All information is SAS company confidential. Do not disclose.
Sales Highlight
Booking.com (30 Nov 2020 – Benelux)
Booking.com, the online travel and hotel reservation service and existing JMP customer, recently upgraded its JMP Pro license.
Booking.com has been hit particularly hard by the COVID crisis as travel all but trickled to a stop. Hadley Myers explains JMP’s history with Booking.com: “We’ve had a good relationship with them for years, including a few visits to their headquarters in Amsterdam for JMP Days in 2018 and 2019. Each visit usually concluded with the order of a few additional licenses. We had been hoping to continue that trend this year but were stopped by the pandemic, which has completely decimated their business. When we contacted them back in April to offer any support we could in these difficult times, they asked for a virtual meeting to understand what’s possible with text analysis for information only, as there was a complete companywide spending freeze.”
Ahead of the meeting, Mohammed Benniche and Hadley formulated a strategy whereby Mohammed would go through a round of SPIN questions. If (and only if) an explicit need, implication and value-payoff were clearly stated by the customer, Hadley then demoed a solution for a maximum of 90 seconds. Mohammed would then jump back in with follow-up questions and the cycle would repeat. “After three cycles, we uncovered that they run 500-person focus groups to judge the effectiveness of ads. The responses are given in free-form text, from which they have difficulty extracting any insight. When they can’t extract the information they need, they risk wasting millions of euros on ineffective advertising, as well losing any potential revenue that effective ads might have delivered,” says Hadley.
Hadley and Mohammed were pleasantly surprised when, at the end of the meeting, Booking.com asked for a quote for an upgrade of five licenses, reminding them that “officially there’s a spending freeze, but send us the quote and we’ll see what we can do.” Alas, the spending freeze was strictly enforced and the licenses were never ordered, but the Benelux team knew they had demonstrated a commitment to supporting their customers even when they can’t buy, and especially when they are struggling.
But the story doesn’t end there. Hadley says that a few months later, the team decided to check in with Booking.com again with a new proposal. Edgar Beere suggested they might be a good candidate to participate in the JMP 16 EA program, feeling that the new Sentiment Analysis and Term Selection features in JMP Pro 16 would surely interest them. Edgar says, “It was also a great way to further strengthen our relationship. We asked our champion if he’d be interested and if he could present these tools to his team and provide feedback. Critically, we discussed the added value that these new features could bring to their business and made sure he knew to emphasize this value during his presentation.”
Hadley concludes, “We scheduled a meeting with our champion for two weeks later as a follow-up, and were once again surprised when he contacted us before that meeting to say that despite the freeze, his manager was so impressed with the new Text Explorer that he immediately approved a request for an additional JMP Pro. Since it’s an upgrade that’s close to their renewal date, it’s a modest sale, but one we are especially proud of because it exemplifies the kinds of relationships we’ve worked hard to develop with our customers in the Benelux region.”
- Product: JMP Pro
- Amount: $3,034
- Integral Players: Edgar Beere, Mohammed Benniche, Hadley Myers
Marketing Resources
New Customer Success Story
Data storage solutions provider Seagate Technology uses JMP to extract business insights from unutilized and underutilized data streams, empowering all its engineers to explore data to deepen the company’s product and process knowledge. https://www.jmp.com/en_us/customer-stories/seagate.html
Internal Resources
Winter Thanks 2020
If you’re new to the idea of Winter Thanks, it is historically a day in early December when JMP staff all over the world show appreciation to the SAS employees who produce our webcasts, print our brochures, deliver our mail, make our travel arrangements, help us hire great people, process our paperwork, keep us legal, and so on.
While we can’t serve our traditional potluck lunch to our SAS colleagues in Cary this year, we can still show our appreciation to the greater SAS community.
On Wednesday, Dec. 9, all JMP staff members will receive the link to the video that compiles all your thank-you videos, as well as one from John Sall. On that day, send the link to the SAS staffers who have helped you be successful this year. Be sure to incorporate a personal note of thanks.
And because we can’t contribute food for a feast, you may opt to contribute to your favorite charity in honor of these people. If you choose to do that, be sure to mention the gift in the personalized note you send.
Careers at JMP
We're growing, we're hiring, and we need your help to find more great employees. If you know of someone awesome, refer them via the SAS Employee Referral site. And you can check out the list of open positions at jmp.com/careers or take a look at the list below:
- Sr. Systems Engineer HLS, Shanghai/Beijing
- Software Developer (JavaScript), Cary
- Systems Engineer FSI, Beijing
- Account Executive FSI, Shanghai
- Account Executive HLS, Beijing
- Inside Sales Account Representative, Shanghai
- Sr. Marketing Specialist, Taipei
- Inside Sales Account Representative, Tokyo
- Systems Engineer, Osaka
- Academic Ambassador, Shanghai/Beijing
