Customer Discovery · Case Study
Prioritizing Legal Ops as the wedge function.
- Industry
- Document AI
- Funding Stage
- Series B
- Engagement
- Customer Discovery
Eigen Technologies is a no-code artificial intelligence platform for extracting and analysing complex documents such as contracts and purchase orders at scale. It can be trained on as few as 2 to 50 documents, against the hundreds or thousands other platforms require.
They were acquired by Sirion in 2024, a deal that pushed the combined company toward a roughly $1 billion valuation.
The Challenge
Eigen had successfully penetrated the Financial Services vertical but sought to expand into new markets. The company needed go-to-market support to identify and validate use cases across different verticals and develop a reliable process for engaging relevant decision-makers.
The Solution
JJELLYFISH deployed a team for three months to conduct Customer Discovery interviews with senior Operations leaders across Business, Legal, and Finance departments at Fortune 500 organizations. Analysis revealed that while some use cases existed in Business and Finance, Legal Operations showed the strongest problem/solution fit due to consistent job responsibilities and unmet needs around manual document review.
The Results
Findings enabled Eigen to prioritize Legal Operations as the target function, refine positioning based on validated needs, and adopt JJELLYFISH's outbound strategy for their sales team.
Stefanie Lightman, CMOThe JJELLYFISH team was professional, knowledgeable, transparent and showed enthusiasm and dedication to helping Eigen achieve its goals.
