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Understand your customers

Understanding the problem (JTBD)

People hire products to do a job, find the job.

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Who are my real competitors once I think in jobs to be done? Anything the customer currently 'hires' to get the same job done, including a spreadsheet, a WhatsApp group, a competitor, or doing nothing at all.... Intermediate 3 resources → Different customers seem to hire my product for completely different jobs. Do I pick one or serve them all? Pick one to lead with, at least until you have traction, because messaging that speaks to three jobs speaks clearly to none. Multiple jobs is commo... Advanced 3 resources → My product is for Indian small businesses who mostly run their operations on WhatsApp. How do I frame the job against a free tool they already love? The job isn't "replace WhatsApp", it's whatever WhatsApp does badly at scale: losing track of orders, no records, chaos when volume grows. Frame yo... Advanced 3 resources → When is the job someone hires my product for actually an emotional or social one, not a functional one? More often than founders assume, because we default to functional explanations and miss the feeling underneath. People hire products to feel compet... Advanced 3 resources →
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