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. […]

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. […]

Enabling corporates and startups to innovate together

From September 2015 to April 2016 I worked with Beta-i, the leading organisation for entrepreneurship and innovation in Portugal, managing a corporate acceleration programme called Protechting for Portugal’s largest insurance company, Fidelidade, and their Chinese parent company, Fosun. The acceleration programme focussed on developing innovative solutions for the insurance sector around 4 strategic challenges: Protection / Prevention […]

Preparing startups for international expansion and investment

As part of their 30th anniversary, ANJE, Associação Nacional de Jovens Empresários (in English: National Association of Young Entrepreneurs), invited me to design, organise and facilitate a 1-day workshop for 15 startups who are seeking investment and/or are wanting to expand internationally. The objective of the “Scale: Smart. Quick. Fast. Accelerate” event was to help prepare […]