CATIA On Boarding Pricing - March 2020

On boarding Pricing
Michel RENAUD March 2020

3DS.COM © Dassault Systèmes | Confidential Information | 10/6/21 | ref.: 3DS_Document_2012
WELCOME TO CPE (ex Value Solution)
ATTHIS
BEAM CUBE
DPS
KEONYS
XDI
CPE Customer Process Experience
1
DS Team(s)
GEO Pricing Team
- GEO Pricer for France / Africa: Michel RENAUD

michel.renaud@3ds.com Office: +33 1 6162 3540 Mobile: +33 6 1725 6610
WW Pricing Team
- defines Pricing Strategy, Price lists, Special Offerings / Promotions validation
- provides a second level of delegation.
IOC Team International Operating Council

- International Agreements
CES Team Customer Engagement Success (ex CORB Contract Offer Review Board)
- build Agreement for special use of licenses, or any exception to CLOSA
2
Agenda 1/2
Selling process / model
New licenses
Distribution Agreement (DA)
Agreements (CLOSA, …)
Evaluation
Price list
Sales Delegation
Promotions
Academic
CVD Customer Volume Discount
3
Agenda 2/2
Customer installed base
Customer site
STOP
TOS
Upgrade
Migration
Transfer
Change of Distributor
Direct PO (Purchase Order) / SBO (Special Bid Offering)
4
Selling process
SBO process
SBO SBO EUOF / PO
Customer site creation IOC / CES

Opportunities (SIEBEL) Master CLOSA
Territory Management
Direct PO process (LEAP3 Leverage Efficiency Autonomy Performance Pricing Program)

EUOF / PO
Distributor DS Sales Team Distributor

(optional by Country)
EUOF End User Order Form

5
Selling model (indirect Sales)
DS List Price
Customer Disc %
Bill-To Disc %
Bill-To Margin %
Bill-To Net Amt (= Distributor Price) Customer Net Amt
6
Selling model (indirect Sales, SBO vs PO)
DS List Price
Customer Disc %
(ex: 20%) SBO
Bill-To Disc %
(44%)
SBO PO
(ex: 30%)
Bill-To Margin %
2400
SBO
(ex:10,000)
(ex:8,000)
(ex:5,600) Bill-To Net Amt (= Distributor price) Customer Net Amt
SBO PO SBO
SBO May be changed in SBO

PO May be changed in Standard PO
7
8
NEW LICENSE
Distribution Agreement 1/2
DA : to define
Country(ies) where the Distributor can sell

Portfolios the Distributor can sell
Distributor discounts = “Margins” (see next page)
SBO : only portfolios for which the Distributor is accredited
« Margins » automatically selected (except for « LC »)
For any extension to DA : new country, new portfolio …

Your PSM (Partner Success Management) will manage with :
A punctual LOA (Letter of Authorization)
A permanent Amendement to the DA
9
Distribution Agreement 2/2
Usual Distributor discounts (margins) : refer to DA for contractual obligations
For « LC » cases (License Compliance) : 20% margin for any Revenue Type
10
Agreements 1/3
CLOSA (Customer License & Online Services Agreement) : standard Terms &
Conditions for Licenses and Online Services
CLOSA (V12.1) : for standard commercial use

CLOSA (V12.1 – Academic Use) : see definition next pages
CLOSA (V12.1 – Fundamental Research Use) : see definition next pages
Basic rules : licenses « non-transferable », to be used only by the « Sold to »
SBO : it is Distributor responsability to select the right CLOSA
Master CLOSA : for any exception to CLOSA ==> CES approval

Examples : “usage scope” (ITER, JLR, …), license sharing, central purchasing, …
11
12
Agreements 2/3
Agreements 3/3
CLOSA definitions :
Academic Use means any use of the DS Offerings by authorized users solely for purposes that are strictly related to (i)
education, institutional, instruction and/or (ii) experimental, theoretical and/or digital research work, undertaken
primarily to acquire new knowledge of the underlying foundations of phenomena and observable facts, up to proof of
concept in a laboratory. Academic Use can only be granted to a Customer that is an institution of education and/or
research and that grants academic degrees (diploma or certificate) at any primary, secondary or higher education level.
Fundamental Research Use means, any use by the authorized users solely for experimental, theoretical and/or
digital research work, undertaken primarily to acquire new knowledge of the underlying foundations of phenomena
and observable facts, up to proof of concept in a laboratory. Fundamental Research Use (i) must always result in a
generally available publication and (ii) can only be granted to a Customer that is a non-profit institution dedicated
to research, either publicly owned or operated, or that depends on more than fifty percent (50%) on public funding.
License and Use Rights. Notwithstanding anything to the contrary in Section 2, DS Offerings for Academic Use or
Fundamental Research Use shall not be used, directly or indirectly, for any commercial purpose of Customer or any
third party.
Content Watermarking. Content produced using any DS Offerings for Academic Use may automatically contain a
watermark identifying the DS Offering used. Customer shall not remove any such watermarking.
13
Evaluation 1/2
On Premise Evaluation : direct PO (LEAP3)
Limited to « GA » On Premise products, not already in customer installed base

(not for On Line Services)
From 1 to 5 licenses of the same product/process/role
From 6 to 15 licenses, with approval attached to the PO from PSM, Sales Operations,
VS GEO Leader
3 first months maxi (up to 2 renewals possible in case of 1 month duration each)
SBO is mandatory for any other condition
14
Evaluation 2/2
On the Cloud Evaluation (1 month, 5 users maxi) : SBO only (Evaluation)
Sales.Cloud@3ds.com written approval is mandatory

On the Cloud Evaluation (3 months, 10 users maxi) : direct PO (CLOSA)
Sales.Cloud@3ds.com written approval is mandatory
1 QSC list price for platform: PCS-OC, PCSCX-OC (354 € per user)
Promotion CLOUD FEE BASED – PLATFORM (PAO0001235)
1 QSC free for all other roles
Promotion CLOUD FEE BASED – OPTION ROLES (PAO0001236)
“Price must be reviewed in next renewal” set as YES, to avoid renewal
Evaluation licenses cannot be used for production, but only for tests
15
Price Lists 1/3
Prices list :
EuroZone price list (EUR) :
SBO not needed to sell list prices

==> direct PO
Price revisions (since 2012) :

Based on “inflation”, for almost all portfolios (July 1st, if any) ==> http
://www.3ds.com/terms/price next: July 1st 2020 +1%
Based on the « value », for some selected portfolios (last one, +2%, 01/01/2019, mainly V5 portfolios)
16
Price Lists 2/3
Revenue Types :
PLC/ALC (On Premise), PSC/ASC (Cloud): perpetual licenses  Primary License

Charge + Annual License Charge
YLC/QLC (On Premise), YSC/QSC (Cloud): rental licenses  Year license Charge
or Quarter License Charge
TBL2/ALC, TBL3/ALC (On Premise), TSC3/ASC (Cloud): 2 or 3 years licenses 
License charge for 2 or 3 years + Annual Charge (ALC or ASC)
SBO : 3 ways to define ALC (ASC) a discount / a ratio vs list PLC / a ratio vs net PLC
Breakevens : PLC/ALC vs YLC (PSC/ASC vs YSC)
x = PLC / (YLC – ALC) (x = PSC / (YSC – ASC))
Exemples: x = 3 for CATIA V5, x = 4,5 for PLM Express, x = 8,1 for Simulia
17
Price Lists 3/3
PLM Express (V5) On Premise only
Different packaging of standard CATIA V5, with significant discounts
Edition 2, portfolio “Special Offers” Do no longer propose it

Base: CAT = DP2/RT1/IG1/PD1/AS1/WS1/KT1/KE1/ST1/CD1 + TDM
Free migration to Edition 3
Edition 3, portfolio “CATIA V5 PLM Express Edition 3
Base: CAT = CAC + TDM, CAT3DX = CAC + PCS/CDR/XCD, …
Add-on or Shareable: Enabler (MCE, …), Extension (HDX, …) with Enabler as prerequisite
CEE (CATEE, CATMEE, CATMSE): different packaging of PLM Express with significant discounts
Standard CATIA V5 modules can be used on top, but only shareable.
Mid-Market (V6) On Premise (PJCX, …), On the Cloud (M3SX-OC, …) to be replaced ?
Different packaging of standard 3DEXPERIENCE, with significant discounts
SBO : less discounts must be applied to such portfolios versus standard portfolios
18
Sales Delegation
Partner Discount Delegation: direct PO (LEAP3)
Distributor will be granted customer discount up to 10% on New orders and Standard
Migration Paths, for “GA” products, under CLOSA (or MCLOSA) excluding CLOSA
Academic
Applicable on new orders including PLC/TBL/TSC , YLC/YSC and QLC/QSC,
excluding ALC/ASC, “LC” cases, Change of Channel, Change of Distributor, Renewals
This Discount flexibility cannot be combined with any other discount:
CVD, OEM Packages, MCLOSA conditions, Special offers
(except for “CATIA V5 PLM Express” and “Mid-Market” offerings)
Local VS Sales Team: up to 5% PLC/PSC/TBL/TSC/YLC/YSC/QLC/QSC customer
discount on top of the 10% Partner Delegation. Applicable to deals above 20K€ Net to DS
(excluding ALC/ASC). It cannot be combined with a waiver.
19
Promotions 1/3
Excel summary (Feb 04 2020): WARNING, this is not the reference
DSX: is the reference
20
21
Promotions 2/3
SBO not needed ==> direct PO (LEAP3)

Promotions 3/3
Academic V5: ED2-EDU, SEH-EDU, DYL-EDU-N, VTL-EDU-N, …
The volume discounts must be applied for each tier on
each PLC/ALC or YLC:

It is recommended to take into account the
installed products of a kind to start the tiering if
those products are under ALC
SBO needed at the moment (next step is «tiering » directly available in DSX)
Academic 3DEXPERIENCE Extended: UXXE-xx, UXXE-xx-AC
For Academic V5 customers, if purchase of UXXE
stop & « dual use » of V5, as long customer is is
current in 3DEXPERIENCE ALC/YLC/ASC/YSC
Direct PO: list prices (no Footprint)
22
CVD
Customer Volume Discount:
CVD is a 3DS/Customer information letter which details approved conditions for listed
portfolios, on a fixed period (1 to 3 years), according to a customer commitment (Milestones)
for a volume of investment on this period.
Request via SBO: for an automatic tracking of Milestones achievement
Portfolios and discounts

Milestones
Liste of Affiliates (owned at least at 50%) in the world
SBO not needed ==> direct PO (LEAP3)
23
24
INSTALLED BASE
Customer installed base
Support End Date = Anniversary date

Anniversary date + 1 day = Renewal date
Location: different customer addresses

Unit Price: amount invoiced to Partner = unit price x qty (==> cust ALC = unit price / (1 - 20%) x qty)
For any request by mail, please mention the customer site ID

25
STOP
STOP applies to any quantity and any product:
Customer cannot use anymore the license (License and Key should be uninstalled).
License is definitively lost and if the customer needs it again, he should buy it again.
STOP can be requested at any time, but for a date in the future (STOP
in the past is not allowed, except via CLAIM)
STOP at Renewal date ==> direct PO (LEAP3)
STOP at any other date, minimum 30days after customer notification for STOP ==>
SBO mandatory (with customer notification in attachement)
SBO / PO: use order type « Stop » (« Stop – Transform » is for Migration, Transfer, …)
26
TOS
Termination of Support applies to 100% licenses of any product (*):
Only support (ALC) is stopped. Licenses can be used, but Release is fixed at last Media
delivered to customer (suggestion: request last Media before TOS).

Licenses cannot be upgraded to a higher Release or migrated to higher Version.
If the customer needs new licenses (*), or upgrade/migration, support must be reinstated first:
Reinstatement cost = 150% of ALC due (CLOSA)
Alternative for TOS > 2 years, use « VALUE UP 2020 »: « ACTIVATE » (R – Voucher)
TOS can be requested at any time, but for a date in the future (TOS
in the past is not allowed, except via CLAIM)
TOS at Renewal date ==> direct PO (LEAP3)
TOS at any other date, minimum 30days after customer notification for TOS ==>
SBO mandatory (with customer notification in attachement)
SBO / PO: use order type « Termination Of Support »
(*) « All or Nothing » rule: all licenses of a trigram must be «with» or «without support, not a mix.
27
Upgrade
Upgrade = change of Release
Upgrade is Free: PLC = 0 same ALC

Upgrade Tool for upgrade from V6 (up to 13x) to V6 3DEXPERIENCE (starting 14x).
It applies automatically
current ALC amount to trigrams of the new Release (Excel sheet)
WARNING: ALC is Partner ALC (the one in DSX)
28
SBO: use order type « Migration – Standard »
Migration 1/2
Migration = change of Version
Migration is not free (except some Migration Paths)

Standard Migration Paths available in DSX ==>
For standard Migration Paths, a Migration Tool exists
in DSX, but is not (yet) available
for Partners (your PSM can use it).
SBO : order type « Migration – Standard » is to be used when quantity of the migrated product is the same as
quantity of the target (SBO line includes the STOP of migrated product). If
not, use « Migration – Non Standard » (and « Stop – Transform » for migrated product).
29
Migration 2/2
Migration Non-Standard:
3 ways to manage replacement of product in a SBO: Migration /

Module Exchange (without Parallel Use) / Stop + New
Usual formulas for Migration list prices:
Within standard porfolios (and add-on to shareable): “list PLC difference +20%” PLC
A > B = (B - A) x 1,2 = 1,2 (B - A) ALC A > B = B ALC
Within discounted portfolios (PLM Express, Mid-Market): “list PLC difference +20% target”
PLC A > B = B – A + 1,2 B = 1,2 B - A ALC A > B = B ALC
“VALUE UP 2020”, “TRANSFORM” (M – Voucher): “list PLC difference (mini 15% target)”
PLC A > B = B – A (minimum 15% B) ALC A > B = B ALC
SBO : order type « Module Exchange – Standard » is to be used when quantity of the migrated product is the
same as quantity of the target (SBO line includes the STOP of migrated product). If
not, use « Module Exchange – Non Standard » (and « Stop – Transform » for migrated product).
30
Transfer
According to CLOSA, we don’t sell licenses, we grant to “Licensee” (a Legal entity): “rights of use”
these “rights of use” are not transferable to another Legal entity.
ONLY members of “Licensee” (Legal entity) can use the licenses.

Transfer = change of Licensee / Legal entity may
be studied and approved by DS between two different Legal entities, only if Transfer Conditions are met:
« Stop – Transform » date at Transferor = « Intercompany Transfer » Start date at Transferee = Transfer date
Transfer PLC = 0, if entities are in the same country, minimum 20% if they are in different countries.
SBO: for any Transfer request, please provide any evidence of « % of ownership » between entities.
31
Change of Distributor
Customer notification to current Distributor to
be attached to SBO
For ALC/ASC
Start date = Renewal date
For YLC/YSC
Stop at existing Distributor
New order with new Distributor
Change of Distributor FEE
Trigram COD
COD = 10% of ALC/ASC or YLC/YSC list Price (10% margin)
32
Selling
List prices, or under Sales Delegation, or under a promotion, or a CVD
Standard Evaluation, STOP, TOS

==> direct PO
LEAP3 Leverage Efficiency Autonomy Performance Pricing Program
33
34
LEAP3
35
LEAP3
(*) NOT yet available for Paretners

(*)
Selling
For any other condition
==> SBO: with explanation / justification of the request

Main Pricing rule: discount depends on the volume (list price) of each deal
Less discount for portfolios in Group 1 (see next page)
ALC/ASC are preferable list prices, but in case of discount, it depends on
list prices ALC/PLC or ASC/PSC ratios, versus portfolio (from 14% CATIA V5,
to 45% PCS-OC )
36
37
Group 1
SBO recommendations 1/4
“Sold to”: select right cutomer ID and Location
“Description”: usefull to find a SBO in a list
“Opportunity”: mandatory
“SBO Approval Require Date”: for the Pricer
Attach any document for justification:
“Renewal Information”:
By default « Automatic » renewal for ALC/ASC, YLC/YSC, …
Licenses « Non Coterminus » to existing licenses or « First Year Coterminus Align … »
38
“Payment Options”:
« Billing Cycle »: always « Full At Date » for YLC/QLC, YSC/QSC, « Calendar

Quarter » or « Full At Date » for PLC/PSC.
« Payment Terms » : by default N600 (Net Date of Invoice + 60 days)
« Uplift »: for amounts higher than list prices
« Parallel Use »: number of months or until End date
39
“License Charge Conditions”:
Line number: use it to rearange SBO lines
« Order Type »: see list ====>
Use to select « Portfolio Item » (trigram)

directly or via « Search by Promotions »
40
“License Charge Conditions”:
PLC: you can enter a % in « Cust. Discount % » or an amount in « Cust. Net Amount »
ALC: is preferable list price, but in case of discount, you can use one of the three options « Cust.
Discount % » or « % PLC List Price » or « % PLC Cust. Net »
“Comments”: use “Comments” window in “History / Approval” (because more place)

for explanation / justification of the request
41
Documents
Distribution Agreement (DA)
CLOSA
LEAP3 Phases 1 & 2 (Leverage Efficiency Autonomy Performance Pricing Program)
Promotions summary (Excel)
VALUE UP 2020
42
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44

CATIA On Boarding Pricing - March 2020

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On boarding Pricing

Michel RENAUD March 2020

WELCOME TO CPE (ex Value Solution)

CPE Customer Process Experience

- GEO Pricer for France / Africa: Michel RENAUD

IOC Team International Operating Council

SBO SBO EUOF / PO

Customer site creation IOC / CES

Direct PO process (LEAP3 Leverage Efficiency Autonomy Performance Pricing Program)

Distributor DS Sales Team Distributor

EUOF End User Order Form

Bill-To Net Amt (= Distributor Price) Customer Net Amt

SBO May be changed in SBO

Country(ies) where the Distributor can sell

For any extension to DA : new country, new portfolio …

CLOSA (V12.1) : for standard commercial use

Master CLOSA : for any exception to CLOSA ==> CES approval

Limited to « GA » On Premise products, not already in customer installed base

SBO is mandatory for any other condition

Sales.Cloud@3ds.com written approval is mandatory

SBO not needed to sell list prices

Price revisions (since 2012) :

PLC/ALC (On Premise), PSC/ASC (Cloud): perpetual licenses  Primary License

Edition 2, portfolio “Special Offers” Do no longer propose it

DSX: is the reference

SBO not needed ==> direct PO (LEAP3)

each PLC/ALC or YLC:

Portfolios and discounts

Support End Date = Anniversary date

Location: different customer addresses

For any request by mail, please mention the customer site ID

delivered to customer (suggestion: request last Media before TOS).

Upgrade is Free: PLC = 0 same ALC

WARNING: ALC is Partner ALC (the one in DSX)

Migration is not free (except some Migration Paths)

3 ways to manage replacement of product in a SBO: Migration /

ONLY members of “Licensee” (Legal entity) can use the licenses.

Standard Evaluation, STOP, TOS

LEAP3 Leverage Efficiency Autonomy Performance Pricing Program

(*) NOT yet available for Paretners

==> SBO: with explanation / justification of the request

« Billing Cycle »: always « Full At Date » for YLC/QLC, YSC/QSC, « Calendar

« Order Type »: see list ====>

Use to select « Portfolio Item » (trigram)

“Comments”: use “Comments” window in “History / Approval” (because more place)

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