We continue to find success selling JMP Live into our strategic and premier accounts and with that success comes the need to make sure we are protecting JMP Live renewals. And in order to protect the renewal, we need to ensure the customer has a successful and pain-free installation, deployment, and internal rollout of JMP Live by having clear success criteria and expectations management of who does what post-sale, not only for the customer, but also the various JMP teams that support these vital steps during the process.
We also know that getting JMP Live customers up and running successfully in those first few months is critical. To that end, sales management has asked that the delivered time to value for JMP Live is under 45 days. In order to support these goals, the Product Management and Product Marketing teams have developed a few resources:
Internal JMP Live Adoption Checklist (updated)
This internal JMP Live Adoption Success Checklist is meant to ensure teams are clear on the necessary readiness steps (and are provided a clear blueprint to success) that the various JMP teams and the customer will need to deliver to achieve the 45 day time to value. With this resource, we have laid out the key steps and checklist items so you know exactly what needs to happen when and which group is responsible, starting 30 days before purchase (stage 4 of sales cycle).
If you are in stage 4 of a JMP Live Deal:
- Familiarize your team with this process. Ask Sara Doudt or Dieter Pisot for clarification or guidance.
- Duplicate this page into your account plan.
- Provide feedback to Sara Doudt. What made sense? What didn't? Was this helpful? What other resources would be ideal to create?
*all resources are available in the sales resources section of the Sales Enablement Library.
External JMP Live Adoption Guide
This external JMP Live Adoption Guide is meant to help guide customers getting JMP Live up and running so they can start realizing the value of JMP Live as efficiently and as effectively as possible - while also considering future growth potential. This resource provides general guidance and considerations that we have seen customers take to ensure an effective rollout, along with related resources that can help them along the way.
If you are in stage 4 of a JMP Live deal:
- Share this resource with the customer.
- Talk through any challenges they foresee in the rollout steps.
- Provide feedback to Sara Doudt. What made sense? What didn't? Was this helpful? What other resources would be ideal to create?
Both resources should help with sales efficiency and make for smoother installation processes after a JMP Live deal is closed. We also want to continue to hear from customers about the process of installing JMP Live. With that feedback we will look for ways to remove bottlenecks and frustrations in JMP Live 19 and beyond. Please note that product marketing is planning a JMP Live training in Q2 where we will review this post-sale process and the above resources.
Contributors/Collaborators: Sara Doudt, Dieter Pisot, Dan Valente, Alex Lippencott, Landra Cunningham, Amy Stuart, Andretti Brown.
