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.

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

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.

In general, this formula is called the geometric mean.

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

Jim has broad shoulders.

He has broad shoulders.

Tom has broad shoulders.

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

He's not the client.

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

The river is wide.

That river is wide.

Use wider lines

And what do great customers do, great feeling customers?

Only that the words are written with a broadpointed quill pen which has spattered, twice.

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.

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.

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

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

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

It was broad and high.

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.

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?

Defense department's largest contractor.

So one of the interesting equations for every startup is that

That was the customer acquisition cost, CAC, here.

Well, it depends what my archetype reads.

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

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.

Here's your client list.

The streets in Hokkaido are wide.

I want to talk for a moment about how to scale databases.