*No longer relevant. Beacon territories have been retired as of January 2021.*
Topic Name: Beacon Accounts
Representative: Dan Durkin
Contributors: Bill Worley
Updated: 11 January 2021 by Phil Kay
Top Takeaways
- Beacon Accounts – Sales program to help accelerate the growth of JMP users and the impact of JMP within a select group of strategic global companies.
- Aligns Global Sales and Technical Activity
- Provides Additional Sales and Technical Resources
- Strategic Three-Year Development Outlook
- Overlay in Asia and South America
- Territory teams for North America and Europe
- Current Beacon Accounts for 2020:
- Analog Devices
- BASF
- Bayer
- Corning
- Dupont
- E.I. DuPont de Nemours (aka Corteva)
- Evonik
- 8)8)8)Genomics Institute of the Novartis Research Foundation
- 8) IDEXX
- Illumina Cambridge LTD.
- Novartis Pharma
- Siemens
- Solvay SA
- How to Interact with Beacon Accounts:
- As new sales opportunities emerge within Beacon Accounts in your territory please work with Beacon team to review opportunities and align with global strategy
- All upgrade quotes and new software license quotes must be generated by Beacon team.
- (See Beacon Team Contacts below)
Beacon Goals:- Gain Key Executive Sponsor Buy-In
- Establish Global Contract & Administration
- Create Easy Ordering & Pricing
- Increased Strategic Technical Events
- Champion Development
- Champion the use of STIPS and other JMP learning paths.
Beacon Account Selection:
- Account selection criteria based on: Industry leader in JMP’s core markets (Semiconductor, Chemical, Large Manufacturing, Pharma/Life Sciences), large population of engineers and scientists, JMP use at multiple international sites, analytical culture, high percentage of revenue spent on R&D)
Important Topic Links/Learning Resources
- See Beacon Account Dashboard on the Worldwide page of JMP Live Sales.
Key Contacts/Specialties
- Beacon Team: Sales
- Dan Durkin – Beacon and Premier Sales Manager
- Britta Schnitzer – European Beacon Account Manager
- Christopher Twardowski – NA Beacon Account Manager
- Beacon Team: Technical
- Bill Worley – Global Beacon Technical Lead & Global Enablement
- Bernd Heinin – Europe/Asia Beacon Support & Global Enablement
- Rest of Global Enablement Team
- Beacon Team: Inside Sales
- Shelby Ross - U.S./CALA
- James Barkatullah - Europe/Asia
