Customer Discovery · Case Study
Validating an enterprise ICP and a repeatable go-to-market.
- Industry
- Design Tools
- Funding Stage
- Series B
- Engagement
- Customer Discovery
LottieFiles is the widely adopted platform for creating, managing, and shipping lightweight animation, with deep grassroots adoption across enterprise design and engineering teams.
The Challenge
LottieFiles had a beloved product and strong recognition, but no repeatable way to reach enterprise buyers or convert that recognition into enterprise contracts. They were unsure which titles, seniority levels, and company profiles would respond, and whether the motion problems they solve were urgent enough for enterprises to fund. Positioning spoke to individual designers and buried ROI, leaving a gap between widespread interest and willingness to pay.
The Solution
Over roughly 90 days, JJELLYFISH ran an outbound program to enterprise design leaders across technology, financial services, consumer, and SaaS, testing three core assumptions about motion. Response was immediate: a 32.5% acceptance rate and a 41.4% reply rate, both well above benchmark, producing 19 held meetings against a 10-meeting goal. Interviews reached senior leaders at Google, Capital One, Visa, BlackRock, and JPMorganChase.
The Results
The discovery reframed the ideal customer profile around who owns the problem and who owns the buying decision. JJELLYFISH translated this into a repositioning around business outcomes, a multi-threaded enterprise sales process, and a warm pipeline of companies handed over at the close of the engagement.
K Minglani, Co-Founder & CEOConsistency and a motion system are the terms buyers are actually deciding on, and they were not on our site or in our positioning. This work showed us the basis of a decision-making process we weren't even talking about.
