Jobs to be done (JTBD)

A framework that explains why users hire a product to make progress in a specific situation.

When to use it

  • Discovery interviews
  • Messaging strategy
  • Segmenting users by context

PM decision impact

JTBD reveals true motivations behind behavior and improves positioning.

How to do it

Interview users about triggers, alternatives, desired progress, and tradeoffs.

Example

A founder hires analytics not for dashboards but to decide which channel to double down on.

Common mistakes

  • Confusing JTBD with personas
  • Only interviewing current users
  • No synthesis pattern

Related terms

Learn it in CraftUp

Last updated: February 20, 2026

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