I have no idea where my husband is.

In customer relationships all the get keep grow metrics, some of which we talked about, some of which you'll discover, what were the customer acquistion costs?

Now we finally come to the last part of the business model canvas.

As was simulated, the value proposition includes all the features of your product but also the pains and gains you're solving for the customer segment and that's where the market goes.

This is what I called the you should be so lucky to have this problem part of the funnel, and that's how you grow the customers you have.

By now, you're intimately familiar with the business model canvass.

And in value proposition, the goal of this is to find out that minimum viable product.

We will take it to the potential customers.

So on day one, these were their initial hypothesis coming into the class.

They could tell you that I want bigger, faster, cheaper status quo.

So in our last lectures we talked about value proposition, customer segments, distribution channels, customer relationships get, keeping and growing customers.

I mean how do they hear of our products, how do they know about you, and as we'll see later one of the interesting things is there are some customers that are users like in Google

So, while the goal in value prop is to figure out the MVP, yes, we il see later the goal in customer segments is to figure out who and what the archetype of the customer is.

Now if you remember we started here on the left. We didn't earn and paid media.

Once I understand who my archetypes or persona is, the next thing I want to figure out is how do I get them in to this funnel.

You cater an event where the cost to you was 200

So one of the interesting equations for every startup is that

That was the customer acquisition cost, CAC, here.

I want them to either pay for the product or sign up for something and become a user.

Let's take a look at the next step in searching for a business model, and that's customer validation.

What's most important to us when we make a video is what the customer sees.

One of the most important metrics to think about now that we have an end to end funnel is something called lifetime value and a lifetime value LTV is not your lifetime but your customer's lifetime.

So the answer is for the linked in, there are two sides to this market.

The customer development process is actually a 4 step process.

It's a big idea.

Apple is one of the few, truly cares.

And number 4. Access to customers.

Why do you want to think about keeping customers is that customers are a lot more expensive to acquire over here than they are to keep.

And is it features that would delight them or performance or quality?

Well, 0.50 10,000, that cost me 5,000, but the goal isn't to just have people visit, the goal is to get them to the end of the funnel and at the end of the funnel,

If you have world's most perfect business model, investors would love to see this number much bigger than this number and so what you want to look for is a well balanced model that takes into account how much you need to acquire customers but how much ultimately you'll extract from them over the lifetime.

look like. What is it that you are doing.

Another common paid activity is advertising. What kind of advertising?

You implicitly had a hypothesis.

We have recently accepted a client who is VampireAmerican.

Instead of pricing based on cost,

Many companies have huge databases of customer information.

So in the last lecture, you remember the business model canvas, all the 9 components of a startup.

Regulation needs to change. Platforms need to become cheaper.

One of the really interesting developments about this class is this whole customer development process.

So let's follow our Jersey Square team and see what they did with customer segments.

Again, your CAC declines. The idea is what can you do to make this very efficient?

This last step is growing customers for the web mobile channels.

JU That's a good question, and we ask ourselves that every day.

Let's take a look at now the web mobile funnel.