Case Study

Working with JJELLYFISH to better understand our market was one of my most critical annual priorities. It’s given me a different view of how we’ve run business development.

We’re hopeful that we’ll be able to close the clients that came from your hard work, and know we will convert more sales in the future because of what you’ve helped us learn.

Prior to partnering with JJELLYFISH, Giant Machines’ commercial success had been primarily sourced inbound from their network. Sales calls were warm, with prospects who understood what Giant Machines did and what kind of digital products they helped build. To grow market share and prove a repeatable outbound motion, Giant Machines needed a new approach to attract customers but also to validate the need for a new solution offering.

Customer Discovery - Phase 1

Customer Discovery showed clear trends and patterns across how Product Leaders think about product development. The overarching theme was that prospects from cold outreach versus inbound present new challenges in the sales process. For example, the JJ team discovered that Product Leaders have varying definitions of what digital products mean within their organization. 

This lack of consistency from the market requires the sales motion to be tight and specific on the WHY to inspire and manage the process. Giant Machines can qualify faster by defining an entry point around  “digital product” and what criteria a prospect needs to meet on discovery calls. By selecting a focus area in digital products like Fintech or within a specific industry like BFSI, they can improve the messaging and qualification process to drive more qualified leads, spend less time on unqualified calls, and drive larger opportunities.

Market Development - Phase 2

Giant Machines relied on inbound leads, predominantly in the BFSI and Health industries, prior to engaging with JJELLYFISH. To validate a wider market, 5 new ICP segments were introduced gradually throughout an 8-month Market Development partnership. The first two segments proved largely unresponsive and were swiftly eliminated based on unbiased performance data. JJELLYFISH iterated across the remaining three segments, leading to the discovery of two which performed at nearly double the rate of the others tested as measured by conversion to sales-qualified lead (SQL) and conversion to sales-qualified opportunity (SQO).

The market proved confused by the term “digital products'' which led to false positive leads. Specifically, prospects were moving through later stages of the sales funnel only to be disqualified. JJELLYFISH proactively guided Giant Machines to develop specific qualifying questions and a repeatable talk track to ensure that prospects advancing were truly qualified opportunities. This more rigid and aggressive outbound process generated six-figure opportunities from cold outreach, demonstrating that large deals could be surfaced beyond warm inbound leads.

JJELLYFISH was solely responsible for Giant Machines' new outbound sales process and focused on boosting their standing in the BFSI and Health sectors by driving early traction with leading Fortune 500 companies. JJELLYFISH led the full sales cycle and integrated Giant Machine's subject matter experts as solutions engineers, showing their importance in any selling process. Over 11 months together (3 in CD, 8 in MD), Giant Machines expanded into new markets, generated a system for qualifying leads effectively, developed a repeatable sales process, and positioned the company for long-term growth.

• 113 Sales Meetings

• 66 Introduction Sales Meetings

• 15 Sales Qualified Opportunities within the Enterprise