Disciplined Entrepreneurship Workbook

INDEX

A

• A/B testing: primary market research using    set pricing and use of. See also Test Key Assumptions step
• Acquisition. See Customer acquisition
• Advertising business model
• Agreement on the Beachhead Market Selection Worksheet
• Airbnb
• Alba, Jessica
• Amazon: Beachhead Market of    Jeff Bezos’s use of empty chair customer representation at    low COCA maintained by    Windows of Opportunity and Triggers application by
• Amie Street
• Apple: Beachhead Market of    competitive positioning by
• Ardrey, Jillian
• Ariely, Dan
• Assumptions: Identify Key Assumptions step    Test Key Assumptions step
• Automobile companies: identify business model of    paying customers acquisition by
• Axis to Measure Value Proposition Worksheet

B

• B2B Process to Acquire a Paying Customer
• Bain & Company
• Beachhead Markets: brainstorming to identify    building End User Profile for the    description of a    estimating TAM (Total Addressable Market) for the    narrowing your potential    primary market research and Market Segmentation Matrix Version 1.0 on    Product Plan development for    Profile the Persona for the    selecting a    Top Target Markets to Consider for My Startup form    World War II example of
• Beehive student project: Identify Key Assumptions step on the    Test Key Assumptions step on the
• Bezos, Jeff
• Bias: confirmation    selection    social acceptability
• Blank, Steve
• Blogs
• Bottom-Up TAM analysis: Bottom-Up TAM Analysis Worksheet    description of
• Brainstorming: Idea/Technology    key points ...