This community space is meant to be the hub for JMP Pro information. This information is for internal use only and should not be copied out into separate documents - this page is a work in progress and will be updated when we have new information to share.
Elevator Pitch
JMP® Pro software from SAS, created for analytics power users, offers sophisticated modeling techniques that remove roadblocks to statistical discovery and let you take greater control of the future. Like all JMP products, JMP Pro links dynamic data visualization with powerful statistics, in memory and on the desktop.
What are the key benefits of JMP Pro?
There are many value propositions for JMP Pro
- Build Better Models to aid improved decision making through better model selection
- Help identify important variables from messy data to aid design of next experiment
- Model time and spatial situations that violate assumptions of regular regression methods
- Model other special situations not appropriate with standard regression analysis such as defect counts with more 0s than expected (Zero Inflated Methods) or situations with many outliers (GR: Gauchy, Quantile Regression) or situations where user wants to model extreme cases (GR: Quantile Regression)
- Situations where it is helpful to exploit the correlations among a large number of Xs to predict Y (PLS)
- Increase efficiency and effectiveness of software and system testing where failures are due to interaction of many factors (Covering Arrays)
- Identify the customer segments who respond to marketing offer to improve marketing ROI (Uplift)
- Design of systems and integration of components to optimize system reliability (RBD)
- Obtain confidence intervals for situations not covered by conventional statistical approaches (Bootstrapping)
What are the key features that are unique to JMP Pro?
Advanced capabilities in JMP Pro include:
- Predictive modeling using a variety of more modern techniques.
- Model comparison and ensemble features.
- Advanced multivariate techniques.
- Custom designs, definitive screening designs, covering arrays, D-, I- and A-optimal designs.
- Reliability block diagrams and repairable systems analysis and simulation.
- More powerful text analytics.
- Mixed models, uplift models, advanced computational statistics methods and more.
The most up to date list of key features that are exclusive to JMP Pro are listed on the JMP Pro product page.
What is the target audience for JMP Pro?
Pro is appealing to broad range of industries and application areas. Pro is much is easier to sell in existing customers because they see already the value of JMP and what they could do better with JMP Pro. Target pain points that JMP Pro can address:
1. Risk Management, small & medium Financial Services, short-term “pay-day” loans
- Validate Models
- Improve Models – “better R2"
- Variable Reduction
- Predictive Modelling
2. Marketing
- Predict Customer Behavior
- Decision Trees
- Visualisation
3. Analyzing Historical Data
- Root-cause analysis
- Problem solving
- Design of Experiments
- Select & Quantify the best model for every situation
What are some key words/phrases to listen for that may indicate a JMP Pro candidate?
- "selecting the right models"
- "finding the root cause"
- "having confidence in your models"
- "extracting insight from messy data"
- "analyzing historical data"
Ask: Is __ a challenge for you?
Respond: What if i could show you a way to make that better/easier/possible. Would it help you?
What are some of the qualifying questions for JMP Pro?
- What questions are you trying to answer from your data?
- What data issues do you encounter?
- What statistical methods do you use?
- On which criteria do you choose a statistical model?
- What would be the impact of a wrong decision?
- How confident are you that your models are correct every time?
- Is reacting to/solving unplanned issues a challenge for you? Why? If I could show you a way to make that better/easier/possible would it help you?
When should you position a JMP Pro Eval?
Please refer to the JMP Pro Evaluations best practices page.
How and when should you position JMP Pro?
- Offer both JMP AND JMP Pro for new prospects from the outset.
- Don’t prescribe either product until you have fully understood the customer’s requirements.
- Don’t be apologetic about offering JMP Pro and allowing the prospect to qualify out.
- Send details of both JMP & JMP Pro in response to any lead
- Open the Qualification Discussion by explaining the benefits of JMP & JMP Pro and telling the prospect that “all of our customers use some combination of JMP & JMP Pro”, then STOP TALKING.
- DO NOT apologize for offering JMP Pro. It is a great Value product which offers many benefits over its competition and solves very expensive problems for customers.
- Allow the customer to explain their pains and what they think they need.
- Offering both products at the outset has many advantages, including:
- Increasing your chances of adding JMP Pro every standard JMP opportunity
- You can confidently pitch Pro’s benefits to every prospect and allow the prospect to Qualify Themselves Out, without you looking bad if they do decide that Pro isn’t for them.
- Adding 1 Pro license to any JMP deal dilutes the average per-seat cost so the first Pro license is even better value.
- Get to Senior Buying Influences as quickly as possible in the Sales Cycle
- Selling bundles of at least 5 JMP Pro offers a much lower per user fee
- Larger groups of JMP Pro users will be more effective for the customer in helping and supporting each other
- User Buying Influences will not have a $30,000 budget, Senior Buying Influences will have this budget and will also have Pains which are much more expensive than $30k.
Common Sales Objections?
Please refer to the Sales Objection training. If you have ideas or suggestions please send to @saradoudt.
What are some of the big wins with JMP Pro?
You can view all the sales stories here (sort by product or use CONTROL+F).
You can view all the customer stories here. The following JMP Pro Customer Stories are listed on the external resources page:
JMP Pro Resources:
Please refer to the JMP Pro Resources Page where we list some of the best internal and external resources for learning, selling and sharing information about JMP Pro.
RELATED LINKS:
JMP PRO TRAINING
JMP PRO RESOURCES
JMP PRO OPPORTUNITIES DASHBOARD
JMP PRO DEMOS DASHBOARD
