COMPANY CONFIDENTIAL: DO NOT DISCLOSE
JMP aligned with Unilever’s push for faster, high-quality innovation by combining Bayesian optimization and DOE as “smart experimentation”, enabling teams to work more quickly and better. The result is a new deal structured to create urgency and momentum, with midterm JMP Pro growth and a potential increased renewal value.
In a highly competitive consumer products market, Unilever is under pressure to innovate faster while maintaining quality and rigor. Ferenc Meszaros (@ferenc_meszaros) and Florian Vogt (@Florian_Vogt), on Europe’s Strategic T4 team, repositioned its value by translating this business need into the language of scientists and engineers: doing things “quicker and better” through data-driven experimentation. By introducing Bayesian optimization alongside DOE and framing both within a broader “smart experimentation” narrative, JMP aligned closely with Unilever’s internal initiative to improve experimentation at scale. Building on existing advocacy within personal care, the team strengthened relationships with key stakeholders, including a digital R&D product owner and team leadership. Strategic engagement at the leadership level, supported by JMP experts and thought leaders, helped signal commitment and build confidence in JMP as a high-impact, organization-wide solution. The result is a new deal structured to create urgency and momentum, with midterm JMP Pro growth, increased renewal value, and early expansion activity already underway in additional regions, including India and the UK.
Key takeaways
- Reframe customer challenges into a compelling narrative: Translating Unilever’s need to “do things quicker and better” into a clear “smart experimentation” story (DOE + Bayesian optimization) was critical to engagement and alignment.
- Revitalize mature accounts through new capabilities: Introducing Bayesian optimization unlocked fresh interest in a long-standing account where JMP usage had previously stagnated.
- Build multi-level stakeholder support early: Success relied on combining established and new advocates with influential stakeholders, including team leads.
- Engage leadership to accelerate decision-making: Direct engagement with senior leaders and JMP thought leaders helped secure buy-in.
- Create momentum with structured deals and scalable rollout: A prorated, pilot-style deal created urgency, enabled midterm growth in JMP Pro, and established a foundation for expansion across additional regions and teams.
Industry
Consumer Products
Key players
Ferenc Meszaros, Florian Vogt, Phil Kay (@Phil_Kay), Chris Gotwalt (@chris_gotwalt1), Ryan Lekivetz (@Ryan_Lekivetz)
