COMPANY CONFIDENTIAL. DO NOT DISTRIBUTE.
Taiwan-based Winbond Electronics is a leading provider of semiconductor memory solutions. "The company's 12-inch fabs represent the pinnacle of intelligent technology and automation in Taiwain," explains Sales Manager SHAN Xiaojun.
After first establishing a rapport in 2018 with a key contact in Winbond's quality department, the JMP team made inroads with an initial 5-license sale in 2019. As the partnership grew, Xiaojun says, the team learned that Winbond planned to develop an in-house engineering data analysis system (EDA) to streamline analytics workflows. Seizing upon the opportunity to pitch JMP and its in-built customization, the JMP team proposed a 4-year strategic plan positioning JMP as a long-term innovation partner. "We demonstrated that to build an EDA platform based on JMP's existing functionalities is the most satisfying solution that meets the user needs and offers the highest return on investment," Xiaojun says. "This approach gained approval from the C-level."
Key takeaways:
- Identify top executives and speak to them about big-picture value. Position JMP as a long-term strategic analytics partner.
- The speed of R&D innovation is the most important value proposition for customers in the semiconductor industry. Emphasize how JMP accelerates development cycles; it is a message that is sure to resonate.
- Follow the 4-step key account approach outlined by Bryan Yan. "Our execution of that strategy helped us to win the deal," Xiaojun says.
