The Business Challenge
Jama had a successful sales organization, but they were mostly executing a feature and function sale. In addition, there was an opportunity to sell higher and broader into organizations. In order to achieve that outcome, they needed to improve their cross-functional alignment around buyer value and Jama’s differentiation.
“I think we were all looking for a new way to talk about Jama in the context not just of the things we do, but the value that we provide to customers,” said Jonathan Cogan, Senior Vice President of Worldwide Sales. "The organization was shifting, yet we were still speaking and behaving the same way you would with a technical buyer. We needed a new vernacular or common language to bring us together. Force Management was able to facilitate something that we probably couldn’t have done on our own very easily.”