Customer Discovery · Case Study
Built a repeatable motion that reliably booked meetings with CISOs
- Industry
- Cybersecurity
- Funding Stage
- Seed
- Engagement
- Customer Discovery
PingSafe is a CSPM and CWPP solution with hacker intelligence to protect companies from data leaks caused by vulnerabilities found in public cloud environments like AWS, GCP and Azure. As a successful seed-stage B2B SaaS startup based in India, PingSafe was seeking to engage CTOs and CISOs within the North American market to test: (a) components of their value proposition, (b) an outbound prospecting strategy, and (c) the market's solution maturity.
They were acquired by SentinelOne (NYSE: S) in 2024 for a reported $100 million-plus, one of the fastest seed-to-exit runs in India's security ecosystem.
The Challenge
The PingSafe founding team needed experienced, on-the-ground support to identify ideal buyers in North America and refine their go-to-market strategy. They required development of an ideal customer profile (ICP) and outbound lead generation capabilities targeting mid-market companies, plus creation of a repeatable sales playbook for effective customer discovery.
The Solution
JJELLYFISH deployed a team for 90 days as an extension of PingSafe's U.S.-based operations. They developed a repeatable outbound strategy for generating meetings with senior InfoSec executives, created a discovery process to collect market insights, and conducted an audit of PingSafe's value propositions and messaging. The team tested three commercial assumptions to inform customer segment selection and measured initial outbound conversion rates.
The Results
PingSafe successfully engaged senior InfoSec leaders across North America and confidently focused resources on the most relevant buyer profile. Testing revealed CTOs weren't as close to security problems as InfoSec professionals. The ideal customer profile was identified as companies with 500-1,000 employees with security teams of 5-10 people, led by CISOs or InfoSec departments rather than CTOs.
Anand Prakash, CEOThe JJELLYFISH team were true professionals with every step of the engagement. They were prepared, organized and...
