Case Study

Pre-JJELLYFISH, I had a 'feeling' on what matters about what we're building and why it's important to our ICP. Post the process, I have a clear picture of what matters and why!

I got a sense of the process followed by

JJELLYFISH, and I think I can apply this to anything I do.

The [capstone] is really, really, really good. I plan to read this front and back.

Having found early success with a handful of early adopters, Toplyne (a Sequoia-and Tiger Global-backed startup) began defining a repeatable U.S.-market GTM.

Due to the limited addressable market size (that is, PLG companies), the Toplyne team understood the importance of pin-pointing their ICP and validating buyer assumptions to maximize the quality of every sales discussion. This is where

JJELLYFISH came in...

Toplyne engaged JELLYFISH to build a highly repeatable outbound prospecting process and deeply understand the core pain points experienced

today by C-level executives across PLG startups within the United States.

JJELLYFISH worked alongside their founders to test critical components of their value proposition - with a goal to generate Customer Discovery meetings with CxOs. This goal was met and surpassed at 150%.

Knowing there was a limited pool of PL companies to contact, there was a strong emphasis on quality vs. quantity. This meant developing highly personalized, relevant messaging strategies to maximize cold outbound conversion rates.

Through the assumption testing and GTM analysis of prospective buyer discussions, Toplvne was able to understand mission critical pain points and how these learnings translated to their unique value proposition when selling into the U.S.

Our findings have informed Topylne's future sales strategy, ranging from (i)

ICP/lead list development, (ii) cold prospecting strategies, (ili) framing of early-stage sales conversations, and (iv) pipeline development. The JJELLYFISH model has been adopted by Toplyne's new Head of Sales as they continue to build out their sales process.

• 150% To Goal Discovery Meetings

• 13% Interest Rate Via Cold Outbound

• 46% Conversion From 1st Meeting