Slides from the session attached ("JMP SE Slides Final.pptx").
Also attached are JMP journals with prepared demos in the SPIN and Great Demo format. You may use these for the class exercise and they are useful examples for your future work.
Exercise Instructions
As a team you will present a Great Demo to show how JMP can help a customer or prospect to solve a business problem.
Each team should decide what situation they will demo for. You can use one of the situations from the Value Proposition exercise. Or you can use one of the situations described in the attached journals.
Assign team presenter roles:
- Select 1 person to immerse the customer in the pain and present the challenges that the customer has. (Use the "situation", "challenges" and "implications" sections of the journal)
- Select 1 person to present the What demo - the very brief demo "showing the last thing" that demonstrates to the customer the JMP solution. (Use the "You need" section of the journal)
- Select 1 person to follow up with a brief How demo of how the JMP solution works. (Use the "Details" section of the journal)
Aim for 15 minutes for the complete demo presentation to allow time for class discussion. So each person should aim to speak for about 5 minutes.
