How do you 'Drop In' JMP Live into conversations?Hi All,
Was watching the Coherent success story from @mzwald around selling JMP Live and bringing it into every conversation with customers to build interest. I'm curious how different SE's go about this, how do you 'drop in' Live to showcase to customers in a natural way without it seeming jarring or like you're pushing another product?
Cheers,
Ben
Re: How do you 'Drop In' JMP Live into conversations?First off, your instincts are 100% right - we are not in used car sales and should not be pushing anything. It's disingenuous and trashes our reputations with the customers. Leave that used-car nonsense to Minitab.
On how to actually get it into the discussion - the short answer is that (for me) it depends. It's less about making sure they know it's "JMP Live" and more about planting seeds that we have these capabilities. You want their interest to be organic - so you want them to approach you about how you are getting your JMP reports on the web.
If it's not a direct answer to their current need, then I don't show it overtly. I do publish the demo materials on the server if the customer wants them for later, though. Sometimes, I'll actually present from Live. Other times, I'll pull something up during discovery to help me get a feel for a customer's need or vision. Occasionally, I'll actually call out product directly when it's a direct answer to their concerns. But it's always in the service of their needs and sometimes it might just be a small thing.
So, for me, dropping JMP Live into the conversation is more about using it to help myself to deliver an impactful demo and then letting the customer ask about how I'm doing it. That generates the organic interest and makes the conversation more natural. It also shows that you trust the product enough to use it yourself and shows how they might use it themselves.
Re: How do you 'Drop In' JMP Live into conversations?Good points Mike.
Most customers have a need to share their discoveries and will at some point ask you how would do that. Then instead of or in addition to showing how to export to HTML or PowerPoint show how to publish to JMP Live.
Re: How do you 'Drop In' JMP Live into conversations?The best and most common way is using the workflow in your calls and demos. Here is an article that talks about it - how teams use the workflow in conversations is listed at the bottom. I would suggest that the workflow should be used in all sales calls, allowing you to focus where you want and as much as you want in specific areas, including JMP Live.
https://jmpdiscovery.atlassian.net/wiki/spaces/SALESENABLEMENT/pages/515014695/STREAMLINE+YOUR+ANALYTIC+WORKFLOW+SALES+SHEET
Re: How do you 'Drop In' JMP Live into conversations?Maybe - but if saving and sharing are not part of their actual pain (as fleshed out in discovery), then it's not appropriate to show in that manner.
Re: How do you 'Drop In' JMP Live into conversations?The use of the workflow depends greatly on the details of the customer's pain point and the type of discussion. You wouldn't go into the ER with a broken arm and be okay with your dr talking about all their certifications and things they specialized in. You'd want them to address your pain. Similarly. A great demo is 10-15 mins (at most) uncompromisingly focused solely on giving the customer confidence that we can address their pain. If the workflow makes sense to show in that process, that's awesome. But, we should also only be using it organically.
Re: How do you 'Drop In' JMP Live into conversations?Hi Ben,
Like I mentioned in kick-off, every JMP demo can be a Live demo, where you integrate it as a natural ending to the analytic workflow. I agree with @MikeD_Anderson, show it organically to plant the seeds that it exists without necessarily calling it out, and it will immediately be evident that Live will save you time, enhance collaboration, and make your life easier not having to make as many slide decks.
This clip of Steve Jobs talking about selling tech is a useful perspective that applies here:
Mark
PS. And wow, congrats on winning Elite, Spotlight and Community awards!
Re: How do you 'Drop In' JMP Live into conversations?@MikeD_Anderson our stimulant consumption is not at used car sales level
Re: How do you 'Drop In' JMP Live into conversations?I have a slightly different question (and perhaps it deserves its own thread.) What are the characteristics of a company that would be a good JMP Live candidate? I know, it could be any company. But at the current price point, it doesn't make sense to spend time selling to a company that only has 2 JMP licenses, or 10 total employees, or whose annual JMP spend is $5K, .... I think we SE's know how to spot JMP Pro opportunities, and we don't spend excessive time selling it if the buyer is highly unlikely to buy Pro.
So how should we screen down the best companies to sell JMP Live to, so we can be smarter with where we spend our time?
Re: How do you 'Drop In' JMP Live into conversations?@JerryFish - TL;DR - follow the money!
Because Live is such an odd beast in comparison to JMP/Pro, I don't think user counts aren't the best indicator of who to target. (Granted, I have 12 big accounts so... small biased pool to start). User counts, product mix, or deployment maturity can play into it. For me, it really boils down to the pain point - does the use case we see justify the ~$70k+ annual cost? Remember, it's minimum $50k for JMP Live itself per year, and then there's the cost for the server or cloud provider, and the headcount time for upkeep, IT time, etc.
If the answer is no, or "meh," then I might tease Live to start a discussion - they might have more appetite than they're showing. If the answer is yes, then it's time to plan a more deliberate plan of attack with your AE. If the potential use case comes out during a demo, cue up your AE to do some impromptu discovery during the discussion to flesh out the need and ROI.
Re: How do you 'Drop In' JMP Live into conversations?@JerryFish I agree with Mike that it is not about the user count but if the pain justifies the expense. Trumpf has bought JMP Live for about 30-40 JMP Live consumers, and the plan to add more. (Trumpf JMP Live usage in German but here is the presentation by Olga, Trumpf) .
To the initial question: The one thing is to show JMP Live during a presentation and keep it naturally. If there is a specific topic like data management I may not show JMP Live unless the question on sharing creates some interest. If the topic is control charts and alarms, I definitively would show JMP live.
Also in a more general demonstration to customers I think it should and easily can be part of the presentation, as you never know if there might be someone in the room who has a pain with collaborative sharing of results, or a manager popping up to a meeting without notification.
In general it is about letting know the other side of that option, without taking too much emphasis on it to make it a feature battle. The most important will be - as soon there is interest - to be very good/fast in qualifying (out) the interest. If there is no budget holder with power or connection to a supportive IT it will most likely just steel your time. That said, you can still collect the interest and potential use case, and if there are more you may find someone who can introduce you to someone with enough power.
Re: How do you 'Drop In' JMP Live into conversations?I mention JMP Live every time there's a discussion around sharing results, no matter how many people are there. Same approach when the discussion is on Control Chart and Quality in general.
The other side of the coin is that often your counter part doesn't have the power or doesn't own the budget to discuss a realistic JMP Live adoption.
No unique solution though, but what I try to do is to sow the JMP Live knowledge in the account I deal with.
Re: How do you 'Drop In' JMP Live into conversations?@martindemel
Thanks for sharing the link to the presentation and it was good to see the slides were uploaded.
I was interested to see how the user presented JMP Live vs Power BI in their own words. I used a combination of cut/paste and google translate to put it in English (I'm sure there is a more elegant way...) and sharing if anyone else is interested.
I like the table showing advantages/disadvantages of Power BI and JMP and that they essentially come to the conclusion that JMP Live can overcome the main disadvantages of JMP (by sharing more broadly and not requiring JMP Live users to have a JMP license), but there is not a way to configure Power BI to overcome its disadvantages (time-consuming customization, no ability to do in-depth analysis and problems access).
Re: How do you 'Drop In' JMP Live into conversations?Thanks Scott!
Re: How do you 'Drop In' JMP Live into conversations?it's very important to remember not to compare JMP Live to PowerBI. You want to compare JMP and the entire analytic workflow to PowerBI.
Re: How do you 'Drop In' JMP Live into conversations?If you get a chance watch Nick Vacca's team talk at the US Sales Kickoff. They talk about what they did to find the C-level supporters that have the budget for JMP Live.
Re: How do you 'Drop In' JMP Live into conversations?I'll go one step further, @dieter_pisot - If a customer wants to do their own compare and contrast of products, then they can. But we should never do it for them or participate in one. They can do their own homework.
It's a favorite tactic of procurement to gain control in negotiations to turn the process into a checkbox exercise: "Product A and B check the same boxes, but product B is cheaper, so that's the one I'm advocating for."
Speak to the customer's pains and how we can address their pains. We're there in the room/ on the camera, the competitors are not. We're there to speak to our products capabilities. If they want to talk about Power BI, let a Microsoft SE get on the phone with them. Not. Our. Job.
Re: How do you 'Drop In' JMP Live into conversations?One potential way to incorporate JMP Live into every demo is to use it to share material. This can be done during the demo as part of a hands-on component, something like "I've published this profiler online and sent out a link to give you all a chance to play with it yourselves. Let's try to optimize it together." We can equally do it afterwards. Rather than sending a table or a journal, we send a link with all the reports we showed. We don't need to actively sell it or even mention the words "JMP Live." If there's interest, someone will come back with questions. And if not, no harm done. We kept it relevant for the customer by only showing solutions to their problems, and maybe even enhanced the demo by making it more interactive. Sharing is the entire point of JMP Live, and using it this way could be a completely natural and seamless extension to what we normally do.
Re: How do you 'Drop In' JMP Live into conversations?@HadleyMyers That's how I typically do it. At the end of the demo, publish the key reports that were made in JMP to Live (JMP Public) and send them the link so they can access it from their computer. This elicits positive feedback for both JMP and Live and people typically will say this was easier than the competitive tools they currently have.
Re: How do you 'Drop In' JMP Live into conversations?@HadleyMyers - I like this idea a lot. For opportunities with new or smaller customers we need to be really focused on maximising the size of the deal and speed of sale. So we need smart ways to introduce JMP Live without distraction and confusion.
Re: How do you 'Drop In' JMP Live into conversations?Had a fruitful discussion at the EMEA Kickoff this week, thought I'd add my notes from other sales teams for others to see (matching a lot of what has been mentioned):
It’s a story not a demo!
Share the web link or public page, the devlive process for them to play with. Here’s the material that I showed and all the reports. -Stuart little
Add it into the sharing workflow as part of the conversation ,i.e. ‘And when you’re sharing, you can do it with powerpoint and images, there is also JMP Live....’ – Marija Lindt
Share material through JMP Public for them to see.
Don’t compare JMP Live with Power BI and Tableau – they aren’t the same! - Dan Valente.
- An organisations JMP users that are generating the value at a JMP level and then elevating it up via JMP Live.
- Not a productive conversation
Mention the adoption process early and often – show that we provide the support, most enterprise projects that an IT will deal with has a costly implementation process (either in house or via the vendor) – we include that as part of our fee. Be confident that we are supporting and that we can make the installation easy – and will be the easiest that IT will have come across!
Re: How do you 'Drop In' JMP Live into conversations?@JerryFish The image included below are the characteristics we have listed on the JMP Live sales sheet.
I agree with Mike that its really more about the use case rather than account size or user count. Here are some reports that outline who our current JMP Live customers. You will see there is a good mix of industry, size, use cases, etc and can give you some perspective about where we have been successful.
