Customer Discovery · Case Study
Booked 23 meetings with VP and C-suite security execs in under 45 days, well above target
- Industry
- Cybersecurity
- Engagement
- Customer Discovery
King & Union is a U.S.-based enterprise SaaS cybersecurity startup selling to SVPs of Information Security and CISOs.
They were acquired by Core4ce, a U.S. defense and intelligence contractor, in 2021.
The Challenge
K&U had successfully penetrated the F500 market but sought to expand into the U.S. Mid-market, where buyer needs, technical maturity, and processes were less predictable. Before deploying their Enterprise sales team, K&U needed validation and definition of a sales process for this new market segment.
The Solution
JJELLYFISH delivered a 90-day, 2-person engagement to define Mid-market commercial assumptions, create a repeatable outbound sales motion, and leverage buyer insights to determine unmet needs and go-to-market strategy. The team secured 23 Customer Discovery meetings with VP & C-suite Cybersecurity/Information Security executives and uncovered Mid-market customer needs aligned with K&U's product offerings.
The Results
The engagement revealed unmet Mid-market needs distinct from Enterprise solutions and developed a repeatable outbound process now leveraged across K&U's sales organization.
John Cassidy, CEOThis has been extremely, extremely valuable on many levels. I applaud everything that we've done together. It's pretty awesome!
