The Silicon Valley Way: Discover the Secret of America's Fastest Growing Companies Book

Acknowledgments
Introduction: Global Leadership
How to Use This Book
Fictional Companies
Chapter 1: The Back-of-a-Napkin Analysis
The 45-Second Business Plan
Chapter 2: Seven Questions Executives Ask
Question 1: What Is Your Product?
Question 2: Who Is the Customer?
Question 3: Who Will Sell It?
Question 4: How Many People Will Buy It?
Question 5: How Much Will It Cost?
Question 6: How Much Will You Charge?
Question 7: When Will You Break Even?
Chapter 3: Market Research
Question 8: What Do the Neighbors Think?
Question 9: What Does the Media Think?
Question 10: What's on the Web?
Question 11: What Do the Experts Say?
Question 12: What Do the Numbers Say?
Question 13: Can You Predict the Future?
Chapter 4: The Competition
Question 14: Who Is Your Competition?
Question 15: What Are They Doing?
Question 16: What Is Their Value Proposition?
Question 17: What Are Their Secrets?
Chapter 5: The Product
Question 18: Why Would Anyone Buy Your Product?
Question 19: What Will It Look Like?
Question 20: When Will It Ship?
Question 21: How Different Are You from the Competition?
Question 22: Should You Do Product Simulations?
Question 23: What Is the Product's Name?
Chapter 6: The Customer
Question 24: Do the Customers Think It Is a Good Idea?
Question 25: Who is the Real Customer?
Question 26: What Are Your Customers' Secrets?
Question 27: Should You Do Focus Groups?
Question 28: How Much Will the Customer Pay?
Chapter 7: The Marketing Strategy
Question 29: What Is Your Strategic Objective?
Question 30: What Is Your Marketing Objective?
Question 31: How Will You Sell and Support the Product?
Question 32: Who Will Generate Demand?
Question 33: Will You Need Marketing or Sales
Question 34: What Is the Marketing Plan?
Question 35: How Do You Become Front Page News?
Chapter 8: Confronting the Truth
Question 36: Is This the Right Project for You?
Question 37: What Is Your Core Competency?
Question 38: Will the Business Work?
Question 39: Would Your Engineers Buy the Product?
Question 40: Are You Telling Yourself the Truth?
Chapter 9: Raising Money
Question 41: Should You Invest Your Own Money?
Question 42: What Do You Say to the Potential Investors?
Question 43: Can You Impress a Venture Capitalist?
Question 44: Who Are Your Friends?
In Closing
Appendices
A: The 10-Second Proposal
B: The Product Concept Document
C: The Business Strategy Presentation
D: The Written Business Plan
E: The Business Plan Outline
F: The Product Development Scorecard
G: The Marketing, Sales, and Distribution Scorecard
H: Answers to Grey Poupon Value Proposition Quiz
I: Anatomy of a Press Release
J: Trade Shows
K: Answers to Marketing Savvy Quiz
L: Additional Reading
Notes
Glossary