Emerging Business Models:Usage-Driven Acquisition (UDA)

February 25, 2014

Nader QaimariSenior Vice President, Sales and Marketing

About Gale, and Gale eBooks

• Gale started as a reference publisher 60 years ago• Majority of revenue is from electronic databases, books and

archives.• Gale Virtual Reference Library (GVRL) is Gale’s ebook platform

– Majority of content on GVRL is not Gale content• 100 partners (Elsevier, Sage, Wiley, Springer, Britannica, ABC-Clio, etc.)

– Main business model is purchase with unlimited access/use

• GVRL is Gale’s most penetrated product

While Many Models Exist, eBook Acquisition is Still Complicated

Patron-Driven Acquisition

Demand-Driven Acquisition

Subject Collections vs. a la Carte

Single-User vs. Multiple User

With Reference, it’s Even More Complicated

• PDA doesn’t work – a single article use should not trigger the purchase of a 20-volume encyclopedia.

• DDA doesn’t work – it’s too difficult to identify the right titles to put into the DDA pool and STLs are not long enough.

• Set-up list• Load

MARC Records

0 days

• Ensure usage activity exists

• Review marketing of resource

30 days

• Provide usage-driving tools (libguides, widgets, curriculum support)

60 days

Customer also has a 7-day grace period to swap out titles

Next Steps• Expand UDA Model for partner publishers

– Publisher-specific and Subject-Specific UDA collections

• Launch UDA for Archives Unbound, Gale’s special collections platform

• Provide new tools/support to drive usage• Offer UDA through Wholesaler partners

Nader QaimariSenior Vice-President, Sales and Marketing Nader.Qaimari@cengage.com