Case Study

Someone reached out to me for a reference to JJELLYFISH and I said, 'Whatever they ask, whatever is on the bottom of the invoice, just pay it because it's worth its weight in gold. Pay it and get going, because these people are amazing.”

As a serverless GPU acceleration startup, Brytlyt's working assumption was that companies who provided (as value to their customers) access and intelligence to massive and evolving datasets, would feel the pains of poor processing performance and scalability the most. There was also an open question of who within these organizations owned database-related performance enhancements. It could be anyone from database engineering & infrastructure to head of data products to CTOs. At this point, the U.S. market was a black box where Brytlyt was seeking to validate their GTM before doubling down and diverting previous sales resources from their current, local focus in the UK market.

Richard - with 15 year's experience leading large business intelligence/Big Data projects and software development - knew the importance of generating customer proof and defining a repeatable sales process before hiring a dedicated U.S. team. However, as a UK-based entity, he needed to find a way to grow his footprint in the U.S., test commercial assumptions, learn directly from potential U.S. buyers, and close early-adopting, referenceable customers.

JJELLYFISH deployed a two-person team alongside Brytlyt for a 12-month engagement, inclusive of both the Customer Discovery (6-month) and Market Development (6-month) engagement phases.

Customer Discovery: It was critical to engage and learn directly from U.S. buyers. This meant sourcing ideal buyer interviews, testing/validating commercial assumptions within U.S. database-focused teams, and mapping key learning/implications back to their existing sales model. During this process, JJELLYFISH engaged the market to analyze (2) different Ideal Customer Profiles across the Product and Technology functions. JJELLYFISH was able to achieve 170% of the outbound meeting target, totaling 34 executive discussions. The depth of insights generated informed their value proposition, outbound sales strategy, and highest-fit customer segments.

Market Development: Given the results from Customer Discovery, Brytlyt progressed to the next phase of commercialization, Market Development. This meant JJELLYFISH assumed full ownership of the sales-cycle, in close partnership with the Brytlyt team, to accelerate sales activities and early-stage commercial outcomes. Including but not limited to: (i) refining their existing sales process, (¡i) developing sales assets to support the pitch process, (iii) validating full-cycle conversion metrics, and most importantly, (iv) securing traction with U.S-based early-adopters.

JJELLYFISH secured and conducted >100 sales meetings and generated a sales pipeline of 16 Sales Qualified

Opportunities (12 of which were still active opportunities upon the engagement's completion).

Lastly, to maintain traction. the JJELLYFISH team worked closely with Brytlyt's in-house Sales team to transition key relationships and sales processes as smoothly as possible. Following the engagement, Brytlyt took the tools and knowledge from the JJELLYFISH top of funnel process and put it into motion themselves - securing 5+ POCs in the four months following our engagement together!

Ultimately, as found through the process of Customer Discovery and leading a full-cycle selling motion for 6 months, Brytlyt's highest-fit Ideal Customer Profile came into focus (from starting in a highly ambiguous place) and their validated outbound sales motion was born (which has since been honed by the Brytlyt sales team)! The results obtained from this partnership gave Brytlyt the confidence and conviction to grow in the U.S. market, based on proven results instead of intuition. The JJELLYFISH methods have now been adopted company-wide and serve as the foundation for much of Brylvt's outbound and GTM strategy.

• >100 Interested Leads Sourced with 70% in C-Suite

• 1st U.S. Pilot Secured During Engagement

• 2 ICPs Tested During Customer Discovery

• $5M Series A Extension Supported by Our Success/Traction

• 8.3% Interest Rate Via Cold Outreach

• >130 Sales Meetings