His eyes were strange.

My passengers is still talkative as ever.

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.

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

It's a big idea.

Apple is one of the few, truly cares.

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.

So the impact of all this has been essentially one of growing the market, because it focused on the non customer, and then by reaching the unreached, we're able to significantly grow the market.

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

We will take it to the potential customers.

Well there is actually six of them. There are two ways to be present oriented.

Very good. It increases both dexterity and direction.

The company always strives to satisfy its customers.

If you leave, you forfeit your whole position forever.

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.

Very long subject very long subject very long subject very long subject very long subject very long

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.

A great many tourists visit Kyoto in spring.

A very large number of tourists visit Kyoto in the spring.

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

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.

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

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.

So one of the interesting equations for every startup is that

That was the customer acquisition cost, CAC, here.

But in most teams if they are technology driven, they tend to start on value prop and most teams if they happen to be marketers or business people, happen to start with the customer segments.

Pricing is kind of the tactics.

Many are not aware of no, this is not a joke.

Extremely.

It can like in these circumstances, but not always.

Customers can name the market. Customers want or need better performance.