jobs-to-be-done
Use when asked to "jobs to be done", "JTBD", "why customers churn", "prep for customer interviews", "hire and fire products", or "find real competitors". Helps discover unmet needs and the context behind purchasing decisions. The Jobs to be Done framework (created by Clayton Christensen and Bob Moesta) explains why customers hire and fire products.
What this skill does
## Domain Context This skill implements a proven product management framework. The approach combines best practices from industry leaders and is designed for practical application in day-to-day PM work. ## Input Requirements - Context about your product, feature, or problem - Relevant data, research, or constraints (recommended but optional) - Clear articulation of what you're trying to achieve # Jobs-to-be-Done (JTBD) ## What It Is Jobs-to-be-Done is a framework for understanding customer motivation. The core insight: **people don't buy products, they hire them to make progress in their lives.** When someone buys a product, they're not buying features or benefits—they're hiring that product to do a job. Understanding that job unlocks everything: positioning, messaging, feature prioritization, and competitive strategy. The key shift: Move from asking "What do customers want?" to asking "What progress are customers trying to make?" ## When to Use It Use JTBD when you need to: - **Understand why customers buy** (not just what they buy) - **Discover your true competitive set** (often not who you think) - **Find product-market fit** for a new product or feature - **Improve positioning and messaging** that resonates - **Reduce churn** by understanding why customers leave - **Prioritize your roadmap** based on real customer progress - **Identify new market opportunities** through struggling moments ## When Not to Use It - There's no real customer choice (e.g., employer-mandated software) - The purchase is pure habit with no conscious decision - You want to validate a hypothesis you've already decided on ## Resources **Books:** - *Demand-Side Sales* by Bob Moesta - *Competing Against Luck* by Clayton Christensen - *When Coffee and Kale Compete* by Alan Klement ## Further Reading - [Jtbd Framework](https://www.productcompass.pm/p/jtbd-framework)
Related in Sales & CRM
process-mapper
IncludedUse when a BizOps lead, COO, or process-improvement owner needs to document an end-to-end business process (procurement, employee onboarding, incident handoff, customer-onboarding, claims adjudication) in BPMN-style notation, measure cycle times by stage, surface where work spends most of its time waiting vs. being worked, and quantify the gap between processing time and total elapsed time. Pairs Lean / Six Sigma / Theory-of-Constraints canon with deterministic stdlib-only Python tools to produce a process map, a ranked bottleneck list (with severity + root-cause hypothesis), and a cycle-time analysis (P50, P90, value-add ratio, Little's-Law throughput). Distinct from sales-pipeline, system-reliability (SLO), and strategic-OKR work — this is tactical process documentation for internal operations.
payment-integration
IncludedIntegrate payments with SePay (VietQR), Polar, Stripe, Paddle (MoR subscriptions), Creem.io (licensing). Checkout, webhooks, subscriptions, QR codes, multi-provider orders.
customer-success-manager
IncludedMonitors customer health, predicts churn risk, and identifies expansion opportunities using weighted scoring models for SaaS customer success
sales-engineer
IncludedAnalyzes RFP/RFI responses for coverage gaps, builds competitive feature comparison matrices, and plans proof-of-concept (POC) engagements for pre-sales engineering. Use when responding to RFPs, bids, or proposal requests; comparing product features against competitors; planning or scoring a customer POC or sales demo; preparing a technical proposal; or performing win/loss competitor analysis. Handles tasks described as 'RFP response', 'bid response', 'proposal response', 'competitor comparison', 'feature matrix', 'POC planning', 'sales demo prep', or 'pre-sales engineering'.
customer-success-manager
IncludedMonitors customer health, predicts churn risk, and identifies expansion opportunities using weighted scoring models for SaaS customer success
sales-engineer
IncludedAnalyzes RFP/RFI responses for coverage gaps, builds competitive feature comparison matrices, and plans proof-of-concept (POC) engagements for pre-sales engineering. Use when responding to RFPs, bids, or proposal requests; comparing product features against competitors; planning or scoring a customer POC or sales demo; preparing a technical proposal; or performing win/loss competitor analysis. Handles tasks described as 'RFP response', 'bid response', 'proposal response', 'competitor comparison', 'feature matrix', 'POC planning', 'sales demo prep', or 'pre-sales engineering'.