Case Study

The JJELLYFISH team took a methodical approach in helping us identify and validate a pulse within the U.S. market.

What would have taken us over a year, we were able to accelerate to one quarter. We truly appreciated this engagement because their sales motion was based on evidence and data, not intuition. This is critical when going from 0 to 1 within the U.S. market.

The Last9 founders had seen early success in their local market (India) and recognized it was time to gauge interest from the US market to validate their expansion strategy further.

The founders recognized the challenges they would face by (i) being international and not having a U.S. presence, (ii) needing to identify the right way to develop a cold outbound strategy, and (iii) strategize on how to educate prospective buyers on their value proposition, as the market is "blue ocean."

Last9 hired JJELLYFISH to guide them on how to pinpoint and define their value proposition. JJELLYFISH deployed a team for 3 months, completing Discovery-based executive interviews to verify Last9's go-to-market assumptions.

Working alongside the Last9 founders, JJELLYFISH was able to: (i) design and formalize assumptions to test in the market, (ii) build and validate Last9's Ideal Customer Profile, and (iii) identify a sustainable outbound approach.

Partnering with JJELLYFISH allowed Last9 to remain focused on its core business while JJELLYFISH worked to confirm the strategy and scale the Founders' time. Through the process, Last9 engaged 14 executive prospects (140% to target), which helped validate their positioning and build a repeatable outbound sales motion. Of the 14, 11 advanced to Sales Qualified Leads - with 4 of the initial Discovery interviews turning into active POC opportunities.

Last9 is currently using JJELLYFISH's outbound sales model to continue tapping the US market.

• 4 POC Opps. Created < 90 Days

• 80% Conversion From 1st Meeting to SQL

• 26% Response Rate via Cold Outbound Prospecting