Nanonets · Customer Discovery Case Study 24 interviews (240% to target), 42% advanced to second calls.
- Industry
- Document AI
- Funding Stage
- Series A
- Engagement
- Customer Discovery
Nanonets is a Series A and YC-backed startup focused on automating manual data entry using AI. Nanonets allows finance teams to capture data from documents instantly, reducing turnaround times and manual effort.
The Challenge
Nanonets came to JJELLYFISH after finding early traction in the US market, having successfully sold their product to a variety of buyers across different functions and industries. To continue growing their company and unlock the best use cases for their technology, the Nanonets team wanted to better understand (1) which customer profile makes the most sense to target via cold outreach (2) what their relevant pains were and (3) the best way to engage with them.
The Solution
The JJELLYFISH team embedded alongside the two Co-Founders and sourced 24 Customer Discovery interviews with VP & C-suite Finance and IT executives.
Given the differences in title, responsibilities, and unmet needs between the Finance and IT functions, the JJ team ran two separate customer discovery tests. This included unique attraction messaging, meeting framework design (interview kit), and GTM analysis. During the first 60 days of the engagement, the JJ team identified a clear entry point to generate meetings.
The Results
From the 24 qualified meetings secured in less than 3 months, the JJELLYFISH team was able to identify the contrast between top of funnel metrics and assumption validation between the two ICPs. These results have led to a more focused and repeatable outbound process that the Nanonets team can leverage moving forward.
Prathamesh Juvatkar, Co-founder & CTOThe amount of effort that the JJELLYFISH team put into this engagement was great. We were able to test two completely different ICPs to help focus our efforts and outbound effectiveness moving forward.
