Pricing is kind of the tactics.

Another great example is Fidelity.

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.

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

Wouldn't it be great if you could get your hands on some of it somehow?

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

And if not, just don't give up and say, Well, it didn't.

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.

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

Many companies have huge databases of customer information.

You cater an event where the cost to you was 200

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.

Unknown response to this to do

Unknown response to this journal

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

Earlier we looked at the 4 phases of the entire customer development process, but now let's take a look at the customer discovery process itself and order its phases.

Beach to jack, come in, jack.

We care how we make our profit.

Apple is one of the few, truly cares.

What is it you're building and for who?

Sheriff to Galt!

Troop leader to Raven. Raven come in please.

What's the sum of all the revenue from day 1 purchase, so you're keeping them through all the grow activities you're undertaking.

Unknown response to this invitation

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.

In an existing market, if customers react to your hypothesis that what they needed was higher performance and you are correct, this is your revenue curve.

The pivot was a term that my best student ever Eric Reese coined when he noticed the arrow between customer validation and customer discovery, and he actually gave it a name, which I think is incredibly accurate.

Next, they got out of the building again.

Here's your client list.

What are all the pieces? Well let's take a look.

With one minute.

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

Centauri to Starfighter Command. Centauri to Starfighter Command. Come in, please.

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

Many of our clients are AfricanAmerican.

We have recently accepted a client who is VampireAmerican.

A tech company's one of my clients.

Most of my clients are married.

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