ENI 3101 Entrepreneurial Thinking for Startups
Credit Hours 3.0
Prerequisites None
Requirements CSP 1, 2, 6, 7
Description

An end-to-end overview into the philosophy, attitudes, perceptions, behaviors, concepts, theories, methods, tools, and techniques to effectively think and act
entrepreneurially. The focus is on new entrepreneurial ventures and how startups differ from existing businesses and challenges that entrepreneurs face when innovating under conditions of high uncertainty. The course explores a
disciplined approach to discovering unmet customer needs, designing compelling value propositions, and pitching these to customers and investors. Students engage
in team activities and a team field study project that establishes a relationship with a local startup and/or Atlanta’s startup ecosystem – startup accelerators,
development programs, incubators, networking groups, and funding.

ENI 3102 The Startup Venture
Credit Hours 3.0
Prerequisites ENI 3101
Requirements CSP 1, 2, 6, 7
Description

Once authentic demand has been discovered (ENI 3101), the entrepreneur must create a product/service that will profitably meet that demand. This course introduces the concepts, theories, methods, tools, and techniques to effectively turn a verified value proposition into a product/service that customers’ want and that will drive requisite revenue streams for the venture. Students learn a
disciplined approach to capturing and prioritizing the customers’ desired outcomes and then iterating through business model designs, solution designs, prototypes, and testing cycles until a business model for the new product/service is validated. The course also explores entrepreneurial leadership as well as startup funding
opportunities and practices.

ENI 3103 Commercializing the Startup
Credit Hours 3.0
Prerequisites ENI 3101
Requirements CSP 1, 2, 6, 7
Description

Introduces students to the concepts, theories, methods etc., to commercialize a validated business model (ENI 3101). Students learn how to use various traction strategies to reach customers and ramp up revenue streams, and find the best position alignment between a startup’s solution and the target market. The course also introduces students to the venture capital funding process, the players involved in this process, strategies for raising money for a startup, capitalization tables, negotiating tactics, letters of intent, and more. Students also learn more about the Georgia funding community. Students engage in team activities
while in class and student teams create a mock startup that takes them through the steps in the startup journey – particularly the channel traction testing process.

ENI 4100 From Startup to Growth Company
Credit Hours 3.0
Prerequisites ENI 3101 and ENI 3102 and ENI 3103
Requirements CSP 1, 2, 6, 7
Description

This course focuses on the company-building phase of the startup lifecycle. Once a startup has validated traction for its business model, it is set to make the transition to an early stage growth company. This transition is replete with often formidable challenges. The course examines the decisions, often difficult, that founders are required to make and the resulting trade-offs that they must accept in
this transition. Decisions with regard to gearing up for and financing rapid growth, changes in company governance, intellectual property licensing, patents and trademarks, growth strategy, competitive response and replication, building business operations, strategic marketing, staffing, financial and risk management, and exit strategies are some of the issues dealt with in the course.