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.

Many of our clients are AfricanAmerican.

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.

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.

And number 4. Access to customers.

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.

The answer is simple math.

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

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

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

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.

But because I had to cut lawns all summer for all of our neighbors and get paid to do that,

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

But we really want teams to understand, what you can do to keep customers

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 after two days, you have activated 20 customers.

I leave this room, and it's over.

It's not.

X number of customers equals X number of dollars...

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?

Defense department's largest contractor.

He's not the client.

long term, and what are you going to do to grow them in the next couple of years as we.

So one of the interesting equations for every startup is that

That was the customer acquisition cost, CAC, 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

X number of prospects equals X number of customers.

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

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

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.