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.

Is it about time saved? New efficiency created?

What could be everything?

The customer's complaint was about a sensitive issue.

And our product fits right here and here's why, etc.

There are some other things to consider in customer segments besides jobs to be done and pain and gain, and that is who's the customer?

What is it you're building and for who?

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

But the next step is you get out of the building.

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

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?

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

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

This is essentially the flip version of the gains.

Many companies have huge databases of customer information.

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

And in fact once they had their technical insight they started to talk to customers about pains and gains.

Instead of pricing based on cost,

You cater an event where the cost to you was 200

I have no idea where my husband is.

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

Do you have some insight about technology and, again, the gains and pains that that will provide for customers?

Apple is one of the few, truly cares.

Another key component of understanding customers is understanding customer gains, which is a fancy way for saying what are the benefits that customers expect, or desires, so besides the jobs they want to get done what do they want to gain by using your product or service?

The value proposition says, Hey, it's not about your ideal product, it's about solving a problem or a need for a customer.

What you need to do is now hear this from customers who say, Here is why it's relevant.

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

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

Next, they got out of the building again.

Here's your client list.

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.

Let's go to month two

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

Many of our clients are AfricanAmerican.

We have recently accepted a client who is VampireAmerican.

A tech company's one of my clients.

Most of my clients are married.

Because no one, and that was a constant problem...

It's a big idea.

That's your job as the facilitator and coach.

We've got customers.

Who do you do that for?

Defense department's largest contractor.

He's not the client.