Jobs-to-Be-Done (JTBD)
Status: ✅ DEFINED
Source: Derived from persona research and market analysis
Links: 01-personas.md for "Who", workflows/ for "What"
Overview
JTBD framework maps why users adopt BayanCore OS. We focus on the job-to-be-done, not the product feature.
"People don't want a quarter-inch drill. They want a quarter-inch hole." — Theodore Levitt
Functional JTBDs
Category 1: Compliance Confidence
Job 1.1: Get ZATCA Compliant Without Expertise
Statement:
"When I need to issue a commercial invoice, I want it to automatically pass ZATCA clearance so that I can avoid penalties and focus on my business."
Struggle:
- ZATCA Phase 2 requirements are complex
- Current tools require manual XML generation
- Error messages are cryptic JSON
- Fear of SAR 5K-50K penalties
Success Criteria:
- Invoice clears ZATCA in under 2 seconds
- Clear error guidance when validation fails
- PDF with cryptographic stamp attached to invoice
Measured By: FWCR for Invoice-to-Cash workflow
Job 1.2: Handle Payroll Compliance Automatically
Statement:
"When I process monthly payroll, I want the system to calculate GOSI deductions correctly and generate a WPS file so that I can pay employees on time without compliance anxiety."
Struggle:
- GOSI calculation is error-prone manually
- WPS file format changes without notice
- Saudization quota tracking is complex
- End-of-service calculations require multiple steps
Success Criteria:
- GOSI deducted correctly per regulation
- WPS SIF file generated automatically
- EOSB accrued correctly per labor law
Measured By: Payroll error rate < 0.1%
Job 1.3: Protect Customer Data Per PDPL
Statement:
"When handling customer data, I want the system to enforce PDPL compliance so that I can avoid fines and maintain customer trust."
Struggle:
- Unclear what PDPL requires for their business
- Risk of data leakage in cloud systems
- Need Saudi-hosted infrastructure
- Audit trail requirements
Success Criteria:
- Data stored in OCI Riyadh/Jeddah
- Consent management built-in
- Audit log for data access
- Data purge workflows automated
Measured By: Zero PDPL incidents in audit
Category 2: Financial Visibility
Job 2.1: Know My Cash Position in Real-Time
Statement:
"When I check the dashboard, I want to see my actual cash position including pending invoices and payments so that I can make confident business decisions."
Struggle:
- Cash in bank vs. AR reconciliation takes days
- Pending payments not visible
- Currency fluctuations unclear
- Multiple bank accounts not consolidated
Success Criteria:
- Real-time cash position
- AR/AP aging clearly visible
- 7-day cash flow forecast
Measured By: Dashboard consultation frequency
Job 2.2: Understand Where Margins Are
Statement:
"When I close a project, I want to see actual vs. estimated margins so that I can price future work accurately."
Struggle:
- Project costs come from multiple systems
- Hour tracking is separate from invoicing
- Materials costs don't match PO prices
- Margin surprises at project close
Success Criteria:
- Live project margin tracking
- Actual vs. budget variance
- Integration with timesheets and POs
Measured By: Project margin accuracy
Category 3: Operational Efficiency
Job 3.1: Eliminate Approval Bottlenecks
Statement:
"When I submit an expense or request, I want it routed to the right person automatically so that I can get approvals without chasing people."
Struggle:
- Email-based approvals get lost
- No visibility into approval status
- Managers not in office to approve
- No escalation for delays
Success Criteria:
- Mobile approval notifications
- Automatic escalation after threshold
- Complete audit trail
Measured By: Average approval cycle time < 4 hours
Job 3.2: Process Vendor Invoices Fast
Statement:
"When I receive a vendor invoice, I want it auto-populated from a PDF so that I can post it without manual data entry."
Struggle:
- Manual invoice entry is slow and error-prone
- Vendor details often wrong
- VAT calculation requires verification
- Matching to PO is manual
Success Criteria:
- AI OCR extracts >95% accurately
- Auto-matching to PO when available
- VAT calculated correctly
Measured By: Invoice processing time < 5 minutes
Job 3.3: Track Inventory Without Headaches
Statement:
"When stock arrives, I want it recorded in the system immediately so that I can trust my inventory numbers."
Struggle:
- Receiving process is paper-based
- Stock counts don't match system
- No visibility into incoming shipments
- Reorder points are missed
Success Criteria:
- Mobile receiving workflow
- Real-time stock updates
- Low-stock alerts
Measured By: Stock accuracy > 98%
Emotional JTBDs
These address how users feel about their work:
| Job | Emotional Need |
|---|---|
| Get ZATCA compliant | Confidence — "I'm protected from penalties" |
| Know my cash position | Security — "I can make payroll this month" |
| Process invoices fast | Competence — "I'm efficient at my job" |
| Get quick approvals | Respect — "My time is valued" |
| Have clear dashboards | Clarity — "I understand my business" |
Social JTBDs
How users want to be perceived:
| Job | Social Need |
|---|---|
| Use compliant software | Trustworthy — "We follow regulations" |
| Have real-time dashboards | Professional — "We run a tight operation" |
| Process payroll correctly | Responsible — "We treat employees fairly" |
| Generate clean reports | Credible — "Our financials are accurate" |
JTBD-to-Workflow Mapping
| JTBD | Workflow | Phase |
|---|---|---|
| Job 1.1: ZATCA Compliant | workflows/01-invoice-to-cash | Phase 2 |
| Job 1.2: Payroll Compliance | workflows/02-expense-to-pay | Phase 3 |
| Job 2.1: Cash Visibility | workflows/02-expense-to-pay | Phase 3 |
| Job 3.2: Invoice Processing | workflows/02-expense-to-pay | Phase 3 |
| Job 2.2: Margin Tracking | workflows/03-po-to-payment | Phase 3 |
Prioritization Framework
Each JTBD is prioritized by:
- Frequency: How often does the job need to be done?
- Pain Intensity: How frustrated are users without a solution?
- Underserved: How poorly do current solutions address this?
- FWCR Impact: Will solving this improve workflow completion?
High Priority (Phase 2-3):
- ZATCA compliance (legal requirement, high pain)
- Cash visibility (daily need, high frequency)
- Approval routing (bottleneck, high frustration)
Medium Priority (Phase 4):
- Inventory tracking (operational need)
- Project costing (margin visibility)
Lower Priority (Phase 5+):
- Predictive compliance (nice-to-have)
- Advanced analytics (post-launch)
Cross-References
| From | To | Purpose |
|---|---|---|
| This section | 01-personas | Links jobs to specific users |
| This section | workflows/00-template | Workflow spec template |
| This section | workflows/01-invoice-to-cash | Phase 2 detailed spec |
| This section | workflows/02-expense-to-pay | Phase 3 detailed spec |
| This section | workflows/03-po-to-payment | Phase 3 detailed spec |
Document Status
Status: ✅ DRAFT Last Updated: May 2026 Next Review: Post Phase 2 validation with real users