COMPANY CONFIDENTIAL. DO NOT DISCLOSE.
Though superalloy, aluminum and titanium casting company PCC Structurals had a well-established base of JMP users, its sister company, PCC Airfoils, remained exclusively a Minitab shop. As the account team responsible for PCC Structurals prepared to position an upgrade in 2023 -- and lay the foundation for a future JMP Live sale -- they realized it would be advantageous to bring related entity PCC Airfoils into the discussion. The result was a significant sale for two JMP teams and the establishment of an ongoing relationship between analytics leaders and advocates at both organizations.
Key takeaways:
- Always identify an advocate or someone you could nurture toward becoming an advocate. Advocates are essential in our land-and-expand model.
- Be open to working with other teams to support customers and their related entities. Work together to forge collaborative relationships between advocates -- and between advocates and prospects.
- Understand how entities under the same umbrella are related to one another. "Always be aware of what's going on in the greater picture."
