Understanding Customers Through Jobs to Be Done

In episode 636, Rob Walling chats with Claire Suellentrop about the new book she co-wrote with her co-founder, Georgiana Laudi. The book is called Forget the Funnel: A Customer-Led Approach to Driving Predictable Recurring Revenue. Gia and Claire have run a consulting firm for the past several years where they are working with startups and SaaS companies to help them learn more about their customers in order to drive more revenue. And this book is a distillation of their learnings.

Topics we cover:

• 1:09 - Why did Claire name their new book, Forget the Funnel?
• 2:36 - A three-step approach for unlocking customer-led growth
• 3:09 - A framework for getting inside your customers’ heads
• 14:01 - How to learn from future customers
• 20:21 - Applying and operationalizing all your customer insights

Links from the Show:

• Claire Suellentrop (@ClaireSuellen)  I Twitter
• Georgiana Laudi (@ggiiaa) I Twitter
• Forget The Funnel: a Customer-Led Approach to Driving Predictable, Recurring Revenue
• The Jobs-to-be-Done Handbook: Practical techniques for improving your application of Jobs-to-be-Done
• Deploy Empathy: A practical guide to interviewing customers
• Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It
• Episode 537 | On Launching, Funding, and Growth with Serial SaaS Founder Rand Fishkin
• Sparktoro 
• MicroConf Growth 

If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you.

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