"Customers come to your website or read the label on your package because they want to know if your product is going to help them make progress against the situation they are in. That’s a big part of what’s going on in the customer’s brain:
“Will this product fix the problem I have,
and will it get me to where I want to be?”
Focusing on customers’ situations and how they can make progress is what Jobs-to-be-Done thinking is all about. It’s different from more traditional product and marketing thinking that focuses on customer attributes and abstract goals (e.g., personas) or product categories (e.g., we make drills, so we compete with other drill companies).
To create kick ass products and copy, we need to understand moments of struggle that have led our customers to hire our product or a competing product.
We want enough detail so we can film a documentary about our customer as they struggle with the situation our product is going to solve."
Trechos retirados de "And You Thought “Jobs to Be Done” Was Just for Product Development…"