 There are various marketing and sales activities going on side by side while we are doing customer development processes. So, we will look into the various marketing and marketing activities as well as the sales activities which are included in the various phases of customer development process. So, we start with the marketing activities. So, here you can see that in the customer discovery tab, there is an initial market description, which are the initial customers and how to find them, then the initial buying behavior analysis that the customers have, their decene making to adopt this particular product or to engage with us is based on different things. Then initial target segmenting, which is our initial segment and what is its size and how many people it can possibly be who we initially have to focus on. Then defining initial customer value, what this product is of importance to those initial customers, what this product is of importance to them, and whether it is of importance to us to properly establish it or how it can be done. So, all these elements are related to marketing and if we can properly install it, then our customer discovery segment will be successfully achieved. Similarly, the second element, the step of customer validation, that involves developing customer value and positioning. Why this application is important? Why would they validate? Why will they be in the process of using the prototypes and be the early adopters? Why they should be? Why the product or the application be important for them? So, the value creation and the value that you have done, keep that value in front of them properly, position it properly. Then developing initial marketing mix, your 4Ps, their fine tuning, keeping in view these early adopters. Then performing creative marketing activities, it's not the regular marketing going on. It is entrepreneurial marketing of a high-tech product, a very radical product. So, what can we adopt for creative marketing procedures that is done in this particular stage? Then experimenting and getting customer feedback. So, what you have done in marketing experiments or what you are trying to do in order to get this product accepted into this particular segment, what are the results of that? Then supporting the sales. So, marketing efforts required to boost the sales, to increase the sales, to support the sales. Then there are certain steps, certain activities through which marketing is supporting customer creation. Building on initial sales, which you have done in the first step. Reference based, how you have to use those references, so that you build on the initial sales, to create additional end users, demand and build a distribution channel. How can customers increase? And what distribution channel should we engage in, so that our potential customers can easily reach our application, our product. Consider how to address pragmatists. Because this segment is not of technology enthusiasts, it is not of early adopters. These are pragmatic people who are based on arguments and logic. So, why should they adopt this technology? Why should they buy this particular application? There are a number of reasons. And the number of reasons that you should present as a good marketer in a way that they are convinced. Set up awareness building. So, the potential market segment in which you have to create your customers. And this is a very big segment of the early majority. So, in that, you create an awareness in that market. Disseminate knowledge to people about how a new application, how a new technology is going to help you. And this technology is very efficient and much better than the previous technology and available. And in the last step, we can see in the company building stage, move towards traditional or planned marketing. As we discussed in the previous slides, your regular marketing strategy is at this stage where your product is accepted, the sales are growing. And to add further segments, you can use your regular marketing strategy for the further application and sale of that technology. Begin differentiation between marketing and sales. Sometimes, entrepreneurs work with some people. They are marketing and selling. And they are not able to differentiate. So, it is necessary that the company has grown. And it is taking a sizable business. Resources have also increased. So, sales teams and marketing teams, sales activity and marketing activities can be understood and applied. Continue asking for feedback. Keep taking feedback on your marketing efforts. Address the majority more and more. And the more customers and users you can reach, your communication efforts, your advertising, your promotional efforts, your campaign, your specific specifics, through which you can understand that your product is different and better. Send your message to people as soon as possible through good advertising.