Market Development · Case Study

Closed 5 U.S. logos including a net-new customer during the engagement

140% to Target Discovery Meetings (Customer Discovery)

38% SQL Conversion to 2nd Sales Meeting (Customer Discovery)

$$ Closed Won Early Adopter (<90 days) (Customer Discovery)

>90 Sales Meetings with Qualified Prospects (Market Development)

62.5% SQO Conversion via Cold Prospecting (Market Development)

5 / 14% U.S. Logos Closed / Win Rate in SMB segment (Market Development)

Industry: Security & Compliance
Funding Stage: Series A
Engagement: Market Development

Scrut, a Lightspeed backed compliance automation platform, drives Infosec compliance (ISO 27001, SOC 2, PCI DSS, GDPR) from a single window, via a combination of automation, risk assessment, and managed marketplace for resources like auditors and pen testers. Founded less than a year before the engagement, Scrut’s commercial success had been primarily concentrated in the APAC region, with a limited U.S. presence and entrenched competition to navigate.

Where they are now $21M Raised

They went on to raise roughly $21 million, including a 2024 Lightspeed and MassMutual round, and were named a G2 fastest-growing product.

The Challenge

Scrut's initial success was primarily in the APAC region with limited U.S. presence and insufficient understanding of local customer security preferences and unmet needs. Facing strong U.S. competition from Vanta, Drata, and Secureframe, and with an upcoming seed round, Scrut required a comprehensive go-to-market approach and repeatable sales process to acquire U.S. customers and gain market share.

The Solution

JJELLYFISH partnered with Scrut across two phases. In Customer Discovery (Phase 1), the teams developed an ideal customer profile and outbound playbook targeting InfoSec leaders. Cold outreach generated 14 discovery meetings with a 12.8% response rate and 8.2% interest rate, yielding 5 product demo meetings and 1 customer within 90 days. In Market Development (Phase 2), JJELLYFISH built a U.S. sales funnel balancing new ICP experiments with validated control segments, producing 57 introduction calls. The refined sales process defined qualification criteria for mid-market and small business customers, achieving 47.5% conversion to SQLs. Working with senior sales staff resulted in 12 U.S. SQOs.

The Results

The partnership unlocked the U.S. market for Scrut, demonstrated viable paths across multiple customer cohorts, and validated product-market fit. Scrut secured 5 paying U.S. customers and obtained market recommendations for future outbound prioritization.