Hi @phil_kay ,
I have some questions:
1. What is a call sheet? Is that something we learn about before 23rd?
2. We are not actually recording the call, but need to make a separate appointment after the call to record the results, correct?
Thanks
Florian
Hi @Florian_Vogt ,
1. Yes, @DamianCarville will introduce you to the Call Sheet in the sessions next week.
2. Correct. Feel free to record the discovery call, if that would be useful for the team. But what you need as the output of this exercise is just a recording of your summary presentation. It is important that the recorded presentation is no more than 5 minutes as we need to get through all teams and have time for discussion in our 1 hour group session on July 24.
Hi @Phil ,
1. In our team of 5 of us which one of us will need to make the call to the SE / Customer ?
Thank You
Gahya
Good question, @Gahya .
It is up to the team to decide how you divide up the work. We want everyone to contribute.
The most important thing is that you spend time together with your team and get to know each other.
I don't think that just 1 person from the team should make the call. In real life, as Damian said, the best discovery calls would be with the SE and either the AE or IS. So I think you should have at least 2 of your team on the call.
All 5 of you could join the call - that would be difficult to schedule but it should be possible.
We know that it will be a big challenge to work together on this in your different locations. Everyone in JMP needs to keep learning how to do this. That is one of the reasons why we have designed these exercises with your global teams as part of JMP Academy.
Does that make sense?
Phil
Use great questions to discover what the customer needs to achieve and how JMP could help.
After the Preparing for Sales 2 session on July 22 please complete this team assignment.
Output:
- Each team will create one recorded presentation (not more than 5 minutes) that we will all view and discuss in our group session on July 24.
Take the chance to spend time finding out about the people in your new team. You can find your team for JMP Academy, Week 2 here. You need to find the best way to collaborate as a team in your different global locations - we know this will be a challenge!
Instructions:
Each group has been assigned one of 5 scenarios, and a ‘customer’ (JMP staff) to interview. You can find some brief information about your customer below. To find out more each team will need to schedule a 30-minute discovery call with your customer some time on July 23.
On your discovery call, you should complete a Call Sheet (attached and also reproduced below) for an upcoming meeting/demo with the customer. You should then use MS Teams to record a summary presentation of your call. The presentation should be not more than 5 minutes. Email the link to the recording to Phil Kay and Robin Betters.
Having 5 people from JMP on a discovery call with a customer is not how we normally work! But please try to make sure that everyone in the team has the chance to ask at least one question.
What to include in your presentation:
- Current situation and details.
- Is there a problem the customer is trying to fix? Or more than one?
- What are the implications of not fixing this problem?
- What would a successful demo look like? What would be most important for the customer to learn?
- Describe what you learned about how you might expand JMP inside this account, either during this initial sale or later.
- What questions worked well, and what did not? What did you learn about this process?
"Customers" assigned to each team:
(Note – these are fictitious companies)
- Team 1: Hadley (Hadley.Myers@jmp.com), a Process Chemist from N-Caps, a small company looking to bring their science – developed in academia – to market. He saw JMP recently at a conference and downloaded a trial version. He has agreed to a call to discuss a possible demo.
- Team 2: Jerry (Jerry.Fish@jmp.com) is a Lead Production Engineer at Turbidyne, who supply aerospace engine manufacturers. Their biggest customer has recommended JMP to them, in order to help fix some ongoing yield problems, so you reached out asking for a discussion.
- Team 3: MK (MunKeat.Woon@jmp.com) is a Production Manager at E-Composites, a manufacturer of high-tech materials for sporting goods. An intern showed him JMP and he thought it looked interesting. He has downloaded a trial, but does not really know what it could do to help with his ongoing production challenges.
- Team 4: Pin (Pin.Hu@jmp.com) is a Senior Yield Manager with MicroManage, a semiconductor manufacturer, with headquarters in Japan. The team has used JMP for several years and seem to find it useful. They have some challenges sharing data, and with the fact that other subsidiaries do not use JMP. One of the process engineers asked their local JMP SE to set up a call to discuss their situation.
- Team 5: Phil (phil.kay@jmp.com) is a Senior Upstream Development Scientist. Phil recently joined the Process Innovation Foundry (PIF), which is a government-funded ‘incubation hub’ to de-risk commercialization of biopharmaceutical products (biologics). His last company (a ‘Big Pharma’) used JMP extensively, and he is familiar with the tool. He is trying to find a way to introduce JMP to PIF, and has reached out for a call to discuss a possible demo for his new colleagues.
How to share your presentation:
You need to set up a meeting in MS Teams to record your presentation. Once you have recorded it you will need to share it with Robin and Phil by sending them a link. The "recording owner" will need to make sure that they give permission to Robin and Phil to view the recording. See this article from Microsoft:
https://support.microsoft.com/en-us/office/play-and-share-a-meeting-recording-in-teams-7d7e5dc5-9ae4-4b94-8589-27496037e8fa
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Call Sheet – JMP Discovery Call
Account Name:
Person(s) on call + Role:
Date:
SPIN
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Questions (Use this as a general framework, not a checklist to follow bullet by bullet.)
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Responses & Notes
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Situation
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● How do you currently handle this process?
● What tools do you use ___?
● What is your process for ___?
● Most of our customers are looking to either accelerate innovation’ or ‘reduce waste…’?
● Who does this process affect?
● How do you share process information around your organization, or with suppliers?
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Problem
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● How long does it take to...?
● Why does it take so long?
● Is it expensive to run so many experiments?
● Is there a central location where anyone can access historical process data?
● When you have issues, how do you figure out what went wrong?
● How long does it take to pull the data?
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Implication
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● How does this affect your internal/external customers?
● (How does this relate to how your team is viewed internally by other departments?)
● (Does this affect you personally?)
● What happens when a batch is wasted?
● How does the inability to quickly share process data affect yields across territories?
● Has your customer given you a timeline by which you need to implement JMP?
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Need/Payoff
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● Would it help if you could…..?
● Do you think quicker, more accurate (xyz) would speed up your time to market/improve your yield?
● Would running less experiments, more quickly, help you do (xyz)…?
● Would it be useful if everyone had immediate access to timely process information?
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Agenda (include simple summary of the challenge):
Meeting logistics:
Additional Notes:
