Case Study

[As an experienced sales exec.], I’ve seen many of these types of consulting engagements and studies. This is probably the best one I've ever seen. It [JJELLYFISH] was a big call for us, as it required a significant investment. It was worth every single penny of it. I’ve learned a lot in terms of how to position our business for the US market and maintain our success.

As an enterprise startup targeting retail and CPG verticals, e.Fundamentals knew a large slice of their addressable market would eventually come from the U.S, and traction within this market would be critical to their revenue targets and future fundraising efforts.
John Maltman, CEO & Co-Founder, an experienced enterprise sales executive, knew the importance of generating customer proof and defining a repeatable sales process before hiring a dedicated U.S. executive and sales team. However, as a UK- based entity with a growing EU client base, on-going advancements in the product/technology, and team management responsibilities, John was extremely time-poor. He needed to find a way to scale his time to test commercial assumptions, learn directly from potential U.S. buyers, and close early-adopting, referenceable customers.
Living across the pond and managing success in their local market, John knew U.S. entry would require significant time and attention. The manual work required to uncover necessitated a commercial, U.S. co-pilot, who could (i) navigate with a proven process, (ii) maintain tight feedback loops with the target market (separating insight from noise), and (iii) move at the highest possible speed to identify market pulse.

JJELLYFISH deployed a two-person team to embed alongside e.Fundamentals for a 9-month engagement, inclusive of both the Customer Discovery (3-month) and Market Development (6-month) engagement phases.
Customer Discovery: It was critical to engage and learn directly from U.S. buyers. This meant sourcing ideal buyer interviews, testing/validating commercial assumptions within U.S. eCommerce teams, and mapping key learnings/implications back to the sales model. By conducting this 90-day sprint (and hitting 140% of our meeting target), we accelerated go-to-market and sales learnings that would have otherwise taken the CEO over 9 months. The depth of insight informed their value proposition, outbound sales strategy, and highest-fit customer segments.
Market Development: Due to the results from Customer Discovery, e.Fundamentals progressed to Market Development. This meant accelerating sales activities, refining their sales process, validating full-cycle conversion metrics, and — most importantly — delivering traction with U.S. early-adopters. By the numbers, JJELLYFISH secured and conducted over 70 sales meetings, generated over $2MM in qualified sales opportunities, and closed six-figures of revenue. After unlocking these sales insights and market traction, e.Fundamentals had the confidence to hire a VP of Sales for the North American market, who has been able to take the JJELLYFISH playbook, transition to future sales reps, and scale!