COMPANY CONFIDENTIAL. DO NOT DISCLOSE.
Mobidiag, a Finnish-French biotechnology company recently acquired by leading diagnostics company Hologic, was experiencing major inefficiencies in their Excel-dependent analytics workflow when the JMP team first began working with them in early 2023. Though the value proposition of JMP was infinitely clear to both the initial couple of JMP users -- and the account team -- there was a problem: a contact in IT was limiting access. "I had a blocker who was very adamant that he was going to be the gatekeeper and that I could only work through him," Inside Sales Account Rep Rob Williams explains.
To overcome what was a very limiting position, the team decided to propose their IT gatekeeper work with them on the Analytics Maturity Assessment. "I thought I'd leverage [this gatekeeper] to say 'Yep, not a problem. If you can get the users to fill out this form, then you and I can talk about the results and how JMP can help,'" Rob says. Ultimately, the AMA pointed at significant opportunities for improvement and white space where Mobidiag was under-utilizing their data. "They realized that actually it was going to be more cost effective and more efficient to move away from those other solutions and just user JMP," Rob says.
Since first contact, Mobidiag has grown to 27 JMP licenses in just under a year and a half, with an expectation that they will continue to grow and start looking at JMP Pro in the near term. "The licenses keep adding up and adding up," Rob says. "The AMA has certainly made the relationship much closer. I can tell there's a lot of trust from the customer on the credibility of understanding how we're going to help them into the future."
Key takeaways:
- Don't be afraid to propose an Analytics Maturity Assessment early on. "As soon as you've done the first sale, then introduce the AMA: this is now the support you will have with us. We're going to take you on this journey. We're going to make you very mature in analytics," Rob says.
- Part of the AMA's power is that it presents the value of JMP in the "language of the customer" and "in our own solution where we can visualize it, which is the whole point of JMP!"
- Use the AMA to overcome someone who is blocking access to end users -- without damaging that relationship. In fact, Rob says that in his experience, the AMA really deepens the partnership between JMP and our customers.
Good job Rob & team! Great use of the AMA to overcome an IT gatekeeper and build credibility within the account.
