Validated U.S. outbound as a repeatable lead source and reset their go-to-market positioning.

The Founder/CEO of Whispr was leading sales and all local commercial efforts and had limited bandwidth to help secure discussions with executives in the United States. Additionally, it was difficult to acquire talent experienced in testing components of a B2B startup business model, specifically value propositions, target markets, and outbound sales processes.

JJELLYFISH deployed their team for 3 months, completing a series of discovery-based executive interviews that verified Whispr's critical go-to-market assumptions. To deliver on this work, the JJELLYFISH team had to:

• Identify a single use case and target market (i.e. ideal customer profile)
• Design prospecting efforts that would inspire high-fit executives to a 1:1 meeting
• Test and validate an outbound prospecting process using various channels
• Design and lead executive Discovery meetings with buyers

This culminated in a final deliverable which detailed the market's response and, more importantly, the implications on how this evidence should be used to sell effectively within the early-adopting market.

The project has redefined their market positioning and go-to-market strategy. This had a ripple effect through the commercial, product, and fundraising activities going on within the company. According to Hugh, "It helped us build a solid foundation into the business. Now we can continue to build and grow from that." Throughout the project, the Whispr team replicated where possible the outbound practices and techniques we taught them. They did this throughout non-U.S. regions to compare results, and have been successful!

By leveraging JJELLYFISH to increase their speed to market, Whispr was able to inform their fundraising strategy, validate parts of the sales process, and make smarter decisions on where to invest their limited resources.