Most of my clients are married.

I've got a fantastic idea for an incremental innovation to an existing product we sell through existing channels to existing users, and I can guarantee you get this much return out of it over the next three years.

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?

You're taking market share from incumbents from day one.

And then grow is a neat trick that smart companies do is that they understand that it's a lot more expensive to get customers than to keep them and grow them.

But for you to be a successful company and actually thinking about how much you could spend on them over here, you need to understand can I get them to spend more and more over time and how to keep them

Next, they got out of the building again.

You've now sold these customers way back here under purchased, and you've kept them around with relative programs and product updates, but really what you'd like to do, understanding now that it's a lot cheaper to sell existing customers more stuff than it is to get new customers, is let's go try to sell them some stuff, and how can we do that.

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

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

And competitors, there's many if you're wrong but very few if you're right, and your risk is that you get the market and product redefinition just wrong.

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

Then as we talked about earlier, how much will it cost to acquire a customer?

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

Apple is one of the few, truly cares.

Remember what we were trying to do in the initial purchase or get your new customers to start telling their friends about your products, you want to do the same thing after you've had those customers for a while.

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

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

Do it like Wal Mart, get it to go green for its customers and its suppliers and for itself.

Many companies have huge databases of customer information.

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.

Here's your client list.

A photo finishing store charges customers a rate of 0.29 per photo to print pictures.

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 month 1 you cater an even where the cost to you was 100

You know, revenue stream.

For new customers, the store offers a one time discount of 3.

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

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

We were all working our way up call sheets to sign clients.

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.

Well, he went to prison to protect a client.

Because if you think about it, you've been working hard on value prop, and you've been working hard on customer segments and customer acquisition and activation and channel.

Use this command to open an existing document for editing

Open an existing document for editing

Yet, we seem to go from order to order or user to user forgetting about thinking about all the time is how can we extract more dollars or usage or whatever is important to us from our existing customers.

Merge into existing calendar

File dialog to open an existing file

File dialog to open an existing URL

Existing Templates

Existing File

Existing window

Now, what's really interesting is if we're an existing market and remember, in an existing market what do we know?