Transformco / SYW · Customer Discovery Case Study 110% to goal, 13% C-suite response rate.

The Shop Your Way team partnered with JJELLYFISH to improve their understanding of (a) their ideal customer profile, (b) how well they are solving these key challenges for leaders within their target market, and (c) how well they stack up against their competitor’s solutions.

In the first two weeks, the JJ team worked side by side with the Shop Your Way product and finance team to develop an ideal customer profile, assumptions to test in the market, and an outbound playbook to generate meetings with this ideal customer profile.

Over the course of 90 days, the JJ team conducted cold outreach and held discovery meetings with CEOs, CMOs, and CFOs at mid-size and large consumer brands. Clear trends and patterns were learned from these meetings helping to further sharpen the team’s focus on where their assumptions were validated and falsified helping them get closer and closer to the market truth.

While the ICP was correct, the JJELLYFISH team pivoted mid-engagement to unlock a net new problem/unmet assumption outside of the initial set – designed prior to speaking with the market. JJELLYFISH team advanced 50% of first calls to the next stage, identifying that there is a need outside of our assumptions for Shop Your Way to effectively sell to.

Within 90 days the Shop Your Way team was able to (a) quickly test and validate their business assumptions with their product offering, (b) understand what volume of outbound production they would need to drive to hit revenue goals, and (c) identify other meaningful use cases they could focus on to find product market fit and grow their customer base.