Pinpointed the problem-owner buyer in an emerging privacy category and created SQLs.

Airavana found initial success in the US healthcare market and sought to leverage insights learned working with these customers to validate hypotheses at a broader scale. As such, the JJELLYFISH team was brought in to help with this feat.

JJELLYFISH and Airavana worked on defining an initial Ideal Customer Profile (ICP) to test. Due to the varying levels of cloud adoption in the Healthcare/Hospital industries, we sought out to add new industries known to have similar problem sets with large loads of sensitive data: Computer Software. We also added contacts from the Financial Services industry under the presumption that protecting sensitive data would be top priority there too.

In addition to testing the 3 different industries, it was also critical that we explore various titles to find an entry point. Due to Privacy Operations being a new and nascent space, we wanted to learn more about who owns which parts of the problem. Specifically, we wanted to know if our ideal customer had a Privacy, Information Security, or Compliance title.

After 20 field conversations (200% to goal) with prospects from the defined ICP, we were able to identify titles who were clear problem owners. Considering that Privacy is a nascent market, apart from the hypothesis validation, we were also able to get new insights to get a better understanding of the market.

Beyond the original scope of the engagement, we were able to secure second calls with 30% of the contacts spoken to and created sales qualified opportunities. In addition, JJELLYFISH helped the Airavana team refine their customer-facing product demo, and gave feedback on how to structure it to resonate with the ICP and bring life to the conversation.