Engineering Efficiency is the next evolution, the next addition to our set of core messages. By having a standard approach to this message, it will help:
Make it easier to move from feature/function conversation to an ROI, value-based conversation.- Drive interest from other areas of our accounts - particularly when talking higher and wider.
- Tie JMP’s value to our customers' organizational goals.
- Enable sales teams to more efficiently talk through this message.
- Elevates and amplifies the value of these core sales messages in areas of JMP.
- Makes it easier to build on one standard approach, making it better over time.
Training
Last month, we held a sales training around Engineering Efficiency. @Jason_Wiggins and @conoro talked about the breadth and importance of this message, sharing some great examples of how they have seen this message play out in their sales conversations and how this can potentially help shape their sales strategies going forward. As Jason and Conor shared, becoming more efficient with data is the goal of every organization, particularly those in high process and product innovation industries (our core markets). JMP supports Engineering Efficiency in a multitude of ways (almost too many to count) and we see the impact of those efficiencies in every single one of our customer stories.
What Engineering Efficiency means to our users:
- Solve problems quicker.
- More time for innovation and the things you were hired to do.
- Improved learning cycles.
- Less time on tedious tasks.
- Speed to market and increased profitability.
- Helping drive improvements, maximizing value and impact within their team and organization.
What Engineering Efficiency means to our customers:
- Decreased costs, reduced waste.
- Increased productivity and profitability.
- Maintain greater employee satisfaction and retention.
- Higher customer satisfaction.
- Better, more confident decision making.
While the idea of driving efficiency is not necessarily a new sales message, what
we are aiming for is adopting a broad, consistent format of this message. So that’s what we are looking to do next.
Next Steps
Similar to our other core sales messages, Engineering Efficiency should become central to our global sales strategies - serving as a standard toolkit to talk higher and broader, to ensure customers can easily understand the value of JMP as a whole. In order to do that, we have built out a standard set of resources to make this message easy to learn, easy to deliver and easy to repeat.
What resources are available now:
Call to action from sales teams:
- LEARN: Watch the training and review the resources, know where they are located in the Sales Enablement Library and on JMP.com. What’s missing? What else would you like to see? How do you see yourself using this message?
- TRY: Test out the Engineering Efficiency powerpoint slides on 3 calls in the next quarter. What slides and talking points did you use? How did you talk about them? What was the feedback from customers? Better yet, record and share your delivery with us.
- SHARE: Share the Engineering Efficiency page and social posts. Talk about EE at your events. What resonates? What doesn’t? Any metrics you can share?
- FEEDBACK: Let’s make this message and resources better together. Provide any and all feedback to product marketing (Sara Doudt or Kaylee Warren).
- GOAL: All sales teams are able to consistently share this message at a high-level for their role: Inside Sales have a 1 min talk track, AE’s have a standard 3-5 minute presentation, SE’s utilize this message in their demos and events.
Why this matters.
Just like the Analytic Workflow, having a standard way of talking about higher level messages matters. For those of you who remember when it wasn’t standardized (left), the Analytic Workflow was shared inconsistently, customers weren’t fully aware of all the things JMP can do, SEs and AEs were developing their own materials. Since then, all of that has changed: The Workflow message has become the way in which teams build the story around JMP’s unique advantage, sales teams have strongly adopted it globally, and it has become a standard practice to begin demos and events.
