Case Study

It's been a really good, first class engagement all the way through. Lots of love for the JJ group.

You have shown us how regimented, data-centric, and methodical we should be designing our go-to-market and set a standard for us to meet.

You've set the bar and it's not easily attainable.

The Metadome team had limited understanding of the North American auto industry. They were still seeking to validate the relevant ICP within the sub-segments of the industry (i.e. OEMs, Dealerships, etc.) and which functions were the problem owners. In addition, they were struggling to isolate pain points the auto industry was facing with product and feature level visualizations so they could determine the best injection point for this market.

Customer Discovery - Phase 1

JJELLYFISH partnered with the Metadome team for 90 days. Throughout this engagement the JJELLYFISH team was able to:

• Execute an outbound strategy to generate meetings with leaders in the auto industry

• Interview relevant contacts to collect insights on the auto industry and their unique challenges to better inform their sales and North American expansion strategy

• Focus their positioning and approach based on the feedback received from the market

• Map out the buyer's journey in the U.S. auto industry and where Metadome can and cannot sell to The JJELLYFISH team tested three value propositions within the auto industry and probed for the industry's technical and business model maturity.

The JJELLYFISH team was able to generate 18 meetings with auto industry leaders within 5 unique sub-segments in just 90 days. The insights gathered helped Metadome gain a deeper understanding of the automotive landscape in North America, while the outbound strategy informed the most effective prospecting approach for generating meetings. The Metadome team now has more confidence and clarity approaching the North American auto industry and will be using these learnings to effectively position themselves within this market.

Market Development - Phase 2

The JJELLYFISH team worked alongside Metadome's founding team for 6 months and employed an account based approach leading to 13 qualified deals within their target market. Through this process we were able to hone in on who the highest fit early adopters are and identify their relevant pain points. Uncovering this more focused ICP allowed us to tailor Metadome's positioning and build an effective sales strategy that cut down their sales cycle by 50% and increased conversion rates throughout the sales funnel.

We pressure tested stages and tactics in order to build a qualified pipeline and revamp their sales process from the ground up. First, this market required a more hands on, high touch outbound sales motion. Second, we manically tracked sales process metrics like Duration per Sales Stage, Full Cycle Conversion Rate(s), Conversion Rate Bottlenecks, # of Stakeholders Involved, # of Meetings Required Per Stage,etc. in order to optimize each piece of the funnel. Third, we worked closely with the Metadome team to build deep discovery into early sales conversations, develop general pricing tiers and refine custom pricing proposals which all drove towards the highest conversion to the next stage.

Through these learnings we were able to unlock a more frictionless sales process that allows Metadome to engage the right prospects in a shorter time frame. The sales playbook we designed engages these early adopters in a way that speaks to their most pressing problems and aligns more closely with their unique needs for immersive technology experiences. The results have left Metadome with the tools needed to successfully engage their highest fit early adopters and convert them into paying customers.

• 180% to Target Discovery Meetings

• 12% Reply Rate Personalized Outbound

• 65% of Meetings with $1B Revenue Companies

• 50% Faster Sales Cycle From start of engagement

• >2X Interested Rate Than Before Working with JJELLYFISH

• 60 Intro Meetings Held