2014 Nordic Partner Day

Fredric Wahlsten – Partner Sales Manager

fwa@qlik.com

+46 708 29 64 70

What We’ll Cover

•Qlik Sense License Model • Qlik Sense Pricing Overview

• Contracting

• QlikView to Qlik Sense Conversion

Customer Survey

• CAL / server model is complicated and expensive

• Difficult for customers to do upfront planning

• Difficult for customers to adapt to changing needs

• Challenging to do effective monitoring and auditing

• Multi-site, multi-geo deployments require complex work-arounds

• They ask for:

• A pricing model that is simple to understand

• Licensing that is easy to administer and manage

• Easy and affordable expansion

What Are Our Customers Saying?

Customer-Centric License Model

So how did Qlik respond?

• SIMPLICITY

• FLEXIBILITY

Simplicity & Flexibility

Simple for Customers to understand

– 2 access options: User Access and Login Access

– Desktop license (Freemium model for Small workgroups with viral adoption)

– No Server licenses

Simple to Manage

– Limited, self-service remix capability. No need to contact Qlik

• Simple to Monitor

– Dashboard view in QMC (Qlik Management Consol).

– Elasticity for planning and growth “regardless of spikes”

Simple for Partner Sales

• Expected to Accelerate Sales Cycles

• Lower entry point, No Server / Enterprise Server / Publisher discussions

• Frequent Use

• Guaranteed access at any time for 1 identified user

– Therefore good for power-users

• Closest QlikView equivalent: Named CAL

User Access

Login Access

• Infrequent Use

• Not tied to a particular user (therefore good for servicing a pool of users…..)

• Ten (10) sessions1 per 28 days

• Closest QlikView Equivalent: Usage CAL

1: A session is a user logging in to the system, anonymous or authenticated, maximum of 1 continuous hour

What We’ll Cover

• Qlik Sense License Model

•Qlik Sense Pricing Overview • Contracting

• QlikView to Qlik Sense Conversion

Tokens

• A ‘currency’ that can be allocated to different access types

• Allows limited self service remix between access types

• Tokens that have been used (either login or user access) can be reallocated

after a one week quarantine period

How are the Access Types Allocated?

What is the Price?

1 Token = $1,500 No Additional Cost for Server

1 User Access = 1 Token

1 Token = 10 Login Access

Minimum order = 5 Tokens

Simplify Licensing & Implementation

USER ACCESS

Frequent Use LOGIN ACCESS

Infrequent Use /

Overhead Capacity

One (1) user with unlimited

login access

= 10 login sessions / 28 days

=

Scale backend servers to meet performance requirements

with no additional costs!

Qlik Sense Pricing – Token Model

USER (frequent use) LOGIN (infrequent use)

One (1) user with

unlimited login access

Ten(10) login sessions

Per 28 days

Can be 1-10 people logged in

up to 1 hour per session.

OR OR

1 Token

1 Token

OR

Token and Access Pass Allocation

Token Pool

ie. 100 Tokens

Sense License (LEF)

ie. 100 Tokens

• 1 Token = 1 User Access Pass (1:1)

• Frequent, identified users

• Shared session with up to 5 devices

• Access to Streams, Apps, etc.

• Optional license rules possible to simplify user

allocation

• 1 Token = 10 Login Access Passes

• Infrequent, identified users

• Access to Streams, Apps, etc.

• Valid for one continuous hour

• Shared session with up to 5 devises

• Login Access group

• Allocated tokens

• Applied license rules

Allo

cate

/ D

e-A

llocate

User Access Pass Login Access Pass

• Used passes released after

28 days

• Anonymous access possible

Intelligent Geo-Clustering

Node Node Node

Site

Rules Based Load Balancing

Distributed Resilient Elastic Architecture

Resiliency and Availability

Physical Virtual Physical

Test license bundles

• Qlik Sense Test Site 5 Tokens

• 3750 USD (50% off list price)

• No charge per Token

• Qlik Sense Test Site 10 Tokens

• 7500 USD (50% off list price)

• No charge per Token

• Qlik Sense Test Site with Production Site Capacity

• 17500 USD

• No charge per Token

• Quantity to be set on the transaction

What We’ll Cover

• Qlik Sense License Model

• Qlik Sense Pricing Overview

•Contracting • QlikView to Qlik Sense Conversion

Qlik Sense SULA

• SULA (Sense User License Agreement)

–Clickwrap. Customer agrees to the license agreement embedded in

the software (Same as for QlikView ULA).

–Customer friendly. Shorter and easy to understand.

–Global. One form used worldwide. Translations available on website.

– Link to Qlik’s website: http://www.qlik.com/

Qlik Sense – Maintence

• One Maintenance Policy for both Qlik Sense and QlikView

• Same maintenance and support commitments for both products

• No partial renewals permitted

What We’ll Cover

• Qlik Sense License Model

• Qlik Sense Pricing Overview

• Contracting

•QlikView to Qlik Sense Conversion

Conversions

Basics:

1. All existing QlikView customers current on maintenance may convert to Qlik

Sense with no additional license fee

2. All sales of QlikView from GA onward will include right to remix QlikView to Qlik

Sense with no additional license fee if current on maintenance

3. Customers request conversion/remix by contacting their Account Manager/Partner

and following the conversion procedure

Conversion Desks - Overview

• Passive, inbound responsive approach:

• Explain conversion options and process

• Execute if/when the customer chooses

• Supporting partners and customers in understanding and

executing on their options

• Shared Service Center for geographic and language coverage

• Leverage existing internal functions

• Qoncierge, Support, Order Processing, Finance and Legal

User CAL : Token Conversion Ratios

Tokens

Local client 1:1

Named User CAL 1:1

Session CAL 1:11

Document CAL 4:1

Usage CAL 15:1

Extranet CAL 1:11

Based on QlikView price list ratios

No conversion value for infrastructure

Server

Publisher

PDF Distribution

Workbench

Web Parts

IAS

KEY TAKE-AWAY FROM THIS SESSION !!

Customer-Centric License Model

• SIMPLICITY

• FLEXIBILITY

Q4 Qlik Sense Fast Start Offer

• 5 Qlik Sense Tokens for a bundled price

• 4995 USD

• 33% discount from list price

• Available in Q4 - 2014

• Avoid approval processes

• Low enough to get existing customers started with Sense without

starting a conversion process

• Supports the minimum quantity of 5 tokens.

• Good luck closing Q4 !!!

Questions ?