Case Study

All these [customer discovery] calls we've done with Dan have been fantastic - and one of them will turn into a closed deal!

Founded less than a year ago, Scrut's commercial success had been primarily concentrated in the APAC region. With a limited U.S. presence,

Scrut lacked market insight into prospective customers' security preferences and/or unmet needs in the region. There was also entrenched competition in the U.S. market that Scrut needed to navigate (Vanta, Drata, Secureframe).

Their goal in working with JJELLYFISH was to validate U.S. market assumptions through interviews with InfoSec leaders to better understand compliance related challenges. These learnings in turn would also help influence the Scrut product feedback loop based on real prospect conversations/unmet needs in the market.

To achieve this goal, the JJ team worked side by side with the Scrut Founders to develop an ideal customer profile, unmet need assumptions to test, and an outbound playbook to generate meetings with their target market.

The team conducted cold outreach and held 14 discovery meetings with InfoSec Leaders in Computer Software. While the central problem owner varied by company, outbound drove a 12.8% response rate and 8.2% Interest Rate. Beyond the scope of the engagement, the JJ team also secured 5 product demo meetings leading to 1 net new customer

Within 90 days the Scrut team was able to (a) understand transferable learnings in the Indian market that could be applied to the U.S., and (b) find a scalable way to break into U.S. accounts. Most importantly, Scrut was able to validate key customer unmet needs for companies that are currently compliant, especially as it pertains to risk management, evidence management, and InfoSec questionnaires.

• 140% To Goal Discovery Meetings

• Closed Won Early Adopter (<90 Days)

• 38% Conversion 2nd Sales Meeting