April 15, 2024
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Chris Green: Jobs To Be Done methodology and its role in driving customer choice

Optimal Workshop

Innovation is at the core of revenue growth - finding new ways to create and capture value. The reason most innovations fail is not because they don’t work (organizations are very good at building products and services with features and benefits), they fail because they don’t create value on dimensions that drive customer choice. If you don’t understand the causal drivers of customer choice, then you’re largely shooting in the dark and at risk of creating something that customers don’t choose above the alternative market solutions.

Chris Green, Head of CX and Innovation at Purple Shirt, recently spoke at UX New Zealand, the leading UX and IA conference in New Zealand hosted by Optimal Workshop, about the Jobs to be Done (JTBD) methodology and uncovering the causal drivers of customer choice in innovation.

In his talk, Chris talks us through JTBD methodology, how to use it, and how it will change the way you think about markets and competition.

Background on Chris Green

Chris has a long and deep background in strategy and innovation. Chris cut his strategy teeth in the UK before moving to New Zealand in 2000 where he led various strategy teams for organisations like Vodafone, Vector, and TelstraClear. He moved to Australia in 2011 where he started to develop his expertise in the emerging field of innovation. He sharpened his innovation knowledge and skills by studying under Professor Clayton Christensen (the godfather of modern innovation theory) at Harvard University and went on to lead one of Australia's leading innovation consultancies where he helped organizations run innovation projects and build innovation capability.

Chris returned to New Zealand at the end of 2021 to lead the innovation practice of Purple Shirt, a UX design consultancy with offices in Auckland and Christchurch. In his spare time, you'll find Chris out on the water learning about foiling boats and boards.

Contact Details:

Email: chris@purpleshirt.co.nz

LinkedIn: https://www.linkedin.com/in/chris-green-kiwi/

Jobs To Be Done methodology and its role in driving customer choice

In this talk, Chris is specifically speaking about UX research in the context of building new products and services, not optimizing existing ones. He answers a critical question - how can we improve our odds of success when we launch something new to market?

Performing UX research for products and services that already exist is very different from totally new ones. Why? Generally, it’s because customers of existing products are good at recommending improvements for things that they already know and use. They are good at this because they have user experience to draw from. The famous Henry Ford quote illustrates this well; “If I’d asked our customers what they wanted, they would have told me faster horses.”

Just because customers are giving researchers helpful and constructive feedback on a product or service, it doesn’t mean you should implement these improvements. In a user-focused discipline, this can sound counterintuitive, but when it comes to new products and services, UX researchers should be careful in relying on user feedback absolutely. 

Chris argues that customer feedback can sometimes lead us in the wrong direction. Assuming that a customer will choose our product if we simply implement their feedback is problematic. Chris stresses the difference between implementing changes that drive improvement versus implementing changes that drive customer choice. They aren’t the same thing. Many businesses continually release new features, but rarely do these new features drive or improve consumer choice. Yes, a new feature may make the product better than before, but does it make it so much better that it makes customers choose your product over others? 

Causal drivers of choice 🤔

When researching new products the most critical thing to understand is this - what causes someone to choose one product over another? If you don’t know the answer, you’re guessing about your product design from the very beginning. 

Traditionally, market research (typically driven by marketing departments) has been poor at finding causation. Market research tends to find correlations between customer attributes and customer behavior (e.g. people in a certain age bracket buy a certain product), but these correlations are quite shallow and do little to inform true drivers of choice. A lack of causal studies can be explained by the fact that they are difficult to conduct. They need to uncover deeper, root causes of human behavior, rather than high-level trends to be truly useful.

So, how can find causal drivers of choice? And why does it matter?

Why it matters 🔥

The best method for uncovering the causal drivers of choice was invented by Professor Clayton Christensen. Chris describes him as the guru of modern innovation theory. He invented Disruption Theory and Jobs to be Done (JTBD) methodology. His fundamental insight was this – researchers shouldn’t be worried about the customer, instead, they should be interested in what they’re trying to achieve. 

Christensen’s JTBD methodology is about understanding the various things that people need to complete in certain contexts. He argues that we, as consumers and customers, all look to “hire” products and services from businesses to get things done. We make a decision to buy, hire, or lease products or services into our lives in order to make progress on something we’re trying to achieve. 

These jobs to be done can be split broadly into three categories (which aren’t mutually exclusive):

  • Functional: Tasks that I want to complete
  • Emotional: How I want to feel
  • Social: How I want to be seen

Value creation opportunities arise when the currently available solutions (products/services in the market) are not getting the jobs done well. This “gap” essentially represents struggles and challenges that get in the way of progress. The gap is our opportunity to build something new that helps people get their jobs done better.

Chris uses Dropbox as a good example of an innovative company filling the gap and addressing a need for people. People found themselves “hiring” different solutions or workarounds to access their files anywhere (e.g. by emailing themselves and using USBs). Dropbox created a solution that addressed this by allowing people to store their files online and access them anywhere. This solution got the job done better by being more convenient, secure, and reliable.

The strategic relevance of “jobs” 🙌💼🎯

Using the JTBD methodology helps to change how you see the competitive landscape, thereby providing an opportunity to see growth where none might have seemed possible. 

Chris uses Snickers and MilkyWay chocolate bars as examples of similar products that on the surface seem to compete against each other. Both seem to sit in the same category, are bought in the same aisle, and have similar ingredients. However, looking at them through a “jobs” lens, they address two slightly different jobs. A Snickers is bought when you need fuel and is more a replacement for a sandwich, apple, or Red Bull (i.e. it is a product “hired” to prepare for the future/get an energy hit). A MilkyWay on the other hand is bought to make people feel better, eat emotionally, and is more of a replacement for ice cream or wine (i.e. a product “hired” to cope with the past).

Chris’s talk helps us to think more strategically about our design journey. To develop truly new and innovative products and services, don’t just take your users' feedback at face value. Look beyond what they’re telling you and try to see the jobs that they’re really trying to accomplish. 

Publishing date
April 15, 2024
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With that in mind, we’ve asked our user researchers for their favorite TED talks for people getting started in the UX space. We’ve also included 2 extra videos we think are definitely worth watching.

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Find David McCandless' Ted Talk here

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The complex relationship between data and design in UX

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Simplicity sells

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The power of vulnerability

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Designing information architecture for mobile apps

Designing for a mobile app is quite different to designing for websites. The content may be similar (even the same) but the intent for users is likely to be different, as are the environments and occasions they use them. When designing for mobile the information architecture (IA) uses a different set of rules. The key consideration needs to be around ease of use on a smaller screen for a user that is possibly on the move and very likely distracted. They have limited time, limited attention and need a quick result.

Your app could be the first point of contact. It might be the only way your user interacts with you on a regular basis. It needs to be super simple, clean, and quick to interact with. A well thought out, thoroughly researched, and organized information architecture plays a big part in helping to deliver an easy and enjoyable user experience.

What is information architecture?

According to Abby Covert, a leader in the field of information architecture, IA is ‘the way we arrange the parts to make sense of the whole.’ Information architecture (IA)is found in every digital product, from websites, apps to an intranet and can even be applied to the physical world in places like libraries and supermarkets.For the purposes of this blog we will focus on the importance of information architecture for mobile apps. Researching and designing an app’s IA with just the right amount of information is key. And providing a way of navigating that content in a way that is quick and intuitive is key to a good user experience.

How is designing for mobile different?

The first thing to understand about mobile app information architecture is that it’s different – and not just with regards to size. The sheer physicality and specifications of mobile devices mean we need to consider different design requirements. Because mobile devices are light and portable, users are in constant contact with them and they are by far the most convenient way to access information. With mobile apps it can be even more important to consider the user journey, to keep that journey as short as possible, and anticipate the user's needs. Consideration should be given to:

  1. Physicality and specifications
  2. Constant accessibility
  3. How people behave and feel

1. Physicality and specifications

Most mobile device interfaces are accessed through touch screens. Users rely on learnt gestures – in addition to a simple interface – to interact. Because of their smaller dimensions, users often expect the content structures to be simpler and smaller. Also, because of limited bandwidth and connectivity, mobile devices require app designs to be optimized for loading time, with reduced data demands.

2. Constant accessibility

Because we have constant access to our mobile devices, we tend to use them a lot more. They come with us on the bus, walking the dog, or even watching TV. We often use them while ‘doing’ something else. This means we often use the device under difficult viewing conditions, or among a variety of distractions.

3. How we behave and feel

We have different attitudes, behaviors and priorities while using mobile devices. Many of us often have our mobile device within arms reach at all times. We have become attached to these devices and feel ‘lost’ when we don’t have them nearby. Some people even consider them an extension of their being!

How do you factor information architecture into your mobile app design?

We need to think of mobile devices as having their own particular information architecture structure to work within their unique requirements and environments. While the structure of a responsive website may follow the same IA, native apps often employ navigational structures that are tab-based. There’s no one or ‘right’ way to architect a mobile site or application. Rather it’s dependent on factors like the size of the content you need to organize or what the intended user journey is that informs the choice of  information architecture structure. Let’s take a look at some of the most popular IA structures for mobile apps:

Hierarchy

A standard website structure with an index page and a series of sub pages. If you are designing a responsive website you may be restricted to this structure, however introducing additional structural patterns could allow you to tailor the user experience for mobile.

Hub and spoke

Gives you a central index from which users will navigate from. It’s the default pattern on Apple’s iPhone, with a home screen and the various apps users download. Users can’t navigate between spokes but must return to the hub (home screen), instead.

Example: Hierarchy
Example: Hub and spoke

Nested doll

Leads users in a linear fashion to more detailed content. It’s a simplified interface which quickly leads on to the next step. It can be most useful when users are in distracting conditions because  it’s a quick and easy method of navigation.

Tabbed view

Regular app users will be familiar with this structure. It’s a collection of sections tied together by a toolbar menu. This allows the user to quickly scan and understand the functionality of the app as soon as it’s opened. Easy to navigate throughout the app.

Example: Nested doll
Example: Tabbed view

Filtered view

Allows the user to navigate within a set of data by selecting filter options to create a view that suits them. Can be more difficult to view on mobile if there is too much content, as it can be difficult to display.

Example: Filtered view

Wrap up

When designing for mobile devices it is important to always keep in mind the user journey and how (and when) users  are likely to be interacting with your app. What is their primary objective? What is your organization's objective? How do you move them through their tasks to enable them to complete them quickly, simply and easily? Working within the size restrictions and limitations of mobile devices and users needs and desires with a thoroughly thought out IA structure will always win on the day.

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Stratis Valachis, senior user experience designer at Aviva’s Digital Innovation Garage, took some time out of his busy schedule to answer some questions about designing for conversational user interfaces (CUI). Learn more about his processes for research and design for CUI, what he thinks the future will look like, and some of the biggest challenges he’s faced while designing for CUI.Stratis will be speaking at MUXL2017, the third annual conference around Mobile User Experience in London on the 10th of November at City, University of London. Using case studies through talks and workshops, the conference will cover Core UX principles as well as emerging topics such as AI (Chatbots), VR (AR) & IOT.

What does the research and design process for conversational interfaces look like?

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What are some of the biggest challenges you've faced designing for CUI?

Setting the right expectations for users. That applies to both visual and voice interfaces. There's a gap between the mental model users have of what most AI products with conversational interfaces can do, and what they are actually capable of doing. That was a common pattern I've seen in user testing sessions even with users who had previous experience in the conversational channel that was being tested. As a designer your challenge is to make the affordances and constraints clear in a way that feels like a natural part of the conversation and mitigates disappointment from unrealistic expectations. Another challenge is trying to cater for all the different ways people will phrase the requests. The key here is to invest time and resources in user research and NLP (natural language processing) services. If you feel that this is out of scope for your project, you may consider limiting the options for your users as trying to guide them to say things in a certain way will not work. Good examples of this are Facebook Messenger bots which now allow developers to remove the input field entirely from the experience in order to prevent users from making requests that can't be supported.

How do you think CUI is going to change the way designers and researchers do their work?

It might require designers and researchers to slightly alter some techniques they're using (for example thinking aloud during user testing doesn't work with voice interfaces) but the fundamentals will stay the same. You still need to focus on understanding the problem, explore different solutions through divergent thinking, converge, develop and continuously iterate based on user feedback. The exciting thing is that these new technologies significantly expand our toolbox and offer new interesting ways to solve problems for our users.

What improvements to this kind of technology do you wish to see? How would you like this technology to progress in the future?

I would like to see a more widespread integration of voice interfaces with visuals and GUI interaction patterns. A good example of the benefits of this approach is Amazon's Fire TV. Users can converse with the system via voice when it's more efficient than the alternative interaction options (for example, searching for a movie) but use their remote control to interact with visual UI elements for tasks that would be tedious to perform through voice. For example, selecting a movie cover to reveal descriptive text and then skimming through it helps you gauge whether the plot is interesting faster than if you had to consume this information through a conversation. This hybrid approach utilizes the best of each world to create a stronger experience. I think we will see this type of interface a lot more in the future. Think of Iron Man and J.A.R.V.I.S.

Any advice for young designers and researchers hoping to get into this part of the industry?

Invest time in learning best practices for crafting good dialogue. It's a crucial skill for designers in this field. Google and Amazon's design guidelines are a good starting point. This doesn't mean you should omit training and improving your knowledge in usability for traditional interfaces. Most of the principles are time-proof and channel agnostic and will help you greatly with conversational interfaces.Another thing you should make sure you do is stay up to date with the latest trends. The technology evolves very fast so you need to stay ahead of curve. Attend meetups, work on personal projects and participate in hackathons to practice and learn from the experts.As long as you're really passionate about the field, there will be plenty of opportunities for you to get involved and contribute. We're still in the early stages of mainstream adoption of the technology, so we have the chance to make significant impact on the evolution of the field and shape best practices for years to come, which is really exciting!

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