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Daiichi Sankyo, a leading global pharmaceutical company with strong R&D investment (>20% of revenue), has been a long-time JMP user, with adoption reaching ~190 licenses by 2022 before leveling off. Growth picked up again when the team positioned JMP with custom add-ins as the foundation for modernizing their drug approval workflow. This expanded its role from a statistical tool to a platform that supports regulated R&D processes.
By tying JMP to key use cases across multiple labs and supporting users through targeted training and strong internal champions, they were able to drive renewed momentum, adding ~100 licenses and opening the door for future JMP Live adoption.
Key Takeaways:
- Anchor on workflow integration, not just analysis:
Position JMP as part of regulated systems (e.g., drug approval workflows), not just a standalone statistical tool — this expands both value and budget ownership.
- Use legacy system replacement as an entry point:
When customers are modernizing outdated internal systems, position JMP + add-ins as a flexible, user-driven alternative.
- Land and expand through functional alignment:
Drive adoption by tailoring use cases to specific R&D groups (analytical, formulation, process, etc.), supported by targeted enablement sessions.
- Activate and leverage internal champions:
Strong relationships with influential users can accelerate cross-department adoption and unlock new entry points.
- Create continuous touchpoints with users:
Ongoing engagement (seminars, support, collaboration) is critical to sustaining growth, especially in mature accounts.
- Plant seeds for JMP Live early:
Even in traditional JMP environments, introduce JMP Live as the natural next step for sharing reports and scaling usage.
Industry: Pharmaceutical
Sales Win: Daiichi Sankyo (104 JMP licenses, JPY 4,690,000); Daiichi Sankyo Biotech (30 JMP licenses, JPY 3,660,000)
Integral Players: Azusa Toyoda and Hideaki Miyata.
