Licensing and Pricing Chris Belthoff Product Marketing

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Licensing and PricingChris BelthoffProduct
Marketing
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Agenda

• Understand Segues licensing and pricing models
  and terms of use
• Review standardized terminology used throughout
  pricing and licensing
• Explanations on moving licenses and associated
  costs
• Vantive review

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How does Segue License?

• By Site what is this?
• Address on the P.O. is used to define Site
• Ideally, a license should be associated with a
  particular group within an organization will
  strive to identify as precise a Licensee as
  possible
• All legal documents refer to a Licensee of our
  Product
• Product License Authorization Server (LAS)
  Programs Documentation
• Concurrent usage
• Any end users with access to the LAS have the
  right to use the Programs (SilkTest, etc.) in
  accordance with terms of use
• End Users can reside in 3rd party locations,
  though Licensee is obligated to ensure all use of
  Products comply with Standard License Agreement
  (SLA)

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What Licensing Models Does Segue Offer?

• NEW 7 Usage Types in Vantive
• 2 different terms of use (both covered in one SLA)

Usage Types
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More Details of Licensing Models

• Standard licensing perpetual
• Maintenance is an additional 18 per year
• Term licensing
• Daily sold in x units, can run nonconsecutive
• Weekly sold in x units, each one 7 days long
• Monthly sold in x units, each one a month
  long
• Annually (i.e. Subscriptions) (1, 2, 3 year
  durations)
• Maintenance is included with all term licenses
  gt30 days for lt30 days, only Technical Support
  is included
• Commercial licensing
• Can work on external projects/applications -
  Commercial Use terms of use apply as outlined in
  SLA
• Pricing is 150 of equivalent Internal Use
  pricing - Term-based only
• Chosen in Vantive via a checkbox on the
  opportunity screen

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TOPIC Transfers and Movements

• Whats a Transfer
• Permanent change of Licensee
• NOT allowed
• NOT allowed
• NOT allowed
• What are NOT Transfers
• The following scenarios

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Scenario 1 LAS Accessed by 3rd Party End Users
Company A
3rd Party
LAS License Authorization Server (today,
provided via SilkMeter)
LAS

• Key Points
• Company A is the licensee and wishes to remain
  the licensee
• In addition to internal end users working on
  licensee premises, Company A is allowing access
  to the LAS by end users in 3rd Party
  organizations (staff augmentation)
• LAS is not moving it stays within the
  licensees organizational boundaries
• The use of the Software is still internal use
  only only for the benefit of Company A
  products Company A is legally responsible to
  control this
• Allowed Use

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Scenario 2 Desire to Move LAS to 3rd Party
Location

• Outsourced Relocation Licensing
• Not allowed without prior Segue approval
• ALL OR NOTHING
• Fee applies 25 of purchase price of Product to
  Licensee
• Term only renewable
• Requires 2 forms to be signed
• Outsourcing Amendment by Licensee
• Agreement by 3rd Party

Licensee
3rd Party
LAS
LAS
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Scenario 3 Desire to Move LAS to Another
Location Inside Licensee
Company A

• Internal Relocation
• Allowed for 250
• Must be on active maintenance
• Internal Relocation form completed
• Handled by Segue Customer Service group

LAS
Site 1
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Scenario 3(A) Desire to Move LAS to Another
Site
IF LicenseeCompany A, then this is a
Deinstall with a 250 fee IF LicenseeSite 1
of Company A, then this is a TRANSFER and is not
allowed
Company A
Site 2
LAS
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Scenario 4 Assignment

• Granted ONLY with Segue approval
• Must be on active Maintenance
• Assignment form must be completed
• WORDS MATTER Use clear and consistent
  terminology
• Transfer IS NOT the same as RELOCATION

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Topic Add-ons

• SilkPerformer Virtual Users
• Example

?
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Topic Updates and Upgrades

• We have the X.Y.Z product release convention
• X release major new functionality
• Y release minor new functionality
• Z release only bug fixes (guideline)
• Updates Z releases and lower (Includes Service
  Packs, Hotfixes, Patches)
• Subsequent releases of a Product that contain
  only error corrections
• Do not include Upgrades
• Do not include separate Products
• Upgrades Y and X releases
• Subsequent releases of a Product containing new
  functionality, support of a new operating system,
  or support of a new application
• Do not include separate Products
• Maintenance INCLUDES the ability to obtain
  technical support, UPDATES, and UPGRADES

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Topic License Checkouts

• Licensee can temporarily move product licenses to
  a mobile platform and use it as a license
  server
• Can be done by licensee with no need to contact
  Segue
• Originally created to allow SilkTest users to
  write scripts while at home, offline from the
  company network
• Potential for abuse by people checking out
  licenses to perform for service load testing
• Continue to provide this capability but clearly
  identify terms of use internal use only, not to
  be used for Commercial service
• If Commercial Use is desired, must originally
  purchase a Commercial Use license

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What Does Segue Charge?

• Pricing Standard vs. Term (incl. Annual
  Subscriptions)
• See Excel spreadsheet
• Commercial Use
• Proposal Commercial Use price points are 150
  of Term and Subscription price points