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The Statue in the Stone: Decoding Customer Motivation with the 48 Laws of Jobs-to-be-Done Philosophy

THE STATUE IN THE STONE is a complete treatise on Jobs-to-be-Done philosophy. While many have contributed to the ideology, the founding fathers are (in alphabetical order): Lance Bettencourt, Clayton Christensen, Theodore Levitt, and Anthony Ulwick. Clayton Christensen taught that “A customer "hires" a product to accomplish a job.” The customer’s job is a goal, objective, or problem to be solved. Built upon this basic truth, jobs-to-be-done philosophy is the most powerful framework ever created to understand customer motivation. It turns out that customers do not care about brands, companies, products or technologies. However, they will reliably gravitate to the product that helps them to get their job done the best. This understanding will help marketers, innovators, business leaders, product managers and practitioners of all sorts to boldly create customer value. Though many are familiar with the phrase "jobs-to-be-done" (JTBD), few have significant experience in applying it to real markets. Even fewer have worked in enough diverse industries to understand the principles at play. This book presents the theories along with practical frameworks to apply jobs-thinking into any market. It’s a complete resource, with all the "job-to-be-done" secrets that only the most experienced practitioners could know.Read more

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