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What is the JMP Sales & Marketing Process?

The JMP Sales and Marketing Process 
Updated: 06 July 2021

Phil Kay

 

Our headline division goals for 2021 are:

1. Spread the use and impact of JMP products far and wide within the Science and Engineering communities.
2. Ensure that JMP is the best place to work and have a career within the great company SAS.

 

Here we describe the JMP Sales and Marketing Process using a S.I.P.O.C. system:

 

Suppliers -> Inputs -> Process -> Outputs -> Customers

 

This table is a high-level view with more details on Process areas below.

 

Suppliers >	> Inputs >	> Process >	> Outputs >	> Customers
How We Make	What We Sell	How We Sell	Results	Who We Sell To
Development	JMP Products	[More detail below table]	Sales Metrics	Markets
Development groups Data discovery Statistics DOE Hosting Testing Documentation	Product family JMP JMP Pro JMP Live JMP Clinical JMP Genomics JMP GB iPad Other JMP & SAS integration JMP Public & Server JMP e-Learning JMP training from SAS STIPS	Sales Teams   Enablement Areas   Customer Care   Support   Marketing Areas   Sales Operations	Division Goals   Sales goals Gain new customer accounts Grow existing customers Create champions Protect & grow renewal revenue	Industries Pharma Hi-tech (Semi) Chemical Biotechnology Consumer Packaged Goods Commercial/ government/ academic Personas Scientists Engineers Analysts Statisticians

 

More detail on Process areas:

 

Sales Teams

• JMP Territories (JMP Live report)
•  Regions
  • Americas
  • Europe, Middle East, Africa (EMEA)
  •  Asia Pacific Excluding Japan (APXJ)
  • Japan
• Sales roles
  • Account Executives
  • Inside Sales
  • System Engineers
• Academic Team
• Premier Accounts

Enablement Areas

• Global Technical Enablement Team
• SAS Education
• Product Management

Customer Care Team

• About Customer Care - contains links to articles for programs that are managed or supported by Customer Care (JMP Days, Mastering JMP, ...)

Support Areas

• Technical Support

Marketing Areas

• The JMP Brand
• Summary of outbound activities by Sales, Marketing, and Customer Care
• Web strategy & GDPR / privacy / sending emails
• Salesforce leads dashboard
• JMP social media
• JMP Discovery Summit Goals (May 2021)
• Customer Success Stories
• Talk tracks
• Competitor SWOTs (Strength, Weakness, Opportunity, Threat)

Sales Operations

• Software licensing
• Salesforce overview

 

(Thanks to Scott Wise for the original process map)

C. Content - FrameworkRe: JMP Academy Sales & Marketing Framework

Updated to include JMP Live and with definition of SIPOC.

Re: JMP Academy Sales & Marketing Framework

Updated "Inputs: What Sell" JMP Products & Services including E-Learning & New Offerings

Re: JMP Academy Sales & Marketing Framework

Hi Scott - we might want to include SAS Education eLearning products in the "I" portion of what we sell (all slides).