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Copyrighted Material INDEX 10x rule 122 angel investments 168–9, 172, 387 42patents.com 412 angel investors 135, 168–70, 185 70:30 rule 74 angel round 169–70 99designs 151, 411, 412 AngelList 169, 414 500 Startups 116, 179 AngelPad 116 anti-dilution clause 228–9 accelerators 154, 177–9 aperiodic discounting 393 accounting system 149 Apollo 274, 416 accruing dividends clause 230 Apple 25, 27, 30, 124, 149, 150, add-on business model 392 305, 308, 333 ADHD 23 arbitrage 400 Adobe Fill & Sign 49 ArcelorMittal 400 advertising 7, 338 as-a-service models 393 advisory board 267–8 ask-me-anything (AMA) session 73 adwords.google.com 421 assuming the sale 98 affiliate marketing 120, 398 atlassian.com 412 after-sales 99 attitude, positive 51–2 agencyanalytics.com 422 attorneys 154 age of entrepreneurs 27–31 auction pricing 393 aggregation strategy 331 Audible 40 agile business development 306–7, 309 audible.com 67, 415 AgoraPulse 53, 418 audio blogs 67 Airbnb 8, 30, 121, 124, 132, 333, 398, 400 audiobooks 40, 67, 414 airport test 251–2 audit, legal 201 Alchemist 116 automatic personal website generators 46 alcohol 38–9 aweber.com 421 Ali, Muhammad 333 Alibaba 27 backdoor reference 280 Allen & Company 181 back-of-the-envelope calculation alliances 345 13, 125, 344 all-or-nothing 342 backstop 248 AltaVista 210 Balachandra, Lakshmi 216 Amazon 1-Click Ordering 391 barriers to entry 123 Amazon 27, 65, 124, 150, 153, 160, 246, 331, Beckman, Finn Paavo 341 334, 343, 396, 414 Bentley cars 128, 401 Amazon AssociatesCOPYRIGHTED 398 Berkus MATERIAL method 223 Amazon Cloud Drive 45 Berkus, Dave 223 anchoring 105–6 Bessemer Venture Partners 182 Andreessen Horowitz 116, 148, Best Alternative To a Negotiated 154, 174, 181 Agreement (BATNA) 102, 105, Andreessen, Marc 300 220, 367 angel groups 169 Bethnal Green Ventures 116 INDEX 447 bindex.indd 447 7/27/2018 12:33:18 PM Bezos, Jeff 27, 153 business angels 168–9, 170 bipolar personality deviation 23 business canvas 157, 315–17 Bitcoin 135, 172, 173 Business Card Land 152 Biz Card Creator 152 business cards 152 Blank, Steve 268 business.linkedin.com 421, 423 blockbuster model 390 business model cloning 121, 400 Blockchain 136 business plans 315–17 blog 40, 69, 338 business-to-business (B2B) markets 89, content 84 324, 331, 337 filler posts 84 B2G 331, 337 massive value posts 84 business-to-consumer (B2C) timing and frequency of posts of 72 markets 324, 331 Bloomberg 151 Bussgang 271 Bloomberg, Michael 150–1 Buterin, Vitalik 173, 174 boards 263–5 buy-back rights clause 230 advisory board 267–8 buy-out 365 coaches 267–8 committees 264–5 Calliper Test 277 cooperation with 265 CamCard 46, 423 meetings 265 Camp, Garrett 25 meetings, number of 228 canned 76 mentors 267–8 Canva 70, 418, 421 Boeing 126 cap table 200–1 BofA Merrill Lynch 376 Capital Factory 116 bond capital 161 capital funds 271 bonuses 284–6 need for 32–3 Boomerang 48, 421 sources of 160–2 bootstrapping 32, 158–60 capitalization table 200–1 Bootup Labs 116 carry 180 Boston Consulting Group Matrix 335–6 carve-out 363 bplans.com 41, 154, 417 cash flow 222 brand building 120, 396 ‘category king’ 333–4, 402 brand extensions 128 Cayenne Consulting 224 branding 125 CB Insights 66, 148, 222, 415 brandit.com 412 central aggregator 390 Branson, Richard 10, 25, 126, 153, 295 charity work 388 breaking point 101 Chesky, Brian 30 Breitling watches 128, 401 chief executive officer (CEO) bridge 164, 167 co-founders 262–3 Brin, Sergey 27 replacing 292–4 British Private Equity & Venture Capital chief financial officer (CFO) 233 Association 226 chief human resources officer (CHRO) 291 BT 187 chief operating officer(COO) 291 Buffer 53, 68, 418 Christensen, Clayton 129 build to be bought 121, 399 Cirque du Soleil 119 burn 160 Citibank 396 448 INDEX bindex.indd 448 7/27/2018 12:33:19 PM ClickToTweet.com 71 contingent investments clause 230–1 closer 90 continuous improvement 19 closing the deal 98–9 contracts 129 cloud computing 7 control as motivator 249–50 Cloud data storage 45 convertible notes 161, 171–2 cluvio.com 422 cooperation 21 coaches 296 co-packaging 104, 398 co-branding 104, 398 co-pricing, 104, 398 coffee 38–9 co-promotion 104, 398 co-founders 244–7 copyright 129, 153, 154, 313 CEOs 262–3 core competency 125, 126, 345 differences between 254–5 core team 243–4 discussion with 247–8 core technology 124 dynamic vs static equity allocation corporate earn-out model 364 261–2, 263 corporate finance house 373–4, 375 equity 259–60 corporate VC funds 187–8 ideal 251–2 Correlation Ventures 216 ideal team 256 cost of capital 124 ideas and shares 260–1 counter-trend 391 mutual understanding 254 Cowan, David 182 relevant work experience 252–3, 259 Craigslist 132, 398 salaries 259 Creative Artists Agency (CAA) 181 Cohen, David 310–11 creativecommons.org 154, 274, 413 cold contact 198 Credit Suisse 376 commercial buyer, sale to 366 critical scaling 400 commercial-alliance strategies 398–9 cross-selling 399, 400–1 commun.it 68, 418 crowdfunding 40, 135–6, 175–6 communication 337–40 crowdio.com 413, 418 communities of practice 66 crowdsourcing 7, 117, 151–2, 273–4, 401 company name 149–51 Crunchbase.com 196, 198, 222, 416 company valuation 221–5 cryptocurrency 172 comparables 222 C-suite 246, 287, 377 Compare App 274, 419 customer acquisition cost (CAC) 207 CompareAsiaGroup 282 customer as king 391 competition 344–5 customer care 340 head-to-head 342–3 customer development competitive advantages 127 during discovery phase 312–13 competitor assessment 327 customer differentiation 393 complementary pricing (loss leader customer discovery loop 306 pricing) 393 customer lifetime value (CLV) 207 concept tests 326 confidentiality agreements 199 Danish Growth Fund 209 Confluence 47, 412 Darwin 114 Conley, Chip 25 dead capital 258 consolidation play 121, 400 debt token 172 consumer panel 326 decision-making unit 89, 93, 96, 102 INDEX 449 bindex.indd 449 7/27/2018 12:33:19 PM decoy effect 311 Dropbox 45, 200, 265, 423 delegation 36, 42 Due 423 Dell 391 due diligence 196, 200, 220, 377–8 Deloitte 373 Due Payments app 41 demo reel 208 dumb money 165, 167 depression 23 dynamicbusinessplan.com 417 DesignCrowd 151, 401, 411, 413 dynamic pricing 393 detail specification 306 Detroit Red Wings 297 earned media 340 Deutsche Bank 376 earn-out 365 Deutsche Telekom 187, 251 eBay 132, 134, 398 development phases 156–8 Ecamm 421 discovery 156–7 Ecamm Call Recorder 45 efficiency 157 ecommerce 11, 322, 343 maintenance 158 Economist, The 66 scaling 158 edenmccallum.com 413 validation 157 Edison, Thomas 242, 243 dictation.io 423 education in entrepreneurship 25 differentiation strategy 331 efficiency phase 319–20 digital marketplace 397 Ek, Daniel 27 diluted valuation 226 Elance 274 direct selling 120, 397 elevator pitch 202–4 discount coupons 393 Ellis, Sean 304 discounted cash flows 222 email 45, 47–8, 77, 197, 198–9 discovery phase 312–17 pitch 204–6 customer development during 312–13 Email Hunter 48, 198 skipping 308–10 employee stock ownership plans disputes, internal 351–2 (ESOPs) 286, 287 disrupting 122 employees disruptive innovation 128–9 company culture and 296–301 distribution and promotion ideas 396–7 firing 291–2 distribution studies 326 introduction material for 290 distribution, changes in 324–5 purpose, virtuosity, culture and distributors 337 autonomy 294–6 dividend tax 143 starting work 288–9 dlvr.it 418 see also recruitment DocSend 194, 212 empty shell 368 dominance strategy 122, 350 end users 337 dominating network 397 Engadget 116 dotcom bubble 130 Enloop 417 down round 229, 233 enterprise resource management software drag-along rights 231 (ERM) 342–3 DreamIt Ventures 116 Entrepreneur First 116 dress entrepreneur.com 41, 413, 417 at interview 78 entrepreneurial life, paths to at pitch meetings 218 14–16 450 INDEX bindex.indd 450 7/27/2018 12:33:19 PM entrepreneurs Facebook Messenger 45 independent lifestyle entrepreneur 16 timing and frequency of posts of 72 intrapreneur/spin-off entrepreneur 15 FaceTime 45 kinds of 6–7, 9–10 factoring products 234 lifestyle to growth entrepreneur 16 failure rates 10, 11–12 reasons for becoming 5–6 failure to try 19 risks 10–11 failure, success after 17–18 environment, quality of 143–4 fair value 258, 286 equity of founders 259–60 fairs 64–5 equity token 172 fair-weather friend 247 escape clause 200 fake door 309, 315 escrow 233, 423 Falcon 53 e-signature 49 Falcon Social Media 339 Ethereum 135, 136, 173 family office 166 Ethereum Foundation 173 FAST 209 Ethereum Switzerland GmbH 173 FastCompany 8, 414 Ethereum token 172 feed aggregators 66–7 evangelizers 53 feedly.com 67, 415 Evernote 40, 410 Feld, Brad 268 Excel 206–8 Ferrari 151 exclusivity clause 227 Ferrari, Enzo 151 executive summary 344 field research 315, 329 exercise 37–8 file sharing 45 exhibitions 64–5 Filecoin 136, 173–4 exit processes 370–80 financial advisor 373 exit routes 360–9 financial success 26–7 exit strategies 361–9 FindThatLead 48, 410 post-sale role 369 first-mover advantage 120, 395 selling assets 363–4 five why method 117 selling shares on secondary markets 364 Fiverr 273, 411, 412 selling shares to the public 368 Flint, Charles 27 selling to strategic partners 364–7 flipboard.com 67, 415 exit value, increasing 370–1 Flipbook 148 expansion 321–3 Flippa 410 strategies 402–3 Florida, Richard 142 experience goods 124 focus groups 325 experience selling 121, 397 follow-up 346 expertise 25–6 forentrepreneurs.com 415 external financing, pros and cons 189–92 Fortune Magazine Term Sheet 222, 413, 415 forward-looking 20 Facebook 8, 27, 30, 45, 46, 52, 53, 65, 68, 69, founder board member
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