Case Study

As a fast-growth startup we know that expanding our geographic footprint is essential to scale.

We've seen some really positive traction in our beachhead market and are now evaluating options to enter new markets.

With the support of JJELLYFISH, we were quickly able to mobilise a project to focus on solution market fit within the target verticals in North America.

We gained hugely valuable insight to ensure we time our run well and are well-prepared to enter the market at pace.

Prior to becoming the Founder of BR-DGE, Brian Coburn was Global CIO for a Scotland-based public transportation business, and while inheriting the shift from offline to online payments, he intimately understood the lack of flexibility existing for merchants.

Launching BR-DGE, initially focused on the EU market, the team unlocked impressive traction in the UK. Finding local product-market fit, Brian then turned his attention to the US market. Although he was convinced that similar challenges would exist in the US, he and the BR-DGE team wanted to pinpoint where B2B2C e-commerce merchants were specifically feeling the pain today.

Their goal in working with JELLYFISH was to validate their market assumptions, and identify what transferable learnings/use cases/customer success stories they can bring from the EU to the U.S. market. To achieve this goal, the JJ team worked side by side with the BR-DGE 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 JELLYFISH team conducted cold outreach and held discovery meetings with leaders in a variety of industries, some of which included Gaming, Airlines, Leisure, Travel & Tourism, Gambling, Retail, Internet (Crypto, Marketplaces), and Transportation. A sample of the companies in the analysis included Take- Two Interactive Software, Allegiant, Electronic Arts (EA), Groupon, Lands' End, and Norwegian Cruise Line Holdings Ltd.

Within 90 days the BR-DGE team was able to (a) quickly test, validate, and falsify initial business assumptions, (b) understand transferable learnings for the U.S. market, and (c) find a scalable way to break into U.S. accounts.

During the engagement, we found that although few respondents had a payment challenge they needed to solve immediately, 50% of respondents thought their payment challenges needed to be solved in the near future. We also learned that 1) the operational lift to add new payment methods is a challenge 2) merchants have little leverage in their negotiations with processors if they are perceived to be a risky business or industry, and 3) merchants lack visibility into the reasons payments fail.

To be successful in this market, BR-DGE has learned to demonstrate to prospective customers the high priority of their business case: lowering the technical resource investment and improving transaction margins is quickly made possible by integrating and adopting BR-DGE's independent orchestration platform.

• 160% of the Discovery meeting target achieved

• 12% Reply Rate Via Cold Outbound

• 30% Conversion From First Meeting