Case Study

It was wonderful to work with the JJELLYFISH team - Jen, Cameron and Halen. Three months of working with the team helped us to accelerate our North America expansion in a structured and scalable manner.

The COO of Zingcam by Flam, a seed-stage startup based in India, was seeking to engage Chief Executive Officers and VP/Director-level Product and Marketing executives within the North American market to test: (a) components of their value proposition, (b) an outbound prospecting strategy, and (c) the market's solution maturity.

The founding team at Zingcam required dedicated and experienced boots-on-the-ground to target and learn from ideal buyers within North America. Zingcam were seeking to enter a new geography and were looking for a way to structure their go-to-market strategy. It was critical to design and build a sales playbook that allowed for repeatable lead generation and deeper, more effective client discovery.

JJELLYFISH deployed their team for 90 days as an extension of the Zingcam team based in the United States. In that short period of time, JJELLYFISH developed and executed a/an:

• Repeatable, outbound strategy proven to generate meetings with CEOs & Marketing Decision Makers

• Discovery process to collect evidence and generate insight to inform sales & market expansion decisions

• Audit of Zingcam's sales process, which included workflow, reporting, and tech stack improvements

Within the Customer Discovery process, three commercial assumptions were tested to inform Zingcam's best-fit customer segment and related value proposition. Additionally, initial outbound conversion rates were measured closely to predict the viability of future success.

Not only was the JJELLYFISH team successful in generating mindshare with CEOs & Marketing

Decision Makers in North America, but the JJELLYFISH outbound playbook is now the foundation for Zingcam's global outreach strategy. The project allowed Zingcam to confidently focus its limited resources on the most relevant and discoverable buyer profile with success.

Beyond conducting Discovery meetings with executives, 47% of the initial conversations were advanced to a product demo and trial products being shipped out to head office! Given the success of the conversations held, Zingcam is now training their team on many of the sales and meeting tactics deployed by the JJELLYFISH team.

• 150% To Goal Discovery Meetings

• 23% Response Rate From C-Suite/SVP Prospects

• 47% Conversion From 1st Meeting