Thanks for all that contributed to help make this page, especially @lauren_buck ! If you have questions or feedback on this page, please reach out to Dan Valente.
Intro
Purpose: The purpose of the FAQ is to answer basic questions about pricing JMP and the systems that are used to price JMP for standard deals, standard multi-entity deals and the JMP Subscription. Because there are so many factors that effect what an organization pays us to license JMP, if in doubt talk to your manager about your specific customer's situation.
Goal of pricing standardization and simplification: With an average deal size of < $4000 USD, there are many small transactions yearly within the JMP Division. Historically, customers have burdened operations and legal with requests for redlined contracts, adjustments to standard terms and other requests that added to the time it takes to close deals. To address this moving forward, we aim to automate and adopt a digital-first approach to small deals using systems like the JMP Subscription, Buy Now and the upcoming Annual License Prime offerings (more info to come soon!) available through our e-commerce platforms. By reducing this burden for small deals with a high yearly volume, our operations and legal staff now have the bandwidth to work on larger, more complex deals.
Q&A
Internal: What is the Annual License Prime offering?
The goal of the Annual License Prime is to have a simple, digital-first way to annually license JMP for customers that don’t want/need custom terms. They not be able to make changes/redline the contract in exchange for an easy and self-serve way of annually licensing JMP. More information will be shared soon.
Internal: When are pricing adjustments made?
Product management and sales management review the currency conversion rates table and proposed fee increases during the summer. This is presented to sales management worldwide for comment in July. The pricing tables are delivered to Business Operations in August so that futures letters can be sent out to existing accounts. The same tables are delivered to the Digital Operations team to update the Salesforce Fee-Calculator and Opportunity Flow. New pricing goes into effect Jan 1 of the following year.
Internal: What pricing changes were made in 2021?
Removing HKD and BRL currencies, now using SAS Standard Global Conversion chart (EXC1).
CAD — 1.2 -> 1.25, CNY — 7.8 -> 7.7.
Keeping JMP Live pricing flat, but changing the minimum user count to 50 users at 53,400k USD/yr (For new deals closed after 1/1/2021). Existing JMP Live customers will retain their up to 100 users when paying their renewal. You will still be able to upgrade users in blocks of up to 100 additional users at $8,400 USD/100 user block/year.
5% increase to FYFs for JMP, JMP Pro, JMP Clinical and JMP Genomics. 5% increase to RYFs for JMP, JMP Pro, JMP Clinical and JMP Genomics.
Internal: Where I can find pricing and packaging information for JMP?
Pricing & Packaging on the Sales and Marketing Portal
Internal: In which currencies are JMP priced?
- You can see the exchange rates used by JMP in 2020 here. You can see the exchange rates used by JMP in 2021 here (ADD LINK).
- For countries not listed, see the SAS Standard Global Conversion chart (EXC1) found here.
Internal: What systems can be used for quoting pricing to customers?
- Salesforce Opportunity Flow and Fee-Calculator or C-Calc. No JMP Add-Ins, hand-calculated quotes or other systems can be used. Both Salesforce and C-Calc use the same underlying fee-tables, with proper SAS rounding rules applied. Business operations will not process deals from quotes generated in any other way.
- Training for the Salesforce Opportunity Flow and Fee-Calculator is provided by the Digital Operations team. Training will be available in the Oct 2020 timeframe. The recording of a demo from the Americas Midyear Meeting 2020 can be found HERE (1:41). Detailed training documents will be posted in Salesforce Knowledge (POST LINK ONCE AVAILABLE).
Internal: Are their standard fee-tables for multi-entity agreements?
Yes, there are Multi-Entity license terms and associated fees. See the sale policy documents or refer to the Multi-Entity FAQ.
Internal: Are discounts offered on JMP Licenses?
- Discount policies are managed through the approval matrix updated annually as part of the sales policies. If in doubt, refer to these documents and talk to your manager before discussing any discounts with your customer.
Customer-facing: Are there standard things I can say to my customer about yearly fee-increases?
The standard annual license is a one-year commitment. While not a guarantee, you can discuss with your customer that they can expect and should budget for about a 5% increase in renewals yearly.
Customer-facing: In regards to upgrades, if JMP cost $X for a full year, why does it cost $Y for just a few months? Why isn’t just $X divided by 12 to get a per month cost?
The upgrade cost does decrease the closer you get to the anniversary date of the existing license, but the fee is not based on linear proration. Instead it involves the difference in first year fees for the existing and new license quantities, but also takes in to account the renewals that have been paid.
Customer-Facing: Can customer pre-pay for multiple years?
Yes, JMP will accept pre-payment for renewal year fees. The fees need to be quoted by Business Operations (generally 5% increase in renewal year fees, year over year). There does not seem to be a limit on the number of years someone can pre-pay.
Customer-Facing: Is there an option for an individual to purchase a license of JMP?
Yes, an individual may license a personal copy of JMP via the subscription model. The cost of a subscription is $1500/year USD. The subscription can be purchased here. Please note that the subscription model is currently only available in the US. Outside the US, individual annual licenses can still be purchased via Buy Now.
Customer-Facing: What if a customer wants to add an operating system to their license?
Customers may add an additional operating system to an Annual License by talking with their JMP Account Rep. Note: there is not an option to add an additional operating system to an e-commerce license (Subscription, Buy Now, upcoming Annual License Prime) – customers will need to buy an additional license with the corresponding operating system. In the US, there is a $500 annual fee to add an additional OS. Outside the US, it is $500 USD converted to local currency with the EXC1 (Note EXC1 is internal-use only).
Customer-Facing: Can a corporation purchase a JMP subscription license?
The subscription license is designed for individual use. The corporate license is much more accommodating to grow with a corporate (multi-user) environment. It is also more cost-effective for multiple JMP users. However, JMP does not have procedures in place to prevent a corporation from licensing via the subscription model. If an individual at an organization wishes to license JMP using the subscription model and has the ability to pay using a credit card, he or she may. The license must be paid for with a credit card and it auto renews annually.
Customer-Facing: Are there standard talking points for upgrades?
Explaining the JMP Licensing Model:
- JMP has a subscription-based licensing model. When the software is first licensed, you pay a first year fee which gets you the software for 1 year. Once the year is up, if you wish to continue using the software, you would pay the renewal invoice.
- The more users you have, the less expensive the fee is per user.
- JMP is a named user license, meaning that 1 license can be assigned to 1 individual for 1 year. Licenses may only be reassigned when either 1) the existing JMP user leaves the company or 2) at the beginning of a new annual renewal period.
Explaining FYF vs RYF to a Customer:
- There is a difference between ‘renewal’ (RYF) and ‘first year fees’ (FYF).
- When you acquire new licenses, these are charged as FYF – they are more expensive than RYF.
- We apply a discount curve across our FYF and RYF, so each license has a slightly lower cost than the one acquired prior.
- Once you pay the FYF to add users, these licenses then become part of the renewal moving forward, at a lower per-license cost.
Notes/Disclaimers:
- There are three standard pricing tables: standard, multi-entity and subscription. A lot of factors affect pricing (for example legacy contracts, payment terms, etc.).
- (US only) for new users or entities on existing non-standard legacy contracts will be quoted by JMP Business Operations. Send these to jmp biz ops email address.
- For current customers, you can check in the GIDB to see what licensing type they currently have (standard vs non-standard, annual vs buy now vs subscription). Valencia covered this at the 2020 Americas midyear (1:30).
