Case Study

The JJELLYFISH team maintained an extremely tight process and feedback loop to help us quickly validate an outbound sales motion and understand where we needed to double down as a team regarding our value proposition.

In addition, they offered to coach us on how to run high-converting product demos, which directly drove an outbound lead into contracting!

The Mesh team sought to identify how to break into and deliver differentiated value in a reasonably competitive market. Over the past year, the Performance Management space had grown rapidly with the rise of distributed workforces in the U.S. and later-stage startups raising/deploying massive S&M budgets to capture market share.

With early-stage funding, Mesh sought to identify a niche they could own to gain their initial 20 customers and referenceability in the U.S.

JJELLYFISH deployed a team of two to embed alongside the Mesh Founders for a 90-day Customer Discovery and validation sprint.

JJELLYFISH embedded alongside the Founder/CEO to go out and learn directly from U.S.-based executive buyers by: (i) building and testing unmet need assumptions, (ii) identifying and sourcing meetings with their Ideal Customer Profile, and (iii) designing a framework for Product Demo calls to ensure further insight collection and improve deal advancement.

During the engagement, the team drove a ›12% positive response from HR executives, quickly validating an outbound sales approach that the existing local-based sales team could leverage. In addition, the team was able to advance 71% of first calls to demos/2nd calls - and within 60-days advanced an early-adopter opportunity into contracting.

• 170% To Goal Discovery Meetings

• 71% Conversion From Discovery to Demo

• U.S. Customer In Contracting

• >12% Interest Rate From Cold Outbound