Customer Discovery · Case Study
12% positive reply from HR execs validated the motion.
- Industry
- HR Tech
- Funding Stage
- Seed
- Engagement
- Customer Discovery
Mesh is an India-based startup in the performance management space, backed by Sequoia and Y Combinator, competing in a market reshaped by distributed workforces.
They went on to raise roughly $16 million, including an RTP Global-led Series A, serving customers like CRED, Groww, and ShareChat.
The Challenge
The Mesh team needed to identify how to penetrate and deliver differentiated value in a competitive Performance Management market. With early-stage funding and competition from well-capitalized later-stage startups, they sought to identify a niche to own for their initial 20 customers and establish referenceability in the U.S.
The Solution
JJELLYFISH deployed a two-person team for a 90-day Customer Discovery sprint embedded with Mesh Founders. The team worked to build and test unmet need assumptions, identify and source meetings with their Ideal Customer Profile, and design a framework for Product Demo calls to improve insight collection and deal advancement.
The Results
The engagement achieved a 12% positive response rate from HR executives, validating an outbound sales approach. The team advanced 71% of first calls to demos or second calls and secured an early-adopter opportunity into contracting within 60 days.
Saurabh Nangia, Founder & CEOThe JJELLYFISH team maintained an extremely tight process and feedback loop to help us quickly validate an outbound sales motion and understand where we needed to double down as a team regarding our value proposition. In addition, they offered to coach us on how to run high-converting product demos, which directly drove an outbound lead into contracting!
