The ultimate guide to JTBD | Bob Moesta (co-creator of the framework)

Brought to you by Sidebar—Catalyze your career with a Personal Board of Directors | Merge—A single API to add hundreds of integrations into your app | Eppo—Run reliable, impactful experiments—Bob Moesta is the co-creator of the Jobs To Be Done (JTBD) framework, a close collaborator of Clay Christensen, and CEO and founder of The Re-Wired Group. He has helped launch more than 3,500 new products, services, and businesses and built and sold several startups himself. He is also a fellow at the Clayton Christensen Institute and a guest lecturer at the Harvard Business School, MIT Sloan School of Entrepreneurship, and Northwestern University’s Kellogg School of Management. In this episode, we discuss:• What Snickers and Milky Way can teach us about JTBD• The various flavors of the JTBD framework• Best practices for implementing the framework• Advice on conducting interviews for B2B vs. B2C customers• Common mistakes people make when implementing JTBD• When not to use it—Find the full transcript at: https://www.lennysnewsletter.com/p/the-ultimate-guide-to-jtbd-bob-moesta—Where to find Bob Moesta:• Twitter/X: https://twitter.com/bmoesta• LinkedIn: https://www.linkedin.com/in/bobmoesta/• Website: http://www.therewiredgroup.com/• Podcast: https://pca.st/gg6goo1n—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• Twitter/X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Bob’s background(04:04) A simple explanation of the Jobs To Be Done framework(07:29) Struggling moments and demand(09:51) Understanding the context behind pain points(11:14) Reducing friction in the sales process(14:46) How Autobooks improved their buying process and 4x’ed conversion(16:52) The six phases of the buying process(18:30) The JTBD interview process(21:55) How Bob’s TBI affected his reading/writing and how he is able to write books(22:02) Why people switch companies(27:18) Tips for JTBD interviewing(30:07) Why you