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© 2013 Autodesk© 2016 Autodesk
Presenters
Diane LiSr. Business Manager
Cloud & Subscription Business Models, ISM
Jean KimSr. Program Manager
Cloud & Subscription Business Models, ISM
© 2016 Autodesk
What are we introducing?
What is the difference between a crossgrade and switching subscriptions?
What are the benefits of switching?
Which customers should switch, and when?
How does switching work?
What other options are available?
How are switch orders priced and placed?
What is the customer experience?
Communication plans
Summary
Next steps, Q&A
Objectives
© 2016 Autodesk
By switching your subscription, you are choosing to
end your current subscription in order to change to a
new subscription, giving you access to new software
and services
What does it mean to switch a subscription?
© 2016 Autodesk
What are we introducing?
Subscription to subscription
Term length, access type, support level, billing type remain the same
Customers have the flexibility to switch renewable
annual and multi-year subscriptions
From To
Individual Product Industry Collection
Design & Creation
SuiteIndustry Collection
© 2016 Autodesk
What is the difference between crossgrading and switching?
Crossgrading Switching
License type Perpetual license Subscription
Customer flexibility
Tiered pricing
Based on license price,
not maintenance plan
Prorated for time remaining
on subscription
Eligibility list
Supported pathsProduct to product,
product to suite,
suite to suite
Product to collection,
suite to collection
LT family Included Not included
Terminology ‘crossgrading’ ‘switching’
© 2016 Autodesk
What are the customer benefits of switching to a collection?
Flexibility to change subscriptions at any
time, as your business needs change
Access to a broad portfolio and the latest
software with the industry collections
Simplified purchasing and administration
of software
© 2016 Autodesk
What are the key partner and sales benefits?
An easy conversation with customers to
offer additional products and
services with collections
Flexibility to support customers as
business needs change
An opportunity to help customers
streamline how they purchase and
manage software from Autodesk
© 2016 Autodesk
Customers who:
want the full value of the industry collections
purchased subscription through Autodesk Reseller or
direct from Autodesk Sales Representative
own eligible products or suites on subscription
Present the option to switch subscriptions
as they renew subscriptions for products and suites
as they add seats to subscriptions for products
as they purchase new industry collections
Which customers should switch, and when should I engage them?
© 2016 Autodesk
Which subscriptions can be switched?
What can be switched?
Design & Creation Suites
Individual products
Annual and multi-year subscriptions
Renewable subscriptions
One or more subscriptions on a contract
What cannot be switched?
Perpetual licenses (with or without a maintenance plan)
LT products, LT suites, industry collections
Monthly and quarterly subscriptions
Term length, access type, support level, billing type
Auto-renewing subscriptions, with recurring billing
© 2016 Autodesk
How does switching work?
When can customers switch subscriptions?
Any time during an active subscription, after the first 90
days of a new subscription purchase
What happens after switching?
Switches are effective immediately
Customers need to set up new software (instructions
provided in email, Autodesk Account)
Customers have 30 days to access the original
software, while the admin re-assigns users and replaces
the license file
© 2016 Autodesk
If the customer has… They can…
Monthly or quarterly subscription to suites or individual products
Subscribe to new industry collectionsimmediately or after their current term expires
Perpetual licenses with maintenance plans
Renew maintenance, or subscribe to new industry collections
Perpetual licenses without a maintenance plan
Continue to use what they have, orsubscribe to new industry collection
What are the customer options when switching is NOT available?
© 2016 Autodesk
What do I need to know about selling?
‘Switch near expiration’ 30-day waiver option
• When customer is switching within 30 days of expiration, and renewing for their next term
• Option to waive prorated price for last month
• Customer pays collection renewal for next term
If you switch from: Cost
Design & Creation Suites
(premium or ultimate), annual or
multi-year subscription
‘Product Category 1’
No cost for the remainder of your
subscription term
All other eligible subscriptions
with annual or multi-year term
lengths
‘Product Category 2’
Approximate SRP price difference
between the original subscription and the
new subscription, prorated for the time
remaining in your subscription term
© 2016 Autodesk
Example 1: Customer is switching 6 months into annual contract
From
AutoCAD
single-user, annual, Basic Support;
Product Category 2
ToAEC Collection
single-user, annual, Basic Support
Annual Price $1,200 USD
Prorated Price $600 USD
© 2016 Autodesk
Example 2: Customer is switching 5 months into annual contract
From
Product Design Suite Premium
single-user, annual, Basic Support;
Product Category 1
ToProduct Design Collection
single-user, annual, Basic Support
Annual Price $0
Prorated
Price
$0
No cost for remainder of term;
At renewal, customer pays the collection price
© 2016 Autodesk
What will it cost to switch?
Premium and Ultimate suites to Collections
pricing (From Product Category 1)AEC
Collection
MFG
Collection
M&E
Collection
No cost until renewal $0 $0 $0
Individual products and Standard suites to
Collections pricing (From Product Category 2)AEC
Collection
MFG
Collection
M&E
Collection
Single-User/Basic to Single-User/Basic Support $1,200 $975 $570
Single-User/Adv. to Single-User/Adv. Support $1,410 $1,080 $570
Multi-User/Basic to Multi-User/Basic Support $1,265 $970 $450
Multi-User/Adv. to Multi-User/Adv. Support $1,475 $1,075 $450
Prices shown in U.S. SRP
© 2016 Autodesk
Place an order the way you place subscription orders today
Switch one or more products on a contract
Switch some or all subscriptions seats on a contract
Full switch (all seats) via single transaction
Partial switch (some seats) via two transactions: split asset, then switch
Switch seats w/ETR via two transactions: switch, then ETR uplift
Switch at renewal
First switch, then renew via two transactions
Provides optimal customer experience
Customer pays prorated price + collection renewal
How are switch orders placed?
© 2016 Autodesk
From To
8 seats AutoCAD Mechanical, single-user,
annual, w/Basic Support
8 seats Product Design Collection, single-user,
annual, w/Basic Support (prorated price)
3 seats AutoCAD, single-user, annual,
w/Basic support
and
7 seats BDS Premium, single-user, annual,
w/Basic Support
10 seats AEC Collection, single-user, annual,
w/Basic Support
2 line items
- AutoCAD is in Product Category 2 (prorated price)
- BDS Premium is in Product Category 1 (no cost)
Examples: Switch orders
© 2016 Autodesk
Customer’s subscription contract and renewal date remain intact
Original software will continue to be available for 30 days during set up of collection
What is the customer experience?
Customer contacts partner
or sales rep
Partner or rep places switch
order
Customer receives setup instructions in email, guided
tutorial in Autodesk Account
After setup, customer accesses
products & cloud services in their
collection
Autodesk Confidential© 2015 Autodesk
Buy (Switch) Manage Use Renew
Scenario: End user accessing same product, same version; switching to/from single-user
Pu
rch
aser
Ad
min
End
Use
r
Switch from Building Design Suite Premium 2017 annual, single-user to AEC Collection 2017 annual, single-user
User launches AutoCAD 2017 logged in, continues using installed product without any changes.
Previous versions are also supported if the product is included in the collection.
User has AutoCAD 2017 installed on desktop (AutoCAD is in the suite and in the collection)
Guided tutorial appears in Account; original subscription available for 30 days.
Administrator needs to assign users to AEC Collection, un-assign users from Building Design Suite. No desktop updates required.
Switch Plans | Single-user Customer Experience
Autodesk Confidential© 2015 Autodesk
Communication Timeline
JuneMay
Employee & PartnerWWSS News (6/15)Channel News (6/27)• Updated Collections FAQ
September
Price List Publish: 9/30Effective: 10/12
GO LIVE Oct 12th
CustomerBlog post, Knowledge Network
Employee, Partner & CustomerWWSS News (5/4), Channel News (5/16)• Collections Sales / Partner FAQ Customer Announcement (5/24)• Collections Customer FAQ
October
Employee & Partner WWSS News Flash (9/28)Channel News (10/3)
Employee & PartnerWWSS News (9/7)Channel News (9/12)• Switching Subscriptions FAQ• Switching Subscriptions Autocast• Switching Subscriptions Autocast (PPT)
EmployeeSwitching Subscriptions Roadshow (9/20 & 9/21)
Industry Collections update• Updated FAQ with
additional switching details
Industry Collections update• First mention of switching to
industry collection• FAQ includes switching details,
including October availability
Customer Announcement• Introducing collections• EOS of D&C Suites• Option for switching
subscription
Switching Subscriptions AutocastWhat employees and partners should know about switching subscriptions
© 2016 Autodesk
Summary of Switching Subscriptions
Subscription to subscription
Term length, access type, support level, billing type remain the same
Customers have the flexibility to switch renewable
annual and multi-year subscriptions
From To
Individual Product Industry Collection
Design & Creation
SuiteIndustry Collection
© 2016 Autodesk
Next Steps, Q&A
Learn more about switching subscriptions
• Switching Subscriptions FAQ on One Team Source
• Contract Administration and Policy Guide on One Team Source – update available in Oct.
• Subscription Communication toolkit on One Team Source
• Switching subscriptions with ETR
• For questions on partner incentives:
• AMER – Sonja Klobucar, Jessica Gray
• EMEA – Verena Wimberger, Agneta Kristic
• APAC – Kristal Lee, Hayato Takahashi
• WW – Eva Lindholm
• Customers can learn more on Autodesk Knowledge Network on October 12th
Learn more about industry collections
• For Employees - Selling Autodesk Industry Collections, For Partners - Selling Autodesk Industry Collections
• Collections FAQ on One Team Source
Autodesk is a registered trademark of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries. All other brand names, product names, or
trademarks belong to their respective holders. Autodesk reserves the right to alter product and services offerings, and specifications and pricing at any time without notice,
and is
not responsible for typographical or graphical errors that may appear in this document.© 2014 Autodesk. All rights reserved.