JMP ELA: Deal Support and PositioningIntroducing the Deal Support Team and Positioning the Enterprise License Agreement
This week’s sales training presented the Deal Support Team and continued the ELA conversation with ways to position the ELA.
What is the Deal Support Team?
The JMP Deal Support Team serves as a resource for Sales teams as they manage customer requests during the deal process. The new team explores alternative approaches to customer requests while maintaining alignment with JMP’s business, product and pricing goals.
Deal Support points to remember
- The team includes representatives from Business Operations, Finance, Legal and Product Management and meets weekly to discuss Sales requests.
- Requests are reviewed for 1) new licenses where a discount of more than 20 percent is proposed, 2) upgrades where any level of discount is proposed, and 3) non-standard business terms proposed to a license agreement.
- A Deal Sheet completed by the Sales team and a Deal Summary completed by Business Operations are required for all requests. Requests must meet the deal negotiation threshold of $100,000.
- All requests should be sent to JMPDealSupportTeam@SASOffice365.onmicrosoft.com.
Key takeaways to consider when positioning the ELA
- Introduce customers to new opportunities carefully and present the ELA as a new solution to address their challenges, including the new opportunities of JMP Pro and JMP Live.
- Remember Product + Statistical Knowledge + Domain Expertise + Culture/Business = maximum value and possibility of driving analytics at scale. JMP plays a key role in this for hundreds of enterprise customers.
- Present options for mass customization through add-ins, JMP scripts, etc.
- Position data as a strategic asset that powers the organization to be analytically savvy.
- Demonstrate the value of JMP from products to training, support and beyond. Extend conversations into a B2B, higher-level message.
- Include STIPS as a key element in driving analytic growth and adoption.
- Map out the path to enterprise. A customer doesn’t need to match the "ideal" account at first. Position the future for the customer. The ELA is a central part of account planning, account expansion and long-term growth.
New resources are available to support the ELA message
Additional training on pricing changes is scheduled for:
- July 2022 – Tiered pricing and offering simplification
- Q3 2022 – Licensing out of JMP Statistical Discovery LLC (for select countries)
ICYMI: Here are previously shared ELA resources
About the Enterprise License Agreement
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.
Introducing the Deal Support Team and resources to help you position an ELA
Product ManagementSales
