JMP Clinical Training #2
During the US midyear, @malcolm_stevens did a phenomenal job sharing best practices for JMP Clinical, from finding the right accounts to managing your sales process. Thanks Malcolm! The recording of Malcolm’s presentation is listed on the JMP Clinical Training page and the questions that were asked during the session have been incorporated into the JMP Clinical FAQ. Some of the key takeaways:
- There has never been a better time to prospect for JMP Clinical. We have enormous value to offer these potential users and very few true competitors. The market is ours to own.
- Understanding both the roles and the phases in the trial process will help you have a more meaningful conversation about JMP Clinical. Make sure you review them and feel comfortable speaking to each. (Refer to JMP Clinical FAQ)
- Trial information is publicly available. Try searching clinicalnews.gov, Google News, LinkedIn. Define the opportunity space in your territory.
- When asking for referrals, research the name of the person you’d like to speak to and not the department or role. You are much more likely to get an introduction to Jane Doe or John Smith than to “someone in charge of patient narratives”.
- Thinking about positioning or talking to a JMPC prospect? Make sure to check out these internal resources to help you along the way. The best hooks are the external resources on our website.
Training, training and more training for 2020
Product Management announced at the US midyear a series of training sessions that will cover product training, competitor training, and feature/product training each month for our global sales teams. Each of these will be held live and will be recorded and posted to the product management space on Inside JMP. To learn more about what is being planned, check out the training schedule here.
What’s coming for JMP 16?
Curious about the new features coming in JMP 16? Get a sneak peek with these EA videos where our development teams share what they have created for JMP 16. We will be adding more sales specific content to this page over the next few months and will have training on the features later in 2020.
About Product Management – shared at Academy and Midyear
Over the last two weeks, our team has been able to share with the Academy (Thanks Stephanie!) and at the US midyear during day 1 of the technical track (Thanks Mia!) what the product management team does, what our goals are for 2020 and a whole lot more. Wanna learn more about the PM team? Check out this page which also has the full slide deck.
Release Dates
Not sure when each of the products will be released? You can find the release dates for EACH of the products in the Product Management Index which links to each of the product’s release schedule confluence page. Dates to note right now: 15.2 ships on 8.18.20, V 16 EA 4 was released 7.22.20. Example JMP Clinical:
Which version of JMP should you run for customer-facing demos?
There’s a post on that. Check out Dan’s post that shares where to find the latest build and best practices around this topic. Some notes:
- The early adopter version of JMP should not be used for customer demos.
- You should be running the current shipping version of JMP (the same version your customers are running) when demoing the software.
- Suggestion: Set up weekly/monthly reminders on your calendar to go get the latest build from the SAS Employee Download page.
Did you know the getting started trial videos are available to share outside the trial?
Yep, it's true. When someone downloads the JMP trial they are presented (through the tips of the day window) with a series of short videos that walk them through the top capabilities that anyone who is brand new to JMP will need to know. AND these videos are also available for our sales teams to share. Check out THIS PAGE that has all the videos and the corresponding step by step guides which will help your prospects get started with their trial in less than an hour. Side note: The videos and page is available in several languages. For more info, check out the Trial FAQ.
