Case Study

It’s been great collaborating with JJELLYFISH for over a year now.
Their GTM approach and data led recommendations helped us acquire some of our first US customers and beyond.
They’ve been great partners, working with multiple stakeholders (execs, sales reps, etc) at our org as we’ve grown in the US market. Our hope is for continued collaboration and success together into the future.

Scrut’s initial success was mainly in the APAC region, with limited U.S. presence and a lack of insight into local customer security preferences and unmet needs. Faced with strong U.S. competition (Vanta, Drata, Secureframe) and an upcoming seed round, Scrut needed a comprehensive GTM approach and a repeatable sales process to win U.S. customers and market share.

Scrut partnered with JJELLYFISH to accelerate their sales strategy by 1) generating data-driven sales recommendations, 2) understanding multiple buyer personas, 3) building a full-cycle outbound selling motion, and 4) securing early customers.

Their goal in working with JJELLYFISH was to validate U.S. market assumptions through interviews with InfoSec leaders to better understand compliance related challenges. These learnings in turn would also help influence the Scrut product feedback loop based on real prospect conversations/unmet needs in the market.
To achieve this goal, the JJ team worked side by side with the Scrut Founders to develop an ideal customer profile, unmet need assumptions to test, and an outbound playbook to generate meetings with their target market.
The team conducted cold outreach and held 14 discovery meetings with InfoSec Leaders in Computer Software. While the central problem owner varied by company, outbound drove a 12.8% response rate and 8.2% Interest Rate. Beyond the scope of the engagement, the JJ team also secured 5 product demo meetings leading to 1 net new customer
Within 90 days the Scrut team was able to (a) understand transferable learnings in the Indian market that could be applied to the U.S., and (b) find a scalable way to break into U.S. accounts. Most importantly, Scrut was able to validate key customer unmet needs for companies that are currently compliant, especially as it pertains to risk management, evidence management, and InfoSec questionnaires.

Scrut continued the partnership beyond the initial Customer Discovery phase with JJELLYFISH to focus on building out a strong US sales funnel. During this time, JELLYFISH developed an outbound model that balanced net new ICP experiments with established (and validated) control segments from Customer Discovery. This model captured multiple ICP signals for further experimentation and reporting and Top of the Funnel learnings for high-velocity segments. The result was over 57 introduction calls with Scrut’s prospective customers. 

The sales process was refined further by defining sales qualification criteria for mid-market and small business customers. This criterion was grounded in the problem space and unique challenges InfoSec customers have across multiple functions (CISO, Compliance, GRC among others). The new, informed discovery framework allowed Scrut to identify SQL patterns across company size, function, and software industry/type to increase efficiency in the middle of the funnel (47.5% conversion rate to SQLS).

Lastly, JJELLYFISH responded to an increase in the size of the Scrut sales team by working closely with leadership and senior reps to augment broader sales efforts. Partnering with Senior Scrut Accounts Executives and operating within the confines of the broader US sales strategy led to 12 US SQOs. This collaboration also provided a rapid feedback and coaching loop for Scrut’s internal sales reps while validating a repeatable outbound sales motion among key ICP segments.
The Market Development phase unlocked the US Market for the Scrut team, demonstrated viable paths in multiple cohorts, validated product-market fit, and secured early adopters for Scrut. More importantly, the Market Development phase led to the creation of a comprehensive playbook for identifying discoverable market signals for Top of Funnel success, approaching the different ICP cohorts via outbound, and conducting impactful, tailored discovery for multiple ICP personas. The partnership resulted in 5 paying US customers/logos as well as market recommendations on segments to prioritize in the future for continued outbound success.