The product management team hosts a training series for our inside sales and AE's. The below schedule is what we are planning for 2020/2021. Each link will take you to the page where we will have a list of highlights and links to the recording and related resources. If you have questions on the schedule or where to find information, please reach out to Sara Doudt.
* = part of sales onboarding program
| Type |
Topic |
Presenter |
Date |
| Product |
JMP Clinical Sales Process Review |
Malcolm Stevens |
7.22.2020 |
| Product |
JMP Live Lessons Learned and Best Practices |
Dara, Dieter |
8.12.2020 |
| Feature/Topic |
FDE* |
Peter Hersh |
8.17.2020 |
| Competitor |
Spotfire |
Nick Shelton |
8.19.2020 |
| Product |
JMP Pro |
EU H2 |
9.2.2020 |
| Competitor |
Minitab |
Kevin Potcner |
9.16.2020 |
| Product |
JMP Genomics |
Chris K, Ruth, Ben |
10.7.2020 |
| Feature/Topic |
Text Analytics |
Ross Metusalem |
10.20.2020 |
| Product Preview |
JMP 16 Preview |
Dan, Mia, Todd |
10.29.2020 |
| Feature/Topic |
Model Building |
Kemal Oflus |
11.10.2020 |
| Industry |
JMP for SemiConductor Industry* |
Mark Zwald |
11.18.2020 |
| Competitor |
Tableau |
Wendy Tseng |
12.2.2020 |
| Competitor |
Open Source (R & Python) |
Ben Francis |
12.8.2020 |
| Feature/Topic |
Quality |
Pin Hu |
1.7.2021 |
| Product |
What's New in JMP Clinical |
Malcolm, Byron, Geoff |
1.21.2021 |
| Product |
JMP 16 Launch: Resources and Action Plans |
Mia, Tina, Arati, Rebecca |
2.2.2021 |
| Feature/Topic |
Selling the Value of JMP Beyond the User |
Damian, Dan |
2.16.2021 |
| Industry |
JMP for Chemical* |
Yuichi |
2.24.2021 |
| Sales |
Addressing Sales Objections* |
Ashley Prince |
3.17.2021 |
| Sales |
Beyond the Product: Selling the value of STIPS, Community, CC, EA, Partner Program, etc. |
Jeff Perkinson |
3.22.2021 |
| Sales |
Identifying and Building Champions |
Biljana Besker |
4.13.2021 |
| Industry |
JMP for Pharmaceutical Industry* |
Byron Wingerd |
5.18.2021 |
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Sales
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Tech Support - Upgrades, Installs, etc. (Maanasa - Partners) |
Dahlia, Bobby, |
5.27.2021 |
| SUMMER BREAK |
| Competitor |
Minitab Updates |
Kevin |
9.21.2021 |
| Sales |
Helping Champions Drive Analytic Growth in their Org |
Biljana, Sarah, Meg |
11.1.21 |
| Product |
JMP for the Cloud/Presentation Virtualization |
Dan, Dieter, Rachel |
3.29.22 |
| Product |
JMP Live - 2.5 years later |
Dan, Dieter |
4.5.22 |
| Product |
Data Connectors |
Dan and Brian Corcoran |
5.3.22 |
| Sales |
ELA Offering |
Dan, Rachel, Carol, Jason, Lauren |
5.31.22 |
| Sales |
ELA Offering (Asia) |
Dan, Rachel, Carol, Jason, Lauren |
6.7.22 |
| Product |
JMP 17: Key Features for Sales and Marketing |
Dan, Mia, Sam, Dieter, Dave |
6.14.22 |
| Sales |
ELA Positioning |
Juliette |
6.28.22 |
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| Product |
JMP 17: Resources and Action Plans |
Anne, Landra, Briana, Lauren, Lori |
8.25.22 |
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| Product |
My JMP Portal |
Jeff Perkinson |
10.11.22 |
| Sales |
Workflow Assessment |
Brady Brady |
10.18.22 |
| Product |
The power of Automation/JSL |
TBD |
TBD |
| Sales |
Analytics Advocate Workshop |
TBD |
TBD |
| Product |
JMP Live 2.0 |
GTET |
TBD |
| Competitor |
Lightning Round of Competitors |
Sales |
TBD |
Types of Training:
Monthly Positioning training covers (1 hour):
- How to identify accounts, key roles at orgs
- Best practices for initial outreach
- Presentation (ppt) and demo
- Common sales objections and responses
- Best practices for follow up, qualification, progressing the sale
- Resources available - FAQ, One Pager, PPT, Recorded Demo (Sara)
Monthly Competitor training covers (1 hour):
- Key differentiators between JMP and competitor
- How to position JMP vs competitor by role (pain, benefit, value)
- Where competitor is typically used (industry, roles)
- Review of corresponding SWOT
- Lessons learned from sales wins/losses against competitor (Sales Reps)
- Resources available (Sara)
Monthly Feature/Analysis/Topic training (1 hour):
- What is the feature
- Ideal audience / Who is it for industry or role
- What problems it addresses / What to listen for and what questions to ask
- What does this mean to the user / How to position feature
- What results will come from using this feature/what solutions/improvements it provides
- Any sales stories (internal) or customer stories (external) where this feature was featured
- Resources available (Sara)
Industry Training (1 hour):
- Common industry terms
- Example accounts (where is JMP currently in this industry)
- Common titles/roles
- Typical Pain Points
- How JMP Fits
- What to listen for
- What to say/discovery questions
- Major competitors
Notes:
- All training sessions will be live meetings.
- All training sessions will be recorded and posted to PM community (this page and their individual pages).
- Supporting resources to be completed before each session.
