EMEA reunited and welcomed new people for H2 Kickoff meetings in Heidelberg, Germany, last week. The hybrid gathering was a time to share information about our company, JMP 17 and sales best practices.
It was also time for connection and teambuilding. Todd Hoffman (@ToddHoffman), Senior Director of EMEA Sales & Marketing, marveled that it has been 2.5 years since they have gathered in person.
He also reminded everyone that “it’s a luxury for a salesperson to have a release every 18 months,” which is the length of the JMP release cycle. “It gives us a valid business reason to talk to our customers.”
The Benelux team started by sharing a big win, the Enterprise License Agreement (ELA) at multinational semiconductor company ASM. They began in 2014 by consolidating disparate agreements into a single agreement and consistently supporting ASM in its learning journey. They also connected to the company’s key initiatives, for example, explaining how JMP can improve productivity for smart manufacturing techniques.
This screenshot shows the predicted amount of time for return on investment from the ELA: 46 days.This screenshot shows the predicted amount of time for return on investment from the ELA: 46 days.The team credited the financial metrics as the reason for quick purchase approval. “If you start talking about [the metrics], you don’t talk about price anymore,” AE Edgar Beere (@edgarbeere0) explained. “Price doesn’t matter, whether it’s 50K or 500K, because it’s all about what do you get in return and by when will you have made your money back."
Todd added: “If you look at this from our business perspective, ASM's renewal last December was 250K EUR. This [year is] roughly 550K EUR, 750K a year from now, and 950K the year after that. So, this is really a great example of aligning with a strategic company in a strategic industry, in this case semiconductor.”
Pre-Sales Support Director Ian Cox (@ian_jmp) called the ELA “a big deal. It’s a significant milestone that shows we have a wonderful product and great value, and we have the right team of people to have three more of those next year.”
JMP 17 sales messaging
The conversations about JMP 17 covered three themes:
- Making it easier and faster to get going with JMP. Several features lower the learning threshold, including Easy DOE, Workflow Builder, JMP Search, OSIsoft PI (particularly exciting to customers in continuous processing industries).
- Widening the appeal and reach of JMP Pro. The change of pricing along with additional features for spectral analysis and chemometrics are highlights.
- Potential in pharma and related industries. JMP Pro has more than 10 features that will appeal to differing user personas within pharma, including but not limited to Dissolution Curve Similarity Analysis, FDE improvements, Easy DOE, Passing Bablock Analysis, Workflow Builder, new Search utility, MSA Design improvements, Design Space Profiler, Marker Statistics (Genomics), and the JMP Clinical rewrite.
Additional updates
The meeting featured:
- Product management launch details and resources
- Digital operations on improving the customer experience
- Delivering JMP 17 with My JMP
- HubSpot marketing automation capabilities
- Broadening reach and access to JMP Education
- Optimizing selling activities with Business Operations
- Field Marketing and User Enablement activities planned for the rest of 2022
- Best practices for JMP Days and JMP Discovered
- Maintaining a healthy work/life balance
- A sneak peak of Discovery Summit Europe 2023 in Sitges, Spain
Teambuilding
It was also a wonderful opportunity to connect with each other through games and teambuilding dinners.
Did you know?
Nicole was a synchronized swimmer (@NicoleMastrell)
Simone, who is a soccer fan, used to work for Bundesliga on weekends counting ball contacts, goal kicks, etc., for the post-match statistics (@simone_raab)
Anna has a grade 8 cello certification and performed at the Royal Albert Hall in London (@anna_roper0)
Stuart is one of only 2,500 people to run up and down 42 mountains in 24 hours (@Stuart_Little)
Carla managed a girl band called Beautiful Colors while at university (@carla_paquet1)
Florian worked in a nuclear plant to fund university studies (@Florian_Vogt)
Phil uses rock band AC/DC as an inspiration for his work (@Phil_Kay)
Selim fell off a camel during a trip in the desert (@Selim)
Nina’s grand uncle was the Red Baron (Baron von Richthofen) (@nina_chan)
Ian used to drink tea with Peter Higgs (of Higgs boson fame) (@ian_jmp)
Hadley built a guitar-playing robot (@HadleyMyers)
Malcolm won third place in his national brass instrumental junior championships at age 14 (@malcolm_moore1)
Adrian recently purchased a tractor (@adrianturner)
Andrew is a rapper and music producer in his spare time (@ABeattie)
Mahmoud has demoed JMP in five different languages (@mhammoud)
