Show them the grumpy employees.

And unless you're in an existing market and you happen to know which features the customers have told you are more important.

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

Customers can name the market. Customers want or need better performance.

A red light shows the electricity is out of phase

To correct an out of phase machine, perform the following steps

What are all the pieces? Well let's take a look.

So in month 1 you cater an even where the cost to you was 100

But just understand that in new markets of course you don't get out and ask people what features they need.

Those are entrepreneurial traits that you want to be nurturing.

And what do great customers do, great feeling 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.

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?

Firefox Launchpad integration adds quick search for Launchpad services

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

A service that integrates last. fm functionality into Amarok

A KMobileTools service that provides address book functions

Now, switch on the Machine's primary Breaker and move to the Control Panel and press POWER ON

But a consultant told us we need to manage our clients and not service them.

They give better service not worse, but better.

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

Customer service meant actually talking to the people who came into your shop.

Much like ranking ranking pain, I want you to think about ranking gains.

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.

You're taking market share from incumbents from day one.

The next thing is revenue streams.

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.

So one of the interesting equations for every startup is that