Case Study

The process was executed great, and there was some course correction we did along the way. JJ executed its playbook really well and to the T.

Having found traction in the U.S. with a handful of early adopters, Rocketlane sought to build repeatability in the U.S. market. JELLYFISH worked alongside the Rocketlane Co-Founder, to (i) help build a highly repeatable outbound prospecting process and (ii) understand the core pain points experienced today by Delivery leaders. Finding success with these two focus areas would be critical to building Rocketlane's GTM strategy for scalable growth.

JJELLYFISH deployed a 2-person team for 90 days as an extension of the Rocketlane team. In that short period of time, JJELLYFISH developed and executed on the following:

• A repeatable outbound strategy proven to generate meetings with senior delivery executives at services-based companies. Due to our strong messaging and multiple iterations over the duration of Customer Discovery, we achieved record-setting top of the funnel results with a 21% Reply Rate and a 12% Interested Rate.

• A problem discovery process to collect evidence and generate insight to inform sales & market expansion decisions led to uncovering two widely accepted problems that the Rocketlane team can sell to. This process relied on a carefully crafted interview kit to guide the customer interviews.

Within the Customer Discovery process, the JJELLYFISH team helped test three commercial assumptions to ultimately inform Rocketlane's best-fit customer segment and related value propositions. These learnings have informed Rocketlane's future sales strategy, ranging from (i) contact- and account-list building focused on industries that can expand Rocketlane's TAM, (ji) cold prospecting, (iii) framing of sales conversations, and (iv) pipeline development.

• 170% To Goal Discovery Meetings

• 21% Reply Rate Via Cold Outbound

• 12% Interest Rate ~60% of Responses

• 3 Industries Tested For GTM