Case Study

JELLYFISH's process to generate executive-level discussions and test our commercial assumptions was well organized and provided the insights needed for us to make a confident go/no-go decision on our expansion strategy.

The Results:

JJELLYFISH uncovered that expanding to the U.S. successfully would require significant changes to their current sales and GTM approach. Based on data collected and insights generated from target buyers, industry experts, and supporting market research, it was likely CartonCloud would need to consider a shift in their value proposition, target market, and/or pricing model to succeed. Based off the market assessment, CartonCloud decided to hold off on expanding and double-down in their local market... for now.

They worked quickly, efficiently, and were a valued partner throughout the engagement.

Based in Australia - and with a growing customer base - the existing team had limited available time to focus exclusively on testing the viability of the U.S. market. In addition, it was difficult to find external expertise who could accelerate their understanding of strategic market questions:

• Does our current value proposition satisfy the needs of the U.S. customers?

• How big is the market opportunity? How similar are U.S. and AUS buyers?

• What is the best GTM strategy to engage early-adopting customers?

JJELLYFISH deployed a 2-person team for 3 months to engage CartonCloud's target market, generate meetings with ideal buyers, and test key sales/commercial hypotheses. The client was able to stay focused on their core business while our team was tasked with verifying the growth opportunity & potential ROI.

• 15 1st Meetings With Ideal Buyers

• >$500,000 Cost Savings

• 25% Positive Outbound Response Rate