Case Study

It has been a great learning experience - from the first survey that you sent out in the beginning all the way to the final capstone.

The team has been extremely thorough, professional and now there's lots for us to learn from this process.

The founding team at Rocketium required dedicated and experienced boots-on-the-ground to target and learn from ideal buyers within North America. In an effort to refine a go-to-market strategy, Rocketium was challenged to find sales talent specialized in validating B2B markets - as well as proven success driving outbound results within the enterprise. It was critical to design and build a sales playbook that allowed for repeatable lead generation and deeper, more effective client discovery.

JJELLYFISH deployed their team for 90 days as an extension of the Rocketium team based in the United States. In that short period of time, JJELLYFISH developed and executed a: (i) repeatable, outbound strategy proven to generate meetings with senior Marketing executives, and (i) discovery process to collect evidence and generate insight to inform sales & market expansion decisions.

Within the Customer Discovery process, four commercial assumptions were tested to inform Rocketium's best-fit customer segment and related value proposition. Additionally, initial outbound conversion rates needed to be measured closely to predict the viability of future success.

Not only was JJELLYFISH successful in generating mindshare with Marketing leaders (including c-suite) in North America, but their outbound playbook is now the foundation for Rocketium's global outreach strategy. The project allowed Rocketium to confidently focus its limited resources on the most relevant and discoverable buyer profile with success.

Beyond conducting Discovery sessions with executives, Rocketium extended the U.S. engagement to include full-cycle selling execution and GTM support. This was mainly due to the clear direction achieved through sourcing meetings and analyzing buyer needs. Given the success of conversations held, Rocketium has now scaled, implemented, and trained their team on many of the sales/meeting tactics deployed by the JJELLYFISH team.

• 140% To Goal Discovery Meetings

• 20% Response Rate From C-Suite/SVP Execs

• +6 Mo. Partnership To Scale U.S. GTM Efforts