Title: JMP Japan Team
Representative: Kyoko Takenaka
Steering Committee Member: Noriki Inoue, Ian Cox
Date Checked: 05 July 2021 (Phil Kay)
Top Takeaways
- Each Japan sales team has territory divided by industries: T1(Hi-Tech), T2(Pharma), T3(Chemical), T4(Academic), T5(Government, Hospital & Individual), T6(Hi-Tech and Chemical, western Japan)
- Each sales team accumulates knowledge about their main industry’s business processes and pains, usage of JMP etc.
- T4 Academic had rather big portion of JMP shrinkwrap products but they were not sold after 2020, so the team had to increase Annual License products sales.
- JMP Japan provides tech support and trainings in local language.
Topic Links/Learning Resources
High-Level Process Steps
- Non-industry-specific monthly hands-on seminar at SASJ office or online
- Industry-specific seminars by each sales team collaborating with marketing team
- Communicate customers to know their needs (not JMP features), provide onsite demos/seminars/Q&A for potential customer sites. Face-to-face communication enables sales team to identify the customer’s needs more
- At the onsite demo/seminar, SE adds “one more” topic which makes customers find a way they did not expect to leverage JMP. It increases the situations customers make use of JMP, and decreases the chance they feel JMP is not necessary anymore in the future.
- Follow-up seminars/Q&A for existing customers to grow users
- Tech support and training team work closely with sales team
Section 4: Key Contacts
