Expand the opportunity for enterprise licensing and remove barriers to increased analytics growth
JMP now offers an enterprise license agreement (ELA) in the United States and for Premier customers worldwide. The ELA is ideal for enterprise-class accounts (over 200 users) with a data-driven culture and a widespread use of JMP or expected wide future growth; in an industry with a high rate of process and product innovation; committed to speeding their analytic maturity; and that have expressed a desire to streamline licensing and product choice decisions.
For details, see the ELA Sales Memo.
The ELA allows customers to buy a license for its employees and employees of its related entities to access the software with:
- Pricing based on the size of the enterprise, rather than the number of users.
- Usage rights defined based on the customer’s entities that require access.
- Usage rights defined based on functions that will access the software (e.g., entire enterprise vs. department/division).
The ELA will be available in one EU country later this year and in select accounts in Asia based on managerial discretion.
“We have a number of enterprise-class accounts purchasing JMP using our standard licensing model,” said Dan Valente, Sr. Manager, Product Management. “And we’ve gotten lots of feedback in the past that this is challenging and causes unnecessary issues for customers in many cases.”
The ELA is meant to address sales objections and customer burdens such as:
- Counting and reporting users.
- Adding a single user to an agreement.
- Deciding if a subset of users needs JMP Pro.
- Adding JMP Live to the licensing conversation.
- Giving access to related entities.
- Getting JMP into the hands of people who need it, past license gatekeepers.
- Fee increases from per user pricing to a total employee license agreement (TELA).
“The JMP ELA is the way – for the right customer. And what we're trying to do here expand the enterprise licensing options for customers with additional flexibility for how we write the contract.”
What’s included?
- JMP Pro (Windows, macOS, Windows Server OS) – Available to everyone within the usage limitations of the license.
- JMP Live (On-Prem) – Unrestricted by department/division/entities so that users can share the value of JMP far and wide across the organization.
Yesterday's sales training started the conversation around the ELA, covering:
- The ELA and its parameters.
- The target customer profile for the ELA.
- When and how to position an ELA.
- The products included in an ELA.
- The licensing process.
- Answers to common questions.
Additional training on pricing changes is scheduled for:
June 2022 – ELA target account positioning
July 2022 – Tiered pricing and offering simplification
Q3 2022 – Licensing out of JMP Statistical Discovery LLC (for select countries)
List core pricing team: Daniel Valente @Daniel_Valente, Rachel Smith @RMSmith, Jason Romanos @jasonnzl, Lauren Aldrich @LaurenAldrich, Carol Gretz @CJG
Extended JMP pricing team: John Jones @JonesieAtJMP, Lori Casto @lori_casto, Jon Weisz @Jon_Weisz, (Damian Carville)
