2022 JMP Customer Reference Program Overview [Internal]

Meg_Hermes

(Please see attached PPT for further detail)

The JMP Customer Engagement and Reference Program is predicated on the fact that peer references are one of the most significant influences on an enterprise purchase.

There are two primary streams within our program:

1. Case studies demonstrating the value of JMP solutions, features and ROI.
2. Purpose-driven storytelling that builds our brand identity.

To be successful, we must have customers advocating for JMP and participating in both streams.

But why should our customers participate?

We want to celebrate our customers' successes. That's why we're using our network and resources to offer our advocates opportunities to develop thought leadership, amplify their stories, and get more value from the software they've invested in.

By joining our Reference Program, customers can add value to their business by:

• Documenting proofs-of-concept that can be shared with their leadership.
• Advocating for the expansion of proven approaches that can save their organization time and money and speed innovation cycles.
• Developing relationships with JMP staff (JMP Education, JMP Development, JMP Technical Enablement, JMP Customer Care, etc.) for one-on-one support and training.
• Connecting with other JMP users in their organization to share resources, promote training and expand skillsets.
• Positioning their organization as forward-thinking and innovation-driven.
• Attracting new talent by highlighting the ways their organization is embracing data-driven methods and decision making.
• Leveraging the JMP network to develop industry-academia partnerships. 
• Gaining increased exposure to diverse audiences and professional organizations they most care about.
• Learning and establishing best practices for a successful implementation across their organization.

On an individual level, participants gain:

• Recognition as a thought leader within the broader analytics community.
• Recognition as a change agent within their organization.
• Access to a vast professional network of analytics-minded people in all industries.
• An opportunity to build their personal brand.
• An opportunity for community and educational outreach.

What incentives can we offer?

We should not need to offer incentives if the personal wins are articulated clearly and strongly enough. We can, however, offer some small incentives or thank you gifts on a case-by-case basis, subject to approval. These include:

• Discovery Summit fee waiver (most common)
• Gift card
• Thank you gift box 
• Small donation to a charitable organization in the customer's name
• One-on-one session with JMP technical staff
• Renewal discount (subject to approval)
• Training discount (subject to approval)
• Honorarium (subject to approval)
• Enrollment in the JMP Partners program (and free JMP license if for use by a qualified non-profit organization)

Are there any risks or concerns we should anticipate?

Many customers have IP concerns. Our goal is to work with them and any stakeholders within their organization to address privacy issues through a transparent, collaborative review process. To safeguard confidential information, we work with our customers to identify the right reference opportunity for them.

To address confidentiality concerns up front:

• We will not publish anything until they have given us explicit permission to do so, in writing.
• We are not seeking an endorsement.
• If at any time they would like us to remove the story from our website, we will do so immediately.

What opportunities are available, what is the time commitment and where will these resources be used?

We offer a wide variety of reference opportunities to suit different business needs and sales scenarios. These resources are designed to be used across the entire customer journey.

Opportunity	Description	Time Commitment	Usage	Example
Success Story	Polished, 1500-word article delivered as a PDF and online link	On-site: 2-hour site visit involving a 60-minute interview followed by 30-60 minute photography session. Content review (no more than 30 minutes). Remote: 60-minute interview followed by content review to provide feedback (no more than 30 minutes).	JMP.com/success PDF Social media campaigns Consideration for publication in JMP Foreword magazine Available in the JMP Resource Center Shown to customers via jmp.com	PPG Industries Success Story
Success Story Video	3-4 minute, co-branded professional video story featuring video interview, explainer-style graphics and b-roll or on-location footage	On-site: One 30-minute prep call followed by a 2-hour site visit and content review  (no more than 30 minutes).  Remote: Two 30-minute video interviews followed by content review (no more than 30 minutes).	JMP.com/success Social media campaigns Paid promotional content on YouTube and LinkedIn Shown to customers via YouTube	W.L. Gore Success Story Video
Video Testimonial	2-3 minute informal, self-recorded video testimonial	No more than 15 minutes in total. Video is self-recorded via a link. Customers will be shown 3 prompts and given 2 minutes to respond to each.	Social media promotions Shown to customers via YouTube  May be incorporated into event videos	N/A
External Speaking Engagement	Invited talk, interview or panel discussion hosted by a third party partner and sponsored by JMP	Commitment will vary by opportunity.	Usage will vary according to the external partner's contract.	Chemistry World Webinar: The Age of Digital Chemistry
JMP-Hosted Speaking Engagement	Invited talk, interview or panel discussion at a JMP-hosted event (e.g., Discovery Summit, Statistically Speaking)	On-site: 60-minute prep call, plus 1-2 day commitment including travel to/from event venue, dress rehearsal, conference dinner, meet & greet Remote: 60-minute prep call, 60-minute tech check and dress rehearsal, 60-90 minute webinar	Attended in-person or aired live online Available as on-demand video in the JMP Resource Center and elsewhere on JMP.com Social media promotions Shown to customers via YouTube Possible paid promotional content on YouTube and LinkedIn	Statistically Speaking: How Design of Experiments Can Transform the Way We Innovate
Q&A for a Blog Series	Feature article in a Q&A format	No more than 1-2 hours to respond to questions in writing, plus 10 minutes to review/approve final copy.	JMPer Cable blog (in the JMP Community) Social media promotions Shown to customers via the Community Available in the JMP Resource Center	Advocating for Analytics Blog: Intel’s Don Kent on what makes a mature analytics organization
Guest Blog	Invited article, written by the customer, of approximately 1000 words in length	Commitment will vary according to an individual's writing style and pace, but customers can anticipate at least a 30-minute call with our editor, plus 1 hour to review and incorporate feedback.	JMPer Cable blog (in the JMP Community) Social media promotions Shown to customers via the Community	JMPer Cable: VSCode and JSL: a different scripting environment by Vince Faller
JMP Foreword Column	Invited article, written by the customer, of approximately 1000 words in length	Commitment will vary according to an individual's writing style and pace, but customers can anticipate at least a 30-minute call with our editor, plus 1 hour to review and incorporate feedback.	Distributed in print in JMP Foreword magazine Available for free download as a PDF Available in the JMP Resource Center Social media promotions	JMP Foreword: Building analytics communities across the enterprise by Alex Pamatat
Academic Case Study	Collaborate with the JMP Academic Team to create a sample data set and case scenario to be used in university coursework on industrial statistics	5-10 hours	Case Study Library on JMP.com Distributed as an educational resource to faculty and students	Case Study Library
Book	Via the JMP Publishing Program, interested authors are invited to submit a book proposal and collaborate with JMP to realize their vision	Significant time commitment over 6-8 months	Print publication e-book	N/A
Customer Quote	2-5 sentences written by the customer about some aspect of JMP	No more than 10-20 minutes	JMP.com	N/A
Product Review	Product review, written independently by a customer, and posted to an external review site	No more than 10-20 minutes	External review site	N/A
Peer-to-Peer Reference Call	One-time peer-to-peer conversation via phone, Teams or Zoom. The call will not be recorded or distributed.	30-60 minutes	N/A	N/A
Internal Use Success Story	Polished, 1500-word article delivered as a PDF and/or proprietary online link	60-minute interview followed by content review to provide feedback (no more than 30 minutes).	Company Confidential PDF InsideJMP	ExxonMobil User Newsletter (Company Confidential)

Customer Reference Overview November 2021.pptx