Case Study

The JJELLYFISH team were solid and knew what they were doing.

Dave, who participated alongside on calls with me, did a thorough job on the customer discovery process - so much so that, in one case, the prospect asked us to send the recording of the call since she was super impressed with the process and wanted to reference it to her team.

The founding team at Everstage required dedicated and experienced boots-on-the-ground to target and learn from ideal buyers within the BFS vertical in the North American market. In an effort to refine a go-to-market strategy, Everstage was challenged to find sales talent specialized in validating B2B markets within BFSI vertical - as well as proven success driving outbound results within the enterprise.

As an extension of the Everstage team based in North America. JJELLYFISH was brought on to develop and execute:

• A repeatable, sophisticated, highly tailored, outbound strategy proven to generate meetings with senior leaders in Revenue, Sales Operations and Compensation in the BFS vertical

• A robust, proven Customer Discovery process which collects specific, quantifiable, rigid evidence and generates insight to inform sales & market expansion decisions

• An audit of the Everstage sales process, including Ideal Client Profile recommendations within BFSI vertical, Go-To-Market Insights, Macro Trend Analysis and deep expertise on a scalable sales strategy going forward

Within the engagement, three commercial assumptions were tested to inform Everstage's best-fit customer segment and related value proposition. Additionally, conversion rates (inc. Open, Reply, Interest Rates and Sales

Qualified leads) were measured closely to predict the viabilty of success within BESI - as well as

recommendations for the future as Everstage scales throughout North America

As a result of the outbound field work (and after speaking with leaders that manage/calculate commissions) we were able to achieve: (i) 48% open rate, (ii) 20% reply rate, (iii) 40% advancement to a second sales meeting, and (iv) 10% advancement to close!

Within the BFSI vertical, we learned that while respondents largely did not need real-time insights about commission, they did desire better on-demand reporting capability, and more transparency for their team. It was also clear from our research that manual configuration (aggregating, configuring calculations) is the most significant challenge - and thus needs to be leaned into as a key selling pillar.

Given the success of the discussions, Everstage now begins the work of scaling, implementing, and training their team on the call frameworks and discovery demonstration tactics deployed by the JJELLYFISH team. They plan to expand hiring in the North American market through the remainder of vear.

• 140% To Goal Discovery Meetings

• Closed Won Early Adopter (<90 Days)

• 40% Conversion To Sales Qualified Lead