This article is for SEs (Field and GTET) and Academic Ambassadors based in the Americas and EMEA and details the pre-work and agenda for the in-person Technical Training to be held immediately before the Discovery Summit in Manchester. An equivalent meeting is being planned for Asia-Pacific later in 2024.
Monday, 4 March 2024
Start Time
|
End Time
|
Session Number
|
Activity
|
Facilitator/Leader
|
0900
|
1030
|
1
|
JMP 18 Requirements (1)
|
Hyde, Mary
|
1030
|
1100
|
|
Morning Break
|
|
1100
|
1230
|
2
|
Group Exercise: Teams 1-6
|
Chuck
|
1230
|
1330
|
|
Lunch Break
|
|
1330
|
1500
|
3
|
JMP 18 Requirements (2)
|
Hyde, Malcolm
|
1500
|
1530
|
|
Afternoon Break
|
|
1530
|
1700
|
4
|
Group Exercise: Teams 7-12
|
Hadley
|
Tuesday, 5 March 2024
Start Time
|
End Time
|
Session Number
|
Activity
|
Facilitator/Leader
|
0900
|
1030
|
5
|
JMP 18 Requirements (3)
|
Hyde, Phil
|
1030
|
1100
|
|
Morning Break
|
1030
|
1100
|
1230
|
6
|
Group Exercise: Teams 13-18
|
Nick
|
1230
|
1330
|
|
Lunch Break
|
|
1330
|
1500
|
7
|
JMP 18 Requirements (4)
|
Hyde, Chuck
|
1500
|
1530
|
|
Afternoon Break
|
|
1530
|
1630
|
8
|
Panel Discussion - Working well in a Sales Team
|
Malcolm, Phil
|
JMP 18 Tier 1 Requirements
- Configurable Data Connectors
- Functional Data Explorer (FDE) Update
- JMP Clinical 17.2 and 18.0
- JMP Live and HTML Update
- Platform Presets
- Profiler Updates
- Python Integration Update
JMP 18 Other Requirements
- Caring for the New User
- Collapsible Annotations
- Columns Manager Platform
- Constant Stress ALT Platform
- Data Table Update
- Design Space Profiler Update
- Easy DOE Update
- Exponential Option for Scientific Notation
- Fatigue Model Platform
- Fit Curve Update
- Generalized Linear Mixed Model (GLMM) Update
- Genomics Mixed Models
- Graph Builder Update
- Group Platforms
- LRT Menu Search
- Matched Pairs Equivalence Test
- Multivariate Embedding Update
- Nonparametric Equivalence Test (Wilcoxon)
- Orthogonal Mixed-Level Designs (OML)
- Parametric Survival Update
- PI Server Import
- Precision Recall Curve
- Principal Component Analysis (PCA) Update
- Reliability Block Diagram Update
- Repairable System Simulation Update
- Report Order
- Short Run Control Charts
- Structural Equation Model (SEM) Update
- Torch Deep Learning
- Wide Transforms
- Workflow Builder Update
- Color Spaces
- Connecting Letters Report Update
- Contour Platform Level Customization
- Degradation Platform Update
- Distribution Update
- Enable Advanced Linear Algebra Routines Issue
- Exact Test Update
- Excel Update
- Fit Life by X Update
- Fit Mixed Update
- Genetic Data
- Jonckheere-Terpstra Test
- JSL Update
- Legacy Control Charts
- Life Distribution Update
- Marker Relatedness
- Marker Simulation Update
- Marker Statistics Update
- MSA Design Update
- Nonlinear Platform Update
- Randomized Complete Block Design (RCBD) Update
- Response Screening Update
- Sample Data Update
- Sample Size and Power Retirement
- Simulation Experiments Update
Sessions 1, 3, 5 and 7
The odd numbered sessions in the agenda will cover the JMP 18 requirements highlighted in green above. All other requirements will be handled outwith the training in Manchester, and as part of our normal JMP 18 enablement program.
Hyde will present three of the listed requirements in each session for 70 minutes. In the remaining 20 minutes two SEs will have the chance to give some commentary on how they will leverage each requirement that is presented in their own specific territory. The eight designated SEs will be notified by Mary.Loveless@jmp.com before Friday, 19 Jan., so they have time to consult as needed and prepare their response and any points for discussion.
Group Exercise
Motivation and Overview
Those with a long tenure and memory will recall that previous group exercises have focused on socialising the idea that the way in which a technical message is delivered to users or prospective users is important. Specifically, we tried to encourage a communication style that embraces ‘relevance’, ‘impact’, ‘brevity’ and ‘simplicity’ (‘SIRB’ for short). The importance of this is undiminished, but changes in the competitive landscape, technologies for accessing and exploiting empirical data, evolved expectations of what learning and teaching should look like, and the formation of JMP Statistical Discovery LLC, increasingly require us to focus on ‘Sales Efficiency’.
Sales Efficiency is a big topic, and unsurprisingly, the focus here is on how you as an SE can help to increase this, either directly through what you do, or by positively influencing those on your team. Note the term ‘Sales Efficiency’ is usually taken to include ‘effectiveness’, and the latter is a better description of the intent of this group exercise.
Sales methodologies come and go, but it’s unarguable that JMP will only survive and prosper if we are able to clearly articulate our offering (JMP products and the knowledge of how to use them). In this regard, the following graphic might be useful:
How you decide to blend content from each of these four levels should depend on who you are addressing, what has come before, and what the intervention of your team is intended to accomplish. The Group Exercise in Manchester is intended to give you some practice in making interventions that put more emphasis on the upper levels of this hierarchy, focusing more on how we can deliver value and less on the underlying features and functions.
Deliverables
Working in a team of three SEs, you will develop, refine, and present a Situation Summary for a JMP 18 feature targeted at a specific persona and target industry in addition to providing a one-click demo focused on the result and outcome gained. These deliverables should be uploaded before close of business on Friday 23 February.
You will be familiar with the Situation Summary if you have attended a webinar from the Great Demo team or have read either of their books. What follows is a description of the essentials (slightly adapted to positioning JMP), but if you need more help or learning resources in advance please consult with your manager.
The Situation Summary tries to articulate in two minutes or less the following:
- Job Title
- Industry
- Critical Business Issue
- Problems / Reasons
- Specific Use Cases
- JMP Capabilities
- User Wins
- Business Results
The more parts of a Situation Summary we can meaningfully complete, the more likely a single sales opportunity will close won and do so faster. ‘User Wins’ are likely to be a motivator for scientists or engineers to give JMP a try whereas ‘Business results’ may be more important for managers or executives in gaining adoption and purchasing support. Note that ‘JMP Capabilities’ is added for our own (internal) reference.
Here is an example Situation Summary (from Ben Ingham):
Job Title
|
Analytical Chemist
|
Industry
|
Chemistry, Pharmaceutical, Biotech
|
Critical Business Issue
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Need to rapidly develop analytical methods for a new product that is scalable for routine use in manufacturing.
|
Problems/Reasons
|
Unpredictable new analytical method development process results in project overruns and bottlenecks for later stages of development.
|
Specific Use Cases
|
The ability to perform experiments that thoroughly explore the possibilities to predictably and quickly determine the best equipment and other settings to deliver an optimised analytical method that is robust and compliant.
|
JMP Capabilities
|
DoE, FDE, Design Space Profiler, Contour Profiler
|
User Wins
|
· Hit project milestones predictably, consistently, and free up time to do other important work.
· Hand off more robust, well understood, analytical methods in the knowledge that your new methods won’t come back for re-development or support.
|
Business Results
|
· Faster to market.
· Fully informed decisions.
· Increased productivity.
· Reduced compliance risk.
|
A workflow (perhaps coupled with the use of Platform presets, new in JMP 18) is an obvious way to provide the one-click demo mentioned above.
Additional Notes
User Wins:
Since JMP is mostly a user selling approach, it is often important to emphasise user wins to increase the motivation for a potential user to try JMP. Typically, this is about making a user’s job easier, making them look better or smarter, offering more personal gain, or making them more productive. Connecting with prospective users (whether at a new site or existing site) on a personal win level is important to our selling efficiency and effectiveness with user buyers.
Business Results:
A business result is something that improves a business outcome. With JMP, this is often about getting to market faster, providing a competitive advantage, improving functionality of products, enabling their customers to get something more, avoiding a big risk, helping improve productivity, saving money. Communicating these outcomes will help increase our selling efficiency and effectiveness with decision-makers (whether through direct conversation or coaching an advocate/potential-user to communicate business results to decision makers).
Features vs Advantages vs Benefits:
Features and capabilities are the characteristics of JMP. An advantage is exploiting this helps our user(s). The benefits (both the User Wins and the Business Results) refer to what our users and companies gain from using JMP as well as how JMP is better than our competitors (or the status quo). Features and capabilities are what JMP does, advantages result from how JMP does it, and benefits address the reason why doing it the JMP way is important. This video might be helpful in transitioning from features to benefits.
Please avoid using descriptions of features or a list of advantages when describing the user wins and business results. If in doubt keep asking ‘What does this result in?’ to go beyond features and advantages- This will help you get to User Wins and Business Results. Successfully articulating benefits helps your sales colleagues to get the agreement that these are real and achievable.
Although the Group Exercise does not consider this aspect, note finally that for larger value sales opportunities it’s important to insert a critical date when using a Situation Summary as part of a presentation. This critical date should come from discovery conversations with key buying influencers and is a helpful reminder of the urgency for change.
Pre-Work
Working within your team of three, you need to:
- Complete the Situation Summary your team has been allocated.
- Develop a one click demo that illustrates this Situation Summary, drawing appropriately on what’s new in JMP 18.
- Upload both the Situation Summary slide and one click demo (either as a script, table, workflow file, journal, etc.), to your team’s respective folder here, and before COB on Friday, 23 Feb.:
Team assignments can be found in the JMP table here. This table is maintained by Nick Shelton (@nick_shelton) Nicholas.Shelton@jmp.com, so please address any questions or issues about team composition directly to him. Make a note of your team number so you know which agenda session you will have to present in (session 2, 4 or 6).
Presentation
Each team will have fifteen minutes to present, including Q&A and feedback (please aim to be speaking for no more than 8 minutes). These presentations will be recorded and, later, uploaded and made available alongside the pre-work material. In this presentation you should:
- Walk through your completed Situation Summary, explaining the rationale for including (or not including) certain aspects.
- Show your supporting one click demo and discuss any associated design issues or implementation challenges.
- Respond to feedback about 1. and 2. (see below).
Scores will be assigned to each team after 1. and 2. by all those that did not present. There will be a score for each of these aspects:
- Establishing the case for change.
- Establishing the value of the change.
- The positioning of the Situation Summary to one our core markets.
- The completeness of the Situation Summary.
- The alignment of the one click demo with the Situation Summary.
- The inclusion of appropriate JMP 18 features in the one click demo.
Using these scores, the winning team will be awarded a prize of dubious value but will have the satisfaction of knowing that they have been adjudged the best within a very talented cohort of technical staff.
The feedback in 3. above will be provided by the SE Managers, and two SEs drawn at random from those not presenting (different for each presentation).
