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Introduction to Switching Subscriptions

© 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

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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

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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.