Updated: 06 January 2022
Who to Contact?
Phil Kay - JMP Academy Program Management
Robin Betters - JMP Academy Program Coordinator
Talk to us if you have any questions about JMP Academy.
What is JMP Academy? We should start with the JMP Sales and Marketing Goals:
- Spread the use and impact of JMP products far and wide within the Science and Engineering communities.
- Ensure that JMP is the best place to work and have a career within the great company SAS.
JMP Academy Goals: What are the overall goals for JMP Academy success?
- 1. Networking and Collaboration - Help the attendee create their global network to support a successful career at JMP. (50% weight)
- 2. JMP Messaging - Ensure that all attendees are comfortable telling the world about JMP using standardized messaging and even demos. (30%)
- 3. Sales & Marketing Familiarization - Provide familiarization with JMP Sales and Marketing departments, roles, tools, and critical process steps. (20%)
Why did we need a JMP Academy?
While still necessary, existing on-boarding practices were not as effective alone or scale-able in handling the increasing growth in new JMP hires in globally disperse areas.
Vision:
New JMP staff in all roles and regions quickly become part of a global support network so they are most able to contribute to our shared goals.
Mission:
To develop and implement a fun and inclusive global onboarding program to enable new hires to more quickly become productive and achieve goals.
JMP Academy will:
- Make people feel like they’ve made the right decision in joining JMP.
- Make them excited about JMP’s mission and vision and how their new job aligns with that.
- Help them build relationships that they’ll feel like they can expand on.
Scope:
- What It Is:
- Mandatory one-week on-boarding for new hires (initially)
- (Or equivalent online programme during COVID-19 pandemic)
- Benchmarked & customized for JMP to provide networking, message standardization & process familiarization.
- Involves attendee pre-work, in-class individual and team work, role-playing & presentations, and post-work application.
- Inclusive: Academy is relevant for all roles in JMP. Speakers and facilitators will be mindful that English is not the first language for many in the class. Academy speakers will be selected to reflect diversity.
- What It Is Not:
- Sales training.
- Replacement for existing on-boarding practices (job shadowing, etc.).
- Training on detailed topics/practices/techniques in separate tracks by role.
- Replication of Midyear/Kickoff continuing education skills training.
JMP Academy Q&A:
- What Will It Be Like?
- Fun & intense week of working & teaming! (or equivalent virtual sessions during COVID-19 pandemic)
- Does Everyone Go?
- New hires initially (& all eventually?)
- What Will I Gain?
- Your own network of helpful global friends!
- Comfort approaching JMP messaging & customer engagements (even if you are not in Sales).
- Familiarization with all key marketing & sales roles, process steps, and tools.
What does Academy include:
A first session for everyone (including instructors) to introduce themselves and get to know everyone else.
Headline Presentations from staff around the world (all 40 minutes except John Sall)
- The Design of JMP, John Sall (60 minutes)
- Know Your Business, Jon Weisz
- Social Media, Nina Chan and Arati Mejdal
- How We Sell JMP, AE or IS Manager
- What is unique about selling JMP?
- How do the AE, IS and SE in the most successful JMP sales teams work together towards their shared goals?
- What do JMP sales teams focus on when working with new accounts?
- How important is it to understand the value of JMP to prospective customers and what are some best practises for finding out how JMP can help them?
- How do JMP sales teams manage the demands of working with both small and large existing JMP customers?
- What do we mean by "land and expand" or "seed and grow", and why is this important in selling JMP?
- What are some of the best ways that JMP sales teams build trust and maintain great relationships with customers?
- How do we ensure that the use and impact of JMP continues to grow at our largest customers?
- Great Demo Meetings, SE Manager or GTET with Phil Kay
- Best practices for great demos including Relevance, Brevity, Simplicity, Impact
- The importance of good discovery, questions, and listening to understand how JMP can help
- The importance of teamwork in sales and marketing
- Building trust and credibility
Shorter (15 minutes) "Meet The Expert" presentations
- The JMP Brand
- The JMP Marketing Story
- Digital Operations
- Software Licensing
- Product Management
- SIA
- Customer Enablement
Homework Exercises
- Being a JMP Ambassador through LinkedIn
- How is JMP used in Industry X
- Dreadful Demos
