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

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.

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.

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?

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.

His eyes were strange.

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

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

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

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 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.

Kids do worse in the more unequal societies.

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.

So one of the interesting equations for every startup is that

That was the customer acquisition cost, CAC, here.

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

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

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

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.

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.