Sagitec · Customer Discovery Case Study 130% to goal on interviews, 30% reply rate.
- Industry
- Software Services
- Engagement
- Customer Discovery
Sagitec is a global technology company delivering dynamic IT solutions to leading public and private organizations. HealConnect, their newest software solution, is an enterprise SaaS platform for Medicaid member engagement. With prebuilt processes and templates, care coordination teams can perform activity and case management in a HITRUST-certified and secured environment. Sagitec had secured 2 of the top Medicaid plans on HealConnect, but wanted to learn how to build a repeatable sales process to address the rest of the 300 Medicaid plans in the U.S.
The Challenge
The founding team at Sagitec required dedicated and experienced boots-on-the-ground to target and learn from ideal buyers within the U.S. market. In an effort to refine a go-to-market strategy for HealConnect, a partner at Sagitec was seeking to engage potential prospects at Director level and above across various functions to test: (a) their core value propositions, (b) a systematic outbound prospecting process, and (c) the market’s solution maturity.
The Solution
JJELLYFISH deployed their team for 90 days as an extension of the Sagitec team. In that short period of time, JJELLYFISH developed and executed:
Repeatable, outbound strategy proven to generate meetings with senior executives at Medicaid plans
Discovery process to identify the highest fit ICP and uncover true unmet needs in the US health insurance market
Within the Customer Discovery process, three commercial assumptions were tested to inform Sagitec’s best-fit customer segment and related value proposition. Additionally, attraction messaging and outbound conversion rates were measured closely to predict the viability of future success.
The Results
From the 13 meetings held the JJELLYFISH team was able to identify the highest fit functions, specific executive level across company sizes of1,000 to 5,000 employees.. With these validated ICP parameters and using the outbound process, Sagetic learned from JJELLYFISH how to run repeatability in their prospecting process and has the highest chance of future sales.
JJELLYFISH was able to identify a common problem felt across prospects, how the problem negatively impacts their businesses and that no existing solutions in the market have the ability to solve it. This provided Sagitec with a clear value proposition to lead with and informed their product roadmap.
Overall, these results have led to a more focused and repeatable outbound process that the Sagitec team can leverage moving forward.
CJ Ravi Sankar, PartnerI enjoyed working with JJELLYFISH! We met most of the goals we wanted to and it was an eye-opening exercise. Particularly impressed with scientific-approach to outbound process and attraction messaging tenets that invite a conversation and produce such great Interested Rates.
