Jobs To Be Done Framework

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Abstract

The jobs to be done framework is a customer-centric approach that focuses on understanding the context and outcomes that drive customer behavior. It's about understanding the struggling moments that customers face and how they make progress in their lives. The framework is based on the idea that people hire products to make progress in their lives, and that the context and outcomes are more important than the product itself. By understanding the jobs that customers are trying to accomplish, companies can design products and services that meet their needs and help them make progress. The framework involves identifying the pushes and pulls that drive customer behavior, as well as the anxieties and habits that influence their decisions. By clustering customer stories and identifying patterns, companies can develop products and services that meet the needs of their customers and help them achieve their goals.

Key terms

Jobs To Be Done, Context, Outcomes, Pushes, Pulls, Anxieties, Habits, Trade-offs, Customer Stories, Clustering, Pathways, Higher and Fire Criteria, Demand Side Sales, Supply Side Sales, Vector of Progress

Main Topics

Introduction to Jobs To Be Done

What is Jobs To Be Done?

Jobs to be done is a customer-centric approach that focuses on understanding the context and outcomes that drive customer behavior.
It's about understanding the struggling moments that customers face and how they make progress in their lives.
The framework is based on the idea that people hire products to make progress in their lives, and that the context and outcomes are more important than the product itself.

Key Components of Jobs To Be Done

Context is a critical component of the jobs to be done framework, as it helps companies understand why customers make certain decisions.
Outcomes are a key component of the jobs to be done framework, as they help companies understand what customers are trying to accomplish.
Pushes and pulls are factors that drive customer behavior, and anxieties and habits are concerns or worries that customers have when making a decision.

Understanding Customer Behavior

Customer Stories

Customer stories are the narratives or accounts that customers tell about their experiences and decisions.
Customer stories are a key component of the jobs to be done framework, as they help companies understand the context and outcomes that drive customer behavior.
By clustering customer stories and identifying patterns, companies can develop products and services that meet the needs of their customers.

Pathways and Higher and Fire Criteria

Pathways are the sequences or patterns of behavior that customers exhibit.
Higher and fire criteria are the standards or criteria that customers use to evaluate and decide whether to hire or fire a product or service.
By understanding pathways and higher and fire criteria, companies can develop products and services that meet the needs of their customers and help them achieve their goals.

Demand Side Sales

Introduction to Demand Side Sales

Demand side sales is a sales approach that focuses on understanding the customer's needs and helping them make progress.
Demand side sales is a key component of the jobs to be done framework, as it helps companies develop products and services that meet the needs of their customers.
By focusing on demand side sales, companies can develop a sales approach that is aligned with the jobs to be done framework.

Vector of Progress

Vector of progress is the direction or trajectory that customers are trying to achieve.
By understanding the vector of progress, companies can develop products and services that help customers make progress and achieve their goals.
The vector of progress is a key component of the jobs to be done framework, as it helps companies understand what customers are trying to accomplish and how they can help them make progress.

Case Studies and Examples

Autobooks

Autobooks is a company that helps banks do invoicing through Apple Pay.
By using the jobs to be done framework, Autobooks was able to develop a sales approach that met the needs of their customers and helped them achieve their goals.
The company was able to identify the pushes and pulls that drove customer behavior, and develop a sales approach that was aligned with the jobs to be done framework.

Intercom

Intercom is a company that provides customer messaging and support software.
By using the jobs to be done framework, Intercom was able to develop a sales approach that met the needs of their customers and helped them achieve their goals.
The company was able to identify the pathways and higher and fire criteria that drove customer behavior, and develop a sales approach that was aligned with the jobs to be done framework.

Conclusion

Summary of Key Points

The jobs to be done framework is a customer-centric approach that focuses on understanding the context and outcomes that drive customer behavior.
The framework involves identifying the pushes and pulls that drive customer behavior, as well as the anxieties and habits that influence their decisions.
By clustering customer stories and identifying patterns, companies can develop products and services that meet the needs of their customers and help them achieve their goals.

Final Thoughts

The jobs to be done framework is a powerful tool for companies that want to develop products and services that meet the needs of their customers.
By focusing on demand side sales and understanding the vector of progress, companies can develop a sales approach that is aligned with the jobs to be done framework.
The jobs to be done framework is a key component of a customer-centric approach, and can help companies develop products and services that help customers make progress and achieve their goals.

Key terms

Jobs To Be Done

A customer-centric approach that focuses on understanding the context and outcomes that drive customer behavior. It's about understanding the struggling moments that customers face and how they make progress in their lives.

Context

The situation or circumstances that influence customer behavior. Context is a critical component of the jobs to be done framework, as it helps companies understand why customers make certain decisions.

Outcomes

The results or goals that customers are trying to achieve. Outcomes are a key component of the jobs to be done framework, as they help companies understand what customers are trying to accomplish.

Pushes

The factors that drive customer behavior, such as a change in circumstances or a new opportunity. Pushes are a critical component of the jobs to be done framework, as they help companies understand why customers make certain decisions.

Pulls

The factors that attract customers to a product or service, such as a new feature or benefit. Pulls are a key component of the jobs to be done framework, as they help companies understand what customers are looking for in a product or service.

Anxieties

The concerns or worries that customers have when making a decision. Anxieties are a critical component of the jobs to be done framework, as they help companies understand what holds customers back from making a decision.

Habits

The routine or automatic behaviors that customers exhibit. Habits are a key component of the jobs to be done framework, as they help companies understand how customers make decisions and what influences their behavior.

Trade-offs

The compromises or sacrifices that customers make when making a decision. Trade-offs are a critical component of the jobs to be done framework, as they help companies understand what customers are willing to give up in order to achieve their goals.

Customer Stories

The narratives or accounts that customers tell about their experiences and decisions. Customer stories are a key component of the jobs to be done framework, as they help companies understand the context and outcomes that drive customer behavior.

Clustering

The process of grouping customer stories and identifying patterns. Clustering is a critical component of the jobs to be done framework, as it helps companies develop products and services that meet the needs of their customers.

Pathways

The sequences or patterns of behavior that customers exhibit. Pathways are a key component of the jobs to be done framework, as they help companies understand how customers make progress and achieve their goals.

Higher and Fire Criteria

The standards or criteria that customers use to evaluate and decide whether to hire or fire a product or service. Higher and fire criteria are a critical component of the jobs to be done framework, as they help companies understand what customers are looking for in a product or service.

Demand Side Sales

A sales approach that focuses on understanding the customer's needs and helping them make progress. Demand side sales is a key component of the jobs to be done framework, as it helps companies develop products and services that meet the needs of their customers.

Supply Side Sales

A sales approach that focuses on pushing products or services to customers. Supply side sales is the opposite of demand side sales, and is not aligned with the jobs to be done framework.

Vector of Progress

The direction or trajectory that customers are trying to achieve. Vector of progress is a key component of the jobs to be done framework, as it helps companies understand what customers are trying to accomplish and how they can help them make progress.

Quiz

Question

What is the jobs to be done framework?

Answer