Topic Name: JMP Sales
Representatives: Damian Carville and Adrian Turner
Steering Committee Member: Dave Richardson
Updated: 05 July 2021 by Phil Kay
Top Takeaways
- JMP Sales are responsible for selling the 5 JMP products - JMP, JMP Pro, JMP Live, JMP Clinical and JMP Genomics into the different sales regions: the Americas, Europe, Japan and APXJ (China/SE Asia/Korea).
- Each region comprises many sales territories – most often these are geographic, but also include vertical markets, such as Academic or Health and Life Sciences. The division plans to add new sales teams each year to increase penetration in given markets and deliver revenue growth.
- The sales teams typically comprise 3 people – an Account Executive (field sales), along with an Inside Sales rep and a Systems Engineer.
- Each team has an annual First Year Fee revenue quota, which is generally comprised of ~50% New Customers and ~50% Upgrades to Existing Customers.
- Consistency is very important. Annual revenue targets are divided into quarterly targets. Successful teams work throughout the year and achieve their quarterly targets will almost certainly exceed their Annual Target.
Important Topic Links/Learning Resources
High-Level Process Steps
- JMP Sales Model
- JMP is in GROWTH mode, we have significant product advantage in a growing market.
- The named user license model supports a “start small and grow” sales model. Discounting is automatically applied on a per user basis as a customer's JMP usage increases.
- Successful teams plan to achieve their target by selling and growing the usage of JMP. Typically, the cultivation of JMP Pro and JMP Clinical deals help push teams over target towards the Elite Sales Circle incentive trip.
- Characteristics of a Successful JMP Sales Team (the metrics captured on the SalesForce dashboard are critical!)
- Excellent Teamwork by all 3 team members:
- Be clear about the responsibilities of each team member - the most successful teams have a clear division of effort and skill-based focus on their key activities
- Trust and good, consistent and clear communication are key
- Teams should develop their own territory plan, with management support, and work as efficiently as possible towards this plan.
- JMP Messaging
- “JMP links dynamic data visualisation with powerful statistics”
- “JMP is the data analysis tool of choice for hundreds of thousands of scientists, engineers and other data explorers worldwide”
- Most JMP revenue comes from established and referenced markets
- Remember JMP’s focus: Scientists and Engineers.
- When customers look to adopt a new analysis tool, they do not simply pick the 'best product', they are looking for a partner to help drive adoption of the tool, along with growth of knowledge of their engineering and scientist workforce. We have a unique suite of sales support and learning tools to drive this adoption, including:
- New User Welcome Kit and Design of Experiments Intro Kit
- Weekly hosted 'Getting Started' and 'Mastering JMP' webinars
- Customer-facing activities
- Each sales person should focus on having 4+ customer-facing activities each week.
- SEs have a significant impact by engaging specific customer contacts 1:1
- Spreading JMP into existing accounts is the key to consistent quota achievement
- Leads
- Quick and good-quality qualification of incoming leads, generally by the IS rep is expected
- Opportunity Creation
- All team members must take the responsibility for opportunity creation – it feeds the pipeline.
- Opportunity Management
- Opportunity qualification is critical to success for all sales teams
- BANT is the standard Opportunity Qualification tool (Is there a Budget? Do you have Access to Power? What is the customer’s Need? What is the customer’s Timescale to address their Need?)
- If the Opportunity does not Qualify then it should be marked 'Close Lost' in SalesForce. Successful sales teams do not hold on to poor opportunities.
- Marketing
- Marketing will support and deliver customer and prospecting events in each region and territory. Successful teams know how to maximise these events:
- All teams should be looking to identify new Customer Success Stories for Marketing to write-up
Key Contacts – Sales Managers
- Dave Richardson – VP Sales, Europe and Americas
- Bryan Yan – VP Sales, Asia
- Noriki Inoue – JMP Country Manager, Japan
- Chul-Hee Min – JMP Country Manager, Korea
- Adrian Turner – Sales Director, JMP Europe
- Ashley Prince - Sales Manager, Eastern US
- Damian Carville – Sales Manager, Western US
- Todd Hoffman – Sr Director, JMP EMEA Sales & Marketing
