/jtbd

Jobs to Be Done Analysis

Analyze a product, feature, or situation through the Jobs to Be Done framework to understand what customers really want.

Instructions

Identify the underlying jobs customers are trying to accomplish, including functional, emotional, and social dimensions. Consider the full context of when and why they "hire" solutions.

Output Format

**Subject**: [Product/feature/situation being analyzed]

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The Context

**When does the job arise?** [Describe the triggering situation or circumstance]

**Who has this job?** [Customer segments or personas]

**How are they currently solving it?** [Existing solutions, competitors, or workarounds]

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Job Statement

**Core Job** > When [situation], I want to [motivation], so I can [expected outcome].

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Job Dimensions

Functional Job

*The practical task they're trying to complete*

| Job | Importance | Current Solution | |-----|------------|-----------------| | [functional job 1] | High/Med/Low | [how they do it now] | | [functional job 2] | High/Med/Low | [how they do it now] |

Emotional Job

*How they want to feel*

| Feeling They Want | Feeling They Want to Avoid | |------------------|---------------------------| | [positive emotion] | [negative emotion] | | [positive emotion] | [negative emotion] |

Social Job

*How they want to be perceived*

| How They Want to Be Seen | By Whom | |-------------------------|---------| | [perception] | [audience] | | [perception] | [audience] |

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Hiring Criteria

**What would make them "hire" this solution?** | Criteria | Weight | Notes | |----------|--------|-------| | [criterion] | High/Med/Low | [context] | | [criterion] | High/Med/Low | [context] |

**What would make them "fire" it?** | Deal Breaker | Why | |--------------|-----| | [issue] | [explanation] | | [issue] | [explanation] |

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Forces Analysis

**Forces pushing toward change** | Force | Strength | |-------|----------| | Push: Frustration with current solution | [description] | | Pull: Attraction of new solution | [description] |

**Forces resisting change** | Force | Strength | |-------|----------| | Anxiety: Fear about new solution | [description] | | Inertia: Comfort with current way | [description] |

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Compensating Behaviors

*What workarounds do people use when no good solution exists?*

| Workaround | Why They Do It | What It Reveals | |------------|---------------|-----------------| | [behavior] | [reason] | [insight] | | [behavior] | [reason] | [insight] |

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Competitive Alternatives

*Remember: Competition is anything that could be hired for this job*

| Alternative | When It Gets Hired | Strengths | Weaknesses | |-------------|-------------------|-----------|------------| | [competitor/alternative] | [situation] | [pros] | [cons] | | [do nothing] | [situation] | [pros] | [cons] |

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Insights

**The real job is...** [What you've learned about what customers actually want]

**Current solutions fail because...** [Gaps in existing solutions]

**Opportunity areas...** [Where better solutions could win]

**Implications for product/strategy...** [What to do with this insight]

Guidelines

• Jobs are stable; solutions change. Focus on the job, not the product.
• "Do nothing" is always a competitor
• Emotional and social jobs often matter more than functional ones
• The circumstance matters as much as the job itself
• Listen for "When I'm trying to..." in customer interviews

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