COMPANY CONFIDENTIAL. DO NOT DISCLOSE.
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When customers are modernizing outdated internal systems, position JMP + add-ins as a flexible, user-driven alternative.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: Akihiro Kawada, Azusa Toyoda, and Hideaki Miyata.
Congratulations on this great achievement. Fantastic teamwork!
Also want to give a shoutout to @SarahGilyard and @Valerie_Nedbal from Product Management. During the Discovery Summit visit in Tokyo, they went onsite at Daiichi Sankyo to meet with users—answering questions, sharing insights, and exploring how JMP Live could support their workflows. Their engagement really helped bring additional clarity and value to the users—a great example of cross-team collaboration in action. 
