When / I want to / so I can — plus what they hired last.
A jobs to be done template is the job-story worksheet. One story per trigger. The alternative they used last belongs on the same line; it is the competitive input for Dunford.
Situation (when), motivation (I want to), outcome (so I can), last alternative, and a quote if you have one.
The trigger. A date or a miss, not “always.”
The progress, in their words.
A measurable outcome.
Spreadsheet, agency, rival, nothing.
The VP took the meeting after two missed quarters.
SignalAI
| Field | Filled |
|---|---|
| When | Forecast is gut feel and quota is red |
| I want to | See which accounts will convert this month |
| So I can | Point AEs at meetings, not activity |
| Last hired | A RevOps dashboard no one trusted |
The framework page has the questions.
Do not keep JTBD as a separate religion.
| Mistake | Fix |
|---|---|
| “Be more efficient” as the job | Name the situation and the outcome. |
Persona for who. Job story for why now. Same week.