Customer Discovery · Case Study
Generated 17 discovery meetings and proved outbound could feed a self-serve product
- Industry
- Developer Tools
- Engagement
- Customer Discovery
Dyte is a developer tool for live video and audio, letting engineering teams embed configurable real-time experiences in their own products with a few lines of code.
They joined Cloudflare (NYSE: NET) in 2025, with their technology folded into Cloudflare's real-time product line.
The Challenge
Dyte faced market headwinds while attempting to identify a clear target market through vertical focus. The leadership needed to validate US-market assumptions by engaging Engineering and Product leaders to understand technical pain points related to integrating live video/audio experiences.
The Solution
Over 3 weeks, the team developed an ideal customer profile, identified key assumptions, and built an outbound playbook. They conducted cold outreach targeting Product and Engineering leaders while testing messaging approaches.
The Results
The engagement delivered validated business assumptions with senior executives, clarified outbound production requirements to meet revenue goals, and identified additional problems for product-market fit and ACV improvement.
Abhishek Kankani, Co-Founder & CEOWorking with JJELLYFISH was awesome! Dyte is a fairly technical solution and the JJ team spent a lot of time understanding what the product actually does.
