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Orange County Chapter

Software Pricing and Licensing:
The New Rules for Success

October 20, 2005

What's the ideal price to charge for your software?

How can you determine the price point which maximizes profit without alienating customers?

What does piracy mean for your pricing and licensing strategy?
How should start-up companies price their products to entice trial?

And how should larger, established companies charge to retain customers and grow?

Have new distribution strategies-ASP, on-demand, etc.-changed the business models for licensing? How do integration and deployment services fit into the picture?

The world of software pricing and licensing has never been more complex, competitive or confusing. Fortunately, we've assembled a panel of successful software industry executives who can help you navigate what has become an increasingly hard-to-manage aspect of the software business.

Learn how successful companies are determining pricing strategies today. Hear about licensing and distribution approaches that were unheard of just a few years ago. Understand what piracy means for your strategy. Find out where the market is going. And figure out where you fit in.

Join us for the most profitable session you're likely to attend all year.

Panelists

• Lori Seal - Senior Director of Business Operations, Best Software
• Cori E. Hartje - Director, License Compliance, Microsoft Corporation
  
• More TBA

Moderator:
Gavin Galimi, Katten Muchin Rosenman

About the Panel

Lori Seal -- Senior Director of Business Operations, Best Software
Lori has been with Best Software for almost seven years in the Finance and Operations organizations. During her tenure, she has directed revenue activities, including forecasting, tracking, recognition, and sales employee compensation. She has played a key role in developing business models and proposals to drive profitability and growth. Her responsibilities also included increasing business visibility through development of web-based tools and system enhancements and providing operational support for sales and marketing programs.

Lori is currently Senior Director of Business Operations, tasked with implementing best practices and standards across Best's Mid-market division, including gaining commonality across diverse pricing rules and promotion Practices.

For over 25 years, Best Software has been providing business and accounting software, including human resources, payroll, fixed assets, customer relationship management, and e-commerce solutions. Best manufactures such products as ACT!, Peachtree, MAS 90, ACCPAC, and Timberline.

Cori E. Hartje, Director, License Compliance, Microsoft Corporation
Cori Hartje is currently Director, WW License Compliance at Microsoft Corporation. In this worldwide role Hartje leads the strategy to insure that OEMs and System Builders install legitimate licensed software, provide education to the channel and customers, create more value for customers that use genuine products, and leverage legal enforcements. Prior to this position from 2002-2005 she served as director of marketing and readiness for the Worldwide Licensing and Pricing group at Microsoft Corporation. Hartje was responsible for overseeing Microsoft's mission to reach into new markets with licensing programs and support new business models. She managed the strategy for communications, marketing, new sales program rollouts and field readiness for Microsoft licensing. The group she led was responsible for various licensing websites, analyst and press relations. She also serves as a corporate spokesperson.