Customer Discovery · Case Study
Record-setting outbound that reshaped the sales strategy.
- Industry
- B2B SaaS
- Funding Stage
- Series B
- Engagement
- Customer Discovery
Rocketlane is an India-based startup building a purpose-built customer onboarding platform that shortens time to value and removes hit-or-miss onboarding experiences.
They went on to raise over $105 million in total funding, including a 2026 Insight Partners-led round, serving customers like Intercom, Notion, and Glean.
The Challenge
Rocketlane had achieved initial traction in the U.S. market but needed to establish repeatable processes. The primary objectives were developing a scalable outbound prospecting methodology and identifying core pain points experienced by delivery leaders to inform their go-to-market strategy.
The Solution
JJELLYFISH deployed a two-person team for 90 days working alongside the Rocketlane co-founder. They created a repeatable outbound strategy targeting senior delivery executives at services-based companies and developed a structured problem discovery process using a carefully designed interview kit to gather market insights.
The Results
The engagement achieved record-setting performance metrics and uncovered two widely accepted problems that informed Rocketlane's sales strategy. Learnings shaped decisions around account targeting, prospecting approaches, sales conversation framing, and pipeline development across multiple industries.
Srikrishnan Ganesan, CEOThe process was executed great, and there was some course correction we did along the way. JJ executed its playbook really well and to the T.
