6.14.22 JMP 17 Preview Session
Presenters: Dave, Dan, Bryan, Dieter, Mia, Sam
Watch Recording | JMP 17 Launch List and Calendar | JMP 17 Sales and Marketing Toolkit
NEW RELEASE PROVIDES SALES WITH OPPORTUNITIES:
- Good reason to contact existing users – site reps and contacts
- Good reason to spend time with most sophisticated users and find out what they use JMP for.
- Good reason for sales to touch nurture leads (ping to say new version is out).
- Good time to schedule a workshop to see a “sneak peek” of what’s new in JMP 17 (JMP 17 is coming/out -> what are you interested in learning more about?).
- Every version we remove excuses against competitive products (e.g. SPSS, Tableau, Design Expert, Reliasoft, SIMCA). Have a conversation about augmenting existing software. Be effective with your time.
THINGS TO CONSIDER EACH RELEASE: - Sales: engage with customer about a specific challenge. Workflow Builder is a great opportunity to talk about efficiency gains. Are there repeatable processes where Workflow Builder can help?
- Sales: Great time to add new items to your business review calls. Include the Analytic Workflow as an agenda item to identify where there is possible opportunity expansion.
- Walk through the Analytic Workflow to review all the areas where JMP / JMP PRO could be beneficial to their organization.
- Is their organization taking advantage of their investment in JMP / JMP PRO?
- Does the account have a training strategy where we could partner together to grow their understanding while expanding the use of JMP?
- Workflow Assessment - call Sara Doudt if interested.
- Map customer challenges to JMP capabilities. Customers have challenges. JMP has amazing products to help customers optimize their business through data driven decisions. Remember Mapping business challenges to JMP capabilities is version agnostic.
GETTING THE MOST OUT OF A LAUNCHKnow key features of the new release and why it matters to your customers.
- What is the feature? Gain an understanding of key new features for each product (JMP, JMP Pro, etc.).
- Why does it matter? Know the common problems solved by the feature and the corresponding value to the customer.
- Who cares? Find out which audiences and industries get the most benefit.
Develop a 6 month multi-touch plan to promote to your high growth accounts.
- Focus on the high-growth customers you have already identified.
- Know your audience – match the message to the title for maximum benefit.
- Use the Analytic Workflow to determine where an account is using JMP / JMP Pro. This provides intel on expansion within their organization.
- Spread out the plan over multiple months to allow for other sales efforts.
- Use a variety of sales activities for each account. Hint…Best Practices for Accelerating Expansion!
Execute your plan as a team.
- Focus on your strengths.
- Know your role in the plan (AE, IS, SE).
- Track your progress and keep the plan alive in team meetings, updates, etc.
- Stay committed to execution and avoid distractions if possible.
- Celebrate your successes along the way!
- Suggest adding Analytic Workflow to the Suggested Activities for each role – especially in Business Review Meetings
- Segmenting / Prioritizing Customers – Hyde Miller’s Territory Planning Tool can be very effective in identifying growth accounts
- Consider is revisiting JMP / JMP Pro trials who have not yet licensed. This release is in October when the New Tiered Pricing goes into effect. Any JMP PRO opportunity should be revisited.
