COMPANY CONFIDENTIAL. DO NOT DISTRIBUTE.
Account Executive Isabelle Swaenepoel shares how JMP beat out competitors Minitab, SAS, Spotfire, SPSS, Design Expert and Crystal Ball for a 215,000€ win at pioneering aerospace company Airbus.
The key to the team's success, she explains, was persistence. Though per JMP policy, they had declined to participate in Airbus' invitation to submit an RFP, the team remained confident that JMP was fundamentally a superior product. With its deep bench of statistical tools, streamlined workflows and customization features, JMP was simply the best choice for Airbus in its effort to raise the statistical capabilities of its talent across the board.
"We needed to upskill employees step-by-step by discovering the personal value in front of each customer and communicating with the Airbus team on a customized training journey," she explains. The result? 60 new licenses in 2022 plus an upgrade of 40 JMP and 1 JMP Pro license in October 2023. Airbus has since requested a quote for an upgrade of 50 users in 2024 and expressed interest in JMP Live.
Key takeaways:
Invest time in understanding what motivates your audience. Customize your messaging to speak to the value proposition JMP holds for different groups within that audience.
Build and sustain rapport with JMP advocates who have credibility and internal influence.
- Be persistent. "Trust the value of our product, and don't flinch," Isabelle advises.
Resources:
Competitor Intelligence
Developing Advocates
