Market Development · Case Study
Built a repeatable outbound motion into senior data execs with strong meeting conversion
- Industry
- Data & Analytics
- Funding Stage
- Seed
- Engagement
- Market Development
Atlan is a B2B SaaS startup based in India, reimagining the human experience of working with data and building the collaboration layer that brings people, processes, technology and data into one place.
They went on to raise over $206 million in total funding, reaching a $750 million valuation with revenue growing roughly 7x.
The Challenge
The founding team at Atlan needed experienced sales professionals to target ideal buyers in North America and refine their go-to-market strategy. They required talent specialized in B2B market validation and enterprise outbound success, plus a designed sales playbook for repeatable lead generation and effective client discovery.
The Solution
JJELLYFISH deployed their team for 90 days as a U.S.-based extension of Atlan's team. They developed and executed a repeatable outbound strategy for senior Data executive meetings, a discovery process to collect market expansion insights, and an audit of Atlan's sales process covering workflow, reporting, and tech stack. Four commercial assumptions were tested to identify best-fit customer segments and value propositions.
The Results
An outbound response rate of 11% from C-Suite/SVP buyers, 160% achievement of meeting targets within the U.S. market, and a 60% advancement rate from initial discussions.
Prukalpa Sankar, Co-FounderOverall, it's been a great experience working with JJELLYFISH! Especially so because there were certain things I learned...
