1. Site License Considerations (SIC 99) Chris Thornton Thornsoft Development, Inc. chris@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^.8=40. The result is the multiplying factor –Multiply the multiplying factor by the list price. Ex: 40*$25=1000. So, buying 100-user site license is the same price as 40 singles. Chris Thornton: I learned this from Chris Marriott, author of Skymap. 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. 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?)