Shedding light on product-market fit to accelerate growth and revenue efficiency

Katalyz is a relatively young company, still iterating heavily on different market opportunities. In this context, the challenge is not just to sell, but to clearly identify the most promising markets and continuously refine product-market fit. The goal is to understand where to focus marketing and sales efforts in order to generate the highest impact in a fast-growth environment.

The implementation of Diffly has become a true strategic guide. It helps the team prioritize investments, orient decisions, and gain clarity on where to concentrate energy over the coming months.

“It’s a guide that helps us decide where we’re going to invest our energy in the next few months.”

Opening the ‘Black Box’ of Customer and Prospect Feedback

Like many companies, Katalyz faced a common challenge: a black box around what customers and prospects don’t always feel comfortable saying directly—yet what carries immense strategic value.

By structuring customer and prospect feedback, the team was able to shine a light on this blind spot. They now have a much clearer understanding of what truly drives buying decisions, what prevents prospects from signing, and what keeps customers engaged over time.

“We opened up what was a black box for us—and for many companies—by bringing light to what customers and prospects don’t dare to say, but which has enormous value.”

Understanding Wins, Losses… and Retention

Since adopting Diffly, the team has gained far greater clarity on why deals are won or lost. Two types of feedback are particularly valuable: win-loss insights from sales opportunities, and feedback collected from the existing customer base.

Together, these insights explain not only why prospects decide to sign—or not—but also why customers stay. This understanding led directly to adjustments in sales messaging and a refinement of the ideal customer profile (ICP).

The result: more precise targeting, a sharper message, more meetings generated—and significantly less effort required to achieve those results.

Aligning the Entire Revenue Chain Around Customer Feedback

One of the most significant changes observed has been in overall revenue efficiency. Feedback from prospects and customers now helps align every link in the revenue chain: upstream messaging, deal closing, sales cycles, onboarding, and ongoing customer follow-up.

The team identified areas where effort was being spent on activities that were not truly valued by prospects or customers. By optimizing these touchpoints, Katalyz reduced wasted effort and improved coherence across teams.

“The different links of the revenue chain are now much better aligned and communicating with each other.”

100% Feedback Coverage Across the Sales Pipeline

By combining interviews and surveys, Katalyz achieved full feedback coverage across its pipeline. Today, no deal exits the pipeline without some form of customer or prospect feedback being collected.

This comprehensive coverage delivers tremendous value. Every win or loss becomes a learning opportunity, continuously enriching the company’s collective intelligence and improving future decision-making.

Three Key Value Drivers

Three major benefits clearly stand out from using Diffly at Katalyz.

The first is agility: the ability to rapidly adapt product-market fit and sales messaging based on market signals and changing conditions.

The second is performance in competitive deals. By focusing specifically on opportunities where Katalyz was evaluated against competitors, the team strengthened its positioning and sales approach. The result was a 25% increase in close rates on competitive deals.

“We strengthened our game on competitive deals—and the ROI is very clear.”

The third driver is the ability to intelligently re-engage lost deals. With a much deeper understanding of why a deal was lost, teams can re-approach opportunities with better timing and a more relevant message—unlocking a significant growth opportunity.

Fast Deployment and Strong Adoption

Implementation was quick and highly operational. In just a few calls, everything was up and running. Centralizing insights within the platform played a major role in driving adoption across teams.

What initially seemed like a heavy initiative turned out to be a smooth and well-orchestrated rollout, supported by strong collaboration between internal teams and Diffly.

“What I thought would be a major undertaking was actually orchestrated in a very smooth way.”