COMPANY CONFIDENTIAL: DO NOT DISCLOSE
Medtronic is a global healthcare technology company that develops and manufactures medical devices and therapies used across areas such as cardiac care, surgical technologies, and chronic disease management. Operating in more than 150 countries, the company is a strategically important JMP customer.
According to the Account Executive Tim Hershner (@TimHershner), Medtronic represented a significant growth opportunity for JMP due to its large engineering population and extensive use of Minitab. However, expanding JMP's presence was challenging because Minitab was deeply embedded in the company's quality systems, documentation, and established processes.
Success came through a long-term approach focused on building trust, developing customer relationships, and demonstrating measurable business value. A key turning point was the emergence of a strong internal champion, Kevin Gaffney, who recognized the potential of JMP Live after attending JMP Inspire. During an initial 90-day evaluation, Gaffney rapidly implemented automated Statistical Process Control (SPC) workflows that delivered immediate operational value and demonstrated the platform's potential across the organization.
The primary sales challenge was not budget or technical fit, but organizational inertia, leadership turnover, and an entrenched analytics environment. To advance the opportunity, the team focused on cultivating strong champions, validating business value with the SPC leadership team, leveraging peer-to-peer reference conversations at Discovery Summit, investing in onsite engagement, and helping stakeholders quantify the impact of delaying action.
Hershner also highlighted the importance of the JMP Live adoption framework, which helps account teams align on use cases, stakeholder roles, adoption planning, and success criteria. Additional internal context on the JMP Live adoption process reinforces the importance of identifying advocates, executive sponsors, and IT stakeholders early in the sales cycle.
Key takeaways
- Build multiple credible internal champions before launching a JMP Live opportunity so momentum can survive leadership changes and organizational turnover.
- Use customer-specific value validation sessions to quantify the cost of delaying action and help business leaders justify investment through their own ROI processes.
- Create opportunities for prospects to engage directly with successful JMP users at events such as Discovery Summit, where peer-to-peer credibility can accelerate executive confidence in a new approach.
- Incorporate the JMP Live Adoption Guide early in the sales cycle to identify success criteria, stakeholder responsibilities, adoption risks, and enablement needs before procurement begins.
Industry: Medical Device
Product Sold: JMP Live
Sale Value: $120,800
Integral Players: Tim Hershner (@TimHershner), Monique Roerdink Lander (@monique_lander), Wendy Tseng (@wendytseng ), Alex Lippincott (@Alex_Lippincott), Dieter Pisot (@dieterpisot), Jon Flaherty (@Jon_Flaherty)
