Case Study

It's been hugely valuable for us - informing our strategy and our tactics.

I'd say it's put us a year ahead of where we'd be without having done it.

Advanced business process automation is a nascent industry and Re:infer hoped to understand who at which U.S. companies were prioritizing investments in this area.

Re:infer was seeking to engage VP and Director-level executives who had responsibility for specific automation use cases. The goal was to test their value proposition, outbound prospecting strategy, and the market's process maturity.

JJELLYFISH deployed an embedded team alongside the CEO for 90 days as a copilot to navigate and execute U.S. specific Customer Discovery. JJELLYFISH developed and executed a: (i) scalable and transferable approach to securing meetings with executives within the ICP, (ji) framework to translate macro trends in the automation industry into recommendations for a GTM, and (iii) audit of Re:infer's outbound and top-of-funnel sales processes.

During the Customer Discovery process, three commercial assumptions were tested to determine Re:infer's best-fit industries, companies, personas, and value proposition. JJELLYFISH took a quantitative approach to evaluating outbound activity and conversion rates in order to provide a playbook that Re:infer can apply to future sales efforts.

JJELLYFISH validated the top-of-funnel and proved that this market can be engaged with scalable, cold outbound messaging. During the external sessions, JJELLYFISH validated key assumptions related to unmet needs of the target customer. An emergent challenge was a lack of accountability due to many orgs. being early in their 'automation' journey - and therefore stakeholders did not have authority to spend in this area. Given this, the JJELLYFISH team outlined a new use-case-focused sales approach to overcome this blocker and successfully challenge the status quo.

During the Customer Discovery process, three commercial assumptions were tested to determine Re:infer's best-fit industries, companies, personas, and value proposition. JJELLYFISH took a quantitative approach to evaluating outbound activity and conversion rates in order to provide a playbook that Re:infer can apply to future sales efforts.

JJELLYFISH validated the top-of-funnel and proved that this market can be engaged with scalable, cold outbound messaging. During the external sessions, JJELLYFISH validated key assumptions related to unmet needs of the target customer. An emergent challenge was a lack of accountability due to many orgs. being early in their 'automation' journey - and therefore stakeholders did not have authority to spend in this area. Given this, the JJELLYFISH team outlined a new use-case-focused sales approach to overcome this blocker and successfully challenge the status quo.

• 180% To Goal Discovery Meetings

• 75% Conversion From 1st Meeting

• F500 Insights

• 30% Response Rate GE, Humana, etc. Via Cold Outbound