Jobs to Be Done Framework Framework for discovering innovation based on a fundamental truth: customers don't buy products -- they "hire" them to do a specific job in their lives. Core Principle Job to Be Done = the progress a customer wants to make in specific circumstances. Key elements of the definition: - Progress (not goal, not solution) -- the customer wants to move from the current state to a better one - Circumstances -- context determines the job, not customer attributes (demographics are useless) - Hiring/Firing -- the customer actively chooses a product for the "job" Scoring Goal: 1…