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The Customer-Funded Business: Start, Finance, or Grow Your Company with Your Customers' Cash (英語) ハードカバー – 2014/7/21
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Who needs investors?
More than two generations ago, the venture capital community – VCs, business angels, incubators and others – convinced the entrepreneurial world that writing business plans and raising venture capital constituted the twin centerpieces of entrepreneurial endeavor. They did so for good reasons: the sometimes astonishing returns they've delivered to their investors and the astonishingly large companies that their ecosystem has created.
But the vast majority of fast-growing companies never take any venture capital. So where does the money come from to start and grow their companies? From a much more agreeable and hospitable source, their customers. That's exactly what Michael Dell, Bill Gates and Banana Republic's Mel and Patricia Ziegler did to get their companies up and running and turn them into iconic brands.
In The Customer Funded Business, best-selling author John Mullins uncovers five novel approaches that scrappy and innovative 21st century entrepreneurs working in companies large and small have ingeniously adapted from their predecessors like Dell, Gates, and the Zieglers:
- Matchmaker models (Airbnb)
- Pay-in-advance models (Threadless)
- Subscription models (TutorVista)
- Scarcity models (Vente Privee)
- Service-to-product models (GoViral)
Through the captivating stories of these and other inspiring companies from around the world, Mullins brings to life the five models and identifies the questions that angel or other investors will – and should! – ask of entrepreneurs or corporate innovators seeking to apply them. Drawing on in-depth interviews with entrepreneurs and investors who have actually put these models to use, Mullins goes on to address the key implementation issues that characterize each of the models: when to apply them, how best to apply them, and the pitfalls to watch out for.
Whether you're an aspiring entrepreneur lacking the start-up capital you need, an early-stage entrepreneur trying to get your cash-starved venture into take-off mode, an intrapreneur seeking funding within an established company, or an angel investor or mentor who supports high-potential ventures, this book offers the most sure-footed path to starting, financing, or growing your venture.
John Mullins is the author of The New Business Road Test and, with Randy Komisar, the widely acclaimed Getting to Plan B.
there s inspiration aplenty for entrepreneurs looking to do things their own way. (Elite Business, August 2014)
Mullins is a good corporate storyteller, which is what makes this book an engaging read. (Financial Times, August 2014)
A truly different, but comprehensive way of looking at the issue of funding, this book will set the idea juices flowing. (Talk Business, September 2014)
No matter what sort of business you re actually contemplating starting, this is a book you want to read. (Entrepreneur Middle East, September 2014)
..a great book that any aspiring entrepreneur should read. What is says is such good common sense that it s amazing it took so long to be written. (The Telegraph, December 2014)商品の説明をすべて表示する
The sexy model I see people following in the startup space is - get an idea, do a three months lean startup, get seed funded (or join a startup accelerator) and then look for series A. I see my Lean startup friends talking about number of visitors to their website, number of downloads of their apps, amount of money they have raised, etc. Everyone is out there to become the next facebook, sign up the whole world, go viral, and then figure out a way to make money! John Muller suggests a different model through this book - get an idea, find a customer, invest just enough in your business to win the first customer, scale based upon your customer's experience, bootstrap for as long as you can, then look for investment to accelerate your growth.
John's books (my first one was The New Business Road Test: What entrepreneurs and executives should do before launching a lean start-up (4th Edition) (Financial Times Series) talks about Entrepreneurship for people who neither have an Ivy League education, nor do they live in Silicon Valley, where "ideas" perhaps get funded. This book presents the magic masala behind many Entrepreneurs outside the valley, specially in India. And that magic turns out to be the Entrepreneur's ability to somehow bootstrap their business from their customer's money. Being of Indian origin, I can vouch for the fact that such a strategy of using customer's money to bootstrap if the ONLY way to start a company in India (and perhaps for most places outside the US).
Many thanks to John and hope to read more from him in the future.
The class is superb, and this is a book well worth reading. One of the top business books I have ever read, and one of the few business books you absolutely must read whether you are starting a business or are an employee in a business.
Buy and read with confidence, superb.