The dos and don'ts of site licenses."We used to define site licenses by the number of subscribers. Now we define them by revenue," Inside Mortgage Finance Publications publisher Guy Cecala told a large, attentive at·ten·tive adj. 1. Giving care or attention; watchful: attentive to detail. 2. Marked by or offering devoted and assiduous attention to the pleasure or comfort of others. audience at this month's NEPA conference. "We look to revenue between $25,000 and $75,000 for a newsletter priced at $719 a year. Last year three new licenses added $100,000 to the bottom line." Cecala said they continue to refine the strategy and structure for future site license agreements. "Everyone needs to have a good system for developing and maintaining site licenses--particularly in the internet age. But it requires constant attention and monitoring to be done successfully." He said the major challenges in developing site licenses are: * Battling the perception that information is free on the internet * Overcoming the bureacratic obstacles at many companies ("We've we've Contraction of we have. we've have had companies with dozens or hundreds of subscriptions who had no mechanism, no decision-maker, to turn those subs into one site license.") * Developing a customer service department that can provide good site license leads. He offered these guidelines guidelines, n.pl a set of standards, criteria, or specifications to be used or followed in the performance of certain tasks. : 1. Don't put any pricing in writing. For example, "the first ten subscriptions at full price, all others at half price" may scare them away--specially if we're considering hundreds of subs. * Do develop an internal pricing structure that makes sense for your business and clients. * But don't feel obliged o·blige v. o·bliged, o·blig·ing, o·blig·es v.tr. 1. To constrain by physical, legal, social, or moral means. 2. to share that info with subscribers. * Each site license may be different. * Individual negotiations are more important than standardized standardized pertaining to data that have been submitted to standardization procedures. standardized morbidity rate see morbidity rate. standardized mortality rate see mortality rate. pricing. 2. Don't delegate A person who is appointed, authorized, delegated, or commissioned to act in the place of another. Transfer of authority from one to another. A person to whom affairs are committed by another. A person elected or appointed to be a member of a representative assembly. site license negotiations. * Site licenses are not fixed price subscriptions that customer service personnel routinely handle. * Use customer service as a "go between" in early negotiations. * But leave the decision-making decision-making, n the process of coming to a conclusion or making a judgment. decision-making, evidence-based, n a type of informal decision-making that combines clinical expertise, patient concerns, and evidence gathered from to management. 3. Do be very flexible. * Be receptive receptive /re·cep·tive/ (re-cep´tiv) capable of receiving or of responding to a stimulus. to any form of delivery that makes life simpler for the site license subscriber. * Offer to handle any administrative burden of serving the site license. * Become a point of contact for subscriber additions to the site license. 4. Do get legal advice. * Most site licenses ultimately will get handled by a firm's attorney. * A lawyer (working for you) can provide an objective perspective on your company and pricing. * Site license negotiations are often done best through lawyers. 5. Do be patient. * Most site license negotiations with large companies can take six months or more. * Make sure you get the site license agreement done right. * A good site license gets renewed, a bad one doesn't. |
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