2.16.2021 Selling the Value of JMP Beyond the User
Presenters: @DamianCarville and @Daniel_Valente
Watch Recording | View Training PPT | Translated PPT slides
Recording from European Session (3.31.21)
Key Takeaways
- Gain organizational support for wider deployment of JMP as a strategic tool.
- Provide context for JMP’s wider role in the organization. Do a poll at beginning of call "Who in your organization is currently using JMP?" Then roll into workflow to show where JMP actually applies. Show them the gaps.
- Give a bigger picture story for your contact to ‘sell’ internally on your behalf.
- Please provide PM feedback by adding comments on this page or emailing Sara Doudt. Are you using this content? Is it helpful? What are you changing? What is missing? What is resonating?
Purpose of the Training
- The JMP division has a goal of 1 million users by 2025. To get to 1 million we must double the users in a lot of accounts.
- We need to standardize JMP to the market. And make that standard message applicable to all three sales centers (Asia, Europe, US).
- Standard cohesive message doesn't (currently) exist; although components of this message are scattered throughout our various system of record (internal and external).
- Many teams want to evolve past features and functions demos and talk more broadly about the why of JMP. With that goal in mind how can we talk more broadly to increase the slope of land and expand from user by user to team by team.
- Many top 20 accounts in your territory are not close to fully saturated.
- In order to get buy-in you want to befriend IT/Procurement/Decision Makers
- Amplification through simplification.
- This is a starting point and a call for feedback.
Sales Resources from Training
- PPT with Notes: This powerpoint deck is meant to serve as a starting point for our sales teams when looking to elevate the conversation beyond the user and build awareness of the value of JMP to an organization. The audience of this ppt is for mixed audiences of users, procurement, IT, and stakeholders, but can be customized to whomever you are presenting.
- Can/should be used when you have a good core group of users (or a really good champion) in an account, are looking to expand and may need buy-in from others in the organization.
- Can/should be used at the start of a meeting to build context and expand their perception of JMP's capabilities and then return to it at the end to say (essentially)….’ok, you have seen how YOU will use it, who else can you point me to in your organization, who could also benefit from JMP?’
- Circle the boxes that you know the customer is using. This ensures that you are on the same page about how JMP is being used at their organization, and easily points out the fact that there is room for adoption and possible expansion.
- Use workflow slide to kickstart customer interactions and add to your journals (hi-res pdf for journals)
- here's how our biggest and best customers are utilizing JMP.
- ask "how can we help you get more out of your JMP investment?"
- Recording: This internal recording is meant to serve as a sales enablement tool, giving an example of how the ppt can be delivered.
- Leveraging JMP Page: This page is supporting material for this topic and can be used in several ways - providing this to the champion to share in the organization before or after a sales call.
Related Resources
- Statistically Speaking: Make Dashboards Essential Part of Science Engineering Workflow
- Statistically Speaking: Lead Your Organization to Analytic Excellence
- Statistically Speaking: Does your Organization Have A Strategy for Building Analytic Excellence?
- Whitepaper: Improving Statistical Models: Learn more about how to interactively explore the patterns in your data, build useful statistical models of the important patterns of variation, and visually interact with these models to communicate with colleagues and drive key improvement opportunities.
- Customer Story: NVIDIA - Many employees in the technology sector have extensive engineering backgrounds with somewhat limited experience in advanced data analytics. However, there is growing demand for statistical thinking among the world’s industry-leading employers.
- Customer Story: Seagate - Companies need to prioritize the deployment of accessible, organization-wide analytics and close the gap between data and business insight.
- Customer Story: Bridgestone - Roll out JMP across the organization, using data to develop new, high-performance rubber formulations and optimize production processes for Bridgestone tires.
- Customer Story: Parker LORD - In just 18 months, access to JMP – and JMP training from SAS Education – has accelerated a cultural shift toward fast-paced, data-driven, precise innovation. Early benchmarking showed cost savings and faster experimentation times, which have a direct impact on costs of goods sold – and lead the industry with cutting-edge performance. These successes have persuaded Parker LORD leadership to expand JMP use at sites around the world.
- Blog: How to Organizations Spread and Use Analytic Knowledge: The best organizations spread analytic knowledge throughout the business, value analytics in support of decision making and build infrastructure that allows many (or all) employees to use analytics as part of their jobs.
- Article: Building Analytics Communities Across an Enterprise: IT Solutions Manager shares how NXP is managing and using licensing data more efficiently - and with JMP in place they are able to focus on training and building a culture of analytics.
- Discovery Paper: How JMP Can Help Reduce Unutilized Engineering Talent and Save Money: R&D Senior Manager at Vishay shares how their organization has benefited from utilizing JMP's capabilities, saving time and money.
- HBR Article: Why Is It So hard to become a Data Driven Company?
