Now, the next market type is a new market. Customers don't exist today.

He's not the client.

Again, a little further definition in existing market incumbents exists.

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

They never existed.

Lister, I'm not really here!

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

Those children are potential customers.

Next thing you need to do is to understand that

What product or service are you building?

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

We still have earned and paid media driving customers into the funnel.

He doesn't exist.

It doesn't.

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

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.

It's exactly the same idea we might want to offer loyalty programs, contests and events, blogs, RSS and email, or social media all designed to engage customers.

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

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

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

Privacy doesn't exist.

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

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

I have told you how to treat customers.

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?

Ηe had the luxury of searching for potential customers while manufacturing the vaccine.

It doesn't exist!

Both of those queries from separate requests are going to say, Does this user exist? and they'll both fail because the user exists.

Who do you do that for?

Laughter slows down M You don't tell your boss,

I can't emphasize enough that the business model canvas is just a start.

Even though on day 1 you're not thinking about keeping customers because you're desperately worried about getting them, just understand the next thing you're going to be doing is worrying about how to keep your most valuable customer.

In theory, understanding acquisition and activation seems pretty simple.

Love doesn't exist.

Aish! This really isn't my style.

The science of communication does not exist, actually.

The Kir'Shara never existed.

There are no terrorists.

Does objective history exist?

We talked about value proposition, we talked about customer segments, we talked about channels, but today we're going to focus on customer relationships.

It's a big idea.

That's how much a regular customer would have to pay.