When I got there, we had zero happy customers.

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

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

But they're asking us a first time, a new customer.

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?

But because I had to cut lawns all summer for all of our neighbors and get paid to do that,

And number 4. Access to customers.

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.

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

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.

Here's your client list.

I want them to either pay for the product or sign up for something and become a user.

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

But Mr. Wallace, I'll need at least a week in Cleveland to visit all my accounts.

I leave this room, and it's over.

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.

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

Picking up a package, delivering it to our client.

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.

So let's follow our Jersey Square team and see what they did with customer segments.

If in fact, your conversion rate between acquisition activation could be increased.

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

Existing markets well, the customers well, they're know. We know who they are. They exist.

So one of the interesting equations for every startup is that

That was the customer acquisition cost, CAC, here.

Sets the view as'linked '. A linked view follows folder changes made in other linked views.

Did you see how many clients Jane had?

If you have world's most perfect business model, investors would love to see this number much bigger than this number and so what you want to look for is a well balanced model that takes into account how much you need to acquire customers but how much ultimately you'll extract from them over the lifetime.

We will take it to the potential customers.

Next, they got out of the building again.