"Marketers should think less about market segments and more about the jobs customers want to do..."
This is what Harvard Professor Clayton Christensen affirms! Does it ring any bell to you? Do you have to go back to college and check all the marketing material again? No, you don't.
This idea of understanding the job-to-be-done by the customer rather than the customer himself comes from results of research conducted by Clayton.
"The idea that we should focus on understanding the customer and give the customer what she needs actually contributes to the failure of new innovations. The unit of analysis in coming up with great ideas are the jobs that are sitting out there needing to get done for which our products or services might get hired"
Listen to Clayton Christensen Milkshake example:
"I wonder what job people hire a milkshake to do for them..."
"...it turns out that the competitor is not Burger King milkshakes but bananas, donuts, bagels, and snickers bars"
This is what Harvard Professor Clayton Christensen affirms! Does it ring any bell to you? Do you have to go back to college and check all the marketing material again? No, you don't.
This idea of understanding the job-to-be-done by the customer rather than the customer himself comes from results of research conducted by Clayton.
"The idea that we should focus on understanding the customer and give the customer what she needs actually contributes to the failure of new innovations. The unit of analysis in coming up with great ideas are the jobs that are sitting out there needing to get done for which our products or services might get hired"
Listen to Clayton Christensen Milkshake example:
"I wonder what job people hire a milkshake to do for them..."
"...it turns out that the competitor is not Burger King milkshakes but bananas, donuts, bagels, and snickers bars"
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