Selling Software to Consumers - Upgrade Now!

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Ninety-nine percent of adult software consumers in the US have access to either a PC or laptop computer at home or work, 43% have a smartphone and 12% have an iPad or e-reader. These consumers are regularly downloading software or applications for these devices, but much of what they download is either free or costs less than $50. The maturity of open source software and the widespread availability of free smartphone applications have created choice for consumers who traditionally have paid for software. In fact, 46% of software owners have switched to a free version that they consider as good as their existing paid software when they were due to renew their subscription or pay for an upgrade. For software publishers this competition is making it more and more difcult to sell to new consumers and retain existing customers. Software publishers must improve their tactics for selling online and ensure that they are offering an online experience that parallels the high expectations that today’s savvy online shoppers expect. They face the same threats that the music and media industry have been forced to accept, that consumers value their products but are no longer prepared to pay for them. Software publishers and retailers alike must nd new ways of licensing their products that resonate with their consumers.

Technology Business

Selling Software to
Consumers - Upgrade Now!

Pete Sheldon Amanda Dhalla
Product Marketing Manager Ecommerce Consultant
Elastic Path Software Elastic Path Software

Listen to audio using your computer’s microphone & speakers (VoIP) or dial in:
United States: + 1 323 417 4600
United Kingdom: + 44 (0) 121 368 0265
Access Code: 698-986-606

Elastic Path™

Introducing
Elastic Path Software
• Enterprise ecommerce solutions for software, media,
telco, online services, and digital reseller markets
• Trusted ecommerce experts
• #1 ecommerce blog www.getelastic.com
• For more on-demand ecommerce resources:
www.elasticpath.com/resources

Elastic Path™

Download Our Research Paper
“Consumer Software Buying Trends 2010”

- Download a copy @ http://www.elasticpath.com/research-papers
- Webinar recording will be sent to you, and made available at
www.elasticpath.com/webinar/

Elastic Path™

Customer Acquisition | SEO & SEM

Elastic Path™

Customer Acquisition | SEO & SEM

• Blogs
• Testimonials
• Forum
• FAQs
• Knowledge base
• News
• How-tos
• Buying guides
• Social bookmarks

Elastic Path™

Customer Acquisition | Online Reviews

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Customer Retention | Renewals & Upgrades

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Purchase Influencer | Ecosystems

Elastic Path™

Purchase Influencers | Product Description

Elastic Path™

Purchase Influencer| Product Descriptions

Elastic Path™

Purchasing Influencer| Delivery Methods

Elastic Path™

Purchase Influencer | Licensing Models

Elastic Path™

Purchase Influencer| Usage-based Licensing
ClustrMaps
• Website traffic counter
• Free up to a traffic limit

Gmail
• Free up to a storage limit
• Becoming a common approach for
Google

Google SketchUp
• Trial includes 8 hours of usage rather
than # of days

Elastic Path™

Purchase Influencer| Multi-user/Device Licenses

Elastic Path™

Purchase Influencer | Upgrade Protection

Elastic Path™

Key Recommendations

• Offer upgrade protection as an up-sell option
• Provide alternative ownership models
– Usage-based licensing
– Multi-user licensing
• Intelligently up-sell to increase average order
value
• Treat your existing customers well

Elastic Path™

Q&A

www.elasticpath.com/resources

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Selling Software to Consumers - Upgrade Now!

1. Selling Software to Consumers - Upgrade Now! Pete Sheldon Amanda Dhalla Product Marketing Manager Ecommerce Consultant Elastic Path Software Elastic Path Software Listen to audio using your computer’s microphone & speakers (VoIP) or dial in: United States: + 1 323 417 4600 United Kingdom: + 44 (0) 121 368 0265 Access Code: 698-986-606 Elastic Path™

2. Introducing Elastic Path Software • Enterprise ecommerce solutions for software, media, telco, online services, and digital reseller markets • Trusted ecommerce experts • #1 ecommerce blog www.getelastic.com • For more on-demand ecommerce resources: www.elasticpath.com/resources Elastic Path™

3. Download Our Research Paper “Consumer Software Buying Trends 2010” - Download a copy @ http://www.elasticpath.com/research-papers - Webinar recording will be sent to you, and made available at www.elasticpath.com/webinar/ Elastic Path™

4. Elastic Path™

5. Elastic Path™

6. Customer Acquisition | SEO & SEM Elastic Path™

7. Customer Acquisition | SEO & SEM • Blogs • Testimonials • Forum • FAQs • Knowledge base • News • How-tos • Buying guides • Social bookmarks Elastic Path™

8. Customer Acquisition | Online Reviews Elastic Path™

9. Customer Retention | Renewals & Upgrades Elastic Path™

10. Customer Retention | Renewals & Upgrades Elastic Path™

11. Purchase Influencers Elastic Path™

12. Purchase Influencer | Ecosystems Elastic Path™

13. Purchase Influencers | Product Description Elastic Path™

14. Purchase Influencer| Product Descriptions Elastic Path™

15. Purchase Influencer | Product Descriptions Elastic Path™

16. Purchasing Influencer| Delivery Methods Elastic Path™

17. Purchasing Influencer| Delivery Methods Elastic Path™

18. Up-sells Elastic Path™

19. Up-sells Elastic Path™

20. Elastic Path™

21. Purchase Influencer | Licensing Models Elastic Path™

22. Purchase Influencer| Usage-based Licensing ClustrMaps • Website traffic counter • Free up to a traffic limit Gmail • Free up to a storage limit • Becoming a common approach for Google Google SketchUp • Trial includes 8 hours of usage rather than # of days Elastic Path™

23. Purchase Influencer| Multi-user/Device Licenses Elastic Path™

24. Purchase Influencer | Upgrade Protection Elastic Path™

25. Key Recommendations • Offer upgrade protection as an up-sell option • Provide alternative ownership models – Usage-based licensing – Multi-user licensing • Intelligently up-sell to increase average order value • Treat your existing customers well Elastic Path™

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