Watch Strategic Win Episode 2 nowCOMPANY CONFIDENTIAL. DO NOT DISCLOSE.
In this video:
Martin Demel (@martindemel) explains how the JMP team turned a gatekeeper into a JMP advocate by offering opportunities to develop thought leadership. Once the advocate began participating in analytics advocacy outside of his department in Siltronic, Martin explains, he saw the value in enabling colleagues to do their own statistics. And that meant Siltronic needed more JMP.
"If you come across someone like that, you really have to understand what is the personal win for this person. And is it the right person? Can you change them into an advocate or not? That's really what we had to find out with Siltronic."
The result:
1 JMP Pro and 236 JMP license upgrade (valued at $250,900).
Integral players:
Martin Demel, Alexander Beck, Maria Astals, Malcolm Moore, Simone Raab
Resources:
Inside Sales NewsRe: Watch Strategic Win Episode 2 nowThanks for the kind commends and thanks a lot to Meg for her work!
Re: Watch Strategic Win Episode 2 nowThanks @Meg_Hermes "Strategic Win Episode" which give us chance to learn from @martindemel and the team:
- find the right advocate in the company
- Samll things make big impact
- Vaule Actions for everyone in the team for future big win
Re: Watch Strategic Win Episode 2 nowGreat story, well done! My takeaways: Keep it simple, Train the trainer, build an internal user group & ask for something
Re: Watch Strategic Win Episode 2 nowGreat job @martindemel / @Meg_Hermes - well summarized the keys to success with this customer.
Re: Strategic Win Episode 2: "From JMP Fan to JMP Advocate" (Siltronic | DACH Team 2)Such great work and so many great tips Martin, well done and thank-you.
Re: Strategic Win Episode 2: "From JMP Fan to JMP Advocate" (Siltronic | DACH Team 2)Great story! I really like the distinction between a JMP Fan/Champion and a JMP Advocate. Transitioning champions into advocates is key - I will try some of Martin's strategies! Well done.
Re: Strategic Win Episode 2: "From JMP Fan to JMP Advocate" (Siltronic | DACH Team 2)Thanks for sharing @martindemel, @Meg_Hermes and the all integral players!
Great story~
