Customer Discovery · Case Study
Proving North American viability before pouring in spend.
- Industry
- Security & Compliance
- Funding Stage
- Series B
- Engagement
- Customer Discovery
They went on to raise roughly $32 million, including a 2024 Accel-led Series B, serving 1,000-plus customers across 75 countries.
The Challenge
Sprinto successfully closed inbound sales in India but needed to validate whether this could translate to outbound sales in North America. A key obstacle was identifying the correct problem owners and decision-makers across varying security role titles in B2B SaaS companies.
The Solution
JJELLYFISH embedded with Sprinto's founders to execute a Customer Discovery process, refining the ideal customer profile and validating problem/solution fit in the U.S. market.
The Results
JJELLYFISH proved market viability in North America and developed a target market strategy Sprinto now executes successfully.
Girish Redekar, Co-FounderWe are so happy with the structured, unbiased, bottoms-up approach in Customer Discovery. JJELLYFISH asked the hard questions...
