One of the most critical parts of our product marketing process is measuring impact and gathering feedback. As part of that effort, we recently sent out a survey to the JMP sales teams to get feedback on some of our main initiatives over the last year. Those initiatives being:
- Analytic Workflow
- Analytics Advocate Guide
- Industry content
- Red Triangle Industries
- Leveraging JMP Across the Organization
- Training Series
For each of these initiatives, we really were looking to understand 2 main things:
- What initiatives have been adopted? Scale of 1-5 (1 = no adoption, 5 = strong adoption)
- What initiatives have made an impact? (1 = no impact, 5 = strong impact)
We want everyone who completed the survey to know their responses are valuable. That we review these results. And that we try to find ways to improve either the deliverables or the process. So here it is: what y’all said and what we hope to do going forward.
The results in a nutshell (and in JMP live reports):
Out of 194 sales folks, we had 77 responses to the survey.
- Analytic Workflow:
- Adoption: 4.1
- Impact: 3.66
- Analytics Advocate Guide:
- Adoption: 2.42
- Impact: 2.35
- Industry content:
- Adoption: 3.89
- Impact: 3.66
- Red Triangle Industries:
- Adoption: 2.43
- Impact: 2.37
- Leveraging JMP across your organization:
- Adoption: 3.05
- Impact: 2.83
- Training Series:
What does this tell us?
Our takeaways: That we are on the right path, delivering the right things. But there is also work to do. Even though not all of these messages have been fully rolled out, some of these messages will take time to adopt and understand how to leverage in your sales conversations, some of this only applies to certain roles, we want to make sure whatever we do, that it is as valuable as possible.
What are we going to continue to do?
- Continue training series with a strong focus on industry, adoption and best practices of leveraging high level messaging, and account expansion areas of the workflow (data connectors, mass customization, JMP Live,etc).
- Continue building out industry content and resources (taxonomy will be a big part of this to ensure alignment with other depts in JMP).
- Continue to share on inside JMP and in sales updates.
- Continue to make the workflow more actionable, relevant by connecting to appropriate resources (taxonomy project will help with this).
- Continue to build out analytics advocate guide and program with workflow assessment rollout and workshop.
- Continue to build out Red Triangle Industries as a resource for demos, account management.
- Continue to build out the Leveraging JMP across the Org messaging. We have gotten a good amount of feedback and hope to do another session with updated info in the fall.
- Continue to ask for feedback.
What are we going to start doing?
Challenge of finding/leveraging resources:
- Incorporate our assets into the new internal reference library being built out. More to come there in the next few months.
- Ensure everyone has the Product Management Index page bookmarked and mention this in all articles and in every training session.
- Find ways to make training part of the sales onboarding process, incorporate into academy.
- Present more at SE meetings to highlight how Red Triangle Industries can be utilized.
- Incorporate workflow, industry (taxonomy) and Red Triangle Industries into Tech Reference Library and launch materials.
Challenge of being able to attend training sessions live:
- Try to repeat in different time zones to accommodate.
Challenge of having appropriate competitor information:
- Create a better process for collecting feedback from sales (utilizing loss tracking for instance - thanks @MaanasaT ) and building out appropriate competitor resources. This is something that has been on our roadmap and hope to tackle later this year.
- Host more competitor training - a sort of lightning round of competitor reviews.
Have more feedback?
Please continue to let us know how we are doing, if what we are doing is helping support sales initiatives - at any time. Any extra feedback, please reach out to @saradoudt.
