We have focused on the worst case scenario.

So what's the reality?

Remember we talked earlier about pains and gains for this customer segment.

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

Also, we did focus groups with people who were on the ground with kids every day,

It's not just focused on the particular, it's focused on kind of the metalevel.

That's what mass marketing is.

Now what do those differences look like?

And that's the power of storytelling.

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

I don't want to focus too much on the tax savings on interest.

And we will see so in a few special cases for this.

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

Let's focus on the conversations between our friends and our family and our coworkers and our loved ones.

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 when you finally, finally think you do have something that matches customer needs, you get to the next step, which is customer validation.

So now, I started from the big problem, and I couldn't answer it.

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

Apple is one of the few, truly cares.

It's a big idea.

One of the really interesting developments about this class is this whole customer development process.

A bloodline is determined and ordered.

And the idea is to get as many people as we can to come out to Caine's Arcade, and just make his day. Caine is dying to have one customer show up to his arcade.

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

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

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

And instead of putting that 400 in cash, because you didn't get the cash you can't do that,

This last step is growing customers for the web mobile channels.

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.

Two, I've tried it. I've tried at Sciant.

We focus on Parker. And move it.

So it's very important to them to track piracy exactly because of this, and the people who are buying, the pirates, are not their customers anyway, because their customers want the real deal.

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.

And what we want to do is, we want to find out the coordinates of the focal points.

The first step is customer discovery.

So just as an side keep going, guys, this is good.

Ellipse by Focuses Point

Well, the first thing you do is though I've never well, we could just figure out the focal length just by plugging into the formula.

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.

So 1 over 4 times 2 is equal to 1 8.

The next piece about customer development to understand is what is it you're actually doing outside the building?

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

So here the world is put out of focus, while our visual dependence is put into focus.

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

Its assets, I divided it between 3 billion of other assets and 2 billion of CDOs.