This additional tool in the JMP Training Starter ("S27 New in JMP SE Training Starter - Sharepoint Version") provides a collection of situation slides (and selection tool) to facilitate conversations with customers and prospects by allowing the sales team to gain a better idea of some of the key issues companies face in different sectors/departments/roles, even when we aren’t familiar/experts in those areas. Having an understanding of some of the potential issues a prospect may face will help to guide discovery conversations and pull out pains and needs.
The tool provides the critical business issues and possible reasons as to why they aren’t being achieved and focuses on the potential value at a user and business level so that you can better sell JMP. Parts of JMP functionality have been suggested to help guide SE’s as to potential areas for demos.
Update (02Oct24): The Situation Summary tool has now been updated to include the options to use your own data tables (details below).
Overview:
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Critical Business Issue
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Goals or objectives at risk (in a quarter, a year, etc.) - what keeps them up at night?
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Problems/Reasons
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Why can't they achieve the CBI?
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Specific Capability?
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The solution specific to their problems that lead to the CBI
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Business Wins
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What is the business going to gain if the CBI is fixed/met. What do the managers want to see?
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Business Metrics
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What specific metrics can be changed that align with a businesses goals?
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User Wins
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What are the 'personal wins' for the users who aren't interested in the business goals/wins/profit? What will they gain that will carry on past their role in this particular company? What do they want to hear that is going to get them excited
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You can find more information on Situation Slides in Great Demo! by Peter Cohan
How does it work?
The Situation Summary tool is integrated into the JMP Training Starter, simply change the ‘Personality’ selection to ‘Situation Summary’. This will open up a new window with the collection of Situation Summaries.
From this, you can select an Industry, Department, JMP Area or JMP Workflow to filter down the available Situation Summaries - selecting a Situation Summary will generate a situation summary in the right panel.
The situation summaries are aimed to be core situations that are widely applicable to the industry. Specific conversations with target customers and clients should be used to relate the situation summaries to their specific context/wording.
If you want to save a summary, they can be saved as a word document with the ‘Save Slide’ button. Examples include condensed versions shown by teams at the Manchester SE Training.
Use your own tables
You now have the option to use your own situation summary data table where you can add your own custom function, select the 'Select Your Table' option and select your table in the prompt window (Note: your data table will only appear if it has the same column names as the built-in data table).
If you are adding situation summaries that you think are useful, please send them over to benjamin.ingham@jmp.com
Want to add some situation summaries?
Please add and expand to these situation slides as you meet new customers and see new value to JMP so that others can learn from your success. If you have a summary you would like to add to the library, please email them to Benjamin.ingham@jmp.com.
Feedback and comments
If you have any feedback for the add-in please email or comment below. This is in initial stages so we want to make sure the tool is useful and easy to use.
Thank you to @HydeMiller for his help in constructing the add-in!
Thanks for the great content Ben, and to Hyde for the scripting work to aid navigation. This should also be a great help in gaining trust to enable conversations and change the talk ratio. We tend to learn more about user and potential user situations when we get them talking.
Thank you, Ben. This could help avoid the 'feature dump' and maybe the 'harbor cruise'. Chuck
