Find the Shared Customer Job
Use Jobs-to-Be-Done language to define the customer progress a joint partner offer supports.
The move: start joint messaging with the job the customer is trying to get done. Jobs-to-Be-Done treats buying as a response to a struggle. Customers do not wake up wanting an integration, a marketplace badge, or a partner announcement. They want progress in a situation that has become too costly, risky, or slow. The Struggling Moment Name the moment that makes the buyer receptive. Examples: a renewal review is coming, a compliance audit exposed gaps, implementation stalled, or a manual process can no longer scale. The Desired Progress Describe the outcome in the buyer's work language. Strong partner marketing says…
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