Case Study

Our ICP was really broad and we didn’t know how much effort and testing it was going to take to focus it until working with you all. We are so appreciative of the time and energy you put into this and your patience working through it. We have gained so many actionable insights from this experience and are excited to put them into action!

Prior to working with JJELLYFISH, the ToolJet team relied on a PLG motion to engage customers with their freemium option. They wanted to transition their customer base to enterprise, paying customers; and knew they had to engage with the correct Customer Profile using relevant attraction messaging. Upon launching an initial outbound sales motion that engaged over 1,000 contacts, the Tooljet team was disappointed with the results; yielding few replies and no meetings. Tooljet learned first-hand how difficult it is to build a successful outbound sales motion in the US market and was ready to engage the experts at JJELLYFISH.

ToolJet partnered with the JJELLYFISH team to identify the Ideal Customer Profile, develop a repeatable and scalable outbound sales process, and uncover the most relevant value propositions to engage the North American market.

After testing 10 different attraction messaging variations, the partnership uncovered the optimal messaging to engage C-suite and VP-level product and engineering leaders. The messaging was sent to a wide variety of contacts and after analyzing the data across different parameters such as Title, Function, and Industry, JJELLYFISH was able to identify 4 Ideal Customer Profile segments that showed interest in speaking with ToolJet.

During conversations with prospective customers, Tooljet learned that their existing value propositions and messaging were not applicable for all 4 Ideal Customer Profiles identified. Instead, Tooljet found they could engage with more of the market by developing unique value propositions and messaging for each ICP segment.

After 17 interviews and numerous outbound tests across Company Size, Function, Messaging, Title, Industry and Seniority, we were able to uncover the 4 Ideal Customer Profile segments that are most likely to take meetings from cold outreach and map a pathway to the decision maker. Knowing how to tailor their positioning and messaging to each ICP has put ToolJet in a stronger position to sell their platform in the US/North American Market.

• 8X Outbound Results with JJELLYFISH support

• 17 Introduction Discovery Calls held with prospective buyers

• 50% Advancement from 2nd to 3rd calls (SQO rate)