Case Study

The JJELLYFISH team were true professionals with every step of the engagement. They were prepared, organized and took so much time to understand the nature of our business and the landscape of the industry.

We are thankful for the learnings they unearthed for us in such a short amount of time!

The founding team at PingSafe required a dedicated, boots-on-the-ground, experienced approach to target and learn from ideal buyers within North America. In order to refine their go-to-market strategy. PingSafe had to find their ideal customer profile (ICP) in addition to driving outbound results within mid-market companies. It was critical to design and build a sales playbook that allowed for repeatable lead generation and deeper, more effective customer discovery.

JJELLYFISH deployed their team for 90 days as an extension of the PingSafe team based in the United States. In that short period, JJELLYFISH developed and executed a/an: (a) repeatable outbound strategy proven to generate meetings with senior InfoSec executives, (b) discovery process to collect evidence and generate insight to inform market expansion decisions, and (c) audit of PingSafe's unique value propositions and messaging.

Within the Customer Discovery process, three commercial assumptions were tested to inform PingSafe's best-fit customer segment and related value propositions. Additionally, initial outbound conversion rates were measured to predict the viability of future success.

Not only was the JJELLYFISH team successful in generating mindshare with senior InfoSec leaders (including c-suite executives) in North America, but the project allowed PingSafe to confidently focus its limited resources on the most relevant and discoverable buyer profile.

We targeted CTO's at mid-market companies with 200-2,000 employees and learned that the

CTO was not as close to the problem as InfoSec professionals. We tested seniority level and a more specific group of CTOs at SaaS companies between Series B or C. Through our ICP experiments and our customer meetings, we validated that the ideal customer profile was the CISO title or InfoSec Department. not CTOs.

Mid-market companies between 500-1000 employees with security team's between 5 and 10 was found to be the sweet spot for PingSafe's ICP. These companies seemed to have reached a security maturity where the pains of the unmet needs were felt, but a solution in the form of a security tool like PingSafe had not been deployed.

While PingSafe is an all-in-one solution, it will be most effective to target the segment of their ICP that does not likely have a technical solution in place yet. Additionally, leading outbound sales with the key differentiators uncovered through our discovery work is helping PingSafe stand out in a saturated market.

• 130% To Goal Discovery Meetings

• 6% Interest Rate From CISOs via Cold Outbound

• 24% Reply Rate Within InfoSec Depts.