Case Study

Working with JJELLYFISH accelerated our understanding of the US market — they took a very scientific process to collect clear evidence and proof to understand how to best position Factors.ai in the U.S.

What we learned in 90-days would have taken a full 12-months of dedicated Founder time!

The Founders of Factors.AI saw incredible success in their local market (India) and budding interest from the U.S. — which is where they were looking to validate an expansion strategy.

It’s no surprise that the MarTech space is crowded with similarly-valued solutions, therefore the Factors.ai leadership team wanted to first understand the appetite (and remaining unmet needs) across U.S.-based Marketing executives before doubling-down.

The team knew the importance of learning/validating before selling, in order to identify a unique, differentiated position in-market quickly.

Factors.AI sought an executive partner in the U.S. market to support their expansion journey and hired JJELLYFISH to unlock evidence validating: (i) where their product fits in an already crowded market and (ii) a formal repeatable sales strategy.

JJELLYFISH worked alongside Factors.AI founding team to help better understand buyer assumptions through their Customer Discovery process by examining: (i) Ideal Customer Profile, (ii) Key Assumptions re: Differentiation in Market, (iii) Outbound Messaging Approach, and (iv) Discovery meeting design/execution.

Through the engagement, Factors.AI was able to interview 20 potential customers (200% of the meetings target), which helped validate a clear positioning in the market — and a repeatable outbound sales motion. From the 20 Customer Discovery discussions, we were able to advance 15 qualified companies.

• >200% To Goal of Discovery Meetings Target

• 75% Conversion From Discovery to Demo

• 15% Response Rate to CMOs & Marketing Execs.