11 months, CD to MD, into new markets.

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) revealed that Product Leaders have varying definitions of what digital products mean within their organization. Giant Machines could qualify faster by defining an entry point around "digital product" and specific criteria for discovery calls. By selecting a focus area like Fintech or industry like BFSI, they could improve messaging and qualification. Market Development (Phase 2) tested 5 new ICP segments over 8 months. Two segments proved unresponsive and were eliminated. Three remaining segments were iterated, with two performing at nearly double the rate of others, measured by SQL and SQO conversion. JJELLYFISH developed qualifying questions and repeatable talk tracks to prevent false positive leads advancing through the funnel.

Over 11 months together (3 in CD, 8 in MD), Giant Machines expanded into new markets, generated an effective lead qualification system, developed a repeatable sales process, and positioned the company for long-term growth with demonstrated six-figure opportunities from cold outreach.