Case Study

Of my last six successful tech startups, I've never seen the art of sales turned into a science. This process has been methodical, thorough, and gives me confidence that we can continue to use these methods to grow our business in North America and around the world.

The thoroughness of both the qualitative & quantitative research during Customer Discovery delivered the evidence we needed to verify our platform, ZAZA.rocks, solves the unmet needs of our target buyers. This has given our team and shareholders the confidence required (and the foundations) to develop the US market in a sustainable way.

The founders of Esoptra wanted an experienced U.S.-based team to validate an outbound sales model and gather go-to-market insights from executive buyers. Esoptra built an industry-agnostic product, allowing for a horizontal approach; meaning we had to go from "we can sell to everyone" to "we seek to sell to this specific group of executives." This required the team to prioritize identifying the highest-fit use case and value proposition before entering the U.S.

Esoptra wanted to sharpen their positioning by narrowing down the many components of their product's value to only the ones that resonated most for U.S. customers. Not only would these learnings improve their global sales process, but it would inform the language they used across all sales assets, including their website.

Lastly, finding a partner that could develop, test, and validate a repeatable outbound process within 90 days was proving difficult. Time-to-value was an important consideration when looking for a team to help them achieve these objectives.

JJELLYFISH deployed their team to: (a) refine Esoptra's target market focus on the highest-fit targets within Manufacturing and Materials, (b) conduct market research on SVP/C-Suite contacts to inform outreach and cold messaging, (c) source and conduct comprehensive discovery meetings, and (d) complete analysis - pouring over hundreds of transcript pages - to uncover meaningful go-to-market & sales feasibility insights to specifically inform Esoptra's commercial success.

JJELLYFISH was not only successful in gaining mindshare with product and marketing executives, but the outbound playbook developed during the project is now the foundation of Esoptra's global sales process. JJELLYFISH's Customer Discovery gave Esoptra the confidence they needed to generate sales leads in a repeatable and sustainable way, while focusing on the most resonant parts of their product value. The learnings from this process informed their product's positioning across their global sales collateral, website, and sales pitch.

Given the success of the conversations held, Esoptra has scaled, implemented, and trained their team on many of the sales and meeting tactics deployed by the JJELLYFISH team.

• 16% Cold Response Rate Targeting VP/C-Suite

• 120% Achievement of Project Meeting Target

• 30% Advancement Rate from 1st Discussion