Now that we have STIPS leads coming in...thought I would use this opportunity to find out what other teams are doing. * Which leads have your teams found it most effective when the SE does outreach vs. the AE/IS? * Are there best practices around the outreach that you think are useful calling out? Lead Sources: * Demo downloads * STIPS * Seminar * Info Kit: New User * Info Kit: DOE * Webcasts (Live) * Webcasts (On-Demand) * Web Requests * White Papers @chuck_boiler @andy_s @kathleen_watts

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Team best practices: Which lead types do you follow up on as an SE ?

wendytseng

Now that we have STIPS leads coming in...thought I would use this opportunity to find out what other teams are doing.

Which leads have your teams found it most effective when the SE does outreach vs. the AE/IS?
Are there best practices around the outreach that you think are useful calling out?

Lead Sources:

Demo downloads
STIPS
Seminar
Info Kit: New User
Info Kit: DOE
Webcasts (Live)
Webcasts (On-Demand)
Web Requests
White Papers

@chuck_boiler @andy_s @kathleen_watts

Accepted answers

saradoudt

Hey wendy,

Regarding follow up with STIPS leads: great question and would love to hear how others are engaging these leads. However, I wanted to remind everyone that even though these are leads we are asking that sales people don't do a hard sell on STIPS registrants. We want to make sure JMP is seen as an education partner. We have some suggestions on what a follow up email should look like on the STIPS FAQ page.

All comments

saradoudt

Hey wendy,

Bill_Worley

Hi Wendy,

This goes back a few years, but when I was in the Ohio Valley Region I would occasionally follow up on demo downloads (STIPS wasn't around). It was typically an email and I would ask a leading question on whether there was a particular platform or capability of interest and offered support in getting them started or otherwise answering any technical questions they might have.

More recently I did send a follow up email to some Beacon customers who registered to attend Statistically Speaking, but did not show up, to offer up support.

Other than that follow-ups were usually covered by the territory AE or IS person and they would engage with the SE if something came out of that follow up.

Hope this helps,

Bill

Jordan_Hiller

I'll chime in with our team practice.

The only leads that I pay attention to are the demo downloads -- everything else is handled by our IS person, Frank.

Frank hits the Demo Download leads pretty quickly with a "welcome to JMP" message, here are resources, etc.

I followup with a second email, I try to time it to around 7 days after trial activation. "How's it going with the trial? Can I help out with anything?" Not a whole lot of response, maybe 5-10% reply to my email.

Then Frank follows up once more at the 30 day mark. That's all! Seems to work pretty well.

Peter_Hersh

Hey Wendy,

One thing I would add is I would check in with folks that went to a webcast that contains JMP Pro content. This sometimes worked out to get follow up meetings or generate opportunities.

Pete