e6data · Customer Discovery Case Study 120% to goal, 25% reply rate from data analytics contacts.
- Industry
- Data & Analytics
- Engagement
- Customer Discovery
e6data builds the underlying data processing infrastructure for companies that rely heavily on data analytics.
The Challenge
e6data engaged JJELLYFISH at a pivotal point in their journey. They were pre-revenue and looking to efficiently test their underlying hypotheses that would ultimately determine product-market-fit here in the U.S. When initially speaking with the JJELLYFISH team, there was ambiguity around who the ultimate buyer would be for their solution. e6data were looking to clearly define an Ideal Customer Profile of the most high fit prospects in the U.S that are immediately addressable.
The Solution
In the first two weeks, the JJ team worked side by side with e6data’s team to develop an ideal customer profile, assumptions to test in the market, and an outbound playbook to generate meetings with this ideal customer profile.
Though e6data’s product is industry agnostic, over the course of 90 days the JJ team conducted cold outreach to Data & Technology leaders across mid-size & enterprise Tech, Financial Services, Retail & Marketing companies. The JJ team were able to generate meetings with senior Data leaders from cold outreach and ultimately recommend prioritizing specific industries like Computer Software & Internet companies based on our outbound statistics. We were also able to drill down and discover that Data Engineering & Analytics functions at the VP level yielded the best results for outbound prospecting.
The Results
It was clear from our response rates and customer meetings that an outbound approach with personalized messaging can be successful with this target market. In other words, we can get meetings with strangers who fit their ideal customer profile.
In addition to building a successful outbound strategy, the JJELLYFISH team were able to validate that the market really cares about the quality & efficiency of query writing, more so than the performance of a query engine post-execution. Also, the market in general doesn’t view staying within analytics budgets as a direct challenge as they are flexible and analytics is a critical business function. Armed with these insights, it was our recommendation for e6data to isolate an underperforming use case and use language around Analyst productivity as their core messaging.
In less than 90 days e6data were able to (a) Identify what Ideal Customer Profile they should be targeting, (b) Develop a successful outbound prospecting strategy, and (c) quickly test and validate their business assumptions with their product offering.
Vishnu Vasanth, Co-founder & CEOWe had heard much about JJ through other SaaS founders and came in with high expectations. The JJ team lived up to all of them - starting with their robust approach to setting up the problem, the process of generating and executing conversations and the detail-oriented design of the final deliverable. We have a ton of tactical and strategic learnings from this project, learnings that will form the foundation of the entire go-to-market efforts. Thanks for all the great work, team!
