Now that contracts have been transitioned to JMP (whew!), it’s time to revisit some of the Sales policies that were implemented to get us to the finish line. As mentioned by CEO Jon Weisz (@Jon_Weisz) in the year-end webcast in December, one of the priorities for 2026 is to streamline policies and procedures to improve efficiency and remove roadblocks and bottlenecks.
With that priority in mind, there have been a few changes to pricing and sales policies that went into effect on Jan. 1:
- New pricing tier added: An additional tier has been added to the 2026 Standard Fee Schedule. There is now a tier for 501+ licenses.
- ELA fees: The updated policy clarifies how ELA fees are determined, as well as specifying the process for handling renewals. The new language in the policy states: A given ELA can include one such entity or multiple related entities (in a single or multiple sets of countries) that can be combined. The fees for the ELA are based on the total number of employees in the single or combined list of entities. ELA contracts offer a fee for the current license period. Before each renewal, fees for an upcoming license period may be mutually agreed upon (a minimum 5% increase over the previous contract period). These new fees will be added as an amendment to the contract.
- CPQ quoting: The policy for when to create a quote via CPQ has been simplified. It now states: There must be a minimum of six licenses of JMP Single Entity to create a quote via CPQ. There is no restriction on any other product.
- JMP Global Software Approval Matrix: There have been some updates to the approval matrix that give sales management more approval authority. The revised version has been added to the Products, Pricing and Sales Policies Confluence page. Please refer to this latest version.
- Renewal Policy: The threshold for contract negotiations returns to the pre-transition policy, reduced from $500K to $100K. Any exceptions to this policy must be approved as specified in the 2026 approval matrix.
“Thanks to everyone who worked so hard to transition all the contracts. I hope our processes and policies can continue to evolve as JMP grows,” Weisz said.
