If you wanted to get fancy, this is a little bit inaccurate when the customer ordered less than 10 photos because, let's say the customer orders 10 photos.

So what we could do if we wanted to make this a little bit fancier, we could say that a new customer would pay and then we can say that's y, so y is equal to 0.29x minus 3 if x is greater than 10, if the guy or the gal orders more than 10 photos.

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

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

You might actually be able to get what's called the lease lines, so you don't have to pay cash for them.

It doesn't really work in this context.

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.

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

Oh, God. One of these days I'm gonna just sort through all the Dad stuff.

They give better service not worse, but better.

Apple is one of the few, truly cares.

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

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.

Next, they got out of the building again.

Many companies have huge databases of customer information.

If the quality of your product meets with our customer's approval, we will place regular orders.

Where on the other extreme, the complexity of selling toner over the web. Incredibly simple.

Even though on day 1 you're not thinking about keeping customers because you're desperately worried about getting them, just understand the next thing you're going to be doing is worrying about how to keep your most valuable customer.

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.

I'll organize the dinner menu. Three or four times a week, I have guests.

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

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?

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, while the goal in value prop is to figure out the MVP, yes, we il see later the goal in customer segments is to figure out who and what the archetype of the customer is.

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

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

The other thing that we're interested in doing if you remember in customer segments is understanding a day in the life of a customer.

Your demands are unreasonable.

Will you please check to see if my order has been dealt with?

And our product fits right here and here's why, etc.

And number 4. Access to 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.

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.

Here's your client list.

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

Sam got some a year ago, but nobody ever ordered it so it went bad.

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

I have told you how to treat customers.

We've ordered Chinese food.