The Silicon Valley Way: Discover 45 Secrets for Successful Start-Ups Book

Acknowledgments ..... xiii
Introduction: Global Leadership ..... xv
How to Use This Book ..... xxiii
Fictional Companies ..... xxvii
Chapter 1: The Back-of-a-Napkin Analysis ..... 2
Chapter 2: Seven Questions Executives Ask ..... 6
Chapter 3: Market Research ..... 22
Chapter 4: The Competition ..... 36
Chapter 5: The Product ..... 46
Chapter 6: The Customer ..... 60
Chapter 7: The Marketing Strategy ..... 72
Chapter 8: Confronting the Truth ..... 88
Chapter 9: Raising Money ..... 100
Appendix A: The 10-Second Proposal ..... 116
Appendix B: The Product Concept Document ..... 120
Appendix C: The Business Strategy Presentation ..... 122
Appendix D: The Written Business Plan ..... 127
Appendix E: The Business Plan Outline ..... 129
Appendix F: The Product Development Scorecard ..... 130
Appendix G: The Marketing, Sales, and Distribution Scorecard ..... 132
Appendix H: Answers to Grey Poupon Value Proposition Quiz ..... 135
Appendix I: Anatomy of a Press Release ..... 136
Appendix J: Trade Shows ..... 139
Appendix K: Answers to Marketing Savvy Quiz ..... 141
Appendix L: Additional Reading ..... 143
Notes ..... 147
Glossary ..... 161
Index ..... 167