Cross sell, well that's also kind of simple.

And what do great customers do, great feeling customers?

You really don't know where those customers are until they're physically inside you channel considering the purchase, and then of course, when they click I'll buy it or tell a dealer I'll take the car, or in JetBlue's case actually say, I'll but this fair or Book a seat, you'll finally understand whether you have the order or not and that's what acquisition looks like in a physical channel awareness, consideration and purchase.

As we'll see, customer relationships start with get.

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.

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,

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.

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

And of course exact change's always appreciated.

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

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.

Remember what we were trying to do in the initial purchase or get your new customers to start telling their friends about your products, you want to do the same thing after you've had those customers for a while.

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?

For example, in SAS software, some investors think that number should be 3 gt 1.

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

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

Now you feel locked in to calling them awareness, interest, consideration and purchase, just realize that you need to modify these to what your real cycle is and you will only kind of

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.

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.

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

So while 10,000 people upgrade for 5 grand because it only cost me 0.50 per person.

Why would they do this? 'Cos they were going to lose 31 a year?

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.

Apple is one of the few, truly cares.

They give better service not worse, but better.

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.

Where are the antibiotics?

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

But just understand that in new markets of course you don't get out and ask people what features they need.

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

All of these activities are designed to feed the sales model.

And, if we look at their next rev, the things in red are the changes.

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