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.

Who do you do that for?

He's not the client.

As far as we know this is the first building in the world in which the proscenium can entirely fly out of the space.

Here's your client list.

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

So one of the interesting equations for every startup is that

That was the customer acquisition cost, CAC, here.

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

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

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

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.

And we found after much research that actually not much research, quite simple research that the counterfeit customer was not our customer.

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.

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.

Defense department's largest contractor.

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.

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.

The answer is simple math.

And the next thing they were looking at was their target market.

Then enjoy your meal. Thank you, thank you!

Excuse me, customer!

I'm fine.

If you didn't do it, then something big could have happened. You saved a person.

Excuse me...

Here we are, Sir.

Who is it?

A visitor?

Ma'am?