4.13.2021
Presenter: Biljana Besker
Watch Recording | View Powerpoint
Key Points from Training:
- Having a strong champion can be critical to account expansion.
- Be wary of JMP fans or gatekeepers - don't waste time trying to change a gatekeeper or a fan into a champion.
- Utilizing the information and resources shared in the Selling Beyond the User, Selling Beyond the Product, and Sales Objections trainings can help support champion relationships and account growth.
- Coming in 2021: Champion dashboards, champion resource center, champion communications, and champion workshops.
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What is the definition of a good champion?
Champions must:
- Have strong knowledge and love of JMP.
- A desire and willingness to expand the usage of JMP within their organization.
- Have credibility within the organization.
- You have credibility with the champion.
If they don't have all four of the above items, they may be not be a champion, but rather a fan or a gatekeeper.
What are the personal benefits of being a champion?
Being a JMP champion provides several different benefits, including:
- Becoming a vision setter/change-agent for their team/dept/organization.
- Becoming a subject matter expert (SME).
- Gain recognition within their organization and within JMP community.
- Responsible for teaching others - because they are peer others are more likely to adopt because they understand company and are trusted team member. More credible.
- ongoing conduits
- Can be seen as an extra curricular item, taking on extra initiatives to help your team/dept/org be more effective and streamlined - possibly leading to promotion/raise.
What benefits can a champion bring to an account?
- Champions play a key role in demonstrating proof of concept to IT managers/other stakeholders who express hesitation over expanding their licensing structure. Champions are often able to document specific examples of how JMP has created value for the organization. ROI (cost reduction and time savings) can be very persuasive in helping stakeholders to understand the value and potential of the software.
- Helps build an analytical culture in the company.
- Helps the company to save money by improving processes and producing less waste.
- Allows the organization to work with fewer yet more sophisticated tools that democratize data access, standardize best practices, promote process improvements, reduce waste and puts the focus on discovery.
- Helps to bring the company forward in times of digitalization.
- Can secure the time-to-market and helps the company stay competitive.
What are the differences between a champion vs a fan or a gatekeeper?
Fans:
- Love JMP, BUT are not interested in how it benefits anyone else.
- No desire to expand usage; won’t stick their neck out to introduce you to other users or their management.
- Do not have credibility internally beyond their individual contribution.
- You have credibility with them, but they will take up SE time for their own benefit.
Gatekeepers:
- Have strong knowledge BUT want to keep analytical tasks centralized through them.
- No desire to expand usage; will not introduce you to new potential users.
- Have credibility internally; going around them is difficult.
- You don’t have credibility, because they are threatened by expanding statistical knowledge.
How do I know if my champion has the right attributes?
- Has knowledge and love of JMP.
- Engages in the regional JMP User Group.
- Active in the JMP user community.
- Asks deep, interesting questions during calls that solve larger business problems.
A desire to expand the usage of JMP.
- Teaches others in JMP (not excel!).
- Shares knowledge about JMP’s capabilities with others.
- May have a personal benefit in which JMP/you can help solve.
Has credibility within the organization.
- Is well-known in the organization (part of high-talent programs) with a strong network.
- Has a track record of achievements, usually paired with continuous promotions.
- Often seen as change-agents and picked for business-critical projects.
You have credibility with the champion.
- Connects you with other people/departments.
- Introduces you to key players and decision makers.
- Is responsive to your emails/calls.
- Alerts you if things go wrong.
Is there a way to test if I have the right champion?
To make sure you’ve got someone you can rely on, test their power, influence and the alignment of the solution to their personal interest to be sure you have somebody “selling” on your behalf. Some ways to stress test, Once you have identified the right champion, you can test your champion by asking for something in return.
- It could be something small, like asking for a piece of information you need to plan your campaign.
- It could also be something a little bigger like arranging and planning the next steps (e.g. a demo with the extended team or a meeting with the Economic Buyer).
You’ll know you’ve found a true Champion when you’ve got someone returning your calls or even proactively reaching out to you.
- Will actively discuss next steps with you and share inside information.
- Will give you access to other key stakeholders who need to be involved in the decision making process.
Most importantly, they will be the first to alert you when things go wrong.
How can I support my champion? What resources can I suggest or supply?
Here are some resources and suggestions on how you can help support a champion in any of those 4 areas:
- Has knowledge and love of JMP.
- Workflow Slide: Often even our champions don’t know all of JMP’s capabilities. Use this slide in your sales calls to ensure they are aware of JMP’s breadth of capabilities – how it can help support them and possibly other teams/depts.
- JMP User Groups: Suggest the champion join a JMP user group to learn best practices and learn from peers.
- Ensure they are aware of the latest features of JMP - use the launch as a way to connect.
A desire to expand the usage of JMP.
Has credibility within the organization.
- Suggest the champion attend discovery and bring colleagues. Ask them to join the Discovery Steering Committee
- Customer Stories: Help your champion showcase the value your champion (and JMP) has brought to their organization. If you think your champion would be interested in doing a customer story, please review this page and reach out to Meg Eberle.
- Champion can submit their own abstract or encourage those in their networks to submit an abstract forJMP Discovery.
- Sales Objections: A lot of times your champions may be facing the same sales objections our sales teams face – often when we are not in the room or on the call. As you build your relations with your champion, ask what questions/challenges they are facing. This page lists some of the most common objections, responses as well as resources to answer/provide support.
- Amplify their voice/impact within their organization.
You have credibility with the champion.
- Know their problems. Business review calls with champion – we are here to help you look good.
- Invite them to join the Early Adopter Program. This provides them with a way to share feedback and input - to have a voice in the development of our products.
- Guide them through STIPS/Learning materials.
- Create a small script or add-in for them (Hadley)
- Ensure they are aware of all of JMP’s events and support offerings.
- Help them prepare of crucial or important internal presentations.
- Connect the with subject matter experts (GTE for example) within JMP to discuss topics at a deeper level.
- Always be responsive, reliable and interactive.
