Strategic Win Episode 1: An ELA at P&G and JMP Clinical at Novo NordiskCOMPANY CONFIDENTIAL. DO NOT DISCLOSE.
In this video:
- Sarah Springer (@SarahySpringer) shares how the team utilized advocates to identify white space at P&G and positioned an ELA as in alignment with P&G’s cloud strategy. “An ELA may be a bit of a jump in price for a lot of accounts ,” she says, “but if you can focus on developing the need for new products like JMP Live and JMP for the cloud – in addition to the expansion of users – it can end up over time being a natural transition into a sale. And you can use those other products as stepping stones.” The result: P&G Enterprise License Agreement ($1,327,531 + 4 additional options years which, if renewed, will secure renewal at a 10% year over year).
- Agathe de Vreese (@Agathe) explains how the team used a price increase announcement as a segue to ELA discussions at Novo Nordisk and then positioned a JMP Clinical sale as the first step in working toward an enterprise solution. “I think if the relationship with the customer is there, the community of users is clearly identified, and if we manage to prove the value with some use cases, our customers will agree to discuss further,” she says. The result: Novo Nordisk JMP Clinical ($153,476.64 + an increase of 15% on the existing business).
Resources:
Read more: A true partnership with Procter & Gamble
Inside Sales NewsRe: January 2023 Sales Highlights: An ELA at P&G and JMP Clinical at Novo NordiskGreat video, thank you for sharing!
Re: January 2023 Sales Highlights: An ELA at P&G and JMP Clinical at Novo NordiskThank you for this great first episode. Can't wait fo the next one
Re: January 2023 Sales Highlights: An ELA at P&G and JMP Clinical at Novo NordiskI love the format and the questions and answers are very helpful and insightful. Thanks to all three of you for starting off this series!
Re: January 2023 Sales Highlights: An ELA at P&G and JMP Clinical at Novo NordiskGreat work everyone! I particularly loved that this episode highlighted some of the online resources that can help in these conversations. Thanks for drawing attention to those!
