX

A

Acquisition of paying customers, 150–156. See also Cost of Customer Acquisition (COCA); Lifetime Value (LTV) of an Acquired Customer

and budgeting/purchasing authority, 153

in consumer vs. B2B environments, 153

mapping the process for, 151–152

mechanical water filtration systems example, 154–155

by “PayPal for Kids,” 155–156

time factors in, 153

Adidas, 63

Adjacent markets, 159, 263

Advertisers, 165

Advertising, as Sales Process, 197

Advertising business model, 169

Advocacy/sale mode, 143

Advocates, 141

AdWords, 9

Aggregate sales, 207

Alsa (footwear company), 63

Altaeros Energies, 94–95

Amazon, 153, 172, 210

Ameresco, 171

Amie Street, 172

Anderson, Howard, 168

Android, 71

Annual revenue, 60

Apple, 8, 9, 71, 124, 127, 165, 201

Application (of product):

obtaining information on, 34

at SensAble Technologies, 38

Ariely, Dan, 43, 167, 247

Artificial Intelligence Laboratory (MIT), 36

ASICS, 63

“As-is” state, 106

Assets:

complementary, 35

Associated Gas Energy, 211–212

Automation, 210

Average time to market, 107

Avon, 210

B

Bada, 64

Balsamiq^® Mockups, 97

Bandai (toy company), 61–62

Baseball Buffet:

End User Profile of, 55–56

High-Level Product Specification at, 95–97

Bauer, Steve, 127

Beachhead market(s), 42–47, 255

choosing, 43–44

defined, 263

Persona for. See Persona for beachhead market

segmentation of, 44–45

at SensAble Technologies, 45–46

at Smart Skin Care, 46–47

and Total ...