In another snippet from the interview with Matt from Bonjoro we discuss why “Jobs to be done” (JTBD) is so important to them.

Bonjoro have a large inbound funnel of different triallers types – because their platform is horizontally applicable. However, they are optimizing for SaaS customers in Sales and Customer Service use-cases – they are high value and high conversion probability. He discusses the conundrum here.

It seems brutal but if Bonjoro try to craft onboarding for all users they will lose their valuable SaaS customers by diluting the flow.

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