COMPANY CONFIDENTIAL. DO NOT DISTRIBUTE.
The Analytics Maturity Assessment (AMA) is a tool developed by JMP Product Management to assist sales teams and customers in collaboratively assessing areas of deeper use potential for JMP. This video is the first installment in a 3-part series highlighting successful deployments of the AMA leading to upgrade opportunities and account growth.
In this episode, JMP Systems Engineer @Peter_Polito shares valuable takeaways from his team's experience running the AMA at electronics and semiconductor manufacturer Tokyo Electron Ltd.
Though Tokyo Electron was not a new account, Peter explains, the company’s heavily siloed structure and IT gatekeeper made it challenging to understand how and where JMP was being used in the company. The AMA presented a way of pushing past these barriers and helping Tokyo Electron get more value from their investment in JMP.
Once the results came back, stakeholders at Tokyo Electron were surprised to learn just how much of a skills gap there was across the organization. “The reality is, if you don't know how to use the software to its maximum efficacy, then people aren't going to see what you're doing and think, ‘Oh, wow, that's amazing. I want that,’” Peter says. “What you need are people who really know how to take advantage of the tools within JMP to be able to share with their colleagues all the great things they're doing.”
With newfound insight and introductions to users in different geos and divisions across the company, the JMP team was able to quickly enact a solution that combined on-site training and online resources. Ever since, "all these doors have been opened to us," Peter says. "It's very clear that we're at an inflection point with this account."
If you’re thinking about running the AMA, here’s what Peter recommends:
- Set a clear and concise vision for the AMA and its deployment. Send it out on a Monday, remind them on a Wednesday, close it on a Friday. "Give them clear, concise deadlines."
- Present the results to a group of key stakeholders. Peter recommends specifying whom you want on the call; 2-3 advanced JMP users who have an understanding of how JMP is being used across departments plus 2-3 people in management who are driving the analytics vision. “If you get those people in the room and they see results, they're going to start talking to each other,” he adds. “And that's where the gold really comes out.”
- Show them that you want to work together to achieve development goals. “Every time we go into it, we say, ‘This is the roadmap we think would work for you. We need your help to implement that. We are happy to provide the content, the knowledge. You need to put us in touch with the people. You need to help us set up these events,’” Peter says. “No one is going to trust the outsider to come in and implement the vision. We have to collaborate.”
Resources:
