Case Study

This gives me all the confidence that we have passed the preverbal test that we set out to pass at the beginning of the project. You have taken the data to a level of detail I wasn’t expecting... I can’t thank you enough.

Prescinto, a seed-stage B2B SaaS startup based in India, was seeking to engage Chief- and VP-level contacts in the Renewable Energy industry within the North American market to test: (a) their core value propositions, (b) an outbound prospecting strategy, and (c) the market’s solution maturity. Prescinto has built an AI-powered platform that enhances the performance of renewable energy and energy storage assets, streamlines operations and maintenance, and maximizes returns for asset owners.



The founding team at Prescinto began the engagement with very little outbound sales efforts that rarely led to qualified leads. Instead, they relied heavily on referrals and existing relationships to initiate new sales conversations. Prescinto was challenged to develop a targeted accounts list and outbound messaging strategy that would consistently engage prospects who are most closely aligned to their value propositions. To refine their go-to-market strategy, Prescinto needed a dedicated and experienced boots-on-the-ground team to target and learn from ideal buyers within North America.

JJELLYFISH deployed their team for 90 days as an extension of the Prescinto team; during which JJELLYFISH developed and executed a/an:

• Repeatable, outbound strategy proven to generate meetings with senior executives at Asset Management & Performance firms

• Refinement to the ICP by leveraging publicly available data like company size/revenue segments, establishing better account-level criteria, and assigning the Asset Management function as the primary problem owners to guide outbound sales efforts

• Shift in Prescinto’s qualification process, which focused on orienting towards client problems rather than Prescinto’s solution to strengthen the quality of leads and remove false positives from the sales funnel.

Three commercial assumptions were tested within the Customer Discovery process to inform Prescinto’s best-fit customer segment and related value proposition. In this process, we learned that (a) prospects that struggle with extracting insights from plant data tend to be smaller asset management firms under 55 employees and under $50M in revenue, (b) protecting financial gain/loss is the most commonly mentioned priority for portfolio management, and (b) managing 3rd party vendors is the biggest pain point when addressing an under-performing asset.

• 11% Interested Rate of C-Suite Executives via cold outbound

• 90% conversion to 2nd sales call (SQL rate)

• 30 Interested prospects in under 8 weeks (~4/week)