Dragonfly AI · Customer Discovery Case Study 150% to meetings-held goal, 7.5% interested rate at VP level.
- Industry
- Martech
- Funding Stage
- Series A
- Engagement
- Customer Discovery
Dragonfly AI is a predictive analytics platform designed to help CPG and Retail brands improve the quality and effectiveness of their content across any format, channel and market.
The Challenge
Dragonfly AI was coming off of a recent Series A and had already seen success winning high-profile global brands as clients. With their headquarters in the UK, they pulled in roughly 30% of their business in the US. Before committing to larger expansion plans, they needed to make sure they understood how US brands' pain points and buying processes were different from the customers they were used to serving and what steps they needed to take to set them up for future growth.
The Solution
At the start of the engagement, JJELLYFISH worked with Dragonfly AI to identify their ideal customer profile (ICP), key assumptions to test in-market, and a playbook for scalable outbound prospecting. Based on the ICP criteria, JJELLYFISH generated a list of 1,200 high-fit contacts then researched and drafted personalized messaging for each contact, to be sent out in email campaigns over the next 10 weeks to generate meetings.
The Results
Fifteen meetings were held in total, 8 of which were with Dragonfly AI’s top target accounts in the Fortune 500. Through the interviews, Dragonfly AI learned important insights about their value proposition and prospect’s pain points.
The outcome showed the positioning that Dragonfly AI would need to adopt to solve key challenges for their ICP, and the steps it would need to take to ensure a successful US launch.
David Mitchell, Co-founderWe want to thank you and the full team at JJellyfish, it has been a great project and it was a pleasure working so closely with you over the last three months. I know how much effort you guys have put into the Capstone report so again - thank you! The presentation yesterday was spot on. We’re beginning to digest the Capstone so that we can share this with the wider team and feed it into our US expansion plans.
