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

That's a gentlemen's club. I told you about it. The Singapore clients come to the city, they love that crap.

I want them to either pay for the product or sign up for something and become a user.

Much like ranking ranking pain, I want you to think about ranking gains.

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.

Antiperspirant is useful.

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

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

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

Well getting customers is just like it sounds.

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?

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

We care how we make our profit.

Many companies have huge databases of customer information.

Another example of a customer segment was someone making new kite boarding equipment.

Is it about time saved? New efficiency created?

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

Instead of pricing based on cost,

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.

It is for you since you are not well.

Wow, who's this! Brother Sosam!

What could be everything?

If you remember, we understood who the customer archetype was with running search engine marketing or search engine optimization, but in the web, we just really have to do two things

Another key component of understanding customers is understanding customer gains, which is a fancy way for saying what are the benefits that customers expect, or desires, so besides the jobs they want to get done what do they want to gain by using your product or service?

Apple is one of the few, truly cares.

Let's take a look.

Banks charge higher interest on loans to risky customers.

Well, 0.50 10,000, that cost me 5,000, but the goal isn't to just have people visit, the goal is to get them to the end of the funnel and at the end of the funnel,

I want to use and on the web, I might be paying Google forever.

You are handy.

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.

Next, they got out of the building again.

Here's your client list.

Well, hopefully it gets kind of fun because the real metric the way we kind of measure things, the language we use on the web is customer acquisition cost.

At the end of the day, not only do you know about the pains and gains of these customers, but you specifically know who they are.

What is it you're building and for who?

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.

Let's go to month two

Let's do an exercise and see what it feels like and how does it work to get an activated customer and how much it cost.

There are some other things to consider in customer segments besides jobs to be done and pain and gain, and that is who's the customer?

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

Many of our clients are AfricanAmerican.