Just · Customer Discovery Case Study 180% to goal, 29% response rate.
- Industry
- Fintech
- Engagement
- Customer Discovery
The CEO and Co-Founder of Just, an established fintech startup in Norway, was seeking to engage Finance and Treasury leaders within the North American market to test: (i) components of Just’s value proposition, (ii) an outbound prospecting strategy, and (iii) the market’s solution maturity. Just is blazing a path towards fair and transparent capital markets by giving treasury teams access to data in order to monitor historical FX costs, control current FX costs and reduce risk when trading in multiple currencies.
The Challenge
In an effort to define Just’s North American go-to-market (GTM) strategy, their CEO wanted to learn from target buyers and validate Just’s value propositions. Leveraging the tail-winds of their success in Europe, it was important to design a playbook that allowed for repeatable lead generation in North America and more effective client discovery, given the wide-range of technical maturity across industries and companies.
The Solution
The CEO sought to validate their North American market assumptions through interviews with Treasury and Finance leaders. The objective was to better understand pain-points relative to executing FX trades and individual company’s maturity when using data to inform trading decisions. JJELLYFISH deployed their team for 90 days as an extension of the Just team based in the United States. In that short period of time, JJELLYFISH defined:
Repeatable, outbound prospecting strategy proven to generate meetings with senior Treasury and Finance leaders.
Discovery process to collect evidence, test market maturity and generate insights to inform market expansion decisions.
Targeted Ideal Customer Profile (ICP) to pinpoint entry points across a range of industries and company sizes.
The Results
By the end of the engagement, the JJ team held 18 Discovery Meetings with Treasury and Finance leaders and drove a 29% Response Rate. Throughout the engagement, JJELLYFISH proved that Just can reliably engage the ICP through outbound prospecting. In addition to the insights from this project being helpful for performance marketing messaging, the Just team can now use the messaging tenets gained from this project to feed its established model.
Anders Nicolai Bakke, Founder & CEOJJELLYFISH helped me tap into the mindset of the U.S. buyer. Just’s mission to help companies manage FX risk and exposure is nuanced. The JJ team spent a lot of time understanding the unfair pricing practices employed by banks and how we seek to help companies. They went through iterations during our engagement and I’m confident their work will help us grow at a sharp trajectory.
