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160318_Q2SalesTraining_ECATP&P_final

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Hello, RSA colleagues and our Go-to-Market partners. This is Mathew Gardiner. I'm from the ASOC Product Marketing team. And I'm gonna talk with you today about the pricing and packaging of the components of our solution.

So, firstly, we're gonna talk about ECAT. ECAT is our endpoint threat detection and response solution. It is very simple to price ECAT. So this one should be very easy for you. You really only need to know two things about your prospects. First, how many endpoints they want to license? And where do they want to run the agent on this? How many servers and how many clients? It could be 500, it could be 10,000, or somewhere in between or above.

The second thing you need to know is whether their preference is on a perpetual license where they own the licenses and pay maintenance separately or they want to subscribe to the license where they get a term license, based on the number of months. So it could 36 months or 24 months, or somewhere in between, or a different month. If you've been licensing ECAT in the past... what was the separate server and the separate whitelisting license no longer exists.

So, basically, all the customer needs to do is license the number of endpoints on a perpetual subscription basis and they're fully licensed. The pricing model has a volume curve. So as you move up, in terms of the number of endpoints you license, you move down in the price per unit, based on a step function that I'll show you in a second. When you're licensing on a subscription basis, you don't need to separately add maintenance. Maintenance is included in the term. So if you're licensing for 24 months, you have the full license and you have what RSA considers enhanced maintenance, as part of that 24-month period.

Whereas on perpetual, maintenance is added separately, like any perpetual product. So, on a subscription basis, you can go 36, 24, 18 months, 20 months, what have you. You get a term, the maintenance and support is included, or you go perpetual. And really what that enables you to do is to talk to the customer more in the context of operating expense, which is subscription. So they pay us every year for their license. And at the end of the term, they don't own the license anymore and they don't owe us any money. Or capital expense, where they own the license perpetually, forever. And then, to get updates and support, they acquire maintenance. And that generally, people consider that more of a capital expense than an operating expense.

So here are the tiers. I won't go through all the tiers, but basically there's a SKU for each tier. And so for example, if you were gonna license 300 endpoints, you'd be in tier 2, and you'd multiply that SKU price times 300. Now, as the tiers go up, the price per unit goes down. And given it's a step wise volume curve, if you're near the edge of the next step, you probably want to move up. So for example, if I was gonna license... If I was thinking of licensing 500 licenses, I would license at least 501, so I could move up to the next step and get a lower price per unit. So that's something to consider as you move up, in terms of volume. But really, licensing ECAT is just that simple. It's just how many endpoints you need and whether you need perpetual or subscription based licensing. So thank you very much.

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Duration: 3 minutes and 49 seconds
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Language: English
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Posted by: quinnb on Mar 28, 2016

160318_Q2SalesTraining_ECATP&P_final

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