7.11.2022
Presenters: Jason Romanos, Rachel Smith, Lauren Aldrich, Carol Gretz, Dan Valente (Pricing Team)
Watch Recording (8am EST) | Watch Recording (8pm EST) | PowerPoint (Internal only) | Critical Changes Documents Folder
With the help from a few sales teams we have started documenting talking points and responses to sales objections. With the rollout of the new tiered pricing structure, we are asking sales teams to:
- Review critical changes document for new customers.
- Internalize below talking points and sales objections.
- Provide feedback to pricing team .
- Review your accounts. Impact analysis tool coming soon.
- Go back to all your JMP Pro opportunities where price was an objection/loss reason.
- Talk to your manager with questions. Your manager can raise issues to the deal support team as required.
TALKING POINTS
- The way that JMP is purchased has changed. This may result in a price increase seen on your next invoice.
- JMP has adopted flat, tiered pricing, which now provides the following benefits:
- Fixed yearly fee (No more first year fee).
- Easy to budget for upgrades; for current customers upgrades have not increased substantially.
- Migration to JMP Pro is significantly less expensive (Now $7,600, previously $16,500).
- Access to both macOS and Windows desktop versions standard with new license (which was $500 value).
- When moving to a new tier as usage grows, yearly fee per user is reduced.
- Committed to our customer's success/satisfaction.
- We want JMP to be a company that is easy to work with and that you want to do business with.
- Nearly 35 years of innovation helping hundreds of thousands of scientists and engineers and nearly tens of thousands of customers.
- Committed to creating great products.
- You chose JMP because it is the best statistical discovery software. We are committed to keeping it that way.
- From the start, it's been our mission to develop great software and innovated in every new version of JMP.
- Bring new products and major versions to market ( JMP 17) :
- JMP Live.
- Genomics and wide-data fitting capabilities to JMP Pro.
- JMP Clinical built solely on the JMP platform.
- Product themes.(external version coming soon)
- Continue support.
- Our teams will continue to work closely with your teams to deliver on your needs. Account/customer-specific training and support, JMP Discovered workshops.
- TO DO: Audit all your team's touchpoints and hours that are in Salesforce, especially for those accounts that have increases coming.
- We will continue building and offering free resources such as STIPS.
- TO DO: Know how many people in their account have done STIPS.
- Improving processes.
- We are adopting a flat, tiered pricing structure. This will make JMP easy to buy, easy to budget for, and yearly fees remain consistent.
- MyJMP Portal (coming 2022) will be a drastically simplified way of getting software. Investing in process improvements and systems.
- Adding new simplified ways of purchasing such as subscriptions.
SALES OBJECTIONS:
Q: Why is this price increase happening?
A: Buying JMP in the past has been hard. Upgrading and growing JMP use in your organization may have been challenging to budget for, and fees were not easy to understand. We are changing that by adopting a flat, tiered pricing structure. This will make JMP easy to buy, easy to budget for, and yearly fees remain consistent. However, this may result in a one-time increase to your next invoice. (refer to talking points).
Q: I was told last year when I licensed JMP that renewal fees would be about half of the first year fees.
A: Yes, this is the way you purchased JMP last year. However, your new contract is on a flat, tiered price schedule. (refer to talking points).
Q: I was told that prices increase only 5% a year.
A: Yes, historically there have been 5% increases for both upgrades and renewals. However, your new contract is on a flat, tiered price schedule. (refer to talking points).
Q: What if I want/need to cancel/downgrade?
A: We want to make sure the software is providing value and being used (not shelfware). We are happy to provide you with a quote for the number of needed users. (refer to talking points).
Q: We have only budgeted X (renewal plus 5%) this year for JMP.
A: JMP has proven its value in your organization. Can you approve a budget increase this year? If not, who in your organization can? (refer to talking points).
Q: This is ridiculous. We are switching to Minitab.
A: JMP has proven its value in your organization. We have aligned our pricing with desktop statistical software yearly fees. Currently the JMP annual license fee is lower than Minitab.Comp analysis (JMP Live) . (refer to talking points).
Q: Is there any wiggle room? Can we negotiate a discount?
A FOR NEW CUSTOMERS: ***Per the approval matrix, sales can approve up to a 20% discount to facilitate the deal. Discount can be in the first year only.
A FOR RENEWALS: I cannot approve a discount as your current fee is under JMP's negotiation threshold. ($100,000). I would have to bring this request to the deal support team which may delay your software and make your users unhappy. However, with these changes... (refer to talking points).
DOS AND DON'TS:
Two:
- DO cover the what, why, when.
- DO explain that it's necessary to maintain quality products and support.
- DO evaluate the account history before making a call.
- DO use the talking points provided.
- DO provide feedback to the pricing team .
- DO use the data depot and provided script (coming soon) to look at accounts that are moving to new pricing tiers by default and which ones are going to be ramping up over time. Pay particular attention to those accounts that are close to the 10K USD threshold.
DON'TS:
- DON'T apologize.
- DON'T tie price changes to LLC.
- DON'T reach out to individual members of the deal support team. please use this email address .
