Case Study

The engagement helped us look at the process from multiple angles that we hadn’t seen prior. We’ve definitely learned a lot going through this in lock-step with JJ. The refinement of our vision has helped a lot. There are many [insights we gained]. There were bits and pieces sitting in front of us and you all put it into a single, scalable model. We are planning to use this motion within the Indian market as well!

Their goal in working with JJELLYFISH was to validate their market assumptions, and identify what transferable learnings/use cases/customer success stories they can bring from India to the US market. To achieve this goal, the JJ team worked side by side with the Aerchain Founders to develop an ideal customer profile, unmet need assumptions to test, and an outbound playbook to generate meetings with their target market.

Over the course of 90 days, the JJ team conducted cold outreach and held discovery meetings with executives in procurement and sourcing at U.S. based companies including: Pfizer, Comcast, Bristol-Myers Squibb, and AT&T.

To sell effectively in the U.S. market and based on the learnings from Customer Discovery the JJ team defined and recommended Aerchain focus on a more specific target customer profile, rather than the obvious business leaders.

By focusing on non traditional owners, Aerchain can form a beachhead to break into these key accounts by shortening the sales process and complexity involved in closing. The Aerchain team has now seen the same strategy resonate in their local market and believe this will be a key strategy to grab market share there as well.

By the end of our engagement, Aerchain was able to (a) quickly test, validate, and falsify their core business assumptions, (b) understand transferable learnings in the Indian market that could be applied successfully to the U.S., and (c) find a scalable way to break into U.S. accounts.

• 130% of the Discovery meeting target achieved

• 18% Response Rate Via Cold Outbound To VP+ Execs

• 33% Conversion from 1st Meeting