New Product Release: Best Practices

saradoudt

NEW RELEASE PROVIDES SALES WITH:

• Good excuse to contact existing users.​
• Good reason to spend time with most sophisticated users and find out what they use JMP for. ​
• Good reason for sales to touch nurture leads (ping to say new version is out).​
• Good conversation starter (JMP 16 is coming/out -> what are you interested in talking about?). ​
• Every version we remove excuses against competitive products (e.g. SPSS, Tableau, Design Expert, Reliasoft, SIMCA). Have a conversation about software consolidation or being effective with your time. 

 

THINGS TO CONSIDER EACH RELEASE:

• Sales: engage with customer about a specific problem. Is there anything new in JMP 16 that helps the customer better meet their needs? ​
• Sales: is there anything that has been in JMP a long time that meets a named customer pain? Could be a feature/function that the customer just didn’t know about and was in JMP (13,14 etc.). ​
• Customers are wanting to solve problems. Sales needs to map those to features. Business problems vs. analytic problems. Mapping is version agnostic.​

 

GETTING THE MOST OUT OF A LAUNCH (From 10.29.20 Training Session)

1. Learn whats new in next release and why it matters to your customers.
   • What is the feature? Gain an understanding of key new features for each product (JMP, JMP Pro, etc.).
   • Why does it matter? Know the common problems solved by the feature and the corresponding value to the customer.
   • Who cares? Find out which audiences and industries get the most benefit.
   • In short...Stay connected with the JMP 16 Sales Toolkit!
2. Develop a 6 month multi-touch plan to promote to your high growth accounts.
   • Focus on the high-growth customers you have already identified.
   • Determine which account should get which message.
   • Spread out the plan over H1 to allow for other sales efforts.
   • Use a variety of sales activities for each account. Hint…Best Practices for Accelerating Expansion!
3. Execute your plan as a team. 
   • Know your role in the plan (AE, IS, SE).
   • Track your progress and keep the plan alive in team meetings, updates, etc.
   • Stay committed to execution and avoid distractions if possible.
   • Celebrate your successes along the way!

 

SUGGESTED ACTIVITIES BY ROLE

Trying to identify best practices for our sales teams as part of a new launch. Here is a table that was shared for the JMP 15 launch by Rebecca Surrendra. Would love to gather feedback on general best practices. 

Activity	AE Role	SE Role	IS Role
Segment and Prioritize Your Customers	Outreach strategy for champions in Top 20	Review customer usage; identify areas where new features are valuable	Outreach strategy for users in all accounts
Engage License Administrators	Assist SASREP in deployment strategy for Top 20	Field technical questions such as installation and administration best practices	Broad outreach to SASREPs in territory
Conduct Meaningful Business Review Calls	Network higher in the org chart within strategic accounts; map out how areas of the business are using JMP	Understand how customers are using JMP, identify areas of opportunity to upsell products, cross-sell into other functional areas	Execute business review calls in broad customer base
Socialize Resources for Users	Develop learning strategy by reviewing user skill levels and identifying gaps based on company goals	Collaborate with customer and sales to suggest resources to support users	Share resources broadly; execute campaigns to send in volume
Schedule Workshops	Conduct "discovery" calls to set relevant agendas; host workshops	Execute learning sessions based on customer needs identified in discovery	Surface accounts that are engaged, identify potential hosts
Find & Develop Champions	Nurture Champions in the business, higher in the account; identify what's in it for them to help JMP grow	Support technically, show value of advanced techniques in JMP products	Surface users that are engaged and exhibit Champion traits (they want JMP to expand, they have credibility)
Use JMP Days	Host sessions, network higher in the account, build the vision for more usage across functional areas	Execute learning sessions based on customer needs identified in discovery	Identify, set up agenda planning sessions
Promote Discovery	Socialize the benefits of Discovery to higher level contacts in the business	Encourage power users to attend and submit papers to present	Socialize messaging broadly; inform every customer
Host JMP Discovered Sales Seminars	Strategize industries & accounts to target; host session	Deliver technical content	Create campaign, invite key users

 

To learn more about the new feature for JMP 16, please go to this page. 

RebeccaSurendra

Thanks for helping us crowdsource best practices, Sara! This is just my perspective on what worked for me when I was in Inside Sales and what I've seen teams do in US East. Would love to hear from others globally!