Case Study

We loved their process. It was strong and methodical. We didn't know if they would be equally good at executing the process, but they absolutely were.

We had tried to expand to another market before and learned the hard way that just hiring salespeople in that market is not the answer.

We wanted to be scientific about our expansion and

JJELLYFISH fit the bill perfectly.

The founding team at impress.ai recently tried to expand into other markets and learned quickly that delegating/hiring salespeople in any net new market, especially the U.S. was not the appropriate answer. With this knowledge, impress.ai engaged JJELLYFISH to identify the best approach into the North American market - preempting what could have been an expensive expansion.

Along the journey, it was vital for impress.ai to identify their Ideal Customer Profile, as well as learn which strategy is most effective to help them sell into this ICP.

JJELLYFISH worked with impress.ai to conduct a comprehensive 90 day

Customer Discovery - focusing on a few core challenges: what (and who) is the best market to sell to, and what would be the best way to sell into these companies.

Throughout the engagement, JJELLYFISH focused on a few core areas, backed by quantitative and qualitative data. They were able to (i) identify a repeatable outbound strategy to generate meetings, (i) validate the correct Ideal Customer Profile, and (iti) uncover core challenges within the highly competitive recruiting space. In addition, the JJ team developed an incisive line of questioning that would help impress.ai generate qualified sales leads moving forward. Most importantly, JJELLYFISH surfaced critical GTM insights that allowed impress.ai to build a far greater narrative/pitch within sales discovery conversations.

Beyond conducting Discovery meetings, 57% of the initial conversations advanced to a second conversation/demo. This top-of-funnel success gave impress.ai the confidence to continue investing in outbound and capitalize on this market momentum.

Upon engagement end and within only a few weeks of outbound field work, JJ generated a qualified early-adopter opportunity for impress.ai to advance and close.

• 210% To Goal Discovery Meetings

• 9% Reply Rate From CxO/SVP HR Execs.

• 57% Conversion From 1st Meeting