Customer Discovery · Case Study
48% open, 20% reply, and a sharper product roadmap.
- Industry
- Sales Tech
- Funding Stage
- Series B
- Engagement
- Customer Discovery
Everstage is a no-code commissions automation platform that removes recurring busywork for Ops and Finance teams. It provides a transparent and gamified incentives experience to customer-facing teams.
They went on to raise roughly $45 million in total funding, including a 2024 Eight Roads-led Series B, with customers like Wiley and Paychex.
The Challenge
The founding team at Everstage needed experienced professionals to target and learn from ideal buyers in the BFS vertical within North America. They struggled to find sales talent specialized in validating B2B markets within BFSI and proven in driving enterprise outbound results.
The Solution
JJELLYFISH developed and executed a tailored outbound strategy for senior leaders in Revenue, Sales Operations, and Compensation roles; implemented a robust Customer Discovery process with quantifiable evidence; and audited the Everstage sales process with ICP recommendations, Go-To-Market insights, and macro trend analysis. Three commercial assumptions were tested to identify best-fit customer segments.
The Results
The engagement achieved 48% open rate, 20% reply rate, 40% advancement to second sales meetings, and 10% advancement to close. Research revealed prospects desired better on-demand reporting and transparency, with manual configuration identified as the primary challenge. Everstage plans to scale hiring and implement the frameworks across North America.
Siva Rajamani, CEOThe 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...
