Case Study

There were some really interesting findings and JJELLYFISH helped us validate, and invalidate, a lot of things. There's now a really good opportunity to go deeper with these learnings and strategies.

The Customer Discovery process was very well run and extremely helpful!

Nektar had verified that their tool was successful within the Asia market - and wanted further validation that their value proposition was as desirable within the U.S. To that end, they were seeking support to further understand: (i) how to identify and target the lowest-risk client profile, (ii) if Nektar is differentiated enough from other solutions in-market, and most importantly, (iii) if U.S.-based companies exhibit similar challenges to Nektar's existing markets.

In order to identify how to sell into this customer set, it was critical to learn about the market's maturity.

JJELLYFISH spent three months working alongside Nektar to test and validate/invalidate their product strategy. This engagement entailed completing discovery-based executive interviews in order to understand Nektar's U.S. positioning.

While working with the Nektar founders, JJELLYFISH was able to: (i) develop and effectively test problem-based assumptions that underpinned Nektar's value proposition, (¡i) refine an initial Ideal Customer Profile ("ICP") to understand who the right fit is for Nektar's product, and (ili) build a repeatable outbound approach that can be scaled across the business and to a wider range of customers.
Through this process, JELLYFISH achieved 130% of the Discovery meeting target, which helped Nektar deepen it's understanding of the market's challenges and current solutions - as well as evaluate how Nektar fits into this substantial competitive landscape.

By the end of the engagement, JJELLYFISH was able to hand over a repeatable outbound playbook for Nektar to use and make specific recommendations to adjust the ideal customer profile and product offering in order to help Nektar successfully sell into the U.S.

• 2 Early Adopter Opps Generated

• 130% To Goal Discovery Meetings

• 69% Conversion From 1st Meeting

• 13% Response Rate From C-Suite/VP Execs