Customer Discovery · Case Study
14 execs engaged, 140% of target, for U.S. expansion.
- Industry
- Developer Tools
- Funding Stage
- Series A
- Engagement
- Customer Discovery
Last9 is an India-based operational intelligence platform for site reliability engineering.
They have continued to scale in observability, handling over 40 million concurrent users.
The Challenge
Last9 had achieved early success in India and needed to validate U.S. market expansion. Key obstacles included: lacking U.S. presence as an international company, developing an effective cold outbound strategy, and educating prospects on a novel value proposition in an unproven market category.
The Solution
JJELLYFISH deployed a team for three months to conduct discovery-based executive interviews validating go-to-market assumptions. They designed testable assumptions, built and validated Last9's Ideal Customer Profile, and identified a sustainable outbound approach.
The Results
Last9 engaged 14 executive prospects (140% of target), with 11 advancing to Sales Qualified Leads and 4 becoming active proof-of-concept opportunities. The company continues using JJELLYFISH's outbound model for U.S. market expansion.
Nishant Modak, FounderWhat would have taken us over a year, we were able to accelerate to one quarter...their sales motion was based on evidence and data, not intuition.
