Jobs to Be Done (JTBD): How to Apply It

What Is Jobs to Be Done?

Jobs to Be Done (JTBD) is an innovation framework popularized by Clayton Christensen that proposes a radically different way of understanding your customers. Instead of asking "Who is my customer?", you ask "What job is my customer hiring my product to do?"

Customers don't buy products. They buy solutions to specific problems in specific contexts. You don't buy a drill because you want a drill — you want a hole in the wall to hang a picture to make your home feel cozy.

The McDonald's Milkshake Example

40% of milkshakes sold before 8:30 AM. Buyers were commuters with a long, boring drive. The milkshake's "job" wasn't being a dessert — it was entertainment during the drive, satiation until lunch, and one-hand consumption. The competitor: a banana, a bagel, boredom. After adjusting: +7% sales.

JTBD vs. Buyer Persona

Aspect	Buyer Persona	Jobs to Be Done
Key question	Who is my customer?	What does my customer want to accomplish?
Focus	Demographics, interests	Context, motivation, desired outcome
Best for	Segmentation and targeting	Product design and innovation

Anatomy of a Job

• Functional job: the concrete task to accomplish
• Emotional job: how the customer wants to feel
• Social job: how the customer wants to be perceived

The 4 Forces of Change

Push: dissatisfaction with the current situation. Pull: attractiveness of the new solution. Anxiety: fear of change. Habit: comfort of the known. For a customer to switch, push + pull must exceed anxiety + habit.

How to Conduct JTBD Interviews

Explore the purchase timeline: first thought → passive search → active search → decision → consumption.

Key questions:

• "Tell me about the last time you bought [product]. What was happening in your life?"
• "What were you using before? What wasn't working?"
• "What finally pushed you to buy?"

JTBD Applied to CRO

1. Understand each visitor segment's job
2. Align your value proposition to the job, not features
3. Reduce anxiety at checkout — guarantees, testimonials, demos
4. Design onboarding around the primary job

FAQ

Does JTBD replace buyer personas?

No. They're complementary. Personas tell you who, JTBD tells you why.

How many JTBD interviews do I need?

10-20 are usually enough to identify the main jobs.

Does JTBD work for services?

Absolutely. The "job" of hiring a CRO agency isn't "I want A/B tests" but "I want to increase revenue without increasing my traffic investment."

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At Boost, we discover the real jobs of your visitors to optimize conversion through data-driven CRO programs. Discover your opportunities with Scan&Boost.

— Adrià Vidal, Boost