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A focused customer engagement strategy helped JMP expand its footprint at German energy storage innovator CMBlu Energy, growing the account from 11 to 31 licenses, 11 JMP Pro licenses, delivering €81,800 in NSR revenue and positioning JMP as a key innovation platform for one of Europe's most promising energy-storage companies.
By combining onboarding, discovery sessions and targeted discussions around experimentation challenges, the team uncovered a strong need for advanced modeling and Bayesian optimization capabilities, positioning JMP Pro as the right solution for an ambitious clean-tech company.
CMBlu is a rapidly growing German clean-tech startup developing long-duration energy storage solutions based on its Organic SolidFlow® battery technology. The company's batteries are designed without lithium or rare metals, helping address sustainability challenges while supporting grid stability and energy resilience for applications such as data centers and renewable energy infrastructure.
The relationship with JMP began in December, when the DACH T2 team closed an initial sale of 11 licenses. After the account handover, the team focused on understanding how CMBlu's scientists and engineers used JMP and where additional opportunities might exist.
Rather than immediately pursuing an upsell, the team invested in customer success. They started with JMP Getting Started sessions and encouraged participation in demonstration events. These conversations quickly revealed a significant need for experimentation support, particularly around mixture designs and constrained optimization problems.
Discussions around mixture designs naturally led to demonstrations of advanced modeling and Bayesian optimization capabilities available in JMP Pro. These features resonated strongly because they simplified complex optimization tasks and made sophisticated experimentation techniques more accessible to non-expert users.
Key takeaways
- Lead with customer challenges, not products. Discovery conversations revealed that experimentation and optimization challenges were the real drivers of value.
- Connect advanced capabilities to specific pain points. Mixture-design challenges created a natural path to demonstrating Bayesian optimization and JMP Pro capabilities.
- Invest in customer enablement early. Onboarding, Getting Started sessions, and educational workshops accelerated adoption and uncovered expansion opportunities.
- Build and support strong champions. Internal advocates can drive awareness, training, and justification for broader deployment far more effectively than the sales team alone.
- Use customer events as engagement tools. Demonstration sessions helped build enthusiasm and expose additional users to the value of JMP.
Key players: Christian Waldbuesser (@C_Waldbuesser), Jonas Rinne (@Jonas_Rinne), Massimo Martucci (@MassimoMartucci)
