Disciplined Entrepreneurship Workbook

BONUS TOPICA Practical Guide to Primary Market Research

This is new material that was only covered at a high level in Disciplined Entrepreneurship. I want to express my thanks to my colleague Elaine Chen at the Martin Trust Center for MIT Entrepreneurship, as well as the entire marketing group at the MIT Sloan School of Management, specifically Professors Catherine Tucker, Duncan Simester, and Drazen Prelec, who provided important intellectual contributions and consultations with regard to this chapter. The good ideas are theirs, and I take full responsibility for interpretations or extrapolations to the entrepreneurial environment that might be more controversial.

WHAT IS PRIMARY MARKET RESEARCH?

Primary market research is direct interaction with customers to understand their situation. The skills required to do effective primary market research are required to complete almost every step of the 24 Steps. Step 1, Market Segmentation, is heavily fueled by primary market research, but you never stop doing primary market research when you want paying customers.

I’ve added this supplemental material to help you develop a fundamental skill that underlies the entire process of starting a company—the knowledge and ability to do good primary market research. Disciplined Entrepreneurship gives an overview of the topic, but this chapter will help you research much more efficiently and effectively.

The entrepreneurship community has lagged behind in incorporating primary market research ...