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Emerging Business Models: Usage-Driven Acquisition (UDA) February 25, 2014 Nader Qaimari

Emerging Business Models: Usage-Driven Acquisition (UDA) February 25, 2014 Nader Qaimari Senior Vice President, Sales and Marketing. About Gale, and Gale eBooks. Gale started as a reference publisher 60 years ago Majority of revenue is from electronic databases, books and archives.

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Emerging Business Models: Usage-Driven Acquisition (UDA) February 25, 2014 Nader Qaimari

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  1. Emerging Business Models: Usage-Driven Acquisition (UDA) February 25, 2014 Nader Qaimari Senior Vice President, Sales and Marketing

  2. About Gale, and Gale eBooks • Gale started as a reference publisher 60 years ago • Majority of revenue is from electronic databases, books and archives. • Gale Virtual Reference Library (GVRL) is Gale’s ebook platform • Majority of content on GVRL is not Gale content • 100 partners (Elsevier, Sage, Wiley, Springer, Britannica, ABC-Clio, etc.) • Main business model is purchase with unlimited access/use • GVRL is Gale’s most penetrated product

  3. While Many Models Exist, eBook Acquisition is Still Complicated Patron-Driven Acquisition Demand-Driven Acquisition Subject Collections vs. a la Carte Single-User vs. Multiple User

  4. With Reference, it’s Even More Complicated • PDA doesn’t work – a single article use should not trigger the purchase of a 20-volume encyclopedia. • DDA doesn’t work – it’s too difficult to identify the right titles to put into the DDA pool and STLs are not long enough.

  5. Customer also has a 7-day grace period to swap out titles

  6. Next Steps • Expand UDA Model for partner publishers • Publisher-specific and Subject-Specific UDA collections • Launch UDA for Archives Unbound, Gale’s special collections platform • Provide new tools/support to drive usage • Offer UDA through Wholesaler partners

  7. Nader Qaimari Senior Vice-President, Sales and Marketing Nader.Qaimari@cengage.com

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