09/21/15 - JMP Planning Call - JMP Pro Positioning - Samsung Semi - Austin, TX

scwise

Event: JMP Planning Call - JMP Pro Positioning

Date: 09/21/15

Location: Austin, TX

JMP Participants: Dan Durkin, Scott Wise, Catherine DeStephano, Don McCormack

Description: JMP Pro Positioning and Training Bid

Related Attachments/Content:

- JMP Planning Call- Samsung Semi JMP Pro Positioning – Austin, TX – 09-21-15.eml

JMP Planning Call- Samsung Semi JMP Pro Positioning – Austin, TX – 09-21-15.eml

Jeff_Perkinson

Here's the content of the .eml attachment:

Team,

Updated notes from our JMP internal Planning Call for Samsung Semi JMP Pro Positioning in Austin, TX on 09/21/15.

Please review, edit and submit final into SalesForce.

JMP Planning Call:  Samsung Semi JMP Pro Positioning – Austin, TX – 09/21/15

1. Place, Date & Time:
   • Customer: Samsung Semi
   • Place: Austin, TX
   • Dates: 09/21/15
   • Times: 2:30PM-3:00PM EST
   • Meeting Type: JMP Internal Positioning Call
2. Background
   • Internal call to discuss best way to price and positioning JMP Pro during the Q3 JMP expansion bid
   • Contact Steven Tobin is a big SAS user and has had high recognition for past Yield improvement projects
   • Steven Tobin is interested in getting three JMP Pro for the Yield Anlaysis Team “Power Users”
     • Major use: Bootstrap Forest modeling for uncovering Yield drivers
     • Handling complex and missing data
   • However has been some push back in price and inclusion into possible JMP Pro training as part of the deal
   • Call to figure out what makes sense to offer, especially in terms of JMP Pro training support
   • Currently there is nine JMP Pro across Samsung Semi and SARC (even split)
   • Follow-Up from earlier customer call with Steven on JMP Pro value and pricing/training options
3. Attendees
   • JMP
     • Dan Durkin – JMP Global Account Manager
     • Catherine DeStephano – JMP Gulf Coast Account Manager
     • Don McCormack – JMP Sr. Systems Engineer
     • Scott Wise – JMP Global Technical Account Lead and Principal Engineering
4. Meeting Purpose
   • Explore best way to price and position JMP Pro, especially in terms of JMP Pro training support
5. Customer Needs
   • Procuring JMP Pro and getting new users up to speed on the new software
6. What Shown/Discussed
   • Intelligence from Nate’s post discussions with Steven told that they are okay with paying the price for JMP Pro, but wanted to get JMP Pro training thrown in for 3 to 6 people, most likely at the Samsung site
   • JMP Pro Training Options
     • Option 1: Steer to SAS JMP Training
       • Charge for the training
       • Most likely a two day training class with mix and matching desired modules from:
         • JMP Pro Predictive Modeling
         • JMP Exploratory Data Anlaysis
         • JMP ANOVA/Regression
       • Note that SAS SARC paid full for their SAS JMP DOE Training (precedent already set)
     • Option 2: Handle this through a WWTET/Regional SE Workshop
       • Free of charge post JMP Pro support
       • Keep it to a day long workshop
       • No take away materials
       • Current workshop material already out there for SE community to ensure JMP Pro post adoption
       • *In many ways this was this best option, as 1) makes the customer feel that they are getting additional services with the software, and 2) represents something we are encouraged to do anyway on the technical side (which is make sure that JMP Pro is being fully utilized)
   • JMP Pro Bid Proposal
     • Decision made by all to offer full pricing for 3 JMP Pro (to support Steven’s Yield Analysis) & 100 JMP (to support Ben’s first round of Engineering Training)
     • With Post JMP Pro Workshop to be delivered by WWTET for up to six people (Option 2)
     • Contingent on them getting in this order by close of this quarter (Sept 29th)
7. Customer Feedback
   • N/A
8. JMP Opportunity
   • Get JMP Pro foothold in visible and important part of the business (Yield Analysis Power Users)
   • Get first round of JMP to support Engineering Training for future growth
   • Win/Win to get JMP
9. Next Steps
   • Catherine sent over JMP & JMP Pro bid to Samsung (Ben and Steven) with the Post JMP Pro Workshop included, contingent on order by Sept 29th (completed)
   • Don, Scott & Jerry to look at getting together existing and needed additional Post JMP Pro Workshop material to be ready for this session

Regards,

Scott Lee Wise