SALES PROCESS - COMMERCIAL NEGOTIATION

1. SALES PROCESS - COMMERCIAL NEGOTIATION FIORANO SOFTWARE

2. FIORANO Sales Training - Two Day Agenda • WHO IS FIORANO - The 10,000 foot view? • FIORANO PRODUCTS OVERVIEW • WHAT DO THE TOP INDUSTRY ANALYSTS SAY ABOUT FIORANO’S MDS? • WHO USES FIORANO TECHNOLOGIES? • FIORANO MESSAGE DRIVEN SOA V’S PROCESS DRIVEN • FIORANO SOA BUSINESS VALUE PROPOSITION • PRODUCT AND COMPETITIVE OVERVIEW • FIORANO SALES PROCESS • IDENTIFYING OPPORTUNITIES • CLOSING OPPORTUNITIES • SWEET SPOTS FOR MEESAGE DRIVEN SOA • FIORANO SAP GENERIC SOLUTIONS • PRICING / LICENSING • RESOURCES - PARTNER PORTAL

3. LICENSING ISSUES Default Licensing Model : CPU/Core based • Current model: 1 CPU incorporates 2 cores • I.e.. 4-core CPUs are charged at the rate of 2 CPUs Licensed Components • Fiorano ESB Management and Repository Server • (sometimes referred to as the “Fiorano Enterprise Server”) • Licensed based on the number of CPUs of the machine on which the server is installed • Fiorano Peer Server • Licensed based on the number of CPUs of the machine on which the server is installed • Fiorano Adapters • Only some of the adapters are licensed; many useful adapters are free • Adapters connect to Peer Servers; they are licensed based on the number of CPUs of the Peer-Server machine (I.e the machine that hosts the Peer Server to which the Adapter(s) connect) • Fiorano Tools • Licensed per user

4. LICENSING ISSUES (2) Developer Licenses Based on a “subscription model” Annual fee (5000 Euros) Includes a full copy of the platform (ESB Server, Peer Server, all adapters and Tools) on the developer’s machine Licensed expires automatically after one year; this prevents Developer licenses from being used for production or other purposes Non-Production Environments All non-production environments replicate the Production Environment setup Production-HA Environment (cost: 50% of Production) Staging Environment (cost: 50% of Production) Staging HA Environment (cost: 25% of Production) QA Environment (cost: 50% of Production) QA HA Environment (cost: 25% of Production) Development Environment (cost: 50% of Production) Development HA Environment (cost: 25% of Production)

5. QUOTE AND ORDER FORM Spreadsheet Incorporating all Licensed Products and Services Review pricing on Spreadsheet ESB Server, Peer Server, Adapters, Non-Production Environments, Tools, Developer Subscriptions EULA / Separate Contract Check boxes Review checkboxes on bottom left of Quote and Order Form By default, reseller must get all End-Users to check the “EULA” checkbox Separate contracts to be negotiated in consultation with Fiorano Support and Maintenance Charged at 20% of the cost of the overall license If substantial discounts are applied to the license, then support and maintenance can be charged at 20% of the list price, or at 20% of some varying price between the list price and the final sale price Discounts on Support/Maintenance should be different from the overall discounts applied to licensing

6. VOLUME DISCOUNTS Separate Spreadsheet for Volume Discounts Different from “standard” quote and order form Used for customers who plan to purchase larger numbers of licenses over time Review “Discount Tab” on volume discount spreadsheet, Discounts start at 40% and are ‘stepped’ to 50%, 55% and 60% Discounts and the break-points where the discounts start applying must be negotiated with Customer and Approved by Fiorano Site Licenses Site License Pricing to be Discussed with Fiorano Separate agreement for Site licenses, signed between the Customer and Fiorano directly Reseller gets negotiated commission per site license

7. Thank you! for more details Visit www.fiorano.com