Overview
Overarching mission
- Recognize revenue for GE renewals
- Significantly improve the renewals process for GE – no more year-long extension
- Geo teams manage sites, own relationship, and connect users with high-value customer care resources that don't require significant time investment from sales teams
- GE will not likely result in revenue growth for JMP, but the users represent potential as lines of business are divested or users find new employment
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User Counts
2019:
2020:
2021:
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Community membership
2019:
2020:
2021:
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STIPS enrollment
2019:
2020:
2021:
Total all years:
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TSR
2019:
2020:
2021:
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Customer Care
JMP days planned/executed:
Engagement score (when available):
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Account business profile
2019 Revenue:
Cost of Revenue:
Total Employees:
# Engineers/Scientists:
Quick Ratio:
D/E Ratio:
Operating Margin:
Profit Margin:
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Training Programs
Statistics/Analytics:
JMP:
Other:
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Technical Value
Departments using JMP:
Value received:
How do they use it?
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Sales opportunities
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Account Info
Legal name: General Electric
Common name: GE
Email domains:
JMP License Info
Site Location: See below
Contract #
Sites:
Nonstandard Items: See Ashley Prince
Allowed Entities/Countries: All GE entities globally
Renewal Terms Renegotiation: Renegotiated each year
General Contract T&Cs
GE Contract 38429 covers 34(+/-) sites, all administered from the US. Amendment No. 14 was signed by GE and SAS in January 2020 which extended the GE Contract for an additional 1-year period of 01JAN20 – 31DEC20. JMP products also need an Order Form generated to outline the terms for the renewal year (See Section 4 in Amendment No. 14).
- 01Janxx – 31Decxx – most GE sites are co-termed to these dates.
- Amendment signature is required to complete renewal of MLA; Order Form signature may be required by GE for renewal of JMP products (or the renewal may be completed by invoice/payment).
- This contract allows for usage globally by any GE affiliates. – definition needed
- Revenue recognition occurs at invoicing –Most the renewals have a paid thru date of 31DEC which means the renewal anniversary date is 01JAN21 and revenue is recognized in 2021.
- Some sites (most recently Power and Renewables) request short terms (< one year) to avoid co-term invoicing in the second year
- Transferability in this contract is vague. In a 2020 internal call, Rachel identified this as an area for concern/opportunity because the current language is open for interpretation. GE identified Section 1.6 of the MLA as permitting GE to transfer a license of JMP or JMP Pro from one user to another user instead of being required to purchase a new user license for the new user at the different site. SAS reviewed Section 1.6 of the MLA—it is a definition of “Authorized Hardware”, but does not provide for transferability rights between users as GE has discussed. More discussion and possibly language in the next supplement needed.
- The contract grants licensing rights by divested entities until the later of (A) the termination or expiration of the amended MLA, or (B) 12 months following the date of the divestiture consent (see Amendment 13 amending section 13.3 of the MLA) – our practice is to set up new contracts if possible.
- GE is managed by SAS Sales Director Dan Abraham, reporting directly to Paula Henderson.
- Total JMP/JMP Pro users across all businesses as of Aug 2020: 622
- Total renewal dollars to JMP: $324,930
Renewals Process
The historic process for renewals for this account:
- Account team confirms inventory by site with each business contact.
- Once inventory is confirmed, JMP gets pricing for the next term year approved (historically by Jon Weisz and Carol Gretz, and based on total volume of users across all sites).
- Legal adds pricing and term dates to Order Form; an Order Form is used in place of a supplement. . GE may require a signed Order Form before moving forward with a renewal; however, Section 2(e) of Order Form #38 (for the 2020 renewal period) provides that renewal is accomplished by SAS sending an invoice for the then-current applicable software license renewal fees and GE paying the invoice. The process of obtaining a new signed Order Form delays renewal for months and leads to a poor customer experience. Amendment has historically been signed by Mourad Chaiblaine from GE Corporate Asset Management.
- Pre-renewal notices –Pre-renewal notices are sent by Licensing Operations once the renewal fee pricing is established, approved and typically agreed to by GE historically outlined in an Order Form although renewal may be completed by invoice/payment terms in Section 2.e of Order Form.
The invoice for 2020 was sent in March of 2020. It was paid in partial amounts, with the last payment coming in August of 2020. However, because of two unpaid co-term invoices, release of full-term codes had to be approved by Jon.
Pricing
Historic pricing:
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2019 pricing
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2020 pricing
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2021pricing
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2022 pricing
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JMP (new user)
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$570
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$570
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$627
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JMP (renewal)
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$308
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$360
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$400
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JMP Pro (new user)
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$870
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$3350
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$3641
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JMP Pro (renewal)
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$870
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$1725
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$1889
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2021 user quantities: JMP 533, JMP Pro 50
2020 user quantities: JMP 549, JMP Pro 49
2019 user quantities: JMP 825, JMP Pro 81
Pricing for 2021 was 10% over standard list for combined quantities.
Major sites with JMP users
Site/Location
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Country
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Number of Users
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see above
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global
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TBD by site
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Budget
IT line item? Users pay? One purchase order given per business unit, GE has asked for combined sites to be separated
Internal Chargeback, if so, how much?
When budget for next year’s renewal?
Who manages this process? All stakeholders listed by business unit, Mourad Chaiblaine from GE Corporate signs order form every year to extend contract and communicates internally
Contacts
Champions
Name
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Location
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Title/Role
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Eriks Osvalds
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SC
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TBD
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Praveen Singh Negi
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GE Renewables
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Evan Downey
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NY
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GE Global Research
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Jordan Sklansky
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IL
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GE Aviation
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Taline Burniac
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WI
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GE Healthcare
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Sameer Vittal
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GA
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GE Power
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License Administrator (SAS rep in GIDB), tenure as SAS rep:
Purchasing
Process changes in 2019 and 2020
There are up to 15 different requestors that engage with JMP for GE. I requested one contact for each business unit on all new and renewal user requests, license extensions, etc. All communication funnels through Ashley and Business unit contacts (below). Request for new licenses are required to fill out the following grid:
Site Number
Product (JMP / JMP Pro)
Count
MAC Installer
Specify Renewal or New Purchase
What Business at GE you represent
Ashley routes the request to the appropriate sales team and informs the SAS business unit contact to ensure that the request is valid and approved.
When a purchase order is received, it is routed to Ashley Prince to confirm that the request has been approved by the business unit stakeholder.
GE does not sign Supplements nor License by PO (Terms & Conditions of the License Agreement are not incorporated into the PO). GE issues a PO with appropriate details of Business Unit, quantity and price per user. An internal SAS-GE portal must be completed with order details and submitted to Michele Spencer in Licensing Operations to approve by reviewing associated PO/Site. Once approved, form is returned to JMP Business Operations in a format that incorporates the GE Contract 38429 T&C’s. This document is then sent to GE requestor for approval and this becomes the actual licensing document which allows the PO order to be processed.
Touch base with Eriks/other stakeholders biweekly until renewal is paid
Important Internal Contacts
Ashley Prince – manages the relationship with GE business owners
Kate Fitzgerald – Manager, Business Operations
Diane Perez – Business Operations, tracks all GE inventory
Michele Spencer – Licensing Operations, responsible for invoicing
Rachel Smith – Legal, familiar with all GE and JMP contracts
Training
By Location
JMP related Training Programs
Executive sponsors
Power Users
Software Deployment
Version of JMP currently used: 15.1
Push/pull – how does it get deployed, repackage?
License update process
Value of JMP
Discovery Papers/Posters
Data Infrastructure
Analytic Tool/Competitive Landscape
Opportunities and Vulnerability
Opportunities
JMP is ingrained in the GE businesses and is generally very sticky
GE is highly engaged with JMP – participants in user events, Discovery, etc
Good relationships within JMP and GE at various levels of the enterprise
Vulnerability
Messy contract and renewals process which allows for a poor customer experience;
The Beacon program supported this customer via overlay until Jan 2019 and local sales teams had varied level of engagement with users. Local teams have various levels of relationships;
Business health concerns;
Notes on Technical Engagement
Activity
Stop Investments
Sales teams should be wary of spending too much time with GE as the business health dictates it will not grow. However, this customer should get quality support from local teams and customer care that is commensurate with their user quantity.
GE has not grown JMP to the level predicted during the initial contract negotiation. We should reset the pricing to reflect current usage and maintain global pricing standards.
Changes to Corporate Family
Westinghouse Air Brakes (“Wabtec”) – 150 users were transferred from GE Transportation in Supplement 3 effective 01Jan20. No sales credit was given for this transaction.
Hi JMP Team – we are due to issue the pre-renewal notice for Westinghouse Air Brake Technologies, site 638918. This was previously the GE Transportation license (under GE contract and pricing) that was transferred to Wabtec effective 01JAN20. The renewal fee for 01JAN20-31DEC20 was $185,600 for 150 users. In 2020, Wabtec downgraded to 100 users due to non-use.
Baker Hughes – In 2017 GE bought Baker Hughes with the intention to strengthen its Oil and Gas business.
Danaher – 2018 sold GE biopharma
Cytiva – formerly GE Healthcare Life Sciences, this was licensed separately in the US in 2020
