Two recent enterprise license agreement (ELA) deals in EMEA have (and will continue to have) a noticeable impact on TSR growth. The first one, brought to fruition by the Benelux team last year, was with ASM Semiconductor, which has its headquarters in The Netherlands and operations in 15 countries. EUR Chem T2 finalized an ELA with British-based specialty chemicals company Johnson Matthey in July.
According to JMP CEO Jon Weisz (@Jon_Weisz), “EMEA just got a significant bump in revenue growth as ASM’s second year of the ELA hit the invoice data. Next year, we’ll have the same bump from the Johnson Matthey deal. Both deals will continue to drive some nice TSR growth.”
Senior Account Executive Edgar Beere (@edgarbeere0) explains how the ASM deal happened: “ASM is a leading manufacturer of wafer processing equipment and has been a true industry pioneer over the last 50 years. ASM’s former Data Analytics lead, Paul Deen, was instrumental in promoting JMP in ASM over the years. As a result, the first ELA in EMEA closed in August 2022 as a testament to the JMP Benelux team’s spirit."
“SE Marco Salfi and I have since moved from Benelux to EU Strategic T2, but we continued working closely with ASM," Beere continued. "Becoming a data-driven organization is a key initiative in ASM so we focused on integrating JMP in as many processes as possible. By now JMP truly has strategic value to ASM."
Like all JMP agreements, Beere says the renewal of an ELA is optional. "During ASM’s first year with the ELA, the value of JMP has been documented; that methodical approach has been very useful in validating JMP’s value to ASM’s executive management team and getting the approval for the spend on the renewal.”
“The Johnson Matthey ELA gave JMP visibility at the C-level, something that has enabled us to increase the impact far more quickly," Account Executive James Barkatullah (@James_Bark) said. "Often, organizations say they need to cut budgets and spending by ‘X’ amount. During the sales process, we realized it wasn’t valuable for Johnson Matthey to cut JMP users, but to standardize on the best-in-class tools. JMP Pro is that tool for R&D at Johnson Matthey. Johnson Matthey has since been able to cut spending in multiple other areas where JMP Pro has displaced competitors, whilst realizing the tremendous value it brings,” says Barkatullah.
Be sure to keep an eye out for the next Strategic Win episode coming later this week for more details on the Johnson Matthey deal.
Weisz concludes, “ELAs are good for customers, and they’re good for JMP. They are the best way to ensure that larger customers are getting the best value out of their licenses. With ELAs, customers get ease of administration and deployment, streamlined management, and predictable budgeting. For JMP, they provide steady TSR growth for multiple years.”
