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That, in 2023, multinational food products company Danone had only a handful of JMP licenses highlighted a major opportunity for JMP: reconnect with existing users and deepen the partnership with one of France's largest companies. Ben O'Nolan, Senior Account Executive at JMP, explains that Danone's small number of licenses was a SAS-negotiated holdover with legacy pricing. The challenge would therefore be to build new connections, message up to company executives, and communicate the sizeable business value in bringing JMP on as not just a tool of choice for applications like DOE but as an analytics partner. "It's a big account," Ben says. "We knew they should be using more JMP."
By asking the right questions, the account team was able to ascertain the goals of key leaders spearheading Danone's analytics transformation and then to share how JMP has a proven track record with core competitors like Unilever, Procter & Gamble. "That framed where they were on their journey versus these other companies who operate in a similar space," Ben explains. After flagging to leaders at Danone that they were several years behind the industry standard in statistical enablement, Ben says, the next step was to then work closely with the advocate to build out a training program based on STIPS, the Community, and other freely available JMP resources.
TAKEAWAYS:
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Understand the customer’s analytics maturity goals. Ask: “In terms of the companies in your space, where would you like to be? Who are the companies you envy or who have a very dynamic analytics culture? Who would you like to replicate?”
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Understand your advocate’s personal pain points and add value immediately by helping to resolve a key issue. In the case of Danone, the advocate was overloaded and inundated with requests for support that the account team was able to help him resolve by rolling out a comprehensive training program.
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Be confident in the extensive library of educational resources JMP offers to our customers for free. Make posting in the Community part of JMP training programs. Says Ben: “We know from experience that once they’ve put one post in the Community, they are wowed by the fact that they can get a detailed response within 6 or 12 hours.”
RESOURCES:
Thanks for the video sharing. Useful take aways and resources combined!!
Great testimony and success story, Ben !
