Case Study

We are so happy with the structured, unbiased, bottoms-up approach in Customer Discovery. JJELLYFISH asked the hard questions that are easy for founders to skim over.

Sprinto had no problems closing inbound sales leads in India, however, the team wanted to see if/how this early success could translate to an outbound sales process in North America.

Given the variability of "security" roles/titles within B2B SaaS companies, the challenge was identifying the correct problem owner and decision-makers for InfoSec compliance services.

Validating this, among other things, would be critical to building their GTM strategy for repeatable, scalable growth.

JJELLYFISH embedded themselves alongside Sprinto's founders to deliver against its Customer Discovery process. The core objectives were to (i) improve the understanding of Sprinto's ideal customer profile and problem/solution fit within the U.S. and (i) surface broader SOC2/InfoSec compliance challenges that may be relevant to their GTM plans. Additionally, to inform the viability of a new lead channel, the JJELLYFISH team needed to closely monitor all quantitative insights generated from it's outbound prospecting. To that end, there were clear patterns that started to emerge (re: highest fit problem owners / decision-makers) across specific organizational sizes and team compositions. During meetings with executive buyers, it was critical to test which perceived pains of Sprinto's offering were most resonant - and if other pillars of their value proposition were more important than previously thought. Upon completion, the JJELLYFISH team proved the viability of the target market in North America and developed a TM strategy that Sprinto is currently executing successfully. This engagement allowed Sprinto to refine their U.S. value proposition and opened the door to solving additional unmet needs (as dictated by the market's maturity). The insights learned through Customer Discovery have meaningfully informed Sprinto's product development roadmap, existing sales strategy, and their U.S. GTM approach.

• 190% To Goal Discovery Meetings

• 9% Response Rate From C-Suite Execs

• 20% Conversion From 1st Meeting