Case Study

When we built it, they didn't come. We quickly realized how hard this was going to be. It was do or die - we needed to penetrate the U.S. enterprise market.

We engaged JJELLYFISH to help make that happen. Fast forward 12 months, we're working with over 15 Fortune 500 companies. The results speak for themselves.

Their B2B sales expertise - from prospecting to pitch structure to pricing models to sales management to hiring - continues to deliver results for our organization and growing sales team.

Based in Australia, the Founding team understood the importance of Founder-led selling in a new market and were challenged to find experienced U.S.-based commercial support to embed alongside them and bring a scientific approach to: (i) generate meetings with risk-adverse senior buyers (ji) develop their sales pitch based on market learnings, (iii) validate a repeatable, outbound sales model and (iv) close 6-figure early-adopting Fortune 500 customers.

Additionally, Jim the CEO of PERSUIT, wasn't convinced he needed salespeople with domain expertise (i.e. Legal Tech), but a team that understands what it takes to deliver results in early stage selling environments... However, finding that team was proving a challenge.

As Founders with limited time and a Board eager to see U.S. traction, they could not afford to get this wrong.

JJELLYFISH deployed a two-person team to embed alongside PERSUIT for a 9-month engagement, inclusive of both the Customer Discovery (3-month) and Market Development (6-month) engagement phases.

Customer Discovery: JJELLYFISH acted as the CEO's commercial co-pilot and managed all the manual, time-consuming tasks required when validating a market, value proposition, and outbound sales strategy. During this 90-day sprint, over 20 VP+ level interviews were conducted, which unlocked sales insights that informed how PERSUIT was going to win in this new market.

Market Development: JELLYFISH leveraged the go-to-market and outbound process built in Customer Discovery to close six-figure revenue and build 7-figure pipeline. During this 6-month engagement, JJELLYFISH conducted over 60 sales meetings, built PERSUIT's U.S. sales pitch/assets, proved outbound a viable channel, and closed logos like Walmart, Gilead, and others.

In addition, JJELLYFISH helped PERSUIT's CEO manage and coach their first few sales reps, while hiring and onboarding a VP of Sales. The JJELLYFISH sales process and outbound playbook are still being used by the team today.

PERSUIT has since been listed as the 10 Most Innovative Enterprise Companies of 2020 by Fast Company.

• $400k ARR Closed Won (Fortune 500)

• 10× ACV Growth

• >15% Meeting Rate Via Cold Outbound