Turn Discovery Notes Into Customer Jobs
Rewrite feature-centric account notes as Jobs to Be Done statements.
Reframe: the account plan should track customer progress, not just customer requests. Feature language hides the real work Customers often ask in product nouns because that is the easiest way to describe pain. Exports, integrations, dashboards, alerts, and admin controls may each represent a deeper job: prove compliance, reduce handoffs, coordinate teams, avoid rework, or make a decision credible. The job points to the real stakeholder Once you know the job, the stakeholder map changes. The person requesting the feature may not own the outcome. A champion may ask for exports, but Risk owns evidence quality and Finance owns effort…
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