Site License Considerations SIC 99

1
Site License Considerations (SIC 99)

• Chris ThorntonThornsoft Development, Inc.
• chris_at_thornsoft.com

2
Benefits To You

• You can sell lots of copies, while reducing the
  per-copy support (single point of contact).
• Saves labor - one 100-user license requires a lot
  less labor (mfg, pack, ship, order entry, etc.)
  than 100 singles.
• Exposure to more users, who will someday work
  somewhere else, and may take it with them.

3
Benefits to The Customer

• (They save money)
• Price Breaks
• Ease of administration, purchasing, compliance.
  (In some companies, it costs 100 in
  administrative overhead to cut a purchase order)
• Training (Big-Bang purchase, install, train)
• Standardization (everyone on the same tool, using
  the same version, etc.)
• Utilize multi-user features of your product?

4
Pricing

• Big sites expect big discounts.
• Use sliding discount scale - the bigger the
  license, the bigger the site.
• Consider the Power Formula where you can easily
  keep small sites more expensive, and make big
  sites exponentially cheaper.

5
Power Formula

• Use a power between .5 and .9, such as .8
• For each price level, raise the qty by the power,
  and round. Ex qty 100.840. The result is the
  multiplying factor
• Multiply the multiplying factor by the list
  price. Ex 40251000. So, buying 100-user
  site license is the same price as 40 singles.

Chris Thornton I learned this from Chris
Marriott, author of Skymap.
6
Power Formula Cont.

• Play with different powers, until you get a good
  fit. We use .8, which says that a 100-user
  license is the same as 40 singles.

Chris Thornton If you view in PowerPoint, you
can break into Design Mode, double-click on the
spreadsheet, and play with the numbers.
7
Making It Obvious

• We get quite a few calls and Email notes, asking
  if we have site licenses. Yet we include a site
  license file in the installation package, and
  have site license pricing on our web page. Seems
  obvious to us, but we need to do more.
• Tip of the day?
• Mention site licenses on the NAG screen? (Have
  your boss buy it for the whole department - then
  this screen goes away!)

8
Easy LAN Deployment

• LAN administrators have input into software
  purchasing decisions - especially license
  expansions.
• Consider making a LAN Admin page on your web
  site, with tips for deploying/using in LAN
  environments
• Automatic configuration via batch or .REG files
• Can they skip the install completely? If so,
  how?
• How to set up shared user directories, if
  applicable
• How to run from network, if applicable
• Keep in mind that the LAN admin may not be a
  user, so present the information as a cheat
  sheet.
• Keep an eye on the Windows2000 specifications for
  networking - installation, data location,
  Intellimirror, are all factors.

9
Other Perks

• We offer 100 price protection on upgrades. If
  theyve already spent 25 on a single, and
  upgrade to a 10-pack, we deduct 25 from the
  10-pack.
• User manual in printable format.
• Training videos?
• Competitive Features? (Does competition network
  better than you?)