Case Study

This was a game changer for me, and I believe it will catalyze ongoing momentum! There are a number of things I valued in our engagement. Firstly, the work to key in on the core assumptions - and specifically speed was hugely valuable. Secondly, presenting a structured approach and playbook that can be replicated. Thirdly, we are at the beginning of developing a sales engine... We've previously done things in fits and starts and thus seen little return. Here, I learned a lot and learned best practices that will help us tremendously and already has!

Like many early-stage startups, the CEO of Radicle was leading the majority of sales and was seeking a more reliable (and repeatable) way to generate customer interest. As competing priorities mounted internally, finding the time required to execute a proper outbound strategy was increasingly challenging.

Additionally, the team's few attempts at outbound rarely yielded the desired results. Radicle had grown largely through referrals and word-of-mouth and viewed the design and implementation of a replicable sales engine as critical to its continued growth.

Finding a team that was able to develop, manage, and execute against many of Radicle sales and go-to-market unknowns was proving difficult. The CEO of Radicle was seeking talent that had a unique blend of expertise: enterprise sales, go-to-market research, outbound prospecting, and sales enablement.

By solving the above challenges, the Radicle team would be able to confidently exploit outbound as a viable revenue channel, forecast properly based on internal benchmarks, and de-risk further investment when growing the sales team.

JJELLYFISH deployed their team for 90 days to engage (cold) Radicle's highest-value customer segments to test their most important commercial assumptions. These assumptions related to core components of Radicle value proposition (i.e. understanding unmet needs of buyers) and the viability of outbound (i.e. gaining executive mindshare within the Fortune 500). To deliver on this work, the JJELLYFISH team:

• Partnered with the CEO to design assumptions, questioning guide, and highest-fit buyer segment

• Developed & executed a comprehensive outbound strategy that delivered highly qualified sales opps.

• Created the outbound playbook and internal benchmarks used for future sales hires

• Led the migration to a new CM; enabling best-practice workflows and accurate sales reporting

• Synthesized 100s of pages of evidence from buyers to surface GTM insights & outbound feasibility

The JJELLYFISH team consistently over-delivered in many aspects of the scope of work. Due to the 15% outbound meeting rate, we secured 50% more meetings than agreed upon within Radicle's target market. Furthermore, 85% of meetings held resulted in a 2nd sales meeting, which exceeded the Customer Discovery scope entirely, and resulted in a 35% increase in Radicle's qualified opportunity pipeline.

• 5% Cold Response Rate Targeting F500 Execs.

• 150% Achievement of Project Meeting Target

• 82% Advancement Rate to 2nd Sales Meetings

• 35% Increase In Qualified Sales Opportunities