All information is SAS company confidential. Do not disclose.
Sales Highlights
Perrigo (25 Nov 2020 – Midwest)
Perrigo, a leading provider of over-the-counter health and wellness solutions, recently acquired JMP Live to expand the use and reach of JMP and JMP Pro.
JMP Live will be used initially within Perrigo R&D at its site in Allegan, Mich. Perrigo’s goal is to improve communication between scientists and decision makers (up to the CRO level) on product development, as well as shorten product development timelines via collaboration and transparency. Mike Pritchard says, “As Perrigo transitions into a more data-driven organization and builds a culture of analytics, it needed a solution to get information into the hands of scientists, decision makers and others more quickly.”
In April, Senior R&D Scientist (and blossoming JMP champion) Dan Bieber moved into a new role at Perrigo R&D, coming from the operations side of the business. One of his mandates was to improve R&D’s operations and communications processes as they flowed up to decision makers. Mike says, “The Midwest team’s first two conversations with Dan focused on a JMP overview and its use at Perrigo. After we shared several Building a Culture of Analytics webinars with him, he quickly had his manager and his manager’s director watch them. This opened the door for a JMP Live deep dive and subsequent demo in June.”
Mike concludes, “Although Power BI was an available tool, the fact that JMP already had 87 users in Allegan meant there was a desire to have all JMP R&D content on one platform. We also got an assist from Rob Lievense, who came to JMP from Perrigo. Dan had reached out to Rob after watching Rob’s segment on JMP On-Air this summer. Rob shared information on functional DOE for dissolution data with Dan (as well as the JMP Pro license he had used while at Perrigo) and then made the introduction to the JMP Midwest team. Thanks, Rob!”
- Product: JMP Live
- Amount: $53,400
- Integral Players: Krystal Barnes, Jerry Fish, Stan Koprowski, Rob Lievense, Dieter Pisot, Mike Pritchard
Premier Accounts Technical Update
Laura Higgins provides the following update on what the Premier Team has been up to in 2020:
This has been a different year for all of us, and supporting the technical aspects of Premier accounts has been a whirlwind of change. The goal of the Global Premier Team is to support the use and impact of JMP across our largest and best customers, providing training and engagement with these customers with activities supported by all of the Global Technical Enablement Team members, as well as local teams in Japan, China, Asia Pacific and Southeast Asia.
While we began 2020 by visiting customers in person, we quickly transitioned to online activities. We quickly moved through the uncertainty; by summer, we had mastered the virtual environment, resulting in an array of incredibly successful engagements with well over 25,000 attendees at more than 350 events spanning all 16 Premier accounts throughout the year. These virtual engagements had one major benefit: we were able to evolve site-specific meetings to truly global, companywide sessions. Most activities included more than one major geographic region (Americas, Europe, AP) either simultaneously, whenever time zones aligned, or were repeated and mirrored when necessary for accommodating time zones and languages.
Premier accounts need a variety of different kinds of technical support and engagement at all levels of JMP expertise – everything from beginners through high-level experts. We needed to figure out how to deliver this content virtually since we lost the flexibility of being in front of customers. The success of these initiatives always starts with listening to what our customers tell us they want and need about any learning engagement with JMP staff. We then partner with them to jointly create a mutually beneficial engagement, which has led to some new and creative initiatives, in addition to our tried and true programs.
JMP Days, orchestrated by Customer Care, are one of the best ways to reach the most JMP users within an organization. They are jointly staffed by Customer Care, Product Management and Global Technical Enablement and feature guest speakers from JMP development and senior management. In 2020 we had more than 140 virtual JMP Day events, which are split into multiple days, for 14 accounts.
The outstanding organization and technical execution by the Customer Care team cannot be highlighted and appreciated enough; they are the reason JMP Days have been so successful this year! The entire pivot to virtual events depended on the experience of the Customer Care team (Gail Massari, in particular) and then transferring that knowledge to the entire Premier Team!
The JMP Community has been an invaluable asset for extending the audience of every meeting, providing a private space to host the recordings of these meetings. In 2020, we added more than 21,000 Premier account users to the Community, bringing the total to over 66,000 Premier account Community users.
The Premier Team also partners with JMP Education to meet the training needs of customers. Some engagements are well supported by the Global Technical Enablement Team, while other activities require more formal engagement by JMP Education. In addition to formal classes, several companies have decided to host STIPS internally as part of their learning system; others are in the process of using the instructor material as part of their own internal training. Many customers also point their internal training back to our Mastering JMP sessions.
One of the most important activities we do in Premier accounts is build relationships with customers’ internal JMP champions. Deep dives with JMP champions, both individually as well as with their groups (often consisting of various centers of statistical support within companies), have been particularly successful. These discussions can be on requested topics or be more general, focusing on new features and new applications of features. Many customers also request interactive learning sessions on all kinds of topics and at all different levels of JMP expertise. We ran interactive workshops in almost every account, ranging from data prep to DOE to building dashboards to modeling to FDE.
Functional Data Explorer was one of the most requested topics this year, specifically its applications across all kinds of customers, including high tech and pharmaceutical R&D and manufacturing. Companies continue to climb the analytic ladder and want to engage in learning about advanced data mining and modeling features, including GenReg and Mixed Models. We saw a rapid desire to adapt the new Model Driven Multivariate Control Chart platform, as well as growing interest in SEM and its applications. Customers are using Definitive Screening Designs and people are interested in utilizing the ability to compare different designs. Scripting and automation also continued to grow in popularity. Graph Builder and data visualization are universally popular topics, and the power of the new graphlets was always a pleasant surprise. The table header graphs were repeatedly declared “the feature I can’t live without”!
Partnering with ExxonMobil, we developed a new program this year. ExxonMobil helped us develop JMP “bootcamps,” global training sessions that take users with absolutely no JMP experience and turn them into proficient beginners who are comfortable using the software, or to move beginners to be more proficient intermediate users in four sessions. These bootcamps are a combination of lectures and interactive hands-on training, with follow-up homework sessions so that users can try what they just learned on new examples. In 2020, we had more than 3,000 attendees globally.
All of the Global Technical Enablement Team (GTET) participates in all of these activities, most often by maintaining and developing relationships with champions, which means being willing to engage on any topic. We are very grateful and appreciate their smart, efficient and thoughtful hard work in a year that has required so much flexibility!
The Premier Team consists of Laura Higgins and Valérie Nedbal (GTET); Dara Hammond, Biljana Besker (AEs); Sabrina Fong, Christy Spain and Elias Pickrahn (Customer Care).
Marketing Resources
New Customer Success Story
Synthace’s cloud-based platform integrates seamlessly with JMP to enable DOE automation and great ROI. https://www.jmp.com/en_us/customer-stories/synthace.html
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:
- Account Executive, Atlanta/Orlando/Miami/Tampa/Cary
- Sr. Systems Engineer HLS, Shanghai/Beijing
- 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
