Customer Discovery · Case Study
Affirming the value prop with procurement execs.
- Industry
- Procurement
- Funding Stage
- Seed
- Engagement
- Customer Discovery
Zumen, an Accel-backed early-stage B2B SaaS startup based in India, is redefining the workflow for product manufacturing companies to eliminate manual work, mitigate risk, and enable teams to perform cost analysis in real-time.
The Challenge
Zumen needed to engage VP and Director-level Procurement and Sourcing executives within the U.S. market to evaluate components of their value proposition, test an outbound prospecting strategy, and assess market solution maturity.
The Solution
JJELLYFISH deployed their team for 90 days as an extension of Zumen's internal team. They conducted deep insight gathering to inform outbound strategy, implemented a straightforward discovery process to collect evidence and unearth insights for sales and market expansion decisions, and audited their sales process including workflow, reporting, and tech stack improvements.
The Results
JJELLYFISH informed Zumen's U.S. outbound strategy and affirmed its value proposition with Senior Procurement and Sourcing executives. Zumen subsequently trained their team and implemented the sales and meeting tactics deployed by JJELLYFISH.
Viswa Kuppuswami, CEOWhat you did was quite amazing - and the fact that the framework you have can adapt to any product is amazing.
