22% reply rate and 140% of the discovery target.

Having found success with a handful of early adopters, Kula aimed to define a repeatable and scalable North American go-to-market (GTM) strategy. Their CEO understood that in order for repeatability to be unlocked, we needed to be consistent with a clear ICP and specific buyer assumptions to maximize the quality of every discovery discussion.

Kula and JJELLYFISH worked side by side for 90 days building an outbound playbook to test critical components of their value proposition and generate meetings within the defined ideal customer profile (ICP). During the first 21 days of the engagement, the JJ team identified a clear entry point in growing organizations. Additionally, the team crafted assumptions to test and understand the core pains recruitment teams experience intensely. Recruitment teams are inundated with sales outreach, so the JJ team crafted highly personalized and relevant messaging.

As a result, JJELLYFISH successfully maximized cold outbound email campaigns with a 22% Reply Rate, achieving 140% of the customer discovery meeting target and advancing 50% of them to a formal product demonstration. At the end of the engagement, JJELLYFISH's findings informed Kula's future sales strategy. The Kula team was able to test value propositions, validate market fit, measure time spent on recruitment problems with senior recruitment leaders, understand how to engage highly sought-after recruitment leaders with cold outbound prospecting effectively, and identify additional meaningful problems Kula can solve to increase product-market fit.