Skip to Main Content
Disciplined Entrepreneurship, 2nd Edition
book

Disciplined Entrepreneurship, 2nd Edition

by Bill Aulet
April 2024
Beginner to intermediate content levelBeginner to intermediate
400 pages
10h 44m
English
Wiley
Audiobook available
Content preview from Disciplined Entrepreneurship, 2nd Edition

STEP 13Map the Process to Acquire a Paying Customer

A diagrammatic representation of the chart represents twelve, thirteen, and fourteen. Number thirteen is highlighted.

In This Step, You Will:

  • Map out the decision‐making process (DMP) or, more precisely, the process by which your customer acquires your product.
  • Build a first‐draft sales funnel.
  • Estimate the sales cycle for your product.
A diagrammatic representation of a man touching the opposite man's shoulder. Their T-shirts mention getting the ship done and don't talk to me about anything but the product.

After knowing who will make the decision, it is critical to know how they will make the decision.

Why This Step, and Why Now?

In Step 12, Determine the Customer's Decision‐Making Unit (DMU), you built a structure to make clear who makes the decision to acquire your product. Now you have to build a similar structure to make clear how they make a decision to acquire your product. The how is the process by which you convert a potential customer into a paying customer, and from initial contact to final payment. This is much more complicated than asking your champion to pressure your primary economic buyer.

This information will be a prerequisite to analyzing and choosing the appropriate business model to capture some of the value you are providing (Step 15, Design a Business Model), setting the Pricing Framework (Step 16), and estimating the value of a new customer (Step 17, Lifetime Value). In this step you will also determine the key factors in the sales cycle such that you have the information you ...

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Start your free trial

You might also like

Disciplined Entrepreneurship Workbook

Disciplined Entrepreneurship Workbook

Bill Aulet
Testing Business Ideas

Testing Business Ideas

David J. Bland, Alexander Osterwalder

Publisher Resources

ISBN: 9781394222513Purchase Link