1. Presentation 5 Assigned 10/8/15 Due 10/15/15 Customer Relationships

2. Homework due for next week *Watch Udacity lesson 5 – Customer Relationships http://youtu.be/9NqYJ-e7k4g 10 more interviews by next week Review: Dave McClure’s: Startup Metrics for Pirates (link below) http://www.slideshare.net/dmc500hats/startup-metrics-for-pirates-nov-2012

3. Purpose The purpose of this section (customer relationships) of the business model canvass is for you to understand: *How to Get customers into your sales channel and move them successfully through the sales cycle. *How to Keep them as customers. *How to Grow your number of customers. *Know how to develop “get customer” experiments to determine tactics that move customers into and through the sales funnel in a repeatable and scalable way. *Understand the concept of “Lifetime Value of a Customer” and how to calculate this figure and incorporate it into your customer acquisition strategies.

4. 5th Presentation Focus: Customer Relationships Due next week Talk to at least 10 potential customers to generate findings! These presentations should only last 5-6 minutes each. This type of presentation is more informational than “pitch” oriented. The purpose is to explain the work you have done, your results, and the work you plan to do moving forward. Your presentation should have the following six slides. Slide 1: Title Slide Slide 2: Business Model Canvas with any changes marked in red (example given for slide 2) and multi-sided markets shown in different colors - if it applies (example given for this situation) Slide 3: Get Customers Slide 4: What did you learn about your customer relationships from talking to more customers? Hypothesis: Here’s what we Thought Experiments: Here’s what we Did Results:Here’s what we Found Action:Here’s what we are going to do Next Slide 5: Get – Keep – Grow Diagram Some of the slides are examples of how your slides should appear. The blue font is instructional. Some of the slides shown do not have graphic examples. Follow the instructions on the slides. For some of them, you may need to create visual examples.

5. “More informational than performance oriented” Use this slide each week. You only need to make changes to the interview numbers Slide 1 Talk to at least 10 more customers each Week!

6. Read BMG 17-50 to understand each segment Slide 2 Changes to Canvas in Red

7. Read BMG 17-50 to understand each segment Slide 2 Changes to Canvas in Red If you have multi-sided markets, show those in different colors like below (blue/red examples

8. What were your pass/fail metrics for each “Get” test/methodology? What is your customer acquisition cost? What is your customer lifetime value? Build demand creation budget and forecast. Slide 3 Get Customers

9. Learning What did you learn about customer relationships (Get/Keep/Grow)? Hypothesis: Here’s What We Thought Experiments: Here’s What We Did Results: Here’s What We Found Action: Here’s What We Are Going To Do Next Slide 4

10. Get/Keep/Grow Diagram Diagram your Get/Keep/Grow process and annotate it with the key metrics. Slide 5