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How to get your customers to Discovery and tips to combat Discovery doubt

This space is meant to be a conversation for sales by sales, by those who have had success in getting customers to submit an abstract or register for Discovery Summit. 

 

Share email text or notes on creative and effective ways you have overcome questions or issues around whether there is value to be had, no budget to travel, etc. What words did you use to get your customers over the hump and commit to register and attend Discovery? Once you get them there, they'll be hooked!!

GeneralRe: How to get your customers to Discovery and tips to combat Discovery doubt

Adding to what Jessica said: help them with their conference schedule. Highlight sessions that add value to the user and the ir organization and explain why. This will help the user to demonstrate the value and make them "fight" for the approval. 

Re: How to get your customers to Discovery and tips to combat Discovery doubt

- Highlight the training/education sessions; they can sell them to their management

- Support them with the abstract/paper; make them shine (visible) and relevant for their company

- Connect them with R&D; highlight that this is their chance to influence the future of jmp

- Sell the "JMP network" (other users from the same and different industries) to advance the own company roadmap

- Check out the subsidiaries; maybe there is one plant "next to the conference city" 

Push, press and always smile ... sometimes it's also luck (great location, weather, ...)

Re: How to get your customers to Discovery and tips to combat Discovery doubt

The paper discount certainly helps and we encouraged one customer to submit a paper already (Stone Cheng @ Henkel).  
People like to feel they are getting a deal, so being able to offer some type of discount, even modest, would go a long way.
Maybe offering private 1:1 time with SE's to deep dive into specific applications that they have in mind would be an additional compelling reason.

Re: How to get your customers to Discovery and tips to combat Discovery doubt

@mzwald Thanks for this question and I hear you that some customers don't yet have budgets for travel or conferences. Someone in our discussion did mention that budgets for professional development have been seen lately and Discovery would definitely fall under that category. 

Also, the reg fee for the event falls in-line with others in the industry. Tableau actually charges $1,650 for their version of early bird, ASQ World is $1,549 for non-members, and Mintab's Global Insight is $1,250. 

All that being said, yes, we do have discounts available for users group members, groups, and other VIP's on a case by case basis. Reach out Holly Connors for those requests. 

Are there any words you have had success with in getting customers to attend that you can share? 

Thanks!

Re: How to get your customers to Discovery and tips to combat Discovery doubt

Putting myself in the customers shoes, $1500 on top of hotel+flight is expensive.  Are there any options for discounts?

Re: How to get your customers to Discovery and tips to combat Discovery doubt

Adding on @JessicaHorsch ' comment:

One important thing is not to wait until the call for paper. Look out for good potential use cases to present always (!), in every customer interaction (chat, email, support request, discussion, ...), and then work with them to make it happen. 

In addition check what they are looking for/what topic they are passionate about. Getting some special time with a developer or expert or user in that field you help to arrange can be key to have them there.

Follow up with attendees after Discovery! Ask what was their one-two major highlights made it worth being at Discovery? Are they willing to present that short story in the next Inspire or any other internal forum/session? Do they share this with their manager? Is there any use case they want to apply the learned? Are the willing to present that use case in the next Discovery or User group r even just internally in their company? ...

This is how we had much success to get User Group Meetings at those Accounts, got them to be involved in Steering Committees, Present next time, increased trust and build up a stronger relationship, got manager buy in for the future, improved internal and external value sharing, supported JMP Marketing with new speakers, ... Really good invested time