Case Study

I really enjoyed working with the JJELLYFISH team, and would again. They put a lot of effort into driving results for us, which isn't easy given the traditional nature of our target market. Their sales tactics and processes got us up and running quickly - and would have taken me a year to do solo.

After successfully selling into JUDI's local market (Canada), the team began focusing and expanding their resources into the US. However, having spent a significant amount of time and money navigating ambiguity within the U.S., JUDI had limited/no market validation. Due to the sheer size of their target market (i.e. Credit Unions and Community Banks) JUDI knew the importance of tightening up their ICP to identify (i) early adopters and (ii) areas of commercial repeatability.

Ultimately, JUDI was seeking to validate critical commercial assumptions of target buyers' within the U.S. - and then based on those learnings - develop a repeatable sales process to hand off to a dedicated U.S. Sales and Marketing team.

JJELLYFISH deployed their team to embed alongside JUDI, inclusive of both the Customer Discovery (3-month) and Market Development (6-month) engagement phases.

Customer Discovery: JJ embedded itself alongside JUDI'S CEO, CO, and CMO to help better understand buyer assumptions. By utilizing the JJELLYFISH Customer Discovery Process and interviewing 22 potential customers (220% of our meeting target), we were able to validate/invalidate specific unmet market needs and test the viability of a repeatable, top-of-funnel outbound sales model.

Market Development: Due to the speed at which the JJELLYFISH team moved, JUDI extended the partnership to (i) leverage the GTM learnings and processes defined in Customer Discovery and (ii) develop a repeatable outbound sales motion. Given the historically long sales cycle in banking (i.e. complex; 12-24 month deal cycle) - and the fact that the JJELLYFISH team was kickstarting the sales process from scratch - we worked to outpace our targets for Accounts (120%) and Leads (251%) engaged. This resulted in over 65 Introduction sales meetings (from cold outbound prospecting) and nearly 30 Qualified Sales Opportunities. During the engagement, 4 deals were advanced to the Negotiation/Evaluation sales stage, including multiple POC conversations and a formal RFI/RFP.

The GTM insights and sales motion tested by JJELLYFISH put JUDI in the position to hire a full-time sales team focused on the U.S. market.

To that end, a thorough transition plan was developed and implemented to ensure JUDI did not lose any momentum during the handoff.

• 27 Sales Opps. Pipeline Generated

• 113 Sales Meetings Generated & Held

• 41% SOL Rate From 1st Meeting

• 14 A/B Tests Outbound Messaging