Case Study: Culture Trip – making better product development and marketing decisions

The following is a short case study on how Culture Trip, one of my clients, used the insights gained from Jobs to be Done research to make better product development and marketing decisions. When Alan Vanstone, Director of Product at Culture Trip, a growing travel startup with offices in London, New York and Tel Aviv, […]

You are in the Growth business!

Changing your focus from delivering product features to delivering customer growth (progress) to increase revenues. I recently conducted two Customer Jobs* research projects for companies selling SaaS products to small and large businesses. What I have come to realise – and want to advocate here – is: B2B companies are in the “Growth business”, i.e. […]

Creating happy customers through Jobs to be Done thinking

Ultimately, every company exists to serve its customers. Enabling your customers to make progress Focussing on helping your customers become more successful at using your product is crucial if you want to build products that customers will buy and use. This is because your customers define the value of your product to them by measuring the progress they are […]

What Jobs to be Done taught me about our users, our product and our company

Shaperbuddy case study:   If you want to understand why your customers buy and use your product or why they don’t, I strongly recommend Jobs to be Done (JTBD), a theory of customer motivation. Alan Klement’s “When Coffee and Kale Compete” (available for free as pdf) is an excellent primer on the theory of JTBD. […]

Lean Startup is a discovery journey

As someone who cares deeply about Lean Startup and actively tries to help drive its adoption in companies of all sizes through hands-on teaching, I often hear “We have done a Business Model Canvas” or “We have talked to our customers”. When digging deeper though, I quickly uncover that these were mostly one-off activities instead […]

Announcing the Lisbon Lean Startup Practitioners Meetup group

I am proud to announce the launch of the Lisbon Lean Startup Practitioners Meetup! This is a free group for seasoned and aspiring practitioners of Lean Startup or those who have a firm interest in applying Lean Startup in their startup, scale-up or a corporate team. The primary aim of this group is to come together once a […]

Know your customer

In the last few days, I have come across two articles on Medium written by startup founders that reminded me about what I see startups struggle with or not giving enough importance to: Know your customer – or in short: “KYC” I don’t mean KYC in the sense of banks and other financial institutions verifying someone’s identity in […]