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From skeptic to ambassador: how Jetpack.AI made the shift

Jetpack.AI is a Data & AI Science expert firm focusing on creating operationally usable solutions. Their expertise ranges from data engineering, cloud architecture, and development to advanced predictive models for forecasting consumption, waste, logistics flows, etc.

With a reputation for delivering solid, production-ready solutions, Jetpack.AI had long relied on inbound requests, tenders, and existing networks to win business. But with the rise of the AI hype, the company saw a growing demand — and with it, a key opportunity.

The challenge

Jetpack.AI knew they needed to grow, but … how?

How do we get in touch with the right decision maker? How do we proactively approach them? How do we present ourselves?

In short, how could Jetpack.AI move from reactive sales to a proactive, structured go-to-market strategy?

Additionally, a personal challenge was the fact that Jetpack AI was a bit sceptical at the start of our collaboration, questioning if Merluno was able to assist them with such complex topics…

What we did

Luckily, we love a good challenge, and we were eager to show the additional value Merluno can offer!

We started with a kick-off session to map challenges, personas, positioning, and go-to-market — capturing Jetpack.AI’s knowledge about their audience, solutions, etc. This gave us the kick-start we needed to dive headfirst into the market.

After the kick-off, we conducted a Go-to-Market Scan, helping Jetpack.AI define the right focus, sharpen their value proposition, and understand what their future customers actually care about. How? By talking to some clients and mostly prospects.

Following a successful Go-to-Market Scan, we continued the partnership and moved into active business development, building on everything we learned in phase 1 and putting it into action. Further sharpening the storyline, identifying new use cases, and validating our findings with a broader audience. All while turning those interesting conversations into validated and qualified meetings.

  • Development of a clear commercial action plan
  • 30+ exploratory conversations during the initial scan
  • Collaborative decisions on sectors and thematics to focus on
  • 105+ prospect conversations over several months
  • Regular refinement of positioning and messaging
  • Identification of new, scalable use cases
  • An expanded, conversion-ready database

How we did it

  • Kick-off: understanding the business from the inside out — client challenges, value propositions, target accounts, and market assumptions.
Kick-off: understanding the business from the inside out — client challenges, value propositions, target accounts, and market assumptions.
  • Qualified conversations with decision-makers: validating the fit of Jetpack.AI’s solutions, surfacing objections and expectations, and creating clear calls to action
Qualified conversations with decision-makers: validating the fit of Jetpack.AI’s solutions, surfacing objections and expectations, and creating clear calls to action
  • Product Market Fit:  adjusted positioning based on feedback and input for marketing and sales messaging
Product Market Fit:  adjusted positioning based on feedback and input for marketing and sales messaging
  • Sales blueprint: defining an approach to keep the sales funnel filled, starting points, expansion possibilities, multi-channel possibilities, and a plan to go from new markets to validated markets.
Sales blueprint: defining an approach to keep the sales funnel filled, starting points, expansion possibilities, multi-channel possibilities, and a plan to go from new markets to validated markets.
  • Business development: 105 companies targeted with a valuable one-to-one approach, leading to appointments and demos.
Business development: 105 companies targeted with a valuable one-to-one approach, leading to appointments and demos.
  • Sales training: Onboarding of a new team member (with no prior experience) and getting the whole team aligned to become more sales-oriented.
Sales training: Onboarding of a new team member (with no prior experience) and getting the whole team aligned to become more sales-oriented.
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The Results

It’s still too early to pile the commercial successes, but the main success is setting up a business development machine within Jetpack AI with:

  • A clear go-to-market strategy
  • Defined sectors, thematics, and personas
  • Consistent flow of qualified conversations
  • Scalable business development processes

But the real win? A true shift in mindset!

Jetpack.AI started modestly, unsure if outbound efforts would pay off. Now, they’re believers. The internal team is aligned. The commercial strategy is clear. And business development has become a core capability instead of a bottleneck.

From skeptic to ambassador, nothing makes us prouder!

We started with modest expectations, but Merluno exceeded them in every way. Without their support, our current sales approach wouldn’t exist.

JetpackAI testimonial
Brieuc van der Straten Waillet
Business Development Lead, Jetpack.AI

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