Selling the Value of JMP Beyond the User2.16.2021 Selling the Value of JMP Beyond the User
Presenters: @DamianCarville and @Daniel_Valente
Watch Recording | View Training PPT | Translated PPT slides
Recording from European Session (3.31.21)
Key Takeaways
- Gain organizational support for wider deployment of JMP as a strategic tool.
- Provide context for JMP’s wider role in the organization. Do a poll at beginning of call "Who in your organization is currently using JMP?" Then roll into workflow to show where JMP actually applies. Show them the gaps.
- Give a bigger picture story for your contact to ‘sell’ internally on your behalf.
- Please provide PM feedback by adding comments on this page or emailing Sara Doudt. Are you using this content? Is it helpful? What are you changing? What is missing? What is resonating?
Purpose of the Training
- The JMP division has a goal of 1 million users by 2025. To get to 1 million we must double the users in a lot of accounts.
- We need to standardize JMP to the market. And make that standard message applicable to all three sales centers (Asia, Europe, US).
- Standard cohesive message doesn't (currently) exist; although components of this message are scattered throughout our various system of record (internal and external).
- Many teams want to evolve past features and functions demos and talk more broadly about the why of JMP. With that goal in mind how can we talk more broadly to increase the slope of land and expand from user by user to team by team.
- Many top 20 accounts in your territory are not close to fully saturated.
- In order to get buy-in you want to befriend IT/Procurement/Decision Makers
- Amplification through simplification.
- This is a starting point and a call for feedback.
Sales Resources from Training
- PPT with Notes: This powerpoint deck is meant to serve as a starting point for our sales teams when looking to elevate the conversation beyond the user and build awareness of the value of JMP to an organization. The audience of this ppt is for mixed audiences of users, procurement, IT, and stakeholders, but can be customized to whomever you are presenting.
- Can/should be used when you have a good core group of users (or a really good champion) in an account, are looking to expand and may need buy-in from others in the organization.
- Can/should be used at the start of a meeting to build context and expand their perception of JMP's capabilities and then return to it at the end to say (essentially)….’ok, you have seen how YOU will use it, who else can you point me to in your organization, who could also benefit from JMP?’
- Circle the boxes that you know the customer is using. This ensures that you are on the same page about how JMP is being used at their organization, and easily points out the fact that there is room for adoption and possible expansion.
- Use workflow slide to kickstart customer interactions and add to your journals (hi-res pdf for journals)
- here's how our biggest and best customers are utilizing JMP.
- ask "how can we help you get more out of your JMP investment?"
- Recording: This internal recording is meant to serve as a sales enablement tool, giving an example of how the ppt can be delivered.
- Leveraging JMP Page: This page is supporting material for this topic and can be used in several ways - providing this to the champion to share in the organization before or after a sales call.
Related Resources
- Statistically Speaking: Make Dashboards Essential Part of Science Engineering Workflow
- Statistically Speaking: Lead Your Organization to Analytic Excellence
- Statistically Speaking: Does your Organization Have A Strategy for Building Analytic Excellence?
- Whitepaper: Improving Statistical Models: Learn more about how to interactively explore the patterns in your data, build useful statistical models of the important patterns of variation, and visually interact with these models to communicate with colleagues and drive key improvement opportunities.
- Customer Story: NVIDIA - Many employees in the technology sector have extensive engineering backgrounds with somewhat limited experience in advanced data analytics. However, there is growing demand for statistical thinking among the world’s industry-leading employers.
- Customer Story: Seagate - Companies need to prioritize the deployment of accessible, organization-wide analytics and close the gap between data and business insight.
- Customer Story: Bridgestone - Roll out JMP across the organization, using data to develop new, high-performance rubber formulations and optimize production processes for Bridgestone tires.
- Customer Story: Parker LORD - In just 18 months, access to JMP – and JMP training from SAS Education – has accelerated a cultural shift toward fast-paced, data-driven, precise innovation. Early benchmarking showed cost savings and faster experimentation times, which have a direct impact on costs of goods sold – and lead the industry with cutting-edge performance. These successes have persuaded Parker LORD leadership to expand JMP use at sites around the world.
- Blog: How to Organizations Spread and Use Analytic Knowledge: The best organizations spread analytic knowledge throughout the business, value analytics in support of decision making and build infrastructure that allows many (or all) employees to use analytics as part of their jobs.
- Article: Building Analytics Communities Across an Enterprise: IT Solutions Manager shares how NXP is managing and using licensing data more efficiently - and with JMP in place they are able to focus on training and building a culture of analytics.
- Discovery Paper: How JMP Can Help Reduce Unutilized Engineering Talent and Save Money: R&D Senior Manager at Vishay shares how their organization has benefited from utilizing JMP's capabilities, saving time and money.
- HBR Article: Why Is It So hard to become a Data Driven Company?
TrainingRe: Selling the Value of JMP Beyond the UserI was on a call the other day while the sales team was showing the workflow slide. Thought it was worth sharing a few things that the AE did to make the workflow slide more powerful/useful in the conversation:
1. The AE circled the workflow boxes that she knew the customer was currently using. This pointed out to the customer that they are not fully utilizing JMP and have some opportunity to grow/adopt. And it also showed that we have features that can support others who are actually not on the call.
2. After she walked through the slide, she asked "Is there anything that is surprising here? Is there anything that you want to talk more about? Is there anyone else in your organization who could benefit from these features?" One of the customers said, "We should have invited Matt to this call. Is he using JMP for reliability?"
Just a few simple moves that gets customers talking, thinking about where they could possibly expand their JMP knowledge or even who else in their organization could utilize the capabilities.
Re: Selling the Value of JMP Beyond the Userhi @alexbeck - thinking you mean something like the below? It is slide 28 in the JMP Live deck. Good idea to have this available in workflow deck too. BTW, we are working on this page which lists out each ppt deck. I will be adding a column to list out purpose and contents which should help. Let me know if you need anything else.
Re: Selling the Value of JMP Beyond the User@saradoudt I`m going to use the presentation tomorrow in a meeting with a senior manager in a Pharma company. Something I would like to make him understand is, that he´d be able to consolidate many other products with JMP. Therefore I´d like to have a single slide briefly introducing all our 5 products JMP, JMP Pro, JMP Clinical, JMP Genomics and JMP Live. Has this been discussed yet?
Re: Selling the Value of JMP Beyond the User@Meg_Eberle just posted a new customer story that highlights the JMP workflow. Here are a few quotes from the story:
"[Using Query Builder to interface directly with data from a range of data sources] was a really, really big step for us because then you’re not relying on IT to give you access to the data. It’s starting a journey of digitalization.”
“We wanted to stop firefighting, so we started educating people around statistics, data analysis and why data is vital for decision-making.... People used to often ask, ‘Can you crunch these numbers for me?’ But now they’re doing it themselves. That saves me time. But it also means we’re spending less time on accessing the data, and more on what’s really important – decision-making.”
– Vasco Cachaco, Principal Six Sigma Process Champion, Xaar
This quote will be added to the workflow ppt deck. Make sure to take a look at Meg's great work - Xaar customer story
Re: Selling the Value of JMP Beyond the User@keith_blake_JMP thanks for the feedback keith. Funny you mention that - we are in the process of doing just that - making the workflow diagram interactive on our website. hope to have that in Q2 for sure! would love to see what your notes are for the 30 second pitch.
Re: Selling the Value of JMP Beyond the UserGreat session and great information. We are using this by adding hyperlinks to the workflow slide so we can send it to our customers where appropriate (this is a work in progress). It would be cool if we could somehow make that page interactive on the website. We also collected all of the speaker notes from the three slides titled, IT / Data Managers, Scientists and Engineers, Stakeholders and centralized them as speaker notes for the distilled 30 Second slide.
Re: Selling the Value of JMP Beyond the UserWanted to share this example of @Peter_Hersh doing a great job of presenting the workflow slide at the Micron JMP day this past week (1:09 mark).
If anyone has a recording of how they are presenting this workflow, please add it as a comment on this page. Would love to get a good amount of examples how teams are adjusting their messaging for different audiences or events.
Re: Selling the Value of JMP Beyond the User@Juliette_Plager THANK YOU! appreciate you taking the time to review. Will see what we can do for the scientists and engineer slide. Please keep us posted on if this is used, how and if you would make any changes. looking to gather feedback over the next few months to hopefully improve the overall messaging.
Re: Selling the Value of JMP Beyond the User@saradoudt This is very practical and helpful. Some quick (minor) comments. There are some small typos/ missed words. I changed JMP Workflow to Your Workflow in JMP. And on the Scientist & Engineer slide, it would be great to have a bullet on Quick Ramp Up (from here we can briefly overview resources).
