Session 7: Federal Government and Academic Accounts

JonesieAtJMP

 Problems with current scenario

• How do we identify as Fed. Gov. or Academic?
• Government
  • Flags identify as government account (PGOV, SGOV, FGOV, LGOV)
  • Need to identify end users, not just EIS (Dept. of Energy, etc.)
  • SETINIT name = end user
  • EIS licenses with agency
  • This situation also applies in AP where we have resellers
  • no indication in GIDB of this
  • Ops tries to identify through company name, but no automatic way to do so
• Academic
  • Offering code in GIDB identifies as academic account
  • Price point would indicate campus-wide or dept. wide
  • Customer type = U; University (US Only)
  • Some licenses held by state agencies, not necessarily individual institutions or campuses
• Root problem: no consistent hierarchy in GIDB

Current Process

1. EIS order comes in
2. Biz Ops receives PO from EIS with end user (agency) name – could be Lockheed purchasing on behalf of Army, for example
3. ORION account = EIS Customer Name
4. Biz Ops creates ORION opportunity, assigns TSR
   1. Opportunity value = What customer pays EIS
   2. Discount = oppvalue – EIS discount
   3. Net = amount with discount == sales credit
5. The above 3 need to go into ORION from SFDC – JOI consideration

Considerations and requirements

1. Data (GIDB, etc.)
   1. Synching – if government through EIS, look at SETINIT name instead of Company name into site data
   2. How are non-US resellers resolved? (SALSA in Canada)
2. Process in Salesforce. Ops does not prepare paperwork for EIS customers
   1. If we can pass amounts via JOI from Salesforce, BO would need PO at time of paperwork as attachment
   2. Upgrades are the same scenario

• When non-EIS customer; standard or non-standard paperwork, could follow normal commercial customer
• Commercial reps can sell to gov. through EIS, so they will need to be able to choose that licensing type
• Need all of the appropriate type of licensing document globally available for sales to choose
• Legacy academic deals where they have traditional licenses

Requirements

• Account loading
  • Clear way to see what product customer has; campus-wide or dept.-wide
  • How to derive this from information synched from GIDB?
• Processing
  • What type of product are they licensing?
  • Ops would like reps to talk to customers about which products they want before order submitted.
  • Current process is a form. University typically selects all
  • Otherwise, contracts has to create separate site for each product.
  • Messy for customer and contracts

kathycobb

Carol, Valencia, Kate, & I have reviewed the notes and here are our comments. 

First, these are 2 very large topics and need to take in to account worldwide information so would be better to address these separately in the future. 

Problems with current scenario

• How do we identify as Fed. Gov. or Academic?
• Government

• Flags identify as government account (PGOV, SGOV, FGOV, LGOV) – not for all countries.
• Need to identify end users, not just EIS (Dept. of Energy, etc.)
• SETINIT name = end user
• EIS licenses with agency
• This situation also applies in AP where we have resellers
• no indication in GIDB of this
• Ops tries to identify through company name and/or when the GIDB Setinit Name is different from the GIDB Company Name, but no automatic way to do so

• Academic

• Offering code in GIDB identifies as academic account (Not always as the standard corporate JMP offerings are also used in some Academic licensing.)
• Price point would indicate campus-wide or dept. wide (Not always as the standard corporate fees are used in certain Academic offerings. )
• Customer type = U; University (US Only) (Not always as other countries also use “U” to indicate Customer and there may be some Academic offerings that license via the corporate fee schedule so “C” is used instead of “U”)
• Some licenses held by state agencies, not necessarily individual institutions or campuses
• Root problem: no consistent hierarchy in GIDB. Please explain not sure what this means.

 

Current Process

1. EIS order comes in
2. Biz Ops & JMP Sales receives PO from EIS with end user (agency) name – could be Lockheed purchasing on behalf of Army, for example
3. ORION account = EIS Customer Name
4. Biz Ops creates ORION opportunity, and Comit Sale record where, assigns TSR, generates the GIDB Site number, adds the GIDB Company, Setinit Name, GIDB Industry, Code 2, Customer Type, Software Media, (if WX6S adds Model = VIRTUALSVR) creates a Contracts Note and attaches the PO and provides any processing instructions. Updates COMIT Milestones to “Work Routed to Contracts” (or if needs to go to Legal first then to Work routed to “Legal/Final Approval”, and adds the appropriate Licensing Operations person or Legal person and marks as Primary Owner.
   1. Opportunity value = What customer pays EIS
   2. Discount = oppvalue – EIS discount
   3. Net = amount with discount == sales credit
5. The above 3 need to go into ORION from SFDC – JOI consideration

 Considerations and requirements

1. Data (GIDB, etc.)
   1. Synching – if government through EIS, look at SETINIT name instead of Company name into site data
   2. How are non-US resellers resolved? (SALSA in Canada)
2. Process in Salesforce. Ops does not prepare paperwork for EIS customers There are some exceptions. There can be some non-standard EIS POs, Legal attachments are required for presentation virtualization licenses.

1. If we can pass amounts via JOI from Salesforce, the PO is the licensing document so needs to be attached via JOI.
2. EIS Upgrades are the same scenario because they come in on a PO as well.

• When non-EIS customer; standard or non-standard paperwork, could follow normal commercial customer.
• US Commercial reps can sell to state or local gov. through EIS, so they will need to be able to choose that licensing type
• Need all of the appropriate type of licensing document globally available for sales to choose
• Legacy academic deals where they have traditional licenses worldwide

 Requirements

• Account loading
  • Clear way to see what product customer has; campus-wide or dept.-wide (Not all Academic offerings use these 2 quantypes)
  • How to derive this from information synched from GIDB?
• Processing
  • What type of product are they licensing?
  • Ops would like reps to talk to customers about which products/operating systems they want before the JMP Academic Suite, JMP Clinical for JMP Academic Suite, and/or JMP Genomics for JMP Academic Suite order is submitted. 
  • Current process is a form. University typically selects all
  • Otherwise, contracts has to create a separate site for each product/operating system.
  • Messy for customer and contracts
  • Also need to consider removing JMP from the form since they get JMP Pro. This will reduce amount of software & SIDS to keep up with and reduces administration by Licensing Operations. And the customer is more confused when they receive numerous emails with all of the releases of the software. Why are the academic customers using the older releases? We want them to teach using the latest and greatest release.

Here is some additional information regarding Government...

 

In US,

Federal Government can license

1. Via EIS (authorized reseller and holder of the GSA fee schedule) – the EIS PO should go directly to Sales and then thru JOI

• SalesForce Account should equal the Agency Name (Like Dept of Energy)
• GIDB will be setup with GIDB Customer Name = Executive Information Systems LLC and GIDB Setinit Name = Agency Name
• There are separate GIDB Contract Numbers for each
• GIDB Industry Code = PGOV & requires a Code2 (see Licensing Operations webpage on Code2)
• Need to include the GIDB Maintenance Expires field as important EIS information for GIDB Sites

2. Via Standard Commercial Fee Schedules and Standard MLA and Supplement
3. Via a Systems Integrator like Lockheed Martin (always considered non-standard)

State and Local Government can license

1. Via EIS – the EIS PO should go directly to Sales and then thru JOI
   • SalesForce Account should equal the State or Local Government Name (Like NM Dept of Natural Resources)
   • GIDB will be setup with GIDB Customer Name = Executive Information Systems LLC and GIDB Setinit Name = Agency Name
   • There are separate GIDB Contract Numbers for each state
   • GIDB Industry Code = STGV or LCGV & requires a Code2 (see Licensing Operations webpage on Code2)
   • Need to include the GIDB Maintenance Expires field as important EIS information for GIDB Sites

 

2. Via Standard Commercial Fee Schedules and Standard MLA and Supplement
3. Via a Systems Integrator like Lockheed Martin (always considered non-standard)

• We do not have a complete understanding of the different countries and how they sell to Government. We do know that 

  All AP also uses a perpertual license for Government with an annual Maintenance fee so also use the GIDB Maintenance Expires field. These customers sign paperwork. 

• Keep in mind that “Contract” Number on the GIDB for EIS actually are only tied to (2) MLAs between EIS and SAS. The “Contract Numbers” are just numbers picked to organize the EIS licenses, to group the sites by an agency or by a state.
• Will need to have the ORION Variable Software Media to indicate ESDM or DVDM per the EIS PO – ESDM is the default but many Government Agencies can only receive the software via DVDM.
  
  
• ORION Variable Customer Type (indicates which fee schedule is used and maps to the GIDB variable Customer Type – ensure all ORION Options are available:
  • Canadian Federal Government Fee Schedule
  • Canadian Provincial Fee Schedule
  • Corporate Site
  • E-commerce fee schedule
  • Federal Open-Market
  • Government Site
  • Higher Education fee schedule
  • Quebec Government fee schedule

Here is some additional information regarding Academic...

ACADEMIC

To better understand Academic, you need to know the Academic offerings as these will need to be added in SalesForce. Not all of the Academic Offerings are available Globally. We also have a number of legacy offerings globally.  It will become clear that there is not one academic code that fits all of the Academic Offerings.

 

JMP Academic Suite

• Available Globally
• Available for post-secondary degree-granting institutions (DGI)
• Teaching & Research Use only
• JMP Academic Suite is an offering that includes JMP and JMP Pro on Windows and MAC desktop operating systems and SAS® e-Learning: JMP Software: Data Exploration Academic Version, JMP Software: ANOVA and Regression, JMP Software: Classic Design of Experiments, JMP Software: Custom Design of Experiments, Instant Applications Using JMP Application Builder (lecture).
• Flexible offering allows the customer to select the products and operating systems they want to receive now and may request any other available components at any time during a paid license period.
• Licensed by Department or for Campuswide licensed by Small University, Midsize University, Large University (or a University System license is non-standard)
• Beginning with V13, Presentation Virtualization was added to the JMP Academic Suite; however, will NOT automatically be provided to the customer.
  • Presentation Virtualization is by request only. (Operating System = WX6S and Model = VIRTSERVER
  • Customers with existing JMP Academic Suite licenses prior to V13, must sign an Amendment when requesting Presentation Virtualization.
• The primary stand-alone offering with (2) optional add-on products available for additional fees:
  • JMP Clinical for JMP Academic Suite includes the option to receive one or both 32-bit (WNDW) and 64-bit (WX6).
  • JMP Genomics for JMP Academic Suite includes the option to receive one or both 32-bit (WNDW) and 64-bit (WX6)
  • The add-on licenses must have the same GIDB contacts as the JMP Academic Suite site
  • The add-on licenses must be synced up to the same expires date as the main JMPACDST Site after the first year.
• NOTE: The individual e-Learning products are not tracked on the GIDB. The ELRN Business Rule is added to the JMP Pro sites that automates the addition of instructions on the Software Order Email (SOE) on how to access the eLearning modules on the web.

GIDB SETINIT Names for all JMP Academic Suite sites

• If Department Wide license - Will be the University/College Name – “Name of Department”
• If Campuswide License – Will be the University Name only (to imply campuswide) or will be University Name – Campuswide.

 

 

JMP for Academic Administrative Use

• Available Globally
• Available for post-secondary degree-granting institutions (DGI)
• Administrative Use only
• Licensed by standard licensing documents (MLA if needed, Supplement, & CCI)
• Offering = JMP or JMP Pro
• Quantype = Total Users (non-concurrent)
• Quantity = # Total Users
• ORION Customer Type = Higher Education Fee Schedule / GIDB Customer Type = U. So the GIDB will identify this as an Academic Customer. This works right now since there is only 1 fee schedule which is corporate for JMP and JMP Pro user based.
• Account Name/GIDB Customer Name = University Name and GIDB Setinit Name = University Name -Administrative Use
• Must provide specific Licensing Operations instructions so the license is setup correctly on the GIDB.

JMP Pro for Academic Research

• US and Japan only
• Targeted to a single University employed researcher for a specific Research project that will last 3 or 5 years
• Offering = JMPPRO
• Quantype = Total Users (non-concurrent)
• Quantity = 1
• Licensed by a Separate Agreement and CCI (does not require a MLA & Supplement)
• Account Name/GIDB Customer Name = University Name / GIDB Setinit Name = Researcher Name/Academic Research
• Multi-year (3) or (5) Lump Sum Deal
• Personal Computer license only (WX6 or MX64)
• JMPPRO+ is not an option under this offering. The customer will need to purchase 2 separate licenses
• NO Upgrades (each researcher requires a separate license)
• ORION Customer Type = Higher Education Fee Schedule (on the GIDB Customer Type will be U)
• ORION 1^st Period Term = 12 mths
• ORION Deal Length = 3 or 5 years
• Coded on the GIDB with the Special Offer code = JMPMYRAR (located on the GIDB Product Rates Overview & is for reporting purposes only)
• Assigned internal revenue recognition over the multi-year term: FYF is 50% of the total fee and the outyear renewal fees are equally prorated for the remaining term of the contract.

Example of internal revenue recognition for US Fees

License Term	Total fee USD	Year 1 (new)	Year 2 (renewal)	Year 3 (renewal)	Year 4 (renewal)	Year 5 (renewal)
3 Years	$2,995	$1,497.50 (50%)	$748.75 (25%)	$748.75 (25%)	n/a	n/a
5 Years	$3,995	$1,997.50 (50%)	$499.38 (12.5%)	$499.38 (12.5%)	$499.38 (12.5%)	$499.36 (12.5%)

If there is a discount, deduct the discounted amount from Year 1

 

JMP Pro Ambassador Program

note the name “Ambassador” is currently in question since there are already a couple of JMP Ambassadors that are working in JMP and Legal is reviewing.

• Currently US Only
• One-year, fee-waived license for JMP Pro targeted to graduating students or recent graduates whom are carefully selected by their professor
• License is in the Name of the Student
  • ORION Account Name & GIDB Customer Name = Student Name
    and
  • GIDB Setinit Name = Student Name-JMP Ambassador
• Corporate Fee Schedule with 100% Discount (discount approval required)
• ORION Customer Type = Corporate Site / GIDB Customer Type = C
• MLA and non-standard Supplement. No CCI form needed
• The GIDB Site is setup to automatically cancel after the 1-year license period ends
• NO Renewals
• NO Upgrades allowed