The Disruptive Voice

37. A Jobs To Be Done Masterclass with Andrew Glaser and Bob Moesta

13 snips
Aug 15, 2019
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ANECDOTE

Club Crown Failed Because Installation Friction Killed Purchase

  • Andrew's Club Crown product won awards and retailer praise but failed in market adoption.
  • Installation friction and customers' unwillingness to give up their driver for fitting destroyed adoption despite early enthusiasm.
INSIGHT

More Data Won't Reveal Causation

  • Large datasets and surveys often measure easy correlations rather than causal drivers of behavior.
  • Bob argues causation requires patient, detailed inquiry because bigger samples won't fix asking the wrong question.
ANECDOTE

The Dining Table Was The Domino Preventing Moves

  • Bob's condo downsizing research revealed the dining room table was a recurring emotional blocker to moving.
  • People delayed moves until they knew the table's fate, and solving that domino increased readiness to move.
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