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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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Top Customer Reviews
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 ›
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.
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.
-Nail the pain. Great businesses begin with a customer problem that has a big and monetizable pain point. Avoid the three big mistakes: guessing but not testing the pain on real customers; selecting a low customer pain threshold (the solution is only nice to have, not must have); or selecting a too-narrow customer pain (small number of customers willing or able to pay).
-Nail the solution. Neither breakthrough technology nor maximum features will assure that "if we build it, they will come." NISI recommends starting with the minimum focused set of features and technology that will drive a customer purchase. Success demands testing the solution early and quickly in the market, then iterating to get it right, in the same way advocated in the lean start-up model.
-Nail the go-to-market strategy. In parallel with nailing the solution, you need an in-depth understanding of your target customer's buying process, their job demands, the market infrastructure, and a good group of serious pilot customers. Do real tests with real pricing to see if customers will pay you.
-Nail the business model. Leverage your customer conversations to predict and validate your business model. For example, when you think about distribution channels, revenue streams, or the relationship with the customer, ask customers what they expect. Don't forget a viable financial model of costs, margins, customer acquisition, and break-even.
-Scale it. Don't attempt to scale it until you have a proven, repeatable business model that predictably generates revenue.Read more ›
Most Recent Customer Reviews
Simple, if you are a startup entrepreneur you HAVE TO READ this book. There are a lot of great books about theories that were written by someone who has never launched a successful... Read morePublished 2 months ago by adam O'Donnell
Awesome book, every entrepreneur must read this book before start somethingPublished 2 months ago by Antonio Rentería
I learned more from this $10 book in 2 days than I did from my $150000 Ivy league MBA in 2 years.Published 3 months ago by Namita
I really enjoy this book, it seriously made me stop the process of a project I have been working on and I realized I was throwing time and money in the wrong direction. Read morePublished 3 months ago by Jason
The book itself is a must read for any entrepreneur. It came in great condition, arrived quickly and was overall a fantastic purchase. Thanks!Published 3 months ago by Amazon Customer
Really to the grain and accurate. Gives you a very practical view on starting with a digital business. Well and clearly written.Published 6 months ago by POM
Enjoyed the anecdotes and conclusions. No specifics here. More concepts explored by way of patterns as seen by various industries.Published 6 months ago by N. Ritter
The first half of this book was a great read. It's a pretty common theme nowadays to hear about validating an idea before and while you build it, but this book adds some good... Read morePublished 8 months ago by Dan R