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An interesting Idea I thought I'd pass on...

So, new AE, new ideas. This is one of the things that my new AE wanted me to start putting in my journals. We're still working out the rough edges on the delivery, but it's an interesting idea.

Basically, I put a little table with their license state at the start of my journal and quickly do an account overview (how many total users and what their product spread is). I added some (anonymous) benchmark numbers where appropriate - i.e. where the numbers won't identify the specific customer. And, I added some average numbers for mature deployments in the territory. (JMP PS is presentation server, btw).

Screen Shot 2018-03-22 at 3.33.13 PM.png

Obviously, you would want to exercise some caution in showing this to someone that is over-balanced towards JMP Pro, but it has sparked some interesting discussions around products and maybe where they are lacking (what do their competitors know that they don't?). It's also a nice way to tee up the AE for a discussion any inconsistencies between the actual number of users and the licensed number of users...

It takes a couple of seconds in GIDB and a little thought on the second two points. Just wanted to throw it out there as some food for thought.

Best,

Re: An interesting Idea I thought I'd pass on...

Cheers Mike, good input.

Re: An interesting Idea I thought I'd pass on...

We've been adding these to my journals for on-sites with existing customers - kind of as an ice-breaker. I've adopted it as the equivalent of taking your vitals at a doctor visit. "Here's where you are, here's where your competitors are, here's where the region is. We're here to address this point (i.e. JMP 14 or JMP Pro)."

Particularly now that we are doing JMP14 demo's it's a good way to highlight they are behind in their version and that I'm here to show them what they are missing out on. I thought about doing the account engineering population too but didn't have good data for the examples I've used to date. Probably something to consider on a case by case basis.

I've also been mulling over things like how often they are interacting with us, attendance at events, etc., and maybe adding some color coding. There are lots of ways that this could be used.

Re: An interesting Idea I thought I'd pass on...

Mike

I like this idea. Are you saying that you add this summary for an account review call with a customer? It would also be an interesting discussion point to add a column for their total number of engineers/scientists, to drive the conversation towards the idea that they need to standardize on JMP too (and replace alternative tools).