Case Study

JJELLYFISH helped us take a scientific approach to unlocking our ideal customer profile and unmet market needs.

The process was incredibly tight, thorough, and allowed flexibility for us to iterate throughout the process. They went above and beyond the guaranteed number of meetings reaching 140% to goal of executive meetings set.

The Founders of Growfin, an accounting-based SaaS solution, saw an opportunity to enhance current software limitations within the AR/Collections space and were interested in validating their strategy as they continue to build their product

- they created this product having faced issues themselves at past emplovers.

The team was focused on better understanding these industry limitations across US-based Accounts Receivable Executives within high-growth startups knowing the industry primarily uses a handful of similar-valued solutions. The team knew the importance of learning/validating the issues these prospective buyers encounter before finalizing/selling their product to identify their unique and differentiated position in the market.

JJELLYFISH deployed a 2-person team for 90 days focused on: (i) identifying the Ideal Customer Profile, (ii) developing testable assumptions to validate within the US market, (iii) sourcing Discovery meetings with prospective early adopter clients, (iv) refining the demo process, and (v) analyzing hundreds of pages of transcripts to establish the highest confidence GTM strategy, inc. which market to initially sell into. Meeting with high-fit prospective customers in the B2B tech space helped them validate a clear positioning in-market, as well as build a repeatable outbound sales motion. Of the Customer Discovery Interviews, we helped advance 64% to second calls.

It's important to note, the Growfin Founders wanted to validate the market problem pre-product, and doing so saved them time in shaping how the product would go to market. Their initial hesitancy of wondering if they were too early for this type of engagement was refuted by the market/product insights learned throughout the engagement - and the problem/product validation that came with it.

Growfin is currently implementing and training their team on many of the sales and meeting tactics deployed by the JJELLYFISH team.

• Proof of Concept Opp. Created < 90 Days

• 64% Conversion From Discovery to Demo

• 14% Interest Rate via Cold Outbound Prospecting