Americas midyear meetings touched on new features in JMP 17 and information from groups across the company. It also offered a place for people to meet and reconnect.
Time together is important because “when we’re answering questions or listening to people, we get so many perspectives,” Lori Casto, Director of Inside Sales Americas (@lori_casto) said during the welcome remarks.
Dave Richardson and Lori Casto welcome the group.Dave Richardson and Lori Casto welcome the group.Dave Richardson and Lori Casto welcome the group.
Here are 20 things we learned
1
A number of Americas sales teams are over goal at the half, including Northwest T2, Midwest, Southwest, HLS, Pacific Northwest, Northwest T3, Mid-Atlantic, US Major Account T1 and Rocky Mountain. “Every dollar matters,” emphasized Dave Richardson, VP of Sales for Americas and EMEA (@dave_richardson).
2
JMP Search, which guides users to relevant features, data sets and resources, “might be a serious game changer for a lot of our customers, especially those doing the 30-day trial, but also others who won’t have to completely rely on the menu system,” said Senior Account Executive Mike Pritchard (@Anonymous).
Marketing Specialist Cyrionna Scott explains marketing automation opportunities with HubSpot.Marketing Specialist Cyrionna Scott explains marketing automation opportunities with HubSpot.Marketing Specialist Cyrionna Scott explains marketing automation opportunities with HubSpot.
3
“A lot of people who download the trial do not activate it,” said John Mosier, Principal Digital Marketing Specialist (@JohnMosier). “For people who do activate, they do so within two hours – certainly within the first business day.” How can we prod the non-activators to act? With marketing automation in HubSpot, a tool that helps us create and send personalized emails, review analytics, and automate marketing processes and campaigns.
4
Salesforce has undergone two successful releases this year with changes that include the rebuild of territory management – making it possible to quickly make changes to territories as they evolve.
5
We are transforming the quote to cash process and by the time we’re finished we’ll have a full view of the customer in one place. “We’re looking to establish a single system of record for each type of data,” said John Jones, Director of Digital Operations (@JonesieAtJMP). “And because of the integration layer we’re building, we will be able to surface that data in other systems…when you standardize processes and have a single source of truth, it lends itself to a consistent customer experience, greater capability for automation and higher sales velocity.” Look for more information soon on the quote to cash process.
MJ Paredes and Robin Betters take the stage.MJ Paredes and Robin Betters take the stage.MJ Paredes and Robin Betters take the stage.
6
In H2, Marketing Manager Maria Jose Paredes (@mariajose2022) is leading us to the next level of Account Based Marketing (ABM) with increased personalization. In doing so we will build our reputation, drive revenue and foster relationships.
7
Easy DOE addresses pain points with custom DOE. “Now someone who does not have a tech background has a guided workflow to set up and analyze experiments,” Account Executive Brian Washington explained (@BWash). “It makes our entry conversations with new accounts and departments a lot easier because we’re not asking them to come to the meeting with an understanding of statistics.”
8
Senior Business Operations Specialist Valencia Burt (@vaburt) is leading the build-out of a Due Diligence Questionnaire (DDQ). To do business with JMP, companies will need information about our company, policy and process. This is currently handled by the SAS proposal management group. When we license out of JMP, we’ll have a process to handle requests, corporate documentation and a database to track requests. When customers receive information in a timely, professional manner it results in faster sales, stronger relationships and reputation building.
9
Product Management will host a JMP Usability Lab at Discovery Summit Americas. Select users will participate in realistic activities to test specific features so that we can learn about their preferences and behaviors. Senior Product Manager Bryan Fricke (@Bryan_Fricke) will share more information soon on how to get involved.
10
As Principal Product Manager Dieter Pisot (@dieter_pisot) said, “JMP Live really grew up.” There’s a lot to be excited about, including data refresh, data table viewer, performance enhancements, and hierarchical folders and spaces. Dieter challenged everyone who demos to show how to “publish to JMP Live” instead of “export to HTML.”
11
With Senior Product Manager Sam Gardner (@SamGardner) at the helm, the product management team is improving how they manage wish lists and evaluate feature requests. The intent is to make users feel heard and provide timely feedback, eliminate backlog, and enable better discovery of new features and product management themes.
12
STIPs has had 50K enrollments to date and will be updated to JMP 17 in Fall 2022/Winter 2023. Advisory Product Manager Mia Stephens (@mia_stephens) shared that module 1 is now available in Spanish! (The course is available in English, Chinese, Japanese, Korean).
13
The Analytic Workflow has become a foundation for talking about capabilities in JMP and how they can work together to benefit a customer. Senior Product Marketing Manager Sara Doudt (@saradoudt) reported that training on the new workflow assessment is coming soon.
14
Product Management Intern Kaylee Warren (@kayleewarren) impressed the group with an overview of her work on a pricing tier impact analysis. She created an automated process to calculate updated pricing based on the new price list. Some features include classification of customer class and product, calculation of price tier based on user count, under/over $10K business rules, and identification of ELA prospects based on user count.
15
The Workflow Builder makes it easy to capture and share a data prep and analysis workflow. Users can quickly adapt new projects to an existing workflow, no longer need to worry about costly mistakes in their code, and exchange findings and workflows with their teams. As Account Executive Kyle Bickford (@KyleB) put it, “Workflow lets users level up. It brings a beginner to intermediate and intermediate to advanced. It gives them the confidence to get to the next level.”
16
User Enablement Director Jeff Perkinson (@Jeff_Perkinson) reminded everyone that 85% of our annual revenue comes from existing users (renewals and referrals). “Some of you may be concerned about what’s going to happen economically,” he said. “But JMP is a great place to be if that happens. When we come out the other side we’ll be in an even better position because if a good engineer gets laid off, he’ll land somewhere and take JMP with him.”
17
User Reference Manager Meg Eberle (@Meg_Hermes) outlined the many reference resources we have in addition to customer success stories. Find the catalog of options in Confluence.
Mike Pritchard shares the value of Discovery to his customers and his business.Mike Pritchard shares the value of Discovery to his customers and his business.Mike Pritchard shares the value of Discovery to his customers and his business.
18
Sales spoke up about the immense value of Discovery. For example, “It’s an awesome time to inspire your customer to do more. It’s an environment where they are absorbing information and energy, networking with other people. If you’re there with customers, you build better relationships with them. Some of the larger opportunities have been with people who have come to Discovery.”
19
The Education team is revamping the way JMP provides training and educational resources. Senior Manager of Analytical Education Ruth Hummel (@ruthhummel) outlined many ways JMP will meet the goal of providing global support that scales.
20
Covid is still hanging around and causing problems. So excited to be reunited, most in-person attendees skipped masks and welcomed hugs. After a day of feeling like things were normal, reality kicked back in when someone tested positive for Covid. After that, masks were worn, surfaces were wiped down, and more people opted to attend remotely. This was a good lesson for upcoming in-person meetings, including the September Discovery Summit Americas.
All masked up.All masked up.All masked up.
Recognizing JMP staff by years of service to the company.Recognizing JMP staff by years of service to the company.Recognizing JMP staff by years of service to the company.
The technical track dove deep into JMP 17 features.The technical track dove deep into JMP 17 features.The technical track dove deep into JMP 17 features.
Teambuilding: Creating kindness kits for unhoused people
