Case Study

Client: GuardRails

  • It’s been an absolute pleasure. I’ve really enjoyed the last three months and appreciate everything that you’ve put into it. I really enjoyed talking to the potential customers that we have and I’m obviously keen to see how we can keep learning from this to better tackle the North American market.

  • GuardRails, a Singapore-based technology startup, is a platform that helps developers find, fix, and prevent security vulnerabilities in their web/mobile applications. The founding team gained traction with some early adopters but recognized that scaling sales within the North American market would require a more comprehensive discovery and validation engagement. Because the capabilities of their platform are multifaceted, the team wanted to be strategic on how to best enter the North American market. They sought out a partner who could help them identify who to sell to, as well as identify which part of their value proposition would be most valuable in this market. 

  • JJELLYFISH consulted for 90 days as an extension of their team, targeting C-Suite and Senior-Level Execs within the Security Function of organizations. As they approached the engagement, they had a clear idea on who they wanted to target, but the team trusted JJELLYFISH to refine the target audience and make adjustments as needed to ensure a successful engagement. 

    During a 90 day sprint, GuardRails leveraged initial insights to uncover a new Ideal Customer Profile to target. They entered the engagement expecting to validate three core buyer assumptions, but learned of a fourth, which could be most valuable to sell to clients within the North American market.

    Data gathered during the engagement identified a much clearer path for GuardRails to pursue as they continue tackling the North American Market. The insights informed their team’s outbound prospecting strategy, and what line of questioning will be most successful to uncover prospective client’s challenges. GuardRails is currently implementing the strategy based on JJELLYFISH’S findings with its internal team.

    Beyond conducting Discovery meetings with executives, 53% of the initial conversations were advanced, many of which are potential SQLs in the near future. Furthermore, GuardRails is continuing its engagement with JJELLYFISH into a second, “Market Development” phase to begin to validate the bottom-of-funnel.

    • 150% Achievement of meeting target

    • 53% Conversion to 2nd sales call (SQL rate)

    • 10% Interested Rate at C-Suite Level