What does the start of a great JMP demo meeting look like? You show us...
After the Giving Great Demos session on July 27 please complete this team assignment.
Output:
- Each team will create one recorded meeting (not more than 5 minutes) that we will all view and discuss in our group session on July 29.
Instructions:
- Each team has been assigned 1 of the same 5 scenarios from the discovery call exercise last week (see below).
- Imagine that you have a 1 hour demo meeting following on from the discovery call.
- Prepare and present just the first 5 minutes of this demo meeting.
- You must show JMP in this time.
- You do not need to show us the complete meeting.
- The JMP staff that played customers in the exercise last week will not take part in this exercise, so members of your team should play the role of customers for this exercise.
Things to think about:
- You only have 5 minutes!
- Brevity, simplicity and relevance are going to be really important if your demo meeting is going to have maximum impact.
- What is the simplest, quickest, most relevant solution that you can show in JMP to "wow" the customer audience at the start of the meeting?
- What demo case study will you use?
- You need to make it clear how the JMP solution relates to the customer's problem that was uncovered in the discovery call.
- Describe the benefit (see Preparing for Sales 2) of the JMP solution by using the phrase: "which means that..."
- Before showing JMP, what else do you need to cover in the first 5 minutes to ensure that the demo meeting will be successful?
- How will you ensure that the customer is engaged in the meeting?
- What role will each person in your team play? AE, IS, SE, customer? You decide. The most successful JMP sales teams are clear about their different roles and responsibilities. Take the opportunity to see the sales process from a different viewpoint by playing a role that is not your day job.
- You need to find the best way to collaborate as a team in your different global locations - we know this will be a challenge!
- Take the chance to spend time finding out about the people in your new team.
- Review the material from Chuck and get some tips from the additional resources here.
- Keep it simple.
- Have fun!
Scenarios assigned to each team:
(Note – these are fictitious companies)
- Team 1: The prospective customer is 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.
- Team 2: The prospective customer 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.
- Team 3: The prospective customer 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: The customer 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.
- Team 5: The prospective customer is a Senior Upstream Development Scientist. They 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.
How to share your recorded meeting:
Once you’ve completed your group presentations, please link them to the channel in Streams: https://web.microsoftstream.com/channel/393803ad-dffe-47a7-89d8-e66ee682ceac
Tip: Make them viewable to all people within our organization.
