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Nail It then Scale It: The Entrepreneur's Guide to Creating and Managing Breakthrough Innovation Paperback – June 1, 2011


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Nail It then Scale It: The Entrepreneur's Guide to Creating and Managing Breakthrough Innovation + The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses + Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers
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Product Details

  • Paperback: 258 pages
  • Publisher: NISI Institute (June 1, 2011)
  • Language: English
  • ISBN-10: 0983723605
  • ISBN-13: 978-0983723608
  • Product Dimensions: 6 x 0.6 x 9 inches
  • Shipping Weight: 1.2 pounds (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (65 customer reviews)
  • Amazon Best Sellers Rank: #47,660 in Books (See Top 100 in Books)

Customer Reviews

Very easy language to follow and fun to read.
Manuel De La Garza
This is hands down my favorite book to read about customer development (Nailing the customer pain).
Eric Morrow
A must read for Entrepreneurs looking to get started...
PMMD

Most Helpful Customer Reviews

27 of 28 people found the following review helpful By Ted Jr on August 14, 2011
Format: Kindle Edition Verified Purchase
Nail It then Scale It ranks up there with game changing classics like Porter's Competitive Advantage, McKenna's Relationship Marketing, and Moore's Crossing the Chasm. Nail It then Scale It is based on real-world experience that is validated by many millions of dollars of investment in entrepreneurial startups. The Nail It then Scale It process underscores that the seeds to entrepreneurial success are sown before you build anything.

Nail the customers' pain.
Nail the solution customers are willing to pay for.
Avoid the traps of conventional wisdom that lead most entrepreneurs to failure.

Here are some of my favorite quotes from the book:

Why Believing in Your Product Leads to Failure. "All too often, entrepreneurs fall in love with their product or technology, they ignore negative feedback from customers, and they spend years building a product based on a vision that no one else shares."

Why Having too Much Money Leads to Failure. "Money allowed the entrepreneurs to execute their flawed business plan rather than to stay laser focused on the market so that they could find the facts about what customers wanted and adjust accordingly."

Where Do Winning Innovations Come From? "The key difference... is not to just ask customers what they want but to deeply understand the customers--their motivations, their needs, and most important, the job they are trying to get done... Thomas Edison stated that `I find out what the world needs. Then I go ahead and try to invent it'."

As Ahlstrom points out, commitment of money is a very powerful validation. "The price your customers are willing to pay is the measure of the degree to which you have nailed the solution."

Fail Fast and Learn to Change.
Read more ›
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21 of 22 people found the following review helpful By Robert J. Stevens on July 15, 2011
Format: Paperback
Since 1995 I succeeded in creating two software startups without funding and failed in others. For the past several years I've read programming books hoping to find a technical edge, and entrepreneurial books to determine what I did wrong and what I must do to get it right the next time.

I concluded that more programming is pointless until I find the right idea and validate my business model, but the entire process wasn't clear to me.

Then I read, Nail It then Scale It. Complimentary to the book Boom Start, it is the best entrepreneurial book I've ever read. Within the first twenty pages I recognized my previous mistakes. Now I better understand the entire process of innovation, identifying deep customer pain, testing and validating solution hypotheses.

This book teaches the innovation and validation process from start to finish. By applying its best practices, l have the confidence I need to build the next big thing--one that delivers a simple, elegant solution that customers' want.

Five stars--I highly recommend it.
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18 of 19 people found the following review helpful By jallgood on July 14, 2011
Format: Paperback
Building products that people want is hard and costs lots of money (mostly because we miss the mark the first, and second, and third time around before we get it right). I read Nail It Then Scale It and it immediately resonated. As an entrepreneur I find myself constantly in product development mode. The steps outlined in the book cut time (50%+) and cost (80%+) out of our product development cycle. Nail It Then Scale It doesn't dance around theory, it dives right into the nuts and bolts of identifying need, and the step-by-step process of building a great product that will sell the moment it ships. Good entrepreneurs have solid product intuition - great entrepreneurs will follow Nail It Then Scale It and find out how to nail it the first time around. Great read - strongly recommended.
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8 of 8 people found the following review helpful By Amazon Customer on August 8, 2011
Format: Kindle Edition
There are several books and methodologies around this common and critical theme for startups: how to reduce market-related mortality rates among IT-based startups, and how to maximize their potential.

Some methodologies focus more on the customer (Customer Development by Steve Blank), others on the product development (Lean Startup by Eric Ries), another on the business model (Business Model Canvas by Alexander Osterwalder).

"Nail it, then Scale It" provides a summary of basically all the current theories, but in an interconnected, coherent, well-balanced, AND PRACTICAL MANNER, as well as proposing additional concepts that fill the gaps of other authors.

I strongly believe this book should be the first reading of anybody interested in modern startup incubation theories due to its broad coverage, practicality and easy-reading format, and then you could go deeper with more theme-specific books, such as "Four Steps to Epiphany", "Lean Startup", "Business Model Generation", etc.
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7 of 7 people found the following review helpful By bcummings on July 25, 2011
Format: Paperback
This book goes way beyond the principles and best practices for entrepreneurs and should be standard material for B-schools across the country. Gone are the days of the business plan and the traditional reliance on focus groups and customer feedack. This is a revolution whose time has come with a mission to train entrepreurs to think differently. By focusing on the pain points in the business process you learn a new way to develop your product on the path to start-up success.
READ IT and REVOLT!!
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More About the Author

Professor of innovation and entrepreneurship at Brigham Young University (ranked top five in entrepreneurship education), and a visiting scholar at INSEAD and ESSEC, Furr is a recognized expert in the fields of innovation and entrepreneurship. His forthcoming book, "The Innovator's Method" (Harvard Business Review Press, September 2014) combines the two, bringing the radical "lean start-up" approach to innovation into established organizations. His previous book, "Nail It Then Scale It" (NISI Institute, 2011), underscores that the seeds to entrepreneurial success are sown before you build anything.

The principles and best practices framed in both books are rooted in Professor Furr's decades of innovation and technology strategy research, which has been published in leading journals, such as the Strategic Management Journal, Organization Science, and Strategic Entrepreneurship Journal, and has received numerous national and international awards from the Academy of Management, the Kauffman Foundation, the Sloan Foundation, and other prestigious academic institutions. Based on this research, Professor Furr has created or taught interdisciplinary innovation programs at BYU, Stanford, ESSEC and other schools.

His numerous published papers and speaking engagements zero in on how to capture new opportunities, how to balance the need for execution and flexibility, how firms develop innovative business models, and the impact of learning on new market success. Professor Furr also co-founded the International Business Model Competition, an event that reinforces the methodologies he teaches, attracting more than 2,500 teams from more than 250 universities around the world.

Professionally, Professor Furr has acted as the founder or advisor to corporations and startups in healthcare, clean technology, professional services, internet, retail and financial services industries. He also sits on the investment board of the Kickstart Seed Fund, an innovative early-stage venture fund, and previously served as a consultant with Monitor Group, working with senior executives on a range of strategic market and discovery initiatives. His clients have included such leading companies as AT&T, Sony, Tec de Monterrey and USTAR, among many others.

Professor Furr earned his Ph.D. from the Stanford Technology Ventures Program at Stanford University. He also holds BA, MA and MBA degrees.

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Nail It then Scale It: The Entrepreneur's Guide to Creating and Managing Breakthrough Innovation
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