Avataar · Customer Discovery Case Study 19.1% response rate with CxOs.
- Industry
- AR / 3D
- Funding Stage
- Series B
- Engagement
- Customer Discovery
The executive team at Avataar, a Series B B2B SaaS startup based in India, sought to engage marketing and e-commerce executives across U.S.-based mid-market segment, The focus was to understand if a similar problem/need that Avataar’s enterprise segment faced, translated down-market.
The Challenge
The Mid-Market segment was entirely new to Avataar, and thus proper discovery was needed to understand:
Does this segment even know about AR technology, or is Avataar creating this category?
What is their perception of this technology? Have they explored it as an option?
Who specifically owns this problem area (and how does that differ from Enterprise)?
Once this information was understood, it was then critical to design and build a sales playbook that allowed for repeatable lead generation and deeper, more effective client discovery.
The Solution
JJELLYFISH deployed their team for 90 days as an extension of the Avataar team. In that short period of time, JJELLYFISH developed and executed:
Repeatable, outbound strategy proven to generate meetings with executives
Discovery process to collect evidence and generate insight to inform sales & market expansion decisions
Audit of Avataar’s sales process, which included workflow, reporting, and tech stack improvements
Within the Customer Discovery process, three commercial assumptions were tested to inform Avataar’s best-fit customer segment and related value proposition. Additionally, initial outbound conversion rates were measured closely to predict the viability of future success.
The Results
The JJELLYFISH team was successful in generating interest with marketing and ecommerce leaders across a variety of applicable industries in North America, resulting in a playbook for account penetration and deeper discovery capabilities by the team.
Perhaps more importantly the engagement also gave Avataar firm data on industries and business models that are not immediate adopters, which will lead to better qualified opportunities (since everyone is interested in at least exploring Avataar’s technology).
