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

The stock they sold buyers was a lemon.

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

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

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

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 dealers might not have a physical storefront for end user customers, but retailers are all about main street and talking to your customers.

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

So those are the 2 goals

It's not.

One of the most important metrics to think about now that we have an end to end funnel is something called lifetime value and a lifetime value LTV is not your lifetime but your customer's lifetime.

And ultimately can they grow their customer base?

Then again for your revenue stream.

You will mainly be coldcalling potential clients.

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

Instead of pricing based on cost,

Many companies have huge databases of customer information.

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.

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.

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.

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

It's a big idea.

Apple is one of the few, truly cares.

That's your job as the facilitator and coach.

We've got customers.

Who do you do that for?

Defense department's largest contractor.

He's not the client.

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.

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.

long term, and what are you going to do to grow them in the next couple of years as we.

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

So one of the interesting equations for every startup is that

That was the customer acquisition cost, CAC, here.

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

We will take it to the potential customers.

Next, they got out of the building again.

What we now know is that the founders need to run what's called the customer development team.

Here's your client list.

When you're thinking about growing customers, nothing magic.

You could charge twice the current rate for what I provide, and your customers would pay it.

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.