2x the required market signal to steer the board.

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. The team conducted contact- and account-based research to inform hyper-personalized outreach, developed critical commercial assumptions to test before U.S. expansion, sourced Discovery meetings with prospective buyers, and synthesized hundreds of transcript pages to surface evidence informing a GTM plan.

The final deliverable provided critical customer evidence, market trends, and go-to-market conclusions. Twenty meetings were held instead of the agreed-upon 10, achieving 2x required market results. The data enabled Kapiche's CEO to inform fundraising strategy and key resourcing decisions in North America. Kapiche subsequently replicated these Customer Discovery methods across their local region.