jobs to be done (JTBD)

A strategic framework, jobs to be done (JTBD) is an analytical lens that is used to understand the causality behind user behavior. It posits that customers don't buy products because of their demographic (who they are); they "hire" products to accomplish a specific task or make progress in their lives (what they need to do).

For a commercial open source company, JTBD is more complex than in traditional SaaS because you are simultaneously interviewing for two distinct jobs with two different bosses. Failing to distinguish between them is the primary cause of the "gap between community love and enterprise revenue".