And that's exactly what we did.

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.

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

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

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

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

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.

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

You cater an event where the cost to you was 200

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.

And he had Cryptococcal meningitis.

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 one of the interesting equations for every startup is that

That was the customer acquisition cost, CAC, here.

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

It's a big idea.

Apple is one of the few, truly cares.

That's your job as the facilitator and coach.

We've got customers.

Who do you do that for?

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

ATI Query

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.

When you're out of the building trying to talk to hundreds or thousands of potential web or mobile app users you want to be careful that you're not completely dependent on online surveys.

We will take it to the potential customers.

Next, they got out of the building again.

What we now know is that the founders need to run what's called the customer development team.

Them folks misunderestimated me (Laughter)

not what engineering or the founders thought

I'm working on it.

So let's follow our Jersey Square team down and see what they've done for customer relationships.

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.

And number 4. Access to customers.

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

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

Let's go to month two

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

But they're asking us a first time, a new customer.

In general, that seems like a funny cartoon, but let's look what online survey I did.

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.

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