Use great questions to discover what the customer needs to achieve and how JMP could help.
After the How We Sell JMP 1 session on January 28 please complete this team assignment.
Output:
- Each team will create one recorded presentation (not more than 5 minutes) that we will all view and discuss in our group session on February 3.
Take the chance to spend time finding out about the people in your new team. You can find your team for JMP Academy, Week 2 here. You need to find the best way to collaborate as a team in your different global locations - we know this will be a challenge!
Instructions:
Each group has been assigned one of 4 scenarios, and a ‘customer’ (JMP staff) to interview. You can find some brief information about your customer below. To find out more each team will need to schedule a 30-minute discovery call with your customer some time between January 28 and February 3. Sample discovery questions are attached to help guide your conversations.
You should use MS Teams to record a summary presentation of your call. The presentation should be not more than 5 minutes. Email the link to the recording to Phil Kay and Robin Betters.
Please try to make sure that everyone in the team has the chance to ask questions.
What to include in your presentation:
- Current situation and details.
- Is there a problem the customer is trying to fix? Or more than one?
- What are the implications of not fixing this problem?
- What would a successful demo look like? What would be most important for the customer to learn?
- Describe what you learned about how you might expand JMP inside this account, either during this initial sale or later.
- What questions worked well, and what did not? What did you learn about this process?
"Customers" assigned to each team:
(Note – these are fictitious companies)
- Team 1: Hadley (Hadley.Myers@jmp.com), a Process Chemist from N-Caps, a small company looking to bring their science – developed in academia – to market. He saw JMP recently at a conference and downloaded a trial version. He has agreed to a call to discuss a possible demo.
- Team 2: Jerry (Jerry.Fish@jmp.com) is a Lead Production Engineer at Turbidyne, who supply aerospace engine manufacturers. Their biggest customer has recommended JMP to them, in order to help fix some ongoing yield problems, so you reached out asking for a discussion.
- Team 3: MK (MunKeat.Woon@jmp.com) is a Production Manager at E-Composites, a manufacturer of high-tech materials for sporting goods. An intern showed him JMP and he thought it looked interesting. He has downloaded a trial, but does not really know what it could do to help with his ongoing production challenges.
- Team 4: Pin (Pin.Hu@jmp.com) is a Senior Yield Manager with MicroManage, a semiconductor manufacturer, with headquarters in Japan. The team has used JMP for several years and seem to find it useful. They have some challenges sharing data, and with the fact that other subsidiaries do not use JMP. One of the process engineers asked their local JMP SE to set up a call to discuss their situation.
How to share your presentation:
You need to set up a meeting in MS Teams to record your presentation. Once you have recorded it you will need to share it with Robin and Phil by sending them a link. The "recording owner" will need to make sure that they give permission to Robin and Phil to view the recording. See this article from Microsoft:
https://support.microsoft.com/en-us/office/play-and-share-a-meeting-recording-in-teams-7d7e5dc5-9ae4...
