The index that appeared in the print version of this title does not match the pages in your e-book. Please use the search function on your e-reading device to search for terms of interest. For your reference, the terms that appear in the print index are listed below.
ACA. See Angel Capital Association
accelerators
accounting tools
acquisitions. See also mergers and acquisitions
propensity for
rules
seller’s remorse and
unavoidable
Active Collab
ADP
Advanced Medical Devices
advertising. See also pay-per-click advertising
after growth-inflection point
marketing creativity and
search-engine keyword
spending
advice
affiliate model
affordable loss
agile development method
Aiken, Wes
Airbnb
Alcon Labs
Allen, Paul
Allen & Company
Allis, Ryan
equity ownership concerns and
growth capital and
tinkering stage and
Amazon
Amoruso, Sophia
Amp’d Mobile
Andreessen Horowitz
Angel Capital Association (ACA)
angel groups
angel investors
annual revenue run rate
Apple
ArsDigita
Asana
AT&T Wireless
Auto Nation, Inc.
B2B lead generation sales model
B2B model. See business-to-business model
B2C model
BackJoy
Bardin, Noam
Barr, Tony
Barrie, J. M.
Basecamp
Bates, Edward
Batten, Frank, Jr.
Baumeister, Roy
Beggs, Carolyn
Behind the Cloud (Benioff)
Bell, George
Benioff, Marc
best practices
Betamax
Bettencourt, Lance
Bezos, Jeff
bias
blade years
angel investors and
multitasking during
planning for
Blank, Steve
Blockbuster Video
Bloomberg
Bloomberg Terminal
Blumenthal, Neil
board of directors
Boardroom Insiders
Bondi, André B.
bonuses
Boo.com
Boogie Wipes
decision to sell
growth capital and
speed to market of
trade shows and
bootstrapping
best practices
during blade years
leaving behind
with negative income
Boudreau, Bruce
brand experiences
brand identity
Brawley, Wil
Breeding, Brad
Brimer, Matthew
Brin, Sergey
Bronto Software
Bryan, Roger
Build-Measure-Learn method
Bureau of Labor Statistics
Burlingham, Bo
Business Model Canvas
Business Model Generation (Osterwalder and Pigneur)
business models
innovative
investigating
products differentiated from
questions for
tinkering with
valuations of
business plans
crafting
dangers of
development of
tinkering stage compared to
tools
veering from
business-to-business (B2B) model
buyer’s plans
Bygrave, William D.
Cable News Network (CNN)
capital. See also specific capital types
Capital Factory
Center for Entrepreneurial Development
Center for Entrepreneurial Studies
Center for Venture Research
CEOs
founders as
hiring
CFOs
channels
Chase, Salmon P.
Cheqbook
Chobani
Choi, Jin
Christensen, Clayton
Ciabarra, Chris
Cision
Clif Bar
Clifton, Jim
Climate Corporation
CNN. See Cable News Network
cofounders
cognitive load
cold-calling
Colopy, Joe
communication
failures
M&A and
community building
competition
ideas and
M&A
valuation of
confirmation bias
Connect + Develop
consultants
control
capital and
selling and
conversion rates
Conway, Ron
copyrights
costs
discretionary
estimates
fixed
hidden, of fund-raising
opportunity
predicting
saving
significance of
structure
variable
CPA firms
Craigslist
creative benefits
creativity
credit lines
CRM system. See customer relationship management system
Crossing the Chasm (Moore)
crowdfunding
Crowley, Dennis
“Cruel to Be Kind”
Crystal Pepsi
culture
customer expectations
customer information
customer relationship management (CRM) system
customer relationships
customer segments
customer service
Customer-Centered Innovation Maps
The Customer-Funded Business (Mullins)
customers
community building with
feedback
daily planning
De Pree, Max
debt
debt financing
decision fatigue
decision-making
delegation
Dell, Michael
Demby, Lee
demo days. See also pitch-offs
demographic precision
details
Deutsch, Waverly
development cycles
Different: Escaping the Competitive Herd (Moon)
Diffusion of Innovations (Rogers)
Diller, Barry
direct mail
direct-sales model
DiscoverOrg
dispute mitigation
distributors
Divestopedia
Dodgeball
Dollar Shave Club
Donahoe, John
Doney, Mindee
Dorsey, Jack
Dow Jones VentureSource
DreamIt Ventures
Dropbox
Drucker, Peter
Drummond, Mary
Drummond, Michael
Dubin, Michael
Dude Solutions
Dun & Bradstreet
early adopters
eBay
Ebersman, David
e-commerce
Eesley, Chuck
efficiency wages
Ehrenberg, Roger
eighty-twenty rule
Ek, Daniel
e-mail marketing
crowdfunding and
software
Emerson, Ralph Waldo
employees
benefits
firing
meetings
offering equities to
respect for
rewards for
shared vision with
structure of
Enfusen Digital Marketing
England, Scott
“Entrepreneurial Selling” (Wortmann and Deutsch)
equity
distribution
early
ownership concerns
Erickson, Gary
etailinsights
EventVue
Ewing, Marc
Excite Web portal
executive summaries
experience
expertise
bias and
M&A
outsourcing and
failure
communication
frequency of
from premature scaling
VC and
Faison, Jay
false-positives
Falzone, Lisa
Family Business Institute
Febreze
FedEx
feedback
challenging
critical listening to
customer
expert
market
negative
Web
FHI. See Freight Handlers, Inc.
Filo, David
financial modeling
financial projections
Finish Big: How Great Entrepreneurs Exit Their Companies on Top (Burlingham)
First Research
cost saving and
negative feedback and
outsourcing and
sale of
first-mover advantage
500 Startups
Flashpoint
flat organizational chart
Fleming, David
flexibility
focus
foolish consistency
Ford, Henry
founders
as CEOs
departure of
as managers
motivations
multiple
preferences
after selling
The Founder’s Dilemmas (Wasserman)
Founders Fund
Foursquare
Franklin, Ben
free product integration partnership
free trials
Freedcamp
freemium
freeware
Freight Handlers, Inc. (FHI)
Fried, Jason
Friedberg, David
Frost & Sullivan
fund-raising
alternate sources of
equity distribution and
possibilities
prototyping and
time and
while tinkering
FundRazr
Gallup
Gates, Bill
General Electric
general partners (GPs)
Gerstner, Lou
Ghosh, Shikhar
Gillenwater, Sharon
Gillette
Gladwell, Malcolm
Gloger, Neil
GO Corporation
GoCrossCampus
Goddard Space Flight Center
Godin, Seth
Gold, Kevin
Goldberg, Jason
Goldman Sachs
Goodnight, James
Dodgeball and
Excite Web portal and
Waze and
Yelp and
Google AdWords
Google Analytics
GoPro
government entities, grants from
GPs. See general partners
Graham, Paul
grants
Grasshopper
Greenspun, Philip
Greer, Lindred
Groupon
growth. See also hockey stick growth; surging growth
customer-funded
false-positive
fast
pains
profitability compared to
rates
growth capital
Growth Science
growth-inflection point
definition of
iContact
Red Hat
Hamel, Gary
Hamilton, Brian
equity offers and
failure and
false positives and
Parkinson’s Law of Triviality and
Hamilton Community Foundation
The Hard Thing About Hard Things (Horowitz)
Hargreaves, Brad
Hatton, Daryl
Head, Howard
Helwig, Jane
HEM
Herman Miller
Herrin, Jessica
Herrmann, Bjoern
Hewlett-Packard
Hill, Linda
hiring
CEOs
firing and
practices
hockey stick growth
Hockey Stick Research Study
Hoffman, Reid
holacracy
Horowitz, Ben
Houghton, Aaron
Howenstein, Bing
HR process management tools
Hsieh, Tony
HubSpot
Hudson, Kent
Huizenga, Wayne
human capital
hypotheses
IAC/InterActiveCorp
IBM
iContact
growth capital and
growth-inflection point
marketing creativity and
scalability of
Idea Man (Allen)
ideas
competition and
development of
discussing
flawed
protecting
prototyping
sharing
socializing
Idleman, Lee H.
IMVU
inclusion
income. See also efficiency wages; salaries
alternative sources of
loss of
negative
statements
incubators
independent contractors
Indiegogo
iNET Interactive
initial public offering (IPO)
innovation
innovator’s dilemma
INSEAD
Insightly
institutional investors
Intel Capital
intellectual property
InterGroup
internships
Intuit
inventory management
investment capital
allocating
during blade years
in tinkering stage
IPO. See initial public offering
Isenberg, Daniel
Jackson, Eric M.
Janis, Irving L.
JetBlue Airways
JMI Equity
JOBS. See Jumpstart Our Business Startups
Jobs, Steve
Johnson & Johnson
Jumpstart Our Business Startups (JOBS)
K9 Ventures
Kamen, Dean
Kaplan, Jerry
Kauffman Foundation
Keeley, Larry
Kerr, William R.
key activities
key partnerships
key performance indicators (KPIs)
key resources
Kickstarter
Kirkland, Byron
Koogle, Tim
KPIs. See key performance indicators
Kramer (character)
Kranz, Gene
Kumar, Manu
Kumaran, Ranjith
Lanzolla, Gianvito
Lappert, Michael
Larréché, Jean-Claude
Lattice Engines
Lawton, Daniel
lawyers
negotiation and
partnerships and
patent applications and
trademarks and
leadership
from behind
management compared to
organizational structure and
satisfaction of
Leadership Is an Art (De Pree)
The Lean Startup (Ries)
Lean Startup method
learning
by doing
expertise and
from rejection
Lebda, Doug
angel investors and
brand identity and
control and
cost estimates and
as manager
outsourcing and
strategic corporate partners and
LendingTree
angel investors and
brand identity and
business model tinkering and
control and
cost estimates and
decision to sell
scalability of
strategic corporate partners and
Web feedback and
Lerner, Josh
LES. See Local Eye Site
letter of intent (LOI)
Levchin, Max
Levin, Mark
licensing
limited partners (LPs)
Lincoln, Abraham
Linus Torvalds
Linux
The Linux Journal
Linux software
LiquidPlanner
listening
Listerine
Little Busy Bodies, Inc.
loans
Local Eye Site (LES)
Local Market Monitor
Lockitron
LOI. See letter of intent
Lorentzon, Martin
love money
Lovejoy, Nicholas
low-cost model
Lowe, Nick
Lowry, Adam
LPs. See limited partners
Lyft
M&A. See mergers and acquisitions
Malhotra, Deepak
Malmsten, Ernst
management
experience
hierarchy
leadership compared to
manufacturing
marketing. See also e-mail marketing
during blade years
content
creativity
face-to-face
niche
partnerships
sales and
techniques
Marketo
markets
building
conditions
development
finding
identifying
mediocre
potential of
scaling
through selling
target
unknown
Marmer, Max
Mason, Andrew
matchmaker model
McCarthy, Ed
McClelland, David
McClure, Dave
McCorkle, Brad
Medium
meetings
Mehta, Ravi
mergers and acquisitions (M&A)
Method
metrics
Metz, Thomas
Meyer, Dan
mezzanine financing round
Microsoft
Microsoft Dynamics
minimal viable product (MVP)
Mitra, Sramana
Moellenhoff, Dave
Moeller, Scott
The Momentum Effect (Larréché)
Monetate
Monitor
Moon, Youngme
Moore, Geoffrey
Mountain Brook Cottages
Mulcahy, Diane
Mullins, John
multitasking
Musher, Rafi
Musk, Elon
MVP. See minimal viable product
My LifeSite
NASA
Nasty Gal
National Bureau of Economic Research
National Venture Capital Association
NC Idea
NDA. See nondisclosure agreement
negotiations
Nehemiah Manufacturing
Nelson, J. Scott
Netflix
NetSuite
90 percent myth
nonbank lenders
noncore business functions
nondisclosure agreement (NDA)
OnDeck
One Million by One Million (1M/1M)
online advertising sales model
open-mindedness
Opsware
order fulfillment
organizational structure
Osterwalder, Alexander
outsourcing
Pacinian
packaging
Packrite
Page, Larry
Paradox of Scale
Pareto, Vilfredo
Pareto Principle
Parker, Sean
Parkinson, C. Northcote
Parkinson’s Law of Triviality
partnerships. See also specific partnership types
fifty-fifty
offering equities to
patents
Patterson, Ed
Paychex
pay-in-advance model
PayPal
pay-per-click advertising
PCH Innovators
Pebble Watch
Peterson, Joel
P&G. See Procter & Gamble
Phoenix Insurance Group
physical exhaustion
Pickens, Julie
Pierce, Darren
Pigneur, Yves
Pirson, Michael
pitch book
pitching
pitch-offs
pivoting
during blade years
multiple
Plank, Kevin
plunge decision
point-of-sale (POS) systems
portfolio approach
POS systems. See point-of-sale systems
Poseidon Technologies
positioning
Preation
pre-commerce. See pretailing
prelaunch development
premature scaling
preparation
pretailing
price risk
principle of affordable loss
Procter & Gamble (P&G)
product development
product integration paid partnerships
product launches
productivity
products
augmenting
business models differentiated from
killing
profitability
growth compared to
operating without
ProfitCents
profits
allocating
margins
sharing plans
project management tools
prototyping
Purple Cow (Godin)
Quaker Oats
Qualcomm
QuickBooks
Rainert, Alex
ramen profitability
Rashid, Karim
RBF. See revenue-based funding
recessions
recruiting
recruitment specialists
Red Hat
business model investigation of
CEO hiring by
challenging feedback and
community building by
early adopters and
growth-inflection point
IPO
rejection
respect
responsibility, transfer of
Restaurant Owners Uncorked (Brawley)
retailers
return on investment (ROI)
Revel Systems
revenue-based funding (RBF)
revenues
comparable
growth-inflection point and
outlays and
predicting
salaries and
sharing
streams
revenue-sharing and marketing partnerships
Ries, Eric
River Cities Capital Funds
Rivers, Wayne
RocketHub
Rogers, Everett M.
ROI. See return on investment
royalty capital
Rullman, Tyler
Rutherford, Ernest
R-W-W process
Ryan, Eric
SaaS model. See Software as a Service model
Sageworks
business model investigation of
conversion rates
false positives and
Parkinson’s Law of Triviality and
salaries. See also income
sales
during blade years
channels
development
door-to-door
erratic nature of
marketing and
pitches
salesPRISM software
Sall, John
Samsung
Sandberg, Sheryl
Sarasvathy, Saras
SAS Institute
SBA. See Small Business Administration
SBIR. See Small Business Innovation Research
scalability
scaling
delegation and
growth capital and
premature
scarcity model
Schedulefly
Schoar, Antoinette
Schuck, Henry
SCORE
SEAL SwimSafe
Seamless app
search engine optimization (SEO)
search word optimization
search-engine keyword advertising
Securities and Exchange Commission (SEC)
seed capital
Segway
self-funding
“Self-Reliance” (Emerson)
seller’s remorse
selling
buyer’s plans and
control and
decision for
founders after
negotiations
outcomes
Selling the Intangible Company (Metz)
SEO. See search engine optimization
Sequoia Capital
service-to-product model
Seward, William H.
sharing economy
Shark Tank
Shaw, George Bernard
Shellhammer, Bradford
Siemens Corporation
Silbermann, Ben
60 Minutes
Skype
Small Business Administration (SBA)
Small Business Development Centers
Small Business Innovation Research (SBIR)
Small Giants: Companies That Chose to Be Great Instead of Big (Burlingham)
Smith, Alan
Smith, Fred
SnapAV
Snyder, Graham
social capital
social media
“Social Structure and Organizations” (Stinchcombe)
soft product launch
Software as a Service (SaaS) model
SpaceX
“Specialization and Competition in the Venture Capital Industry”
speed of activity
speed to market
Spinosa, Charles
Spotify
Square
stakeholders
start-up capital
Startup Genome Report
Startup Weekend
Stax Research
Steamboat Ventures
Stella & Dot
Stinchcombe, Arthur
stock option plans
Stoppelman, Jeremy
storyboarding
strategic corporate partner
strategic merger
strengths
Suarez, Fernando
subscription model
super-angel investment group
surging growth
Surviving M&A: Make the Most of Your Company Being Acquired (Moeller)
SV Angel
Synaptics
Szulik, Matthew
talent
TaskRabbit
tax deferrals
team building
Techstars
Ten Types of Innovation: The Discipline of Building Breakthroughs (Keeley, Walters, Pikkel, and Quinn)
term sheets
Tesla
Thiel, Peter
ThinkLite
Thomas, Lisa
3M
Thurston, Thomas
time
crowdfunding and
estimates
fund-raising and
growth capital and
tinkering
with business models
committing and
confidence and
expertise and
fund-raising while
stage
Total Weather Insurance
Totango
Tozer, Jim
Traction (Wickman)
trade secrets
trade shows
trademarks
transparency
Trax Technologies
trial and error
Trump, Donald
Turner, Ted
TV sellers
tweaking
Uber
Udemy
“Unconventional Insights for Managing Stakeholder Trust” (Pirson and Malhotra)
Under Armour
Upadhyay, Shashi
Upwork
US Postal Service
value proposition
vaporware
venture capital (VC)
alternatives
competing
early stage
failure and
firms with
firms without
guidance from
motivations for
negotiations with
90 percent myth and
pitfalls of
rounds
seed
tensions with
valuations by
Vertical IQ
vesting schedule
VHS
Victims of Groupthink (Janis)
Viranté
Vocus
Wadhwani, Dinesh
Walker, Bill
Walker, Scott Edward
Wall, Chuck
Warby Parker
Wasserman, Noam
Waste Management
waterfall development method
Waze
Web feedback
Web site optimization
Webvan
WeddingChannel.com
Weedman, Jeff
Welch, Jack
whitepapers
Wickman, Gino
Williams, Evan
Winzer, Ingo
Woodman, Nick
Wortmann, Craig
Xero
Y Combinator
Yahoo!
Yang, Jerry
Yelp
Young, Bob
challenging feedback and
cofounders and
early adopters and
IPO and
love money and
super-angel investment groups and
YouSendIt
YouTube
Zappos
Zoho
Zuckerberg, Mark