<aside> 💡 This questionnaire is an adapted version of the Jobs To Be Done framework for CSMs.
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Let's consider two scenarios: one where the CSM conducts a long interview (typically 35-40 minutes) to gather information not only about the client's health but also about the product - its development vectors and issues, and another shorter one for 7-10 minutes, as they say "on the go" - to retain the client, understand their motivation for choosing our company over competitors, and formulating a "special offer" (in the sense of an individual approach) for them.
Goal: Gather information to help create value for the client and support their success with the product and service.