COMPANY CONFIDENTIAL. DO NOT DISCLOSE.
SK Hynix, a global semiconductor leader and long-time JMP strategic customer (5,000+ users), required a new licensing structure following the integration of its Dalian operations (formerly Solidigm) into SK Hynix systems. What began as a request for a standalone license for Dalian evolved into a broader opportunity to standardize JMP usage across China.
By working closely with the customer and internal teams, JMP Korea expanded the scope from a single-site agreement to a unified ELA covering three major China sites (Dalian, Wuxi, and Chongqing). Despite early challenges around organizational visibility and contract structuring, cross-team collaboration enabled a fast turnaround and a scalable proposal.
The result is a consolidated JMP environment across Korea and China, strengthening data analysis capabilities, improving cross-site collaboration, and reinforcing JMP Korea’s role as a global partner to SK Hynix.
Key Takeaways:
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Use a local need to unlock broader expansion:
A site-specific need (Dalian) can open the door to a broader, multi-site opportunity when positioned strategically.
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Sell standardization across regions:
Unified licensing across geographies drives consistency, scalability, and stronger long-term customer lock-in.
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Leverage strong existing relationships:
Long-term trust with headquarters can influence how global contracts are structured and owned.
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Use internal alignment to overcome complexity:
Cross-functional collaboration is critical when dealing with multi-entity, cross-border deals.
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Position JMP as a global platform:
Go beyond local usage — emphasize how JMP supports enterprise-wide collaboration and shared workflows.
Industry: Semiconductor
Sales Win: Multi-site ELA covering 3 China locations (Dalian, Wuxi, Chongqing) under JMP Korea ownership
Integral Players: JuHwan Kim, JinYoung Lee, DaeYun Kim, ChulHee Min, Hokeun Kil, JMP Business Operations, JMP China Team, JMP Global Teams, and JMP Engagement & Technical Support Teams
Nice highlight of how a global approach with a global company can result in a win-win. Good positioning to bring the value of standardization and expand an already established ELA! Go Korea!
