Below is a list of our areas of focus, what we were able to accomplish in 2023, and how we are looking to continue to improve on each area in 2024.
Sales Training Series
2023: Hosted 19 sales trainings with an average of 115 attendees per session (with several more watching the recordings). We partnered with a total of 34 internal team members that shared their expertise to the global sales and marketing organizations. Thank you to everybody that provided their partnership and feedback throughout the year on various training series. This collaboration helps ensure a more impactful training series. We also established a more thorough process for building and delivering trainings with the goal of making the process easier for the presenters and increasing the impact of the trainings.
2024:
- Prioritize strategic sales topics in alignment with sales management.
- Make trainings more actionable and memorable with packages and plays.
BY THE END OF 2024:
- Teams have the knowledge and shared best practices around larger sales initiatives.
- Teams can quickly and easily take action.
Sales Enablement Library
2023: Continued to partner with internal SME’s to build out content related to training series and streamlined pages for a consistent look and feel. Worked on aligning content to other confluence spaces (User References, Pricing, Sales Policies, etc) to reinforce the idea of the Sales Enablement Library becoming that first stop for all sales resources and materials no matter where the final content lives. This space has become an ideal resource for our sales teams and was called “the number one resource” from the 2024 academy attendees. On average over 200 people visit the library each month.
2024:
- Continue to standardize, streamline.
- Share how teams are using the SEL globally.
- Company-wide agreement on documentation locations, process, etc.
- Partner with the communications team on supporting sales onboarding efforts using the materials that have already been created.
BY THE END OF 2024:
- Becomes singular place for global sales resources.
- Stronger adoption and engagement within library.
- Improved sales efficiency. No more “where is the latest…?” or “I can’t find this resource - HELP!”
Web Content
2023: Partnered with the Web Strategy team and Communications team to update content as well as design for the Workflow page and the Analytics Advocate Guide. Created several new pages including Engineering Efficiency, Vs Spreadsheets, Why JMP overview page, and broke out the old workflow page into 14 capability pages. The workflow page continues to be a resource used and shared by our sales teams on a daily basis, the vs Spreadsheets page is helping drive leads through google ads, the capability listing is used to show that breadth of our products, and the Analytics Advocate Guide has become more instrumental with the addition of the AMA message added.
2024:
- Continue to build out vs series.
- Update capability pages with value blocks and link to "why use JMP for X" videos for sub-capabilities.
- Update the extensions page and enterprise page.
BY THE END OF 2024:
- Our website will be migrated to our own version of AEM, where JMP will have complete control.
Core Sales Messages
2023: Over the last several years we have built out a set of core sales messages and resources that enable our teams to have stronger conversations around the value of our products. In 2023, we rounded out the set with Engineering Efficiency, which takes the the workflow message and turns it into a value-based conversation. Thank you to the over dozen people who helped craft and review this message.
2024:
- Trainings around each of the core messages.
- Recorded presentations to learn how to deliver.
- Updated sales sheets that have talking points, ppts, discovery questions, when and how to use.
- Continue to join customer calls and sales team meetings.
BY THE END OF 2024
- Training and resources to support stronger elevated conversations.
- Improved sales efficiency, increased dollars/hour.
- All three core messages become standard practice and as ubiquitous as the workflow.
Sales Tools
2023: Product Marketing has initiated several sales tools, but in 2023 the main tool was the Analytics Maturity Assessment. With the support and partnership of several sales teams, particularly Peter, Kyle, and Ben, we were able to take a tool that under-utilized by many teams, and make it an ideal tool for sales teams to use in order to identify whitespace within their accounts. Additionally, late in the year, we updated the customer-facing powerpoint decks to the new templates (great design work Craig!) adding a few sections around core messages and tools.
2024:
- AMA: We will continue to drive adoption of the AMA by building out a sales packages for teams and customer to be able to implement more easily. Continue to capture feedback from customers and sales teams.
- INDUSTRY REPORT: Update report to include management and stakeholders and add links to related resources. Continue to track usage.
- POWERPOINT DECKS: Continue to understand usage so that we can ensure only the best of the best is listed. We are also working on building out a section for JMP Clinical and the AMA.
- JMP LIVE ADOPTION: Build out a JMP Live Adoption Guide (external) and JMP Live Success Checklist (internal).
BY THE END OF 2024:
- All teams know how, where and when to use tools.
- Improved sales efficiency.
- Support and resources for more effective ROI conversations.
- Support renewals of JMP Live.
From the “What” to the “Why”
While sometimes the above may feel like just a list of stuff, this is a culmination of a long-term strategy and partnership with sales, product management in identifying resource gaps, opportunities for training or messaging by listening to challenges and gathering feedback. When we follow this process it affords internal alignment and efficiency by driving consistency of message from how our sales teams are trained, to the resources they are provided to how our products and value are highlighted on our site.
Thank you!
Thank you to all of our partners, reviewers, collaborators this year:
- Nick Vacca
- Tony Cesano
- Malcolm Stevens
- Sam Gardner
- Brian McCreary
- Mia Stephens
- Audrey Schull
- Sarah Sylvestre
- Brian Corcoran
- Dara Hammond
- Alex Lippencott
- Janet Brazel
- John Mosier
- Julian Parris
- Andretti Brown
- Hadley Myers
- Mark Zwald
- Ashley Prince
- Conor Oscannlain
- Scott Allen
- James Barkatullah
- Peter Polito
- Kyle Bickford
- Ben Rost
- Shirley Folmar
- Marilyn Wheatley
- Laura Rodriguez
- Dieter Pisot
- Landra Cunningham
- Jed Campbell
- John Powell
- Florian Vogt
- Geanine Tyson
- Meg Hermes
- Phil Kay
- Mike Anderson
- Dan Valente
- Rob Williams
- Jeff Perkinson
- Chamdramouli Ramnarayanan
- Scott Wise
- Jerry Fish
- Amy Stuart
- Craig Lynberg
- Aaron Kennedy
- Stuart Neighbors
- Praveena Panineerkandy
- Aurora Tiffany-Davis
As always, we continue to collect data, gather feedback and do an annual survey to sales to measure the adoption and impact of our work. If you have feedback in the meantime, please reach out to Sara Doudt. To learn more about product marketing and what we do, please refer to the Product Marketing confluence space.
