Customer Discovery · Case Study

Validated clear in-market positioning pre-product and advanced 64% of discoveries to demos

< 90 Days Proof of Concept Opportunities Created

64% Discovery to Demo Conversion

14% Cold Outbound Prospecting Interest Rate

Industry: Fintech
Funding Stage: Series A
Engagement: Customer Discovery

Growfin is an accounting-based SaaS product tackling the limitations of existing software in accounts receivable and collections, built by founders who hit the problem themselves at previous employers.

The Challenge

Growfin founders, who created an accounting-based SaaS solution for the AR/Collections space, sought validation of their strategy. They aimed to understand industry limitations among US-based Accounts Receivable Executives at high-growth startups, recognizing the market relies on a small set of similarly-valued solutions. The team needed to validate prospective buyer pain points before finalizing their product positioning.

The Solution

JJELLYFISH deployed a 2-person team for 90 days to: identify the Ideal Customer Profile, develop testable assumptions for US market validation, source Discovery meetings with early adopter prospects, refine the demo process, and analyze transcripts to establish a confident GTM strategy.

The Results

The engagement generated a Proof of Concept opportunity within 90 days. Of Discovery interviews conducted, 64% advanced to second calls. The team achieved a 14% interest rate through cold outbound prospecting and exceeded meeting goals by 40%, reaching 140% of targeted executive meetings.