We’re excited to share this month’s sales highlight: a strategic JMP Live deal with Pilkington, a UK-based float glass manufacturer. This marks the second JMP Live win in the EUR Chem T1 territory and showcases how smaller accounts can generate meaningful impact when handled with the right strategy and collaboration.
Video Summary
The deal with Pilkington began modestly—just 15 JMP users—but grew into a global JMP Live unlimited license worth $130K USD.
The sales journey began with a contact made at a 2024 marketing event and culminated in a cross-functional effort involving Global Enablement, Product Marketing, and technical teams across the US and Europe. The result? A rapid, needs-focused response that converted initial interest into a large deal.
Key Takeaways
- Small accounts can yield big wins: Don’t underestimate opportunities based on initial user counts. Pilkington had <20 JMP users but a large unmet need.
- Be a project manager, not just a salesperson: This deal succeeded thanks to organized stakeholder engagement and swift alignment between sales, technical, and marketing teams.
- Customer-led urgency: After struggling with an unstructured internal database, Pilkington recognized they needed a ready-made solution—and JMP Live fit the bill.
- Reference calls matter: A quick connection with JSR Micro (another small JMP Live customer) proved influential in building trust and momentum.
- Act fast on interest: The speed of demoing, quoting, and arranging technical calls helped secure excitement and move the deal forward rapidly.
Industry: Manufacturing
Details of the Sale: $130,000 USD. Customer growth: From a single JMP user in 2018 to an unlimited JMP Live deployment in 2025
Integral players: Simone Raab, Emmanuel Romeu
