Topic Name: Premier Accounts
Representative: Dan Durkin
Contributors: Laura Higgins & Dan Durkin
Steering Committee Member: Dave Richardson
Updated: 07/06/20
Top Takeaways
- Premier Accounts = Strategic support of customers at a select portfolio of accounts
- Separate account portfolio for our largest global accounts to help ensure renewals and TSR.
- Dedicated team to focus just on the sales and technical needs for these large global accounts with larger JMP use profiles
- Provides needed Sales and Technical support that would ordinarily take up too much time aways from Regional Team NSR accounts
How to Interact with Premier Accounts
Premier Team (see below) owns and directs all JMP Sales and Technical Contact activity for Premier Accounts!
See Premier Team Contacts below.
Premier Goals
Sales Goals: 2020: Renewal Target: $13,402,774, NSR: $845,000
Technical Goals: Increase the use and impact of JMP.
- Ensure Current JMP Product Sales Renewal
- Encourage JMP Product Upgrades
- Strategic Technical Events
- Champion Development
- Training Commitment
- Scripting/Automation
- Use of JMP resources
Premier Account Selection
Premier Accounts are formally selected by Executive Management & Premier Team who best meet the criteria (JMP account TSR size, global footprint, technology spend, analytic maturity, etc.).
Upon year-end review, healthy Premier Accounts will continue in the program and others can be returned back to Beacon or Regional status.
Important Topic Links/Learning Resources
Who are the Premier Accounts? Find a current list here: Premier Accounts List
Additional information on accounts: Premier Accounts Library
High-Level Process Steps
Please contact the Premier Team (see below) for any JMP Sales and Technical Contact activity need for Premier Accounts!
The Premier Team coordinates with Customer Care and Marketing Groups to provide the right Sales and Technical Support for these large global and time-consuming accounts.
Key Contacts/Specialties
- Premier Team: Sales
- Dan Durkin – Beacon and Premier Sales Manager
- Dara Hammond – US Premier Account Manager
- Biljana Besker – Europe Premier Account Manager
- Premier Team: Technical
- Laura Higgins – Global Premier Technical Lead & Global Enablement
- Valérie Nedbal – Europe/Asia Premier Support & Global Enablement
- Rest of Global Enablement Team
- Premier Team: Customer Success
- Christy Spain – Customer Success Manager - Americas
- Elias Pickrahn – Customer Success Manager – Europe
- Sabrina Fong – Customer Success Manager - Asia
