Customer Discovery · Case Study
18 discovery calls that reshaped the sales motion.
- Industry
- No-Code
- Funding Stage
- Seed
- Engagement
- Customer Discovery
Switchboard believes no-code is the future of development, with a vision to be the operating system for no-code infrastructure. It built the first error monitoring and incident response platform for Zapier and Integromat customers.
Their error monitoring and response product went to Zapier.
The Challenge
Switchboard's hypothesis was that no-code operators using Zapier/Integromat lacked real-time monitoring tools for automation failures, causing unplanned downtime and revenue loss. The co-founders partnered with JJELLYFISH to validate their ideal customer profile and understand the specific challenges facing company leaders.
The Solution
Over 90 days, JJELLYFISH conducted cold outbound and held 18 discovery meetings with Zapier/Integromat users. Two key insights emerged: (1) effective sales required prospects with business-critical processes, 1+ monthly failures, and cross-functional automation (22% met criteria); (2) Zapier/Integromat lacks central IT ownership, making prospect identification challenging despite a 5% interest rate. JJELLYFISH recommended a transactional sales motion pending resolution of larger buyer problems.
The Results
Switchboard validated business assumptions, identified outbound production needs for growth goals, and discovered additional problems to improve product-market fit and ACV.
Philip Lakin, CEOIt was f*cking amazing, I feel so bad for folks who don't do this. They're so f*cked. It's the only way I can articulate it.
