A HUGE thank you to @lauren_buck for working with various sales teams to compile some of the best practices around a JMP Pro Eval - Great work! If you have any feedback on this page, please email Sara Doudt.
Once a discovery call and demo have been done, if a JMP Pro evaluation is requested, we need to make sure that the opportunity is fully vetted before we agree to the evaluation. JMP Pro evaluations require a lot of valuable SE time, and need to be managed tightly. Through conversations with the customer, you should gather answers to the following questions prior to submitting your evaluation request. Do not send the list of questions directly to the customer to complete.
PARTICIPANTS:
- How many people will be evaluating the JMP Pro software (note – limit this to 4 people)? What are their titles and roles?
- Who is the primary point of contact that we should work with during the eval?
- Who will be installing the software? If it needs to be approved by IT, what is that process?
TIMING:
- When is a good time to commit 30 days to a thorough test of the software?
- When are you seeking to have a solution implemented?
BUDGET & PURCHASING PROCESS:
- Assuming the JMP Pro software meets your specifications/criteria, how do you request funding to buy the software at the end of the trial?
- Who would be involved in approving the purchase at the end of the evaluation?
- What does your purchasing process entail (approvals, procurement, ordering, etc.)?
BUSINESS CASE:
- What specific technical or business problems are you trying to solve?
- What are 2-3 specific success objectives that we can target with the trial participants?
- What objectives would get the attention of your management team?
- How do you plan to evaluate the software? What data is available for your testing?
- What are your evaluation criteria?
- How many users of the JMP Pro license are anticipated to be required by your organization?
In addition to gathering the above information, you must set the following expectations with the customer:
- This is a 30-day evaluation. Day 1 starts once the serial number is entered and the eval period is unable to be extended.
- We require scheduled, bi-weekly check-in and coaching sessions during the evaluation process. The purpose of these calls is to get any questions answered and help ensure a successful evaluation.
- While the expectation is that the customer and SE will lead these calls, the sales rep should participate in these sessions as well. When we “give” hands-on help, we should “get” information, commitment and an advance in the sales process.
Once the above questions have been answered and expectations are set, you can let the customer know that you will seek management approval for the free 30-day JMP Pro trial. Steps to obtain a JMP Pro 30-day trial:
- Enter an opportunity in Salesforce at Stage 3 with the eval participants listed as contacts on the opportunity.
- Go to each Contact and add a Campaign, search for JMP Pro 30-day trial, and add them to that campaign.
- You will receive the download link and serial number from management (soon to be automated in Salesforce).
- Send the download link to the customer (do not yet send the serial number).
- Set up an evaluation kickoff call with those who will be participating in the trial, and send the code just prior to this call.
- During the kickoff call, review their goals for the evaluation, solidify their commitment to dedicate time to working in JMP Pro over the next 30 days.
- Schedule bi-weekly check-in calls, with incremental goals set each week.
- The final check-in call should include a wrap-up discussion of how the process went and next steps to procure licenses to continue using the software.
RELATED LINKS:
JMP Pro FAQ
JMP Pro Training
JMP Pro Resources
