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

And for web, mobile or cloud, we were getting you into the funnel on the bottom.

And so they figure out how to sell existing customers more products.

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

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

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

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

Customer relationships is kind of a fourth piece, and customer relationship has a really interesting interaction with these other three pieces.

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

Let's take a look at now the web mobile funnel.

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

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.

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?

Let's take a look at a customer acquisition process that reaches 100 people a day and activates 10 .

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.

We all work on little laptops and try to move desks to change the way we think.

Many companies have huge databases of customer information.

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

Again, your CAC declines. The idea is what can you do to make this very efficient?

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.

Apple is one of the few, truly cares.

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.

But it doesn't happen that way.

The answers are get, keep, and grow are the three parts of customer relationships.

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.

We talked about value proposition, we talked about customer segments, we talked about channels, but today we're going to focus on customer relationships.

Next, they got out of the building again.

Here's your client list.

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

The customer's complaint was about a sensitive issue.

And so, think about it and make a list of what each gain your products and services create according to its relevance to the customer.

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...

It's a big idea.

That's your job as the facilitator and coach.

We've got customers.