Case Study

This has been extremely, extremely valuable on many levels. I applaud everything that we've done together. It's pretty awesome! Across my career - working with so many different companies, firms, vendors, you name it - this is one of the most professional, well-run engagements that I've ever had.

You guys deserve to be commended for that.

Incredible work, and we gained a tremendous amount from this.

We'll continue to gain even more from it in the months to come. Just a tremendous thanks to you guys. I appreciate it.

K&U had successfully penetrated the F500 market where buyers had distinct needs, predictable budgets, and defined security operations. However, as K&U began to test beyond the Enterprise and find opportunities to accelerate its sales cycles, consideration was given to targeting the U.S. Mid-market. The challenge with targeting Mid-market organizations is that titles, technical maturity, processes, and overall organizational objectives were not as clearly defined or as predictable as F500.

Before deploying their Enterprise sales team into a net new, untested market, K&U sought a commercial partner who could first validate, define, and build the sales process for full-time reps to leverage.

John, CEO & Founder, knew collecting U.S. Mid-market evidence was critical as it would affect K&U's sales focus, 2021 growth priorities, product decisions and - ultimately - an additional capital raise.

JJELLYFISH delivered a 90-day, 2-person engagement focused on (i) defining K&U's Mid-market commercial assumptions and potential early-adopters, (il) creating a repeatable outbound sales motion, and (ili) leveraging proprietary insights from one-on-one buyer discussions to determine unmet needs, market alternatives, and a go-to-market strategy.

With the JJELLYFISH team taking on all strategy, execution, and delivery, K&U was able to stay focused on its core Enterprise business as JJELLYFISH in parallel worked to validate the above.

The JJELLYFISH team embedded alongside the CEO/Founder and sourced 23 Customer Discovery meetings with VP & C-suite Cybersecurity/Information Security executives (well above the goal of 10).

From the 23 qualified meetings secured in <45-days, the JJELLYFISH team uncovered specific

Mid-market customer needs that aligned with K&U's product offerings. The engagement also revealed that the Mid-market had unmet needs in stark contrast to those they were solving in the Enterprise.

JJELLYFISH'S process uncovered and accelerated key GTM insights - identifying a value prop. aligned with early-adopters in this new market segment. Also, JJELLYFISH developed a repeatable outbound process that is now being leveraged at the Enterprise- level and delivering well above average customer interest rates amongst their sales team.

• 230% To Goal Discovery Meetings

• 40% Conversion Sales Qualified Lead

• 15% Response Rate Via Cold, Outbound