One word everyone remembers from the EMEA Kick Off meeting last week: Expansion!
70 JMPers from across Europe made their way to Heidelberg to learn, share, and network. Set in the historic building of the SAS Executive Briefing Center “Villa 7” overlooking the Neckar River, we connected and focused on our goals for 2026.
Expansion was the common thread running through both days. Isabelle Swanepoel (@isabelleswaenep) and Florence Kussener (@flo_kussener) shared an entertaining story about dealing with a difficult advocate personality, while Jessica Horsch (@JessicaHorsch) spoke about how to motivate a non-engaged champion in a growing account. Marcel Brüske (@Marcel23) showed how to build an account map in Sales Navigator to identify key decision makers, and Marija Lind (@MarijaLind) covered the right way to position JMP when customers are concerned about cost. The best practice sessions were full of great examples on how to expand existing accounts and how to navigate the challenges that might arise.
So why is expansion the word of the year? Todd Hoffmann (@ToddHoffman), VP Sales and Marketing EMEA, explains: “We have a myriad of customers with a small number of JMP users and huge growth potential. If we combine the right selling activities with the right people within these accounts, we have an excellent opportunity to accelerate expansion within these organizations. Our focus in this area will not only drive faster growth in new software revenue, but it will also ensure we protect our valuable renewal revenue for our long-term success. Account expansion is our primary focus as we spread the use and impact of JMP across EMEA.”
Expansion is not only a task for Sales. Field Marketing, Customer Alliance, and User Enablement work together to find ways to support the expansion efforts, ensuring they place the right events and messages to generate leads in existing accounts. A workshop helped to facilitate a first discussion, explore strategies, and identify gaps.
All sales and marketing breakout sessions were invaluable, says Hadley Myers (@HadleyMyers), Manager Pre-Sales: “These created opportunities to share what's working (or not working) and to take those insights back to their teams to apply within their territories.”
Colleagues from the US joined as well and shared their expertise: Jeff Perkinson (@Jeff_Perkinson), Dan Valente (@Daniel_Valente), Dara Hammond (@dara_hammond), and first-time visitors Suzanne Brooks (@SuzanneBrooks), and Sarah Springer (@Sarah_Springer) :
“My time in Heidelberg with my JMP colleagues was unforgettable - made even more special because it was my first trip to Europe! Connecting with teammates in person, hearing their success stories, and gaining a deeper understanding of our European customers was truly inspiring,“ Suzanne Brooks said.
“The culture our leadership has built in this region truly shines through: warm, collaborative, and full of laughter. I’m also energized by the success story sessions and can’t wait to use the industry‑mapping tools,” Sarah Springer said.
Getting together was about more than just business. It was a chance to build personal connections with colleagues. Tatjana Keller (@tkeller), who organized the entire event and made it look effortless, made sure we had plenty of time to connect, enjoy great food, and have fun. We competed in ice curling - the relaxed alpine version with mulled wine - and then warmed up with an authentic Swiss cheese fondue.
Biljana Besker (@biljana_besker), Inside Sales Manager, summarizes it perfectly: "Kick-off brings focus and connection at the same time. It helps everyone understand what really matters for the months ahead, and it gives us space to reconnect across countries, roles, and functions. That shared understanding makes a real difference once we are back in our day-to-day work. I’m always impressed by how naturally colleagues support each other – across countries, across roles, and even beyond job descriptions. It truly feels like one team, where everyone has each other’s back.”
You can find all presentations and resources from Kick-Off here: Location for Sharing Materials for the Kickoff Sessions - EMEA - Confluence
Text: Nina Chan (@nina_chan) Video: Michael Schmidt (@Michael-Schmidt) Photos: Alexander Beck (@alexbeck)
