New Sales Highlight: JMP Live at PG&ECOMPANY CONFIDENTIAL. DO NOT DISCLOSE.
Pacific Gas and Electric Company (PG&E) provides natural gas and electric service to residential and business customers in northern and central California. Prior to their recent purchase of JMP Live, the company had 17 JMP Pro licenses, used for both engineering and distribution risk management applications. After qualifying a need for better reporting, Senior Inside Sales Rep Shirley Fomar explains, Northwest Team 2 worked with their advocate to perform a series of demos, including for a high-level executive at PG&E.
KEY TAKEAWAYS:
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“Ultimately, securing a third-party reference really sealed the deal on this one,” Shirley says. That 1-on-1 reference discussion transpired at Discovery Summit in Palm Springs last fall when an advocate at PG&E spoke with an advocate from IDEXX. “I think that's really what gave our contact the peace of mind and reassurance; talking to an independent person who's had success.”
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Gaining buy-in from a director-level stakeholder was key. “Having that executive actually join in one of our conversation demos where our Systems Engineer was really showing what JMP Live could do,” Shirley explains, served to significantly advance the conversation.
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The value of Discovery Summit lies not only in what JMP experts provide, but in the other users who attend. “That’s why we have these events,” Shirley says. “The value is brought by all of our other customers that are there as well.”
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Shirley cautions not to make assumptions that JMP users understand their own procurement process and requirements. Start asking those questions early, she advises, so that your contact will have time to better facilitate the purchasing process and ensure the correct people are involved.
RESOURCES:
Customer Success StoriesInside Sales NewsRe: New Sales Highlight: JMP Live at PG&ECongrats @ShirleyFolmar @Lovy_Singh @Laura_Rodriguez ! Huge win.
Re: New Sales Highlight: JMP Live at PG&ECongrats NWT2!!!
Re: New Sales Highlight: JMP Live at PG&ECongrats to the entire team.
Re: New Sales Highlight: JMP Live at PG&ECongrats Team! Shirley, you have a great camera presence. Nice job!
