It's a big idea.

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

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

What are the costs of jerseys and warehousing and shipping and cleaning,

So those are the 2 goals

The thing to remember that the goal is not to draw on the canvas.

So the goal of the class is twofold.

The customer development process is actually a 4 step process.

And when you finally, finally think you do have something that matches customer needs, you get to the next step, which is customer validation.

And in this class, we're going to be talking about the first two steps, customer discovery, customer validation, the pivots that connect them, and then a few that are lucky.

The answer is is having a customer archetyping might is really important for all of these

This search for the business model.

But now the teaching team is actually writing down what you think of each one of the teams.

Now, one word of caution.

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

So what this really means is that for process instead of just going to execution first, hiring product managers, doing waterfall development, or maybe even agile nowadays, we're actually going to start with a customer development process coupled with some kind of agile engineering process.

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

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

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 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 started doing research on your old client,Carol Gentry.

Many companies have huge databases of customer information.

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

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.

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

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.

The pivot was a term that my best student ever Eric Reese coined when he noticed the arrow between customer validation and customer discovery, and he actually gave it a name, which I think is incredibly accurate.

Earlier we looked at the 4 phases of the entire customer development process, but now let's take a look at the customer discovery process itself and order its phases.

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.

Next, they got out of the building again.

Here's your client list.

To write the requirements and do the design, assumes on day one you know the problem or need the customer has.

What we now know is most startups fail from a lack of customers than from a failure of product development and that's really interesting even in Silicon Valley where we would probably take more technical risk per square inch or square foot than anywhere else in the world.

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

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.