-Attached you will find a presentation from US Sales Mid-year 2019 on SPIN selling specific to JMP products.
-Below and attached are the results of a group effort to generate questions to address 8 common sales scenarios we see regularly. Some questions are related to application areas, others are for talking to users of competitive tools.
We hope these investigative questions help you have deeper and more meaningful conversations with your customers and prospects!
Data Import & Clean Up
Who to target?
- Current users unaware of the full capabilities
- Excel users, Minitab users
- Customers with multiple tools in their workflow
- Customers with data on instruments
Situation
- What tools are you using to access data?
- Do you rely on IT to fetch data for you?
- Do you write SQL queries or rely on others with SQL coding knowledge?
- What is your current process to get data ready for analysis?
- Do you have PDF/XML data you would like to include in your efforts?
Problem
- How long do you spend waiting for IT to get you the data you need?
- How much time do you spend getting data ready for analysis?
- What routine steps do you perform regularly that are tedious or time consuming?
- If you could change 1-2 things in your current process access to data, what would they be?
Implication
- What activities don’t get done when you spend 80% of your time getting the data ready?
- What does that recaptured time mean to the organization?
- What happens when you experience delays getting the data you need?
- How does that impact your ability to respond to requests from your internal customers?
Need/Payoff
- Would it help to have some of those routine steps automated so you can spend more time analyzing solutions?
- If you could access data without waiting on IT or writing SQL code, what would that mean for you?
- What if you could include data from multiple sources, including PDF and XML, what unforeseen opportunities could there be?
- A lot of my customers see huge productivity gains with the ability to access and transform data in a point-and-click environment, how might that be of value to you?
Related talk track
Sales Talk Track for IT
Text analytics
Who to target?
- Consumer/Product Goods
- Call Centers
- Anyone with survey data
- Reliability or warranty claims
Situation
- Where are your text data sets stored?
- How do you access survey data?
- What are you able to glean from unstructured text data?
Problem
- How long does it take you to collect and get unstructured data ready for analysis?
- What 1-2 things would you ideally change about that process?
- What hidden value is in the underutilized text data?
Implication
- What insights could you add to your decision-making if you could add unstructured text data?
- What could you be missing without incorporating text data in your analysis?
Need/Payoff
- What if you could easily visualize trends in text data?
- What would it mean to respond more quickly to customer complaints?
- A lot of my customers find value in adding text data to their modeling efforts, would that be of value to you as well?
Related talk track
Sales Talk Track for Consumer/Market Research
Design of Experiments
Who to target?
- Top industries: high tech, pharma, chemical, government
- Roles: engineers (design, product, test) & scientists (chemistry, formulation)
Situation
- How do you do designs today? What software do you use currently?
- How many experiments do you run today?
- How many inputs affect your process? How many outputs do you measure?
- What is your process to determine the right number of runs?
- How do you currently find your optimal settings?
Problem
- What would you ideally change about your design process?
- What challenges do you have determining the most important inputs for an optimal design?
- Do you often have to re-run experiments based on unanswered questions?
- Are you able to compare designs to determine which is best?
Implication
- How does your design process affect time to market?
- What else could you accomplish with the time saved performing optimal experiments?
- How expensive is scrap & re-work?
- How much does each experiment cost?
- What’s the cost of a blown batch?
Need/Payoff
- What if you could run experiments in less time?
- What if you could get more information out of fewer runs?
- What value do you see in the ability to automatically calculate your settings?
- Value statement: DOE fuels innovation, and JMP is on the cutting edge with the foremost experts on staff. Many of our customers use DOE to gain a competitive advantage, and they turn to JMP as the leader in this field.
Related talk track
Sales Talk Track for DOE
Predictive Modeling
Who to target?
- Responding to “JMP or JMP Pro” inquiries
- Who owns the more complex problem solving?
Situation
- Are there any new projects or initiatives that require advanced modeling techniques?
- Who in your organization owns the complex problem solving?
- Do you have a way to create, manage and deploy predictive models?
- Do you have large amounts of sensor or streaming data?
Problem
- What insights are you currently uncovering, and what do you think might get missed?
- How are you comparing models to review results from different methods? How time consuming is this process?
- What repetitive steps do you take today to validate your model?
- Are you able to incorporate unstructured text data in your models? What undiscovered value might be hidden there?
- What happens when the number of models you need to compare, store, manage & deploy gets unwieldy?
Implication
- What happens if you get it wrong? In other words, how does a poorly performing model affect your decision-making process?
- What is the impact of getting it right? To you, and to your organization?
Need/Payoff
- Many of my customers choose JMP Pro for the validation methods. Subsetting your data into training, validation and test sets helps avoid overfitting and other missteps. How important is it to have these methods to test your models?
- What if you could automatically compare models to choose the best, what would that mean in terms of time savings and model reliability?
Related talk track
Sales Talk Track for Statistics, Predictive Modeling, and Data Mining
Excel Users
Who to target?
- Excel users!
- Excel is particularly weak in data access, clean up, advanced statistical methods and distributing results
- As such, refer to Data Access & Clean Up, Text Analytics and/or Predictive Modeling questions to uncover areas of opportunity
Situation
- Where does your data reside, and how do you access it?
- What types of analysis do you need to perform?
- Who are your internal customers; to whom do you send the results?
- How do you present your findings?
Problem
- Why are you exploring alternatives?
- How messy is your data?
- Is the output you send a static report? How do the recipients interpret it, especially if all they see is in a table format?
- How often do the recipients have follow-up questions that require additional analysis?
- How confident are you in the results of your analysis?
Implication
- Who is affected by the results of your analytic workflow?
- What happens if you continue as-is?
- What is the impact of delays caused by the back-and-forth with IT on data and report requests?
- What could you achieve with more efficient and reliable analytics?
Need/Payoff
- Some of my customers have seen a time savings of a full day every week when they implement JMP. I would love to show you just how we do that; would that be of interest to you and your team?
Related talk track
Sales Talk Track for Data Visualization/Exploratory Data Analysis
Minitab Users
Who to target?
- Minitab users!
- Companies with Six Sigma programs are likely to have Minitab users
- JMP can augment efforts with Six Sigma Black Belts
- Minitab is particularly weak in data access, clean up, advanced statistical methods
- As such, refer to Data Access & Clean Up, Text Analytics and/or Predictive Modeling questions to uncover areas of opportunity
Situation
- How are you currently using various analytical tools?
- What is your company’s process to train engineers on statistical methods?
- Do you have any unstructured text data you are not incorporating into your analysis?
Problem
- How messy is your data?
- What challenges do you have getting data analysis-ready?
- Do you have data stored in databases that you cannot access without IT or another tool?
- Do you often re-start your analysis because you did not specify an option you didn’t know you needed?
Implication
- What hidden value is in the text data you are not able to analyze?
- What’s the impact of starting over when you need to apply new parameters?
Need/Payoff
- What if you could automate some of the tedious tasks in your current process?
- What if you could find correlations in the data on the fly?
- Many of my customers switch to JMP when the dimensionality of the data and subsequent problems to solve have grown in complexity. This happens so often that there are multiple independent guides on how to make the switch. We’d love to show you how JMP can take your analytic efforts to the next level.
Related competitor SWOT
Minitab 19 SWOT
Scripting & Automation
Who to target?
- Power Users
- Process engineers
- Anyone with repetitive steps in their analytic workflow
Situation
- What is your current analytic workflow? What steps in that process do you repeat regularly?
- How often do you refresh the data in this process?
- Do you need a standard report to be generated regularly, with consistent output each time?
Problem
- How much time do you spend with repetitive tasks?
- Do you find yourself spending time getting today’s report to look like yesterday’s?
Implication
- What could you be accomplishing if you did not have to repeat these mundane steps regularly?
Need/Payoff
- What if you could automate some of the tedious tasks in your current process?
- One of the ways JMP customers take their analytics to the next level is by customizing programs to automate the import of data, fine-tune the analysis, and generate output exactly how they want to see it every time. This can free up your time and make analytics more accessible to others in your organization. Could we set up a consultative discussion of how this might help your company?
- Many of my customers see tremendous time savings by automating many repetitive tasks in their analytic workflow. Can we show you how this might be of benefit to you?
Related talk track: dashboard building
Sales Talk Track for Dashboard Building
Quality & Process
Who to target?
- Industry: Manufacturing
- Roles: Process engineers; Quality, reliability, warranty teams
Situation
- How do you monitor quality today?
- Are these processes growing in complexity?
- What are your various measurements that you monitor?
- How many people are monitoring the process?
Problem
- Do you have a way to quickly visualize and manipulate all of the variables in the process?
- What happens when your systems/equipment require maintenance or repair?
- If you could change 1-2 things about your current process, what would they be?
- Tell me about some typical problems you encounter in your process.
Implication
- What happens if you don’t make any changes?
- How would improving quality affect the bottom line? Customer satisfaction?
- What other departments are affected when a process is out of spec?
Need/Payoff
- What if you could speed up the process by understanding what factors contribute to process control, and setting spec limits that are easily monitored?
- Many of my customers benefit from having more visibility into process controls by more individuals. With easy-to-interpret charts and graphs, the information is more accessible. Would this be valuable to you and your team?
Related talk track
Sales Talk Track for Quality Engineering, Reliability, and Six Sigma
