2. Overview
2
Objectives and methods Resources and tools
Tiering Specialist companies
Type of institution Technology tools
Size of institution
Actual usage
Web resources
Current holdings
Global
Consortia members
Gap analyses
By region, by type of
institution
Parent-child
Subscription type
Kaufman-Wills Group 14 Nov 07
3. 3 Tiering
Type of institution
FTE / relevant FTE
Page views
Author mapping
Kaufman-Wills Group 14 Nov 07
4. Tiering
4
Variations on a theme Methods
Type of institution Evaluate alternatives
Carnegie Classifications Establish ranges and select
HW’s Shop for Journals number of tiers
NEJM, PNAS, Ann Int Med Segment institutional file
Academic / corporate Project revenues
Size of institution Scenario spreadsheets
FTE / Relevant FTE Lowest tier
Number of beds Current pricing or below
Number of sites Lowest renewal rate
Rely on aggregators
Actual usage Middle tier/s
Page views Industry average rate increases
Author mapping Core constituencies
Historical / anticipated (debit) Consolidation likely still
occurring
Highest tier/s
Set prices and custom quotes
Core constituencies, MSLs,
consortia
Kaufman-Wills Group 14 Nov 07
5. 5 Current holdings
Global
Consortia members
Kaufman-Wills Group 14 Nov 07
6. Current holdings
6
Global Consortia
Mine for parent-child Identify member institutions
relationships Figure $ spend by current
Alpha sort member subscribers
Ringgold Tier member non-subscribers
Identify additional sites by likelihood of ever
Web research subscribing
Ringgold Apply escalating discount
Revenue retention: negotiate Play with numbers
consolidated subscriptions Calculate minimum number of
Set current holdings as members needed to ensure
minimum quote exceeds current
Discount additional sites holdings
Kaufman-Wills Group 14 Nov 07
7. 7 Gap analyses
By region, by type of institution
Parent-child
Subscription type
Kaufman-Wills Group 14 Nov 07
8. Gap analyses
8
By region, type of institution
Parents and children Subscription type
Compare with other Categorize institutional file by
subscription type
databases Online only
Other journals in your Print + Online
program Online only
Other similar journals Review types of institutions in each
category
Research databases Compare subscription type with price
Web sites, list rental points
Response Take action
Establish upselling program to convert
Offer free trials,
print only to online access
promotional incentives Renew print only as print + online if
Add new sites, increase rate structure allows
revenue from institution Raise rates, change policies (eliminate
print only but keep additional print)
Kaufman-Wills Group 14 Nov 07
9. Specialist companies
9
Tiering Gap analyses
Regional
Ringgold
Accucoms
Kaufman-Wills Publishers Communication
Group
Group Ringgold
Parent-child
Ringgold
Consortia members
Ringgold
Kaufman-Wills Group
Print onlyonline
Kaufman-Wills Group
Kaufman-Wills Group 14 Nov 07
10. Other resources
10
Technology tools W resources
eb
Coremetrics (www.coremetrics.com) Carnegie Classifications
COUNTER-compliant online usage reports available to http://www.carnegiefoundation.org/classifications/i
publisher’s institutions and consortia
ndex.asp?key=782
Publishing-specific measurements and reports
Article requests Council of Teaching Hospitals
Abstract views, table of contents views http://services.aamc.org/memberlistings/index.cf
Paths taken, searches run m?
Usage by georgraphy, IP address fuseaction=home.search&search_type=TH&state
Elsevier _criteria=ALL
IEEE
ACS Institutional web sites
Nature
Wolters Kluwer Publisher web sites
PilotWorks (www.pilotsoftware.com)
Dashboards
100 pre-packaged reports
Methods to collect and integrate online and offline data
OUP
Informa
ProQuest
Kaufman-Wills Group 14 Nov 07
11. 11 Q&A Thank
you!
Cara S. Kaufman
Partner, Kaufman-Wills Group
410 821 8035
cara@kaufmanwills.com
Kaufman-Wills Group 14 Nov 07
