Customer Discovery · Case Study
A repeatable motion non-founders can run.
- Industry
- Cybersecurity
- Funding Stage
- Series A
- Engagement
- Customer Discovery
SCYTHE is a B2B SaaS cybersecurity platform that lets teams build and emulate real-world adversarial campaigns in minutes, and continuously assess their risk posture and exposure.
Operating its adversary emulation and security validation platform from Arlington, VA, after a $10M Series A ($13M total raised) led by Energy Impact Partners with Paladin Capital and Gula Tech Adventures.
The Challenge
Scythe had grown through word-of-mouth, content marketing, and events but needed a more direct, repeatable, and controllable sales approach. Following a $10M Series A funding round, they sought to build an outbound sales motion to meet increasing revenue targets.
The Solution
JJELLYFISH deployed an embedded team alongside the CEO for 90 days to engage relevant customer segments in cybersecurity, test buyer challenge assumptions, and design/validate an outbound sales motion for top-of-funnel activities.
The Results
The team gathered detailed ICP insights for messaging and positioning, validated and falsified specific assumptions to identify early-adopting buyers, and unlocked a repeatable outbound sales motion executable by non-founders.
Bryson Bort, CEO & FounderThoroughly impressed with the way the JJELLYFISH team was able to dissect and analyze our technical market. I would give them a 5 out of 4 in terms of communication and execution.
