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?

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

Apple is one of the few, truly cares.

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

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.

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

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.

We've got customers.

Defense department's largest contractor.

He's not the client.

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

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.

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.

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.

What we now know is that the founders need to run what's called the customer development team.

So one of the interesting equations for every startup is that

That was the customer acquisition cost, CAC, here.

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 let's follow our Jersey Square team and see what they did with customer segments.

The answer is simple math.

Existing markets well, the customers well, they're know. We know who they are. They exist.

Another common paid activity is advertising. What kind of advertising?

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

JU That's a good question, and we ask ourselves that every day.

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

Many of our clients are AfricanAmerican.

Most of my clients are married.

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

That's your job as the facilitator and coach.

Who do you do that for?

Let's take a look at now the web mobile funnel.

Our new contacts will give us access to bluechip clients, national governments...

And number 4. Access to customers.

Pricing is kind of the tactics.

Get is how you actually acquire customers and get them to purchase your product.

So the answer is for the linked in, there are two sides to this market.

The customer development process is actually a 4 step process.