12/14/15 - JMP Internal Meeting - Samsung SAS Training Opportunity

scwise

JMP Internal Meeting Notes: 12/14/15 - Samsung Training Opportunity – SAS Training

1. Place, Date & Time

• Customer: Samsung
• Place:Cary, NC
• Dates: 12/14/15
• Times: 9AM-10AM
• Meeting Type: JMP Internal Meeting

2. Background

• Meeting with JMP Beacon Account and SAS Training to review SAS Training opportunities with:
  • Samsung Austin Semi – Deal for additional JMP licenses with JMP E-Leraning courses completed

3. Attendees:

• JMP:
  • Jon Weisz – VP of JMP Sales & Marketing
  • Sean O’Brien – Sr. Director, SAS Education
  • Dan Obermiller – Manger, SAS Education
  • Deborah Upchurch – Sr. Inside Sales Rep, SAS Education
  • Dan Durkin – JMP Global Account Manager
  • Scott Wise – JMP Principal Systems Engineer & Technical Global Team Lead

4. Meeting Purpose

• Grow JMP footprint through combination of software and training sales and collaboration

5. Customer Needs

• See Below

6. What Shown/Discussed

• Samsung Austin Semi Opportunity
  • Background:
    • Samsung Austin Semi Champion Ben Eynon really wanted the JMP e-Learning courses  (kits) to match Engineering training that was previously done in Minitab
    • Lost their internal trainer and were possibly exploring hiring a local consultant (Rai Chowdhary) to convert and train the material
  • Negotiations:
    • At first SAS Training a quote of $107K which was much more than the consultants bid of $26K
    • After a few rounds of negotiation, got down to a more manageable $26K for SAS by packaging this with a +100 JMP addition
    • So $26K for the kits (materials) and we will find a way to make up the other $24K (extended job aids, tain-the trainer, etc.) to realize $50K for SAS Training
      • Does not included in this is the train the trainer classes or travel costs
      • They will print their own materials
  • Starting Implementation Opportunity:
    • Need maximum of five mentor days + six days to evaluate/train on-site
    • Data Exploration (1 Day), Regression (2 Days), MSA (1 Day), Classic DOE (1 Day), Custom DOE (1 Day)
    • Local rate form trainer the trainer is $2,400 per day
  • Strategy:
    • Sean wants to compete for their training (wants to show them our quality)…So real live classes in the start-up are crucial.
    • Jon notes that this is a big opportunity, especially if we can get the material later translated into Korean.
    • This is part of Ben’s building of a Samsung University curriculum for Engineers
  • Next Steps:
    • Ben wants this delivered as soon as possible (so most likely start of the new year)
    • Paperwork for the sale has been generated.
    • Dan and Deborah to put deal specifics into writing and sit down with Kelly.

7. Customer Feedback

• TBD

8. JMP Opportunity

• Opportunity to strategically expand JMP through getting JMP into key training areas.

9. Next Steps

• Samsung Austin Semi – Process deal and seek other revenue sources in starting implementation.  Win future training business.

Regards,

Scott Lee Wise

MBB, CQE, PMP, PStat

Principal Systems Engineer

Technical Team Lead – Beacon Accounts

JMP Global Enablement Team

SAS Institute, Inc.

Austin, TX

Office: (919) 531-1355

Cell: (512) 284-1180

Email: scott.wise@jmp.com

www.jmp.com

JMP Internal Meeting Notes- 12-14-15 - Corning-Samsung SAS Training Opportunities.eml