All information is SAS company confidential. Do not disclose.
Sales Highlights
CRISPR Therapeutics (Feb-Mar 2021 – New England)
CRISPR Therapeutics, a leading gene editing company focused on developing transformative medicines using its proprietary CRISPR/Cas9 platform, recently bought five JMP, two JMP Clinical and 50 JMP Live licenses. It plans to use them to accelerate the creation and sharing of key clinical development visualizations with its management, including visualizations associated with the metabolism of drug dosing over time.
While CRISPR has been a JMP customer for years, the New England team recognized the need to circumnavigate CRISPR’s JMP site representative when it became clear that this contact failed to champion the value of JMP.
Josh Staunton says, “In February, a recently promoted assistant director in CRISPR’s Clinical team reached out to schedule a demo the following day to showcase JMP, JMP Clinical, JMP Genomics and JMP Live. Keith Blake reframed the meeting as a discovery call for the next day to see how we could help.
“Despite the reframing, the buyer became borderline belligerent with Christian Stopp for not agreeing to demo everything he requested during the discovery call. The call was tense, unproductive and disappointing, so I requested a one-on-one follow-up call with the buyer. By asking him how he thought the call went, I was able to turn the tables and describe what a successful partnership looks like with other customers. The directness of the conversation helped the buyer understand that working respectfully together was the shortest path to bringing his vision forward.”
In the subsequent conversations, the team uncovered that there was a vast number of clinical data sources but the users didn’t have access to the central hub of SAS Life Science Analytics Framework (LSAF), which contained the combined data set they needed. Josh says, “Once it was established where the data was located, we were able to show examples of how JMP could leverage REST API calls to extract data from a data sources, combine it, generate the visualizations, and estimate statistics associated with drug concentrations. After creating these visualizations, we demoed JMP Live to show how to publish them to a dashboard for management to see and how to automate it all via a JSL compilation.”
The New England team took it a step further by introducing CRISPR to Predictum, a JMP partner, to provide consulting support, specifically with modeling and visualization.
Josh concludes, “Christian, Dieter Pisot and Chris Kirchberg were able to successfully demonstrate to our contact how much better his work life could be by adopting JMP, JMP Clinical and JMP Live versus the manual and time-consuming process he and his team were struggling with when trying to combine Excel, Prism, Spotfire and email.”
- Product: JMP, JMP Clinical, JMP Live
- Amount: $99,854
- Integral Players: Keith Blake, Chris Kirchberg, Dieter Pisot, Josh Staunton, Christian Stopp
uniQure (05 Mar 2021 – Benelux)
uniQure, the Amsterdam-based pharmaceutical company with operations in Lexington, Mass., recently acquired a multi-entity JMP contract.
According to Hadley Myers, “uniQure’s stated mission is ‘to deliver transformative gene therapy products’ worldwide, which practically demands support from data if it is to have any hope of success. The Benelux team has worked with uniQure to achieve this mission by emphasizing the power that comes from developing a culture of analytics within any organization.” uniQure’s mission statement continues, stating its aim of “building an industry-leading, fully integrated and global [technology and manufacturing] company” in highly competitive business environments, specifically process-enabling industries that require high rates of both product and process innovation.
Design of experiments and its promise of shortening development times were what first got the Benelux team through the door. Hadley says that 4PL regression in fit curve and the microtiter map shape files found in the JMP Community opened it even further, as early adopters encouraged their colleagues to try JMP. "Over time, the number of licenses steadily grew to 20, at which point things changed dramatically,” says Hadley.
The catalyst for this change was when the Benelux team initiated a discussion about how uniQure could enable culture of analytics and why having access to JMP is vital to making that a reality. uniQure’s JMP champion forwarded this discussion to key team leads at uniQure. Hadley concludes, “To make a long story short (but not that long – this entire process took less than three months, including the winter holidays), the JMP champion eventually told us that ‘unfortunately, we don’t have the assigned budget this year to support everyone who wants a JMP license, so it’ll take me a bit more time to figure out where to pull it from.’ That statement was, at the time, the best thing a JMP champion had ever said to us. It quickly became the second-best when she told us a few days later that she ultimately found the budget ‘by canceling, with immediate effect, the renewal fees of all competing desktop analytic software packages.’”
- Product: JMP
- Amount: $96,464
- Integral Players: Edgar Beere, Mohammed Benniche, Ian Cox, Malcolm Moore, Hadley Myers, Adrian Turner
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I've definitely had difficult meetings like the New England team had: "stop asking us questions and just show us the software!" I'll bet it was not a lot of fun. I'm really impressed with how they stuck to their process and came out of it with a REALLY nice deal. I think we can all learn from this.
@stan_koprowski I mostly had peanut gallery duty, but the other four folks you thanked did a great job pulling the deployment together (not to mention doing the underlying work that makes such a deployment possible in the first place). It's a blueprint for future JMP-hosted JMP Live deployments that plug in to the customer's existing authentication infrastructure.
Eric
Congrats on the CRISPR sale! Awesome work!
