Customer Discovery · Case Study
Built the outbound playbook and buyer profile for HyperVerge's new product launch.
- Industry
- Security & Compliance
- Engagement
- Customer Discovery
HyperVerge, a known player in the KYC space internationally and an NEA-backed B2B SaaS startup based in India, sought to diversify its solution base and was looking to understand if there was a viable market for a new potential product (that utilized the same fundamental technology as their core product). As second-time founders, the HyperVerge leadership team understood the importance of customer discovery with this new product and problem space before scaling out the solution and investing further resources in the product and team.
HyperVerge continues to operate its NEA-backed identity-verification platform from Bengaluru, having verified 700M+ identities across 190+ countries and met all DHS Remote Identity Validation benchmarks.
The Challenge
To understand this new market, the CEO of HyperVerge was seeking to engage CxO/VP-level executives within North America to test (a) components of their value proposition, (b) an outbound prospecting strategy, (c) the market's solution maturity, and (d) if there were other owners of this problem area at companies of various sizes. This information would inform the product roadmap and GTM approach of a new product they were bringing to market.
The largest core challenges present in this engagement were:
- There was an array of titles that could potentially own this problem within the companies HyperVerge was looking to engage, making the targeting of the right executives a challenge to be addressed
- The executives at these companies may be sensitive about discussing the subject matter in a way that both delivered insights to HyperVerge and protected their companies' interests
- The variance between the different industries that HyperVerge thought to engage made it difficult to compare insights between companies and across conversations
- Defining a new segment is difficult, and untested parameters can accidentally (and needlessly) filter out future potential buyers
Ultimately the founding team at HyperVerge required dedicated and experienced boots on the ground to target and learn from ideal buyers within North America.
The Solution
JJELLYFISH deployed their team for 90 days as an extension of the HyperVerge team based in the United States. In that short period, JJELLYFISH developed and executed (a) a repeatable outbound strategy proven to generate meetings, (b) a bespoke discovery process to collect evidence and generate insight to inform sales and market expansion decisions, and (c) an audit of HyperVerge's sales process, which included workflow, reporting, and tech stack improvements.
The Results
Not only was the JJELLYFISH team successful in generating mindshare with senior leaders (including C-suite executives) in North America, but the JJELLYFISH outbound playbook is now the foundation for HyperVerge's outreach strategy come product launch. The project allowed HyperVerge to confidently focus its limited resources on the most relevant and discoverable buyer profile with success.
Through the learnings of this engagement, HyperVerge deployed JJELLYFISH on a second round of Customer Discovery to uncover unmet needs in the problem area closer to their core business, as North American expansion is paramount for this year and beyond.
Vignesh Krishnakumar, CTO & Co-FounderAll of the team really enjoyed working with JJELLYFISH. We've learned a lot in the engagement and are taking insights and applying them elsewhere at HyperVerge as we think about other areas of growth.
