Training: ELA Positioning6.28.2022 | Presenters: Rachel Smith, Juliette Plager
Watch Recording | Powerpoint | Enterprise Page on JMP.com
Deal Support Team | Rachel Smith
- Please use dealsupportteam@jmp.com – don't reach out to individual mentions.
- Q: All upgrade? Any level of discount/negotiation of non-standard terms. ELAs – go to business operations directly. All ELAs will be > 100k, so deal support team will help.
- Q: Budgetary quotes? Work with business operations to share pricing comparisons.
ELA Positioning | Juliette Plager
Key takeaways:
- YESSS! "Map out the path to enterprise. Doesn't need to match "ideal" account exactly RIGHT NOW. Position the future. Warm up the market to the ELA. This is a marathon, not a sprint. Its a central part of account planning, account expansion and long-term growth."
- The ELA is a huge opportunity for JMP Pro. Look at customers that have requested JMP Pro. Value of JMP Pro proven at tech summit. Less time on training on the same tool, speaking the same language. One source of truth.
- Wake people up to new opportunities right now. Have to do those steps really carefully. Position it as a new solution. JMP Pro and JMP Live possibilities.
Mass customization is core! Add-Ins, JMP scripts.
Data as a strategic asset, power workforce to be analytically savvy. You have to sell the value of JMP - our products, training, support, etc. To enable conversations beyond the user, our sales conversations need to evolve into a B2B, higher-level message. Now is the time.
- STIPS can not and should not be forgotten. It's a key element in driving analytic growth and adoption.
- PRODUCT + STATISTICAL KNOWLEDGE + DOMAIN EXPERTISE + CULTURE/BUSINESS = when combined, maximizes the value and possibility of driving analytics at scale. JMP can/has proven to play a key role in that for hundreds of enterprise customers.
- New Resources available with this message:
Expectations from Training:
- Sales teams:
- Internalize and see how this messaging could play into their account plans.
- Provide feedback, requests, suggestions to Sara Doudt. What works well, what didn't.
- Sales managers: collect feedback from teams:
- What did you learn?
- What is confusing still/what questions do you still have?
- What will you do differently now?
- Please refer to the ELA Offering training (May 2022) for more details.
PricingTraining
