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Sales Highlights
BASF (28 May 2021 – EUR Chemical)
Germany-based BASF, the largest chemical producer in the world, recently added 100 more JMP licenses to bring its total to 750.
Getting to 750 has been a journey for Britta Schnitzer. She started working with BASF in 2017, but it was a very difficult account at that time. Says Britta, “BASF wanted to kick SAS and JMP out at that time due to contract and licensing deployment issues. We continued to work closely with the account and were able to bypass the official JMP product owner at headquarters after we found and established additional champions in Antwerp and Asia.”
Those new relationships paid off. In 2018, a multi-entity contract with a flat fee was signed, which enabled growth in Asia and several other sites. In 2020, the US contract was consolidated into the ME agreement with one single contract with a flat fee. As a result, JMP became the preferred tool for DOE in R&D and for manufacturing just in Antwerp; headquarters still wasn’t supporting JMP usage for manufacturing there.
Britta used LinkedIn to spread the usage of JMP and conducted multiple webcasts and on-site presentations. (In fact, Britta was such a fixture at BASF, many people there thought she was a colleague and not a JMP employee.) Britta says, “By inviting people to the webcasts and on-site training, which was only available to people who had JMP installed, the user number grew from 180 to 600 in three years. We bypassed the JMP product owner to grow JMP with these activities and had strong sponsorship from BASF Antwerp.”
In 2020, Bernd Heinen and Emmanuel Romeu worked with specific users to create use cases for JMP in manufacturing at the German site. In October, the manufacturing JMP champion presented a use case to management at BASF headquarters and got approval to run a project for one production line at BASF’s main site in Ludwigshafen, Germany, which will begin this August.
“Andreas Büchse, the JMP product owner at BASF, finally understands that he can´t stop JMP growth and that our activities will put him in the sweet spot for services, including training and project help,” says Britta. As a result, BASF added 50 licenses in March, all of which were consumed very quickly internally.
“Andreas is now working closely with us and encouraging BASF’s users to participate in our virtual JMP Day series, where he will also present a JMP overview and his services. To support the expected growth created by enhancing JMP usage in manufacturing and creating greater awareness via the JMP Day series, Andreas calculated that 100 additional licenses were needed, which were added in May. We are now at 750 licenses with BASF, and I am sure there are more to come over the next few years. The deals this year with BASF are a good example that it is beneficial to never give up and to keep working with these large customers. If you continue to grow awareness about the benefits of using JMP on the user side and make the global purchase process easier, it will pay out over time,” concludes Britta.
- Product: JMP
- Amount: $82,766
- Integral Players: Maria Astal Serés, Bernd Heinen, Emmanuel Romeu, Britta Schnitzer, Bill Worley
Allergan Biologics (23 Mar and 22 Apr 2021 –UK T1)
Allergan Biologics, the biotech company with expertise in process R&D, cGMP manufacturing and advanced analytical capabilities for a broad range of biologics products, recently added one JMP Pro and 25 JMP licenses in two deals this spring.
Allergan is particularly strong in cell and gene therapy (CGT) product development using a suspension system for manufacturing up to commercial scale. Allergan plans to use JMP for a range of analyses, such as identifying the optimal conditions for producing high AAV viral titre from a non-lysed production process by screening a large number of treatments using AMBR15 bioreactors.
Bernard McKeown says, “The whole team has worked closely with Allergan to expand its use of JMP and JMP Pro. Allergan bought 15 seats for its Process Sciences Department, plus one JMP Pro and 10 JMP seats for its Analytical Sciences Department.
“To embed the use of JMP and drive further growth, we have held two JMP Days this year, which gave us the opportunity to engage with management and align our support with their goals. It also gave us the opportunity to identify lead users for case studies to help us develop future champions.”
- Product: JMP, JMP Pro
- Amount: $31,903
- Integral Players: Maria Astals Serés, Ben Francis, Bernard McKeown, Ferenc Meszaros
Marketing Resources
JMP 17 EA Launched!
JMP 17 EA1 was launched on June 18, with roughly 500 users invited to participate. Invitations and membership are being tracked through the JMP 17 Early Adopters Salesforce Campaign.
Please invite any qualified customers to join the program by following these steps:
- Make sure the customer is a contact who has not already been invited (check the campaign).
- Add the contact to the campaign (with a To be Invited status; keep the other defaults).
- Use the Send EA Invitation button to invite the contact to the program using the email template provided (you can only invite the campaign members that you have added).
Once invited, the campaign member’s status is automatically changed to Invited; it is changed to Registered once they complete the registration form. When they are accepted into the program, Product Management changes the status to Alpha (for EA1), which triggers a confirmation email with details about the program.
If you have questions, please post them on the Early Adopters FAQ page, where Product Management will be sure to answer.
New Customer Success Story
Find out how a behavioral ecologist at the University of Arizona uses JMP to create a detailed map of social structures within a prairie dog colony: https://www.jmp.com/en_us/customer-stories/university-of-arizona.html
Advocating for Analytics Blog Post
Be sure to read why Procter & Gamble’s Zhiwu Liang recommends nurturing a collaborative relationship with JMP and JMP developers.
Careers at JMP
We're growing, we're hiring, and we need your help to find more great employees. If you know of someone awesome, refer them via the SAS Employee Referral site. And you can check out the list of open positions at jmp.com/careers or take a look at the list below:
- Systems Engineer, London
- Account Executive, Milan
- Digital Marketing Specialist, Cary
- Global Digital Marketing Lead, Cary
- Account Executive (Healthcare and Life Science), Shanghai
- Account Executive (Chemical), Cary/East Coast
- Software Developer (C++), Cary
- Sr. Associate Business Operations Specialist, Cary
- Account Executive, Copenhagen
- Test Engineer, Cary
- Account Executive, Austin
- Account Executive (Manufacturing), Beijing
- Inside Sales Account Representative, Shanghai
- Systems Engineer, Mexico/Latin America
- Javascript Software Developer, Cary
- Inside Sales Account Representative, London
- Inside Sales Account Representative (Academic), Tokyo
- Systems Engineer, Osaka
