Case Study

From start to finish, the JJELLYFISH team was great to work with!

They really challenged our assumptions and how we think about creating product features we are proud of, versus addressing a real customer pain point/need.

Some fantastic customer meetings really helped us understand the unique and unsatisfied needs of U.S. pharmaceutical companies who want real-time answers to their key business questions.

The results of the project helped us understand our value proposition in the U.S. market and where we needed to adapt both our product and our positioning to address the competitive gaps.

Eric Chung, Prospection CEO & Co-Founder, believes the fragmented U.S. healthcare system and its breadth of disparate data sources create a lot of friction for Pharmaceutical brand teams and their ability to develop patient-centric brand strategies. Given the U.S. market's considerable size and data analytics maturity, testing the differences in customer pain points across U.S. pharma profiles was important to understand before beginning their expansion.

The team turned to JJELLYFISH to test points of difference in the U.S. vs. the rest of the world. In addition to testing unmet need hypotheses, the team worked with JJELLYFISH to interview key stakeholders in different size pharma companies in the U.S., gathering insights about segments to target first: 1) SMB, mid-market, or enterprise and 2) which specific marketing & data roles would be most influential in the buying processes.

The Prospection and JJELLYFISH teams successfully identified the Ideal Customer Profile, generating 120% of target interviews, 41% of which were interested in taking a second call. Given the success of the conversations held, Prospection plans to scale and train its team on the playbook developed by the JJELLYFISH team to create and capture demand simultaneously.

As a result, Prospection is educating clients on the value of getting deeper level insights and finding patients through provider and behavioral triggers from an innovative self-service dashboard.

• 120% To Goal Discovery Meetings

• 9% Response Rate From Cold Outbound

• 41% Conversion Intent from 1st Meeting