Great story. Thanks to Meg for putting this together and to the US West Strategic High Tech Team 1 for their great work. This story is a true example of consultative selling. Helping organizations spread analytic excellence and creating a broader culture of analytics is core to what JMP is about as a company.
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In this episode: Account Executive Nick Vacca (US West Strategic High Tech Team 1) shares how the team expanded the Clorox account from 75 users to 300 – including JMP Live and worth $167,000 – by deploying a funnel approach and in the process creating the "blueprint of an ideal sales cycle."
Learn how the team nurtured advocates, leveraged the Analytics Maturity Assessment, and used reference selling techniques to not only grow JMP's footprint at Clorox, but to deepen the partnership and goodwill between JMP and the leader of Clorox's digital transformation initiative, Rajesh Mukherjee.
"Our advocate, [Associate Director of Digitization] Rajesh was overwhelmingly thankful [for those reference calls] because he was in the exact same spot," Nick says. "The fact that we came through with not one, but three references, he was just so thankful. And it led to all this. I mean, we have such a tight relationship with Rajesh now, he loves us."
Thanks to: Mark Zwald, Jon Walters, Marilyn Wheatley, Chuck Boiler, Juliette Plager, Stuart Neighbours, Carol Gretz, Alicia Riggs, Dave Richardson, Dieter Pisot, Alex Lippincott, Sarah Springer, Dara Hammond, Geanine Tyson, Sara Doudt, Maria Paredes, Larry LaRusso
Resources:
For questions about the AMA, contact Sara Doubt (Sara.Doubt@jmp.com). For questions about reference selling, contact Meg Hermes (Meg.Hermes@jmp.com)
Awesome story! Great job @nvacca and team!
Wonderful! Thank you for sharing. Happy to coordinate a JMP Inspire event!
Another example of the impact of AMA, great job !
Congrats, Nick and Team! So glad Isaac at ADM was able to help push it over the finish line!
Awesome success story highlighting our team approach.
Great customer success story! Congrats to Nick and all those who were able to expand the Clorox relationship through consulting and collaboration.
"Asking a favor can actually help improve the customer's opinion of you," explained Sarah Springer. What a great thing to know. Thank you, Sarah, for sharing. And thanks to all who worked so well across teams for the betterment of all.
I love this story, thank you all!
