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

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

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

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

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.

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

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

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

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

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

But it's only half the story if we're really looking at solving problems of poverty, because it's not long term sustainable.

So again let's use our Jersey Square team as an example of what customer relationships might

It's exactly the same idea we might want to offer loyalty programs, contests and events, blogs, RSS and email, or social media all designed to engage customers.

So now they're looking at industrial enzyme manufacturers, their key activities are R amp D, and production support is their next change.

They strive constantly to improve customer relations.

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

So, while the goal in value prop is to figure out the MVP, yes, we il see later the goal in customer segments is to figure out who and what the archetype of the customer is.

Nobody wants the U.S. monetary authority to check their relationship, to monitor their relationship with their clientele.

I'm well aware of your Relationship with Director Shepard.

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

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

You cater an event where the cost to you was 200

Another key component of understanding customers is understanding customer gains, which is a fancy way for saying what are the benefits that customers expect, or desires, so besides the jobs they want to get done what do they want to gain by using your product or service?

Erika and you, and your little sexual indiscretions.

Just as a reminder, what the teams will be starting with in Week 1 is filling out the business model canvas and getting out of the building and testing their hypotheses about the value proposition, customer segments, and channel.

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

So, if we take a look at the Jersey² team was worrying about, it's what most start ups worry about on day 1, is does my value prop match my customer segment, and do I have product market fit?

So those are the 2 goals

So today, while we're talking about value proposition, value proposition works hand in hand with who your customers are, which we'll be talking about in the next lecture.

And your personal relationship People involved?

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?

How do they currently buy and what's the revenue stream that's associated with these kind of pricing tactics?

Those children are potential customers.

I absolutely know this Why? because it's my opinion or I might have been a domain expert, but you know what at the end of the day your business isn't about your opinion.

What am I going to look at?

If they have to pay for it, they use it.

Uh, I think it might have something to do with duration of exposure.

What is the competition? What are they charging?

No, it's not about height, see...

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.

And so the lesson is this it doesn't really matter what you're selling you just have to think about who is your customer, and what are the messages that are going to get them to change their behavior.

have breakfast with them... do whatever it takes to familiarize them with our packages.

Illogical blocking vs. expiration times.

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

Lieutenant... is it true that you and the Chief are involved in a romantic and physical relationship... in violation of the Colonial Code of Military Conduct?