Facets.cloud · Customer Discovery Case Study 50% of first calls advanced to second calls.
- Industry
- Developer Tools
- Engagement
- Customer Discovery
Facets is a self-service DevOps automation platform that enables Developer productivity by helping with customization, providing well-architected principles out of the box, and creating integrations to cover the entire lifecycle of cloud delivery. The co-founders met at Capillary Technologies and both recognized challenges with affordably scaling infrastructure and improving autonomy to reduce developer’s reliance on the DevOps team.
The Challenge
The founding team wanted to evaluate the North American market to see if (i) Engineering leaders were experiencing devops challenges they had identified above, (ii) what solutions currently exist and (iii) which Ideal Customer Profile (ICP) was experiencing the most pain re: reliance on DevOps team and scaling infrastructure.
The Solution
The JJELLYFISH team spent three months working alongside the Facets founders in a Customer Discovery sprint. During the engagement, testing and analysis was done to de-risk market assumptions and identify the most accessible and scalable ICP for entering the U.S. market.
The Results
The partnership was successful and we proved that cold outbound messaging is a viable strategy for Facets, primarily within SMB/MM and earlier to mid stage funded companies. We developed and tested three perceived unmet needs in the market to validate Facet’s core value propositions. This allowed us to identify discoverable signals that can become qualifiers for Facets on future discovery calls. These qualifiers included use of GCP, ratios of Developers:DevOps team members, and funding stage.
The learnings indicated that education of the buyer will be required to sell in this market. Facets is productizing the concept of DevOps Blueprints which the market generally understands, but has yet to fully see in a SaaS solution.
Pravanjan Choudhury, Co-founder & CEOWe really learned a lot from this engagement. It was very insightful and provided a lot of valuable information as we work to figure out our next steps. A lot of hard work went into this: Jeremy and Ashley did a really great job and it reflects in how the project went, as well as how JJELLYFISH has helped us think about the way we need to sell the product.
