The presentation is attached.
Text from the presentation
•JMP Mission
1.Spread the use and impact of JMP products far and wide within the science and engineering communities.
2.Ensure that JMP is a great place to work and have a career.
•After JMP Academy You Will Have…
•A network of colleagues and friends around the world who will help you have a purposeful time at JMP.
•The knowledge needed to be comfortable telling the world about JMP.
•Some familiarity with JMP business processes.
This session…
•The whole class should know what a great demo looks like
•This is not SE training
•This Week…
Each team will record a 5 minute dreadful demo meeting
•Why Do We Demo?
•Answers in the chat please
•What Outcome Do We Want From a Demo?
•What do we want to achieve with a demo?
•Answers in the chat please
•How to have a Great demo meeting
Three behaviours to ensure great demos
1.Teamwork
2.Listening
3.Last Thing First: Relevance, Impact, Brevity and Simplicity
•1. The whole team is responsible for success
The success of a demo meeting is not all on the SE
The JMP team shares responsibility to…
•Understand the problem the customer needs to solve
•Set clear expectations at the start of the meeting
•Maintain the focus of the meeting
•Ensure good time management
•Agree clear next steps at the end
•Focus on action commitments – actions that the customer will take that will advance the opportunity, relationship, or impact of JMP
Be very clear about your different roles
All this applies to “run rate” demos, JMP days, Marketing, …
•2. Listen to the customer
The best demo meetings are a conversation with the customer
•Ask the customer to confirm their problems
•Listen
•Continue discovery through the demo meeting to find out more
•Listen
•Ask the customer “how could you use this in your work?”
•Listen
•
This is more relevant for sales opportunity demos
This is less relevant for Marketing or User Enablement situations
•What do you like, and not like,
about this demo?
•Chuck Boiler, Senior Systems Engineer Manager, US West
•3. Show the last thing first
You want the first thing you show in JMP to have maximum IMPACT
So the first thing you show in JMP has to be…
•RELEVANT – it solves the customer’s problem
•SIMPLE to understand and implement
•BRIEF - more time for questions, listening, discussion, and next steps
How can you do this?
Introduce the situation, problems, implications, then…
Show the last thing first!
•3. Show the last thing first
•3. Show the last thing first
•3. Show the last thing first
•3. Show the last thing first
•This Week…
Each team will deliver a 5-minute recording of a dreadful demo meeting.
We will share with the whole class in our session on 14 July.
Highlight as many good demo practices as possible by doing the opposite.
•This Week…
Rules:
1.Do not demo JMP. Or Minitab, Tableau, etc.
2.Not more than 5 minutes.
3.Have fun.
•How to have a Great demo meeting
Three key messages to take with you:
1.The whole team is responsible for success
2.Listen to the customer
3.Show the last thing first
•Brevity
•Simplicity
•Relevance
•Impact
