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We’re excited to share this month’s sales highlight from the Northwest T2 team with SanDisk, a global leader in flash memory solutions. This achievement highlights the effectiveness of value-based selling and the pivotal role JMP plays as a trusted partner in enhancing analytics capabilities.
Video summary:
SanDisk, originally acquired by Western Digital in 2016 and spun off as an independent company in 2025, faced budget constraints and expectations tied to legacy pricing. Instead of focusing on cost, the team shifted the conversation to business value and analytics maturity, supported by insights from the Analytics Maturity Assessment (AMA). Through proactive collaboration, transparent communication, and strong user engagement, the team successfully closed a major deal and drove growth within months.
Key takeaways:
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Lead with value, not price: Using AMA insights, the team demonstrated where SanDisk stood in its analytics maturity and how JMP could help accelerate that journey.
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Transparency builds trust: Setting clear expectations early on—what was possible and what wasn’t—helped create a constructive, honest negotiation process.
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Consistency matters: Maintaining steady communication and staying proactively engaged at every stage reinforced JMP as a reliable, trusted partner.
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Empathy and creativity win negotiations: Instead of saying “no” to every request, the team listened to SanDisk’s reasoning, understood their priorities, and found creative ways to address customer concerns.
What this says about JMP:
Our brand isn’t just about software—it’s about being trusted, reliable, and helpful. This win showcases the strength of our people and our approach: delivering value, building confidence, and making JMP integral to customer success.
Congratulations again to the Northwest T2 team on this outstanding win!
Industry: Technology
Sales win: $400,890 USD for 331 of JMP
Integral players: Laura Rodriguez, Lovy Singh, Juliette Plager, Dara Hammond, Sarah Springer
