DOD SBIR/STTR Training & Advocacy

Lean Entrepreneurship

LESSON 5: Customer Relationships

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Optional Reading for this lesson:

Startup Owner's Manual

  • pp. 180-188
  • pp. 260-269
  • pp. 438-456

 

  • What is your customer acquisition cost? What is your customer lifetime value?
  • Did anything change about Value Proposition, Customer s/Users, Channel?

In this lesson, we will learn about:

  • Paid Demand Creation
  • Earned Demand Creation
  • Get Physical
  • Viral Loop
  • Web Customer Acquisition Costs

Optional Exercises for this lesson:

  • Build Demand Creation Budget and Forecast
  • Create Objective Pass/Fail Metrics for each “Get” test/methodology
 
 

1. Customer Relationships

3. Paid Demand Creation               

5. Get Keep Grow

7. Viral Loop

9. Keep Physical

11. Get Web

13. Keep Web

 

2. Customer Archetypes

4. Earned Demand Creation

6. Get Physical

8. Get Alternatives

10. Grow Physical

12. Web Customer Acquisition Cost

14. Grow Web