Case Study

The approach JJELLYFISH takes in order to deliver these projects I don't think can be emphasised enough.

They didn't run off into the sunset and come back 3 months later with results..

They took me on the journey with them almost as if I was part of the team. I participated in the customer discovery calls and helped them strategize on outreach.

This meant I had a much higher degree of confidence on the results and had also gained insight into how this process worked for the future.

The Founder/CEO of Kapiche had a small commercial team focused on sales in AUS but did not want to shift resources to an untested market without gaining customer evidence to de-risk key decisions. Developing and executing an outbound sales strategy to generate buyer and GTM insights was something the team hadn't done before - and getting this right, quickly was a high priority.

JJELLYFISH deployed a two person team for 90 days to penetrate Kapiche's highest-confidence target market and test 4 key assumptions focused on their value proposition and unmet needs of ideal buyers.

To deliver on this work, the JJELLYFISH team:

• Conducted contact- & account-based research to inform hyper-personalized, relevant outreach

• Developed the commercial assumptions critical to test & validate before expanding into U.S.

• Sourced and delivered Discovery meetings with prospective buyers

• Synthesized hundreds of pages of transcripts to surface evidence and implications to inform a GTM plan

The final deliverable reviewed critical customer evidence, market trends, and go-to-market conclusions.

The data collected from these one-on-one executive discussions provided the confidence to answer core U.S. expansion questions, which sat with Kapiche's CEO, executive team, and Board.

The JJELLYFISH team over-delivered in many aspects of the scope of work. Due to the high-performance of their outbound execution, 20 meetings were held instead of the agreed upon 10

- 2x the required market results. The JJ team was more than willing to conduct additional analysis to enrich the findings and GTM strategy.

Given the positive outcomes, the Kapiche team started to replicate the Customer Discovery methods and outbound practices across their local region with success. Additionally, Kapiche's CEO was able to inform his fundraising strategy and move forward with key resourcing decisions in North America

• 20 Discovery Interviews

• 200% To Target for Executive Meetings Held

• 15% Positive Outbound Response Rate