Case Study

In the last nine months since we've worked together, SpotDraft - as both an organization and product - has grown 100x from where it was previously thanks to JJELLYFISH. They went above and beyond in the same way that I, as a founder, would have done for my company. The amount of work that went into delivering the output was simply herculean. We are in awe at their attention to detail and the energy they bring. The finesse that's in the entire process is incredible.

SpotDraft had strong product-market fit in their local market (i.e.

APAC) and sought an opportunity to validate U.S. entry, where the largest percent of their TAM was based. The founders of SpotDraft knew U.S. validation would require a significant time investment, especially with headwinds that India-based startups typically face.

These challenges included: (i) an international team with limited/no U.S. enterprise sales experience, (ji) an HQ on the other side of the globe (i.e. time zones), (iii) differences in cultural nuances associated with U.S. buyers. [Click here for a brief post from CEO], and (iv) APAC logos and customer success stories do not translate or provide any credibility in the U.S; requiring a start from scratch

Shashank, CEO and Founder, knew collecting U.S. market evidence was critical as it would directly impact board direction, future fundraising efforts, product decisions, and growth priorities.

JJELLYFISH deployed a two-person team to embed alongside SpotDaft for a 9-month engagement, inclusive of both the Customer Discovery

(3-month) and Market Development (6-month) engagement phases.

Customer Discovery: JJELLYFISH embedded directly alongside SpotDraft's CEO and Chief Product Officer to learn from prospective early-adopting legal executives (i.e. General Counsels). These discussions aimed to validate the unmet needs of ideal customers, the highest-fit customer segment, and a U.S.-centric value proposition. This sprint resulted in 150% achievement of the meeting target with executives and allowed SpotDraft to pinpoint what target market and buyer profile warrant their limited Sales resources. In addition, JJELLYFISH developed their top-down outbound sales process that has since been replicated globally.

Market Development: Due to the results from Customer Discovery, SpotDraft progressed to Market Development. Throughout this phase,

JJELLYFISH worked across full-cycle sales activities, including: outbound prospecting and sales, design and delivery of sales assets, simplifying the pricing model, and streamlining their sales meeting process. With a 15% outbound response rate, JJELLYFISH delivered over 100 sales meetings. This activity level generated 6-figures of qualified sales pipeline and SpotDraft's first U.S. enterprise customer. SpotDraft has modeled its entire global sales process and playbook on the work executed by JJELLYFISH.

• 1st U.S. Customer Closed Won

• 6-Figure Pipeline Qualified Deals Created

• >15% Meeting Rate Via Cold Outbound