Privado · Customer Discovery Case Study 150% to goal, 11.4% interested rate with privacy executives.
- Industry
- Security & Compliance
- Funding Stage
- Seed
- Engagement
- Customer Discovery
Privado was a Seed-stage B2B startup and has built the ‘Grammarly for code privacy issues.’ They’re able to monitor data usage, identify data flows and notify developers of privacy issues, including excessive user privileges or data leakages to logs.
The Challenge
The CEO of Privado was seeking to engage Privacy & Security Executives 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. At Privado, they are integrating privacy into the software development lifecycle by automating privacy by design.
The founding team wanted to de-risk their U.S. expansion by leveraging local experts to target and learn from ideal U.S. buyers. In order to establish an initial ideal customer profile, relevant messaging and a repeatable process for client discovery, Privado was tasked with finding experienced GTM experts for validating B2B markets. It was critical for Privado to develop outbound messaging that consistently secures meetings with Senior Privacy & Security Executives as well as define a clear playbook for effective client discovery.
The Solution
JJELLYFISH deployed their team for 90 days as an extension of the Privado team based in the United States. In that short period of time, JJELLYFISH tested:
Three industries within an Ideal Customer Profile (ICP) covering Technology, Banking, and Insurance; Additionally, two functions: Privacy vs. Security
Three commercial assumptions that underpinned Privado’s core value proposition, which provided the necessary insight to inform sales & market expansion decisions
Outbound prospecting and measured all key metrics to determine the most effective path forward (re: Demand Generation)
The Results
After achieving 150% to the meeting goal, we learned that even though Privacy leaders are the most responsive to outbound, Security leaders are the most viable initial target. We were able to tweak our messaging to further align with the Security-related objectives throughout the engagement and increase performance.
Beyond conducting Discovery meetings with executives, 47% of the initial conversations were advanced to a product demo! Given the success of the conversations held, Privado has now scaled, implemented, and trained their team on many of the sales and meeting tactics deployed by the JJELLYFISH team.
Jasdeep Cheema, Co-founder & CROIt was a pleasure working with JJELLYFISH; the team quickly understood our product and the use cases and helped us realize the right ICP and market we should reach out to.
The content of the emails used in the outreach and the discovery calls helped us in drawing the final GTM for Privado.
The sales and meeting techniques shared by the JJELLYFISH team are also super helpful and internally we are planning to implement the same.
