Customer Development Session 2 2024.pptx

3. Personas
What does your client look
like? Information includes
age, gender, race,
household income, marital
status
What factors in in their
life will drive them to
buy your
products/services?
Demographics
Needs & Behaviors

4. WHAT ARE YOUR
"JOBS TO BE
DONE?"

5. Jobs-to-be-Done Theory is a theory
of innovation that is based on the economic
principle that people buy products and services to
get “jobs” done, i.e., to help them accomplish tasks,
achieve goals and objectives, resolve and avoid
problems, and to make progress in their lives.
DEFINITION:

6. This work is licensed under the Creative Commons Attribution 4.0 International (CC BY-SA 4.0)
license.

7. People buy
products and
services to get a
"job" done.
1.
Products that
win in the
market help
customers get a
job done better
and/or more
cheaply.
2.
A job-to-be-done
is stable over
time, making it
an attractive unit
of analysis.
3.
A job-to-be-done
is always a
process (to make
progress).
4.
A job-to-be-done
is functional and
has emotional
and social jobs
associated with
it.
5.
Understanding
the job-to-be-
done provides a
new avenue for
understanding
"needs".
6.
6 Tenets of
Jobs-to-be-Done
Theory

8. This work is licensed under the Creative Commons Attribution 4.0 International (CC BY-SA 4.0)
license.

9. Gain Creators
What can you offer
your customers to
help them achieve
their gains?
Pain Relievers
How can you help your customers
relieve their pains before, while,
and/or after the job?
Products & Services
What product and services do you
offer to help your customers get their
job done?
VALUE PROPOSTION CANVAS
Gains
What would make
your customer happy?
What benefits do your
customers seek from
doing the job?
Job-to-be-Done
What is the job the
customer wants to get
done?
Pains
What troubles your
customer in doing his
job? What is preventing
your customer from
getting the job done?

10. BREAK

11. Discovery
Interest
Research
Intent
$
Loyalty
Awareness
Consideration
Conversion
Retention

15. Expectations Experience
s
Satisfaction
CUSTOMER
JOURNEY

16. TAKEAWAYS