Please note this concept is in beta. If you would like to participate by providing feedback and testing out on customers, please email Sara Doudt by 1.26.22. We will have 6 slot available.
Do not create alternative versions.
Watch Video ExampleWhat is a workflow assessment?
The workflow assessment and corresponding information visualization example is a communication support aid for customers with an analytics advocate that wish to understand and report on the parts of JMP users leverage within an organization.
The reason for doing this is varied and should be driven by organizational initiatives/needs, but possible reasons may include: driving expansion, standardization, analytic tool consolidation, digital transformation support or software spend justification/value creation justification from JMP users.
How does a customer perform a workflow assessment?
They do the assessment in 3 steps:
- Send a survey to JMP users. (The JMP sales team provides the example email and survey to get them started).
- Import raw survey data into JMP and run the script. (The JMP sales teams provide the example data set and some example scripts)
- Talk to sales teams to find areas where we can help.
Ensuring a good response rate from the survey could be a challenge. However, this will also tell us how much of a change agent our advocate is and if we need to find alternative partners within the organization to help us deliver and request this information. It can also be useful to understand internal pressures coming from other groups within an organization.
What will the customer learn from this assessment?
What this workflow assessment does is make it easy for an advocate or customer to understand the scope of how JMP is being employed within their account. Depending on how much they ask in the survey, they can learn quite a bit. Essentially the assessment will allow them drive follow up conversations to help identify:
- Potentially productivity gains.
- Where time is wasted.
- What bottlenecks exist.
- What should be automated.
- What should be standardized.
- What training opportunities exist
- Where users leave JMP to accomplish a task.
It’s not going to tell them exact action items, but serves as great overall starting point to drive conversations and empower the customer to own their workflow, processes and training needs. Then the JMP team can step in and help as required with the most effective intervention based on our deep knowledge of working with similar customers and their user’s problems.
What is the ideal customer for this assessment?
Stable and growing customers with a mid-size or larger user base that:
- Wants to understand the business value and ROI that JMP users are providing to help justify their software investment
- Are looking for ways to streamline their analytic workflow process, reduce the footprint of the hidden factory and increase engineering efficiency.
- Are looking to be better prepared to address inevitable data challenges.
- Are looking to provide statistical empower to users with data.
- Are going through digital transformation projects and wonder where desktop software like JMP fits into this initiative.
- Don’t know the exact scope and scale of how the product is being used within their organization.
- Aren’t sure where training should and could be prioritized.
- Don’t know all of the capabilities of JMP and how they can apply to different departments, problems or business initiatives.
- Are responsible for justifying the value of software spend up and down the organization.
Can the customer customize it to their organization’s structure or needs?
Yes, what we provide is a starting point and an example to drive conversation. They can customize:
- What is filtered (departments, teams, regions, offices, etc.)
- What capabilities, data sources, insights are listed on the workflow. (example: Remapping terms to industry-specific ones i.e. Reliability is Shelf Life analysis in the Pharma industry).
- They can also extend the edges of the workflow to better understand how and where data is stored or processed and how and where results are published to (do they publish to Tableau or PowerBI, for example?)
- How granular the results (yes/no, 1-5 scale, proficiency low/med/high)
How much work is this for the sales team?
If this is done successfully and as part of an account plan, the time invested up front will pay back greatly in terms of $/hr to drive user upgrades, product upgrades and to protect against competitor and downgrades.
It’s also a good test of the function of the advocate you think you have in place within an account. The JMP sales teams will have to sell the value of this workflow assessment to the advocate, but the goal is to empower the customer to do this on their own.
Currently this asset will not be publicly available to anyone. It will only be offered by sales teams until it has gone through several iterations, been beta tested within a few accounts and the value/information it provides has been proven more fully.
Why would I want to do this as a sales person?
The JMP analytic workflow assessment represents conversation possibility. It elucidates gaps between what we think we know about the customer and what is actual going on in the account. It gets the customer talking and asking questions. It can guide the strategy about what is the next most important thing we should be doing with this account to drive expansion. We know every account has known unknowns. This can help us help the customer articulate them to us so we can work through them together.
What if I would like to test this out on a customer - what do I do?
If you would like to participate in the beta, please email Sara Doudt by January 26th for next steps. After January 26th, we will meet with all interested teams to gather initial input/feedback and testing with customers. The goal is to work with this initial set of sales teams and customers to improve the deliverables, process and pitch. Then, once the value proves out, we will roll it out more broadly with training and more formal resources.
