Customer Discovery · Case Study
Built a repeatable outbound playbook proven to land meetings with C-suite investment leaders.
- Industry
- Data & Analytics
- Funding Stage
- Bootstrapped
- Engagement
- Customer Discovery
Needl is on a mission to help stitch together fragmented data across apps and devices in the form of curated feeds customized by the user. The platform allows users to create a single repository for their structured and unstructured data across both public and private sources. Needl has a wide range of use cases in both B2B and B2C settings. The founders set out to explore how much acceptance of the B2B use case for Investment Leaders there was in the North American market.
Bengaluru-based and bootstrapped, Needl.ai continues to operate its AI information-intelligence platform for enterprises, reportedly reaching roughly $5.2M in revenue with a team of about 47.
The Challenge
The Needl founders engaged the JJELLYFISH team in order to identify who would be the best-fit early adopters within the realm of Investment Leaders. Specifically, Needl was challenged by the vast variety of titles and firm types within the target industries of Financial Services, Investment Management, and VC & Private Equity. We employed multiple outreach strategies throughout the engagement in order to test critical market assumptions across the different firm types within the industries tested. Needl was looking for actionable insights into (a) who the Ideal Customer is and (b) what pains they were experiencing that Needl can readily solve.
The Solution
JJELLYFISH and Needl worked together for a 90 day Customer Discovery sprint in order to find the best-fit early adopters in North America. Throughout the engagement, JJELLYFISH used campaign data and Needl's extensive knowledge of financial industries to create and iterate on multiple outreach strategies aimed at different sub-segments of the ICP.
Together, we developed and tested 3 assumptions to validate Needl's core value proposition. In the short time we had together, JJELLYFISH developed and executed (a) three unique, repeatable outbound strategies with proven efficacy of generating meetings with senior investment leaders and (b) meetings with leaders in the target market to collect insights that were later analyzed and delivered in both quantitative and qualitative formats.
The Results
JJELLYFISH was successful in generating and conducting meaningful, cold-sourced interviews with senior investment leaders, including C-suite executives. Throughout the engagement, we honed in on different firm types within key industries to ensure our sample accurately reflected the many firm types and varied use cases. We compared each strategy with the meeting results and were able to confidently tell the Needl team which strategy uncovered the best-fit prospective customers as measured by (a) conversation results and (b) second meeting rates.
The methods we deployed and performance yielded can be repeated and can serve as Needl's playbook for continued, scalable outbound campaigns as they expand into the North American market.
Kuntal Shah, Co-FounderOn behalf of the Needl team, thank you to the team at JJELLYFISH for assisting us through this program. The professionalism and enthusiasm were evident, and we learned a lot. The exercise went off well and I thank you all for the same.
