Customer Discovery · Case Study
A clearer North American path for AppSec outbound.
- Industry
- Cybersecurity
- Funding Stage
- Seed
- Engagement
- Customer Discovery
GuardRails is a Singapore-based technology startup whose platform helps developers find, fix and prevent security vulnerabilities in their web and mobile applications.
The Challenge
GuardRails, a Singapore-based technology startup, provides a platform helping developers identify, fix, and prevent security vulnerabilities in web/mobile applications. Despite early adopter traction, scaling North American sales required comprehensive discovery. With multifaceted platform capabilities, the team needed strategic market entry guidance—specifically identifying target customers and which value proposition would resonate most.
The Solution
JJELLYFISH provided 90-day consulting support targeting C-Suite and Senior-Level Security Function executives. Though GuardRails had initial targeting ideas, they allowed refinement throughout the engagement. The team validated three core buyer assumptions and discovered a fourth particularly valuable for North American clients.
The Results
The engagement revealed a clearer North American market path, informing outbound prospecting strategy and questioning approaches. GuardRails is implementing findings internally. Fifty-three percent of initial conversations advanced to potential SQLs, with the company continuing into a "Market Development" phase.
Andrew Duck, FounderIt's been an absolute pleasure. I've really enjoyed the last three months and appreciate everything that you've put into it. I really enjoyed talking to the potential customers that we have and I'm obviously keen to see how we can keep learning from this to better tackle the North American market.
