Case Study

A professional marketing case study document titled 'BreachQuest' showcasing a JELLYFISH case study on cybersecurity incident response, featuring statistics about meetings and sales conversion rates, client background, challenge, and results, with profile pictures and contact information for two team members and social media links at the bottom.

Client: BreachQuest

  • I like JJ's data-driven approach that tests our assumptions while building a framework that we can replicate and simultaneously illuminating insights that would have taken our internal team much longer to discover.

    At the end of the process, we were left with invaluable knowledge and perspective and, more importantlv, a vetted and actionable pipeline to which we can sell.

  • We really appreciate everything that you have shared with us throughout this process - thank you for all of your effort. Having a partner to go after it with us is so important, it's paramount to everything we are trying to do.

  • The team needed a new go-to-market strategy to support the move to a SaaS business model. This included identifying their Ideal Customer Profile and value propositions that resonated most with cybersecurity leaders focused on incident response.

    Additionally, with this SaaS transition, it was imperative to complete Customer Discovery work so they could unlock a repeatable sales process

  • The JJELLYFISH team partnered with BreachQuest for three months. During this engagement, the JJELLYFISH team was able to:

    • Execute an outbound strategy proven to generate meetings with top cybersecurity leaders across all industries.

    • Implement a discovery process to uncover relevant pain points in the incident response lifecycle that BreachQuest can use to gain quick traction in the U.S. Market

    • Identify the Ideal Customer Profile by engaging with contacts within various Seniority Levels. Titles. Company Sizes etc. which helped build more confidence around the target market.

    • Audit BreachQuest's sales process, which focused on developing a proper Discovery call to successfully probe prospects and gain accurate problem alignment

    The JJELLYFISH team was able to generate 20 meetings (200% to goal and 15 of those with CISOs), 7 2nd meetings (35% conversion) and 4 3rd meetings (20% conversion) within 90 days. The insights collected from these conversations informed the addressable target market, outbound messaging strategy, and unlocked repeatable themes to move from Founder-led sales into non-founder sales for the new incident response platform.

    • 200% of the Discovery meeting target achieved

    • 9% Interest Rate Targeting Cyber Security

    • CISO’s 75% of Meetings

    • 35% Conversion 2nd Sales Meeting