Customer Discovery · Case Study
Built the ICP and repeatable pipeline for the new incident-response platform.
- Industry
- Cybersecurity
- Engagement
- Customer Discovery
BreachQuest builds an incident response SaaS platform, having moved from cybersecurity consulting services into software.
BreachQuest was acquired by cyber risk management firm Resilience (announced February 2024), with its incident-response technology folded into Resilience's platform.
The Challenge
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 Solution
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 Results
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.
Shaun Gordon, CEO & Co-FounderI 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 importantly, a vetted and actionable pipeline to which we can sell.
