Prospection · Customer Discovery Case Study Generated 120% of target interviews with pharma buyers and validated the demand
- Industry
- Healthcare
- Funding Stage
- Series B
- Engagement
- Customer Discovery
Prospection helps pharma companies determine where and when to intervene in the patient journey to support better patient outcomes. Based in Australia, it is the patient analytics and real-world data leader in APAC.
They went on to raise roughly $55 million in total funding and rebranded as Prospection AI with a generative-AI product line.
The Challenge
The U.S. healthcare system's fragmentation and disparate data sources created friction for pharmaceutical brand teams developing patient-centric strategies. Prospection needed to understand differences in customer pain points across U.S. pharma profiles before expanding, and identify which company segments (SMB, mid-market, enterprise) and roles (marketing & data) would be most influential in buying decisions.
The Solution
The Prospection and JJELLYFISH teams identified the Ideal Customer Profile and generated 120% of target interviews, with 41% showing interest in second calls.
The Results
Prospection plans to scale and train its team on the playbook to create and capture demand simultaneously, educating clients on gaining deeper insights and finding patients through provider and behavioral triggers via an innovative self-service dashboard.
Eric Chung, CO-FOUNDER & CEOFrom 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.
