Case Study
Client: Airavana
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It has been really nice working with the team!
A lot of [GTM] insights came in via the structured way of handling these [buyer]
conversations. Thank you so much for the feedback and coaching throughout.
JJELLYFISH took a methodical approach to early stage customer discovery and working together was insightful and fun - there was nothing to dislike.
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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 JELLYFISH team was brought in to help with this feat.
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JELLYFISH 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, JELLYFISH 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.
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200% of the Discovery meeting target achieved
67% Conversion Rate of Sales Qualified Leads
★★★★★ G2 Review (5 Star)