Steve reveals a powerful way to understand what drives customer behavior, digging far beyond what people say they want or what they buy today. Using the approach of “Jobs to be Done,” derived from his latest book and over a dozen years of field research, he shows how anyone can use a simple but rigorous process to find out what’s really important to customers, how sales can be triggered, and how companies can ignite growth through competing in unique ways. He outlines a clear, step-by-step way to understand the jobs people are trying to be done, what drives people to prioritize distinct jobs, how to map current approaches and pain points using those jobs to be done, ways to define success criteria for accomplishing key jobs, how to discover obstacles to changing behavior, and more. Steve uses examples from a wide range of companies to show how these approaches are put into practice.
For companies that want to supercharge growth and flummox tough competitors, success requires re-imagining markets. Based on his writings and two decades of experience with business revolutionaries, Steve shows how both long-established companies (Clorox, Ingersoll Rand) and bold upstarts (Uber, Tesla) have approached industries in totally distinct ways to upend old dynamics and establish new leadership.
How can business leaders push their enterprises to new levels of growth? Steve uncovers straightforward and repeatable techniques for leaders to find new ways to succeed, get more out of their existing business strengths, and enable their teams to focus on what really matters. Based on well-proven but counter-intuitive principles, he shows what leaders do to drive new revenues, radically lower costs, and upend outdated norms
Steve Wunker led development of one of the world’s first smartphones, has built and sold several successful businesses, and advises companies worldwide on creating and executing bold plans for growth. His speaking engagements in over a dozen countries have energized and enabled enterprises to find new ways to succeed.
Steve is a noted author, having published Capturing New Markets: How Smart Companies Create Opportunities Others Don’t, named one of the five Best Business Books of 2011. His new book is Jobs to be Done: A Roadmap for Customer-Centered Innovation. He also writes for Forbes, Harvard Business Review, The Financial Times, and other major outlets. Steve’s media appearances include Bloomberg and BBC television, and he has been a guest lecturer at Dartmouth’s Tuck School of Business.
As a leading consultant on growth and innovation for the past dozen years, Steve was a long-term colleague of Harvard Business School Professor Clayton Christensen in building up his innovation consulting practice. He has co-written two articles with Professor Christensen and helped to put together his book on healthcare The Innovator’s Prescription. He also spent several years consulting at Bain & Company in their Boston and London offices. He founded New Markets Advisors in 2009 and advises innovative companies across industries, including Nestlé, Boston Scientific, Cognizant, and Nike.
As an entrepreneur and corporate venturer, Steve has been a pioneer in the development and use of smartphones. He led the team creating one of the first, in the late 1990s, and since then he created trailblazing companies in mobile marketing, commerce, and social networking. Steve’s international experience is vast, and his companies have been based in the US, UK, Netherlands, South Africa, Zambia, and India.
Steve has an MBA from Harvard Business School, a Master’s of Public Administration from Columbia University, and a BA from Princeton University.