USACE ELA Renewal

1. USACE ELA Renewal Jerry King, Doug Moat, Andrew Ratzlaff

2. Review of Terms • Enterprise License Subscription (ELS). A subscription program offering Bentley’s full Software catalog in unlimited use and a Bentley LEARN Subscription. This program is offered in a standard, non-customized delivery for all commercial and government customers worldwide. • Bentley LEARN Subscription. A learning subscription offered to all Bentley customers as a standalone program or as part of an ELS subscription. The Learn Subscription has replaced the previous Enterprise Training Subscription (ETS). • Enterprise License Agreement (ELA). A subscription program unique to USACE and is comprised of variants of the Bentley ELS and ETS programs. In addition to standard program benefits, the ELA provided the Corps with onsite training and implementation support.

3. Review of the USACE ELA • Negotiated in 2005 and begins in FY 2006. • First year values of the program were as follows: • Note: Bentley was very aggressive to win the business and enter into an ELA with USACE. The initial baseline was discounted by $350K to meet original threshold with USACE.

4. Review of the USACE ELA • Renewed in FY 2009 and 2011 with reset fees for Bentley acquired products (Haestad and gINT).

5. Review of the USACE ELA • Renewals for FY 2012 and outward. The reset fee for 2012 is for Bentley Building Electrical Systems (BBES)

6. Review of the USACE ELA • Purpose of the USACE ELA was to: • Make the entire Bentley “owned” catalog available to the USACE worldwide in unlimited quantities. • Make implementation support available to the Corps for software accessed through the ELA. • Provide training vehicles for the employees of the Corps in various delivery methods to develop and maintain competency in technology and processes • Provide a fixed growth rate of 4% on fees to allow the Corps to budget for the out-years. • Reduce the administrative costs for both the USACE and Bentley of processing more than 300 purchase orders and invoices each year for the new software purchases and the annual renewals of Bentley SELECT by each district

7. Review of ELA Usage by Division

8. Review of USACE FY2011 Usage by Division

9. Review of ELA Usage by District

10. Review of ELA Usage by District

11. Value of the ELA

12. Value of the ELA Versus Standard ELS

13. Value of the ELA Versus Standard SELECT

14. Corps Objectives • Maintain capability under the ELA • At current or near-current levels • Achieve an overall fee reduction of $200K • Focused on the ETS component • Reduce administrative effort resulting from changes to Implementation Support plans at District level • Requiring the redistribution of credits mid-term

15. Bentley Proposal for USACE ELA • Provide an overall price reduction from the planned FY 2012 Renewal of ~$175K • Move the program to a standard Commercial/GSA/BPA ELS offering, combined with an Implementation Support Subscription for Corps-wide initiatives • Standard LEARN Subscription benefits included in the standard ELS • Scheduled Training • OnDemand eLearning • Other implementation support or training funded by the Districts outside of the ELA • Passes to the Bentley User Conference are no longer included under the ELS

16. Proposal for 2012 Renewal

17. For Renewals Beyond 2012 • ELS Program fees calculated per standard reset calculation • Reset can be determined at any time during the term using 12 prior months of usage data • Implementation Support Subscription constant at $500K • Unless the Corps wishes to add more Corps-Wide initiatives at a later date

18. Questions