Case Study

The JJELLYFISH team was very thorough throughout the entire Customer Discovery engagement, and provided strong strategic and analytical thinking. I've only ever seen that level of quality from the big consulting firms like BCG and Accenture.

If LEADx was a bigger company, I'd sign up for Customer Discovery over and over again! I'd happily work with JJELLYFISH again in the future.

LEADx had a successful track record of selling into Fortune 500 HR teams, however, they wanted to diversify their GTM strategy and unlock another selling path outside traditional HR. Given recent inbound demand from senior Sales leaders, this is where the LEADx team wanted to focus their expansion efforts.

As with any founding team, the challenge is bandwidth. To do this work effectively, LEADx required a specialized team with a proven track record of building outbound channel strategies from scratch and experience pressure testing new market opportunities quickly.

In an effort to exploit which of the market's unmet needs mapped closest to LEADx's core capabilities, the JJELLYFISH team worked alongside LEADx founder, Kevin Kruse, to test three different components of their value proposition. After developing and prioritizing the most important assumptions to test, the JJ team set out to generate at least 10 Customer Discovery meetings with c-suite Sales leaders... The engagement ended with over 35 meetings generated (>3x our initial target).

Given the overwhelming success on the outbound front, it afforded JJELLYFISH the opportunity to uncover additional insights by testing a secondary Ideal Customer Profile; mid-level sales managers. By engaging the market at two different ends (i.e.

C-Suite + Director/Head), it allowed us to more fully understand if/how Leadership Development pains were perceived (and how answers changed) across the org. chart.

Moving forward, the LEADx team has a handful of active discussions with C-Suite executives - with more upcoming given the high outbound demand. Beyond the testing of their value proposition and GTM strategy, the team now has a playbook (i.e. cadence, messaging, research process, etc.) for generating outbound interest which can be repeated across the business (and future ICPs).

• 350% To Goal Discovery Meetings

• “Unicorn” Insights Snowflake, RingCentral, Via & more

• 23% Response Rate From C-Suite Executives