What happens when we turn great JMP use cases into hard evidence of value? At Johnson Matthey, we’re seeing exactly how value documentation can fuel account expansion, equipping sales with the proof points needed to go further, faster.
Two new internal stories showcase how JMP is driving impact across both Catalyst Production and Business Development. These stories are being shared internally within Johnson Matthey as evidence of the impact JMP software is having across their business.
Watch the short films here:
Why value documentation matters
Value documentation is about working directly with customers to capture, quantify, and communicate the real impact of JMP in their workflows.
For sales, it delivers:
- Credible, customer-backed proof points for expansion conversations
- New entry points into additional teams and functions
- Stronger internal advocacy within the customer organization
In short, it shifts conversations from features to demonstrated business value.
Johnson Matthey in focus
Across Johnson Matthey, JMP is enabling smarter, faster decision-making at multiple levels:
- In Catalyst Production, JMP is helping optimize complex processes, improving efficiency and supporting more robust, data-driven manufacturing decisions.
- In Business Development and R&D, teams are using JMP to prioritize experiments, accelerate outcomes, and bring stronger, data-backed insights into customer engagements.
Together, these stories show JMP not just as a technical tool, but as a platform for operational and commercial impact.
A clear path to expansion
This work highlights a repeatable model for growing strategic accounts:
- Use value documentation to surface high-impact use cases
- Translate those into compelling internal stories
- Leverage them to open doors across functions and senior stakeholders
At Johnson Matthey, that means moving beyond individual users to a broader, cross-functional JMP footprint.
Agathe de Vreese (@Agathe), Premier Team:
“These testimonials are the result of years of building genuine value with the customer, and they couldn't have come at a better time.
We're currently navigating what is arguably the toughest renewal conversation we've ever had with JM, and while their stated focus is on cost reduction, having their own people articulate the impact of JMP in their own words is incredibly powerful. It doesn't shift the conversation away from cost, but it makes their decision to simply cut JMP much more difficult, and that's exactly the kind of leverage we need right now.
A huge thank you to Natalie and the Customer Alliance Team for making this happen. It's a great reminder that the work we do to nurture customer relationships and capture their stories truly counts, especially when it matters most.”
Find out more
Check here to see how value documentation can support your sales strategy and expansion within your accounts.
Great videos, it’s so lovely to see customers making the most of their JMP licences.
I love how these stories combine the business value and the personal/emotional impact:
"I'd go out and buy JMP myself if they took it away from me."
"I'd be sad if they took in from me, having now seen the light of DOE."
Great work @NatalieStarkey and @Agathe
Fabulous story! Thank you to all that made it happen!
