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Sales Highlight
Johnson Matthey (30 Apr 2021 – EUR Chem)
Johnson Matthey, the UK-based specialty chemical and sustainable technologies company, recently increased its use of JMP and upgraded to a multi-entity contract.
R&D at Johnson Matthey has been using JMP for data analytics, but internal champion Pilar Gomez Jimenez saw how the company could benefit by expanding its use of JMP into manufacturing processes. Britta Schnitzer, AE for the newly formed European Chemical team, reached out to Pilar since Britta knew the UK T1 team had worked hard over the past couple of years to build a good relationship with her and the account.
Britta explains, “When my team took over the account in January, I figured out two things rapidly: 1) Pilar Gomez Jimenez, as Principal Scientist at Johnson Matthey’s headquarters in the UK, is a strong champion; 2) the contractual situation with Johnson Matthey (JM) needed some attention to make it easier to support the expansion of JMP usage.
“It occurred to me that I could support Pilar’s career by expanding her focus and expertise by helping her work with other areas, such as manufacturing. I helped her convince JM management and other potential internal users by demonstrating how well JMP could benefit the work they do. I also worked with JM’s IT department to show how a multi-entity contract would align with JM´s internal service policy. With the current situation, it was taking three to five weeks to get licenses out to new users, which had caused some problems in the different departments.”
By working strategically with an internal champion, a more global approach for growing the account became possible. “We are not able to work effectively with every small department or team at every site at JM. Instead, Pilar is doing the majority of the work for us. She selected and invited 80 potential users to two great workshops that Emmanuel Romeu conducted in February and March for JM’s Manufacturing division,” says Britta.
Britta also worked closely with Pilar to help her convince JM’s management that purchasing a multi-entity contract would get JMP into the hands of new users faster and eliminate the time spent on handling individual contracts. “I am looking forward to helping Pilar to find more users as she encourages JM to expand its use of JMP Pro and JMP Live. We will continue to deliver additional workshops focusing on different areas of interest for Johnson Matthey. Pilar’s insight helps us tailor our message to JM's business problems, which makes these workshops successful!” Britta concludes.
But don’t just take Britta’s word for it. Pilar says, “The other day, I actually talked about statistical tools and JMP with the chief technical officer of JM and his team! We now also have his support to roll out JMP to a broader audience in the future. He said that there is lots of value in JMP for JM.”
Todd Hoffman says, “This win was a result of great internal teamwork, account management, and collaboration with a champion. UK T1 achieved nice growth in the account over the last couple of years and the EUR Chem team has carried that forward with excellence. It is a great success for the EMEA region.”
- Product: JMP multi-entity contract
- Amount: $109,895
- Integral Players: James Barkatullah, Caroline Fincham (SAS UK), Carol Gretz, Todd Hoffman, Emmanuel Romeu, Britta Schnitzer
Marketing Resources
JMP Foreword is here!
The latest edition of JMP Foreword, the beautiful and informative magazine that features analytics thought leaders and highlights the latest product enhancements in JMP 16, is now available. There are a couple of ways to get it into your (and your customers’ and prospects') hands:
- Order in COSMOS (108405). Fill out a form to request a copy for yourself or to send copies to customers and prospects with whom you’d like to engage.
- Pick up a copy by the mailboxes on the fourth and fifth floors of Building A in Cary.
- If outside the US, check with your marketing team to see if they have copies for you.
Questions? Don’t hesitate to contact Jessica Marquardt or Meg Eberle.
Call for content: New deadline
The call for content for Discovery Summit Americas has been extended to May 11. Don’t squander this second chance to submit an abstract for October’s online event. And make sure anyone you know who has a compelling story about how they use JMP takes advantage of this opportunity to share their successes.
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, Copenhagen
- Sr. Associate Test Engineer, Cary
- Account Executive, Austin
- Account Executive (Manufacturing), Beijing
- Inside Sales Account Representative, Shanghai
- Systems Engineer, Mexico/Latin America
- JMP Academic Ambassador, Cary/Boston/Miami/Washington DC
- Associate Software Developer (C++), Cary
- Javascript Software Developer, Cary
- Inside Sales Account Representative, Cary
- Software Developer, Cary
- Inside Sales Account Representative, London
- Inside Sales Account Representative (Academic), Tokyo
- Systems Engineer (Financial Services), Beijing/Shanghai
- Account Executive (HLS), Beijing/Shanghai
- Sr. Marketing Specialist, Taipei
- Systems Engineer, Osaka
