Identify the customer job that should shape a solutions-engineering demo.
A feature request is often the customers rough draft of the job. Start with the progress sought Jobs to Be Done asks what progress the customer is trying to make in a specific circumstance. In solutions engineering, that progress might be faster onboarding, fewer support escalations, cleaner compliance evidence, or more confidence in a migration. The useful unit is not the feature name. It is the situation plus the desired outcome. Separate functional, emotional, and social jobs A functional job is the work to be done. An emotional job is the feeling the buyer wants to reduce or gain: less…
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