AspectCTRM Agreements and Pricing

1. AspectCTRMAgreements and Pricing Aspect Partnership Program

2. Agenda • Client proposals • Our standard contracts • 2015 pricing

3. AspectCTRM Proposals • All proposals that include a quotation MUST have a validity clause • This proposal is valid only if our standard agreements are used and any changes to the standard agreements will increase the fees quoted • This proposal is valid or a period of 3 months from the date of publication or DD MMM YYYY whichever is the sooner. Try to spell out the month (MMM) to avoid the USA/rest of world differences in date enunciation • This proposal excludes any taxes and levies due by the authorities • This proposal excludes any travel and accommodation expenses • Unless otherwise stated all prices or fees are quoted in US dollars • There is no place for a discount in any initial proposal • Discounts should be requested, never suggested • Discounts should be given reluctantly and only in return for something valuable to Aspect • Please consider adding a proposal for AspectDSC if the client is using a anything other than AspectDSC

4. Contract Types • Aspect has 6 contracts • Application Service Provision Agreement (ASPA) • Consulting Services Agreement (CSA) • Statement of Work (SOW) • AspectDSC Membership Agreement (AMA) • Software License Agreement (SLA) • Maintenance and Support Agreement (MSA)

5. Anatomy Of The ASPA • There is one ASPA per client but there may be 0 to n Variations to the ASPA • Agreement terms are usually negotiated directly with Aspect by submitting client changes (visible using MS Word‘track changes’) to Aspect • Confidentiality (see 4) • Fairly standard mutual agreement • Price, Payment and Taxes (see 5) • ‘payment is the essence of this agreement’ is important • Liabilities • Are limited • Excludes and always will exclude ‘consequential loss’ • Signature page • Must be signed • Scans are acceptable to book the deal but we must get 2 copies of ALL originals for countersignature • Effective Date • no date, no deal • A single, considered date is best. Think of likely date for user training at the latest • 15 May 2014 or sooner should Customer instruct Aspect • 15 May 2014 or immediately following user training

6. Anatomy Of The ASPA • Asset Classes (See S1) • They must choose appropriately • In general, the list price of $1,350 covers use of one of the asset class groups. More groups covered increases the list price by $300 • Initial Term • Standard is 3 years from the Effective Date • Any changes up or down may effect the fees • Service Fees • Enter the fees to match those in your proposal or quotation • Any extension to the Initial Term or the addition of further users attracts the ‘then prevailing’ rate for AspectCTRM. This protects you and Aspect • Payment Terms • 30 days from due date • The first payment is 35% of the total Service Fees. Think about sending a payment schedule separately to make this clear using the deal sheet data • Support (see S2) • Is often changed to Partner’s support location and details • You should delete the sections referring to any other Support level not chosen • All changes to terms and conditions should be tracked in MS Word and run by Aspect’s Legal Counsel. Avoid commentaries outside of MS Word

7. Anatomy Of The CSA and SOW • General • Your company has its own versions of these documents used to secure client engagements. Your company already has a CSA in place with Aspect and any work needed is covered in an Aspect SOW • The fees you quote in a SOW only holds if the client uses our standard CSA • ANY changes may increase the quoted fees • Items in the template (Confluence) that need completing are marked in yellow • Main agreement plus one schedule which then has a reference to a specific SOW • In general, the legal entity shown on the frontispiece of the SOW should match that in the CSA and the ASPA • Fees should be quoted in the SOW only, never in the CSA • The ‘SoW Ref.’ in S1 of the SOW must match that given in the CSA • ‘Standard Rates’ (see SOW 7) should be the latest fees • Contact Details (see SOW 9) are imperative. Sales commissions may be delayed if incomplete or incorrect • Agreement (see SOW 10) must be signed (2 copies) • All changes to terms and conditions should be tracked in MS Word and run by Aspect’s Legal Counsel (Steve Highes). Avoid commentaries outside of MS Word

8. Anatomy Of The AMA • This is historic and for AspectDSC only and may be combined into the ASPA in future • The first page is the important page • The terms and conditions are very rarely changed as each dovetails into our data distribution agreements with the content providers • You should avoid selling AspectDSC in its own, it should be part of a new AspectCTRM deal or an addition to an existing AspectCTRM deal

9. AspectDSC Membership Agreement • Term and payment schedule should match ASPA, i.e. 36 months as standard and 35% of total fees on ‘ink’ and the balance quarterly in advance thereafter

10. Aspect Pricing • The ‘price’ is a combination of – • Software licenses • Consulting work done for implementation • Hardware required to run the system • IT people needed to help implement and maintain the system below the app • For AspectCTRM • Starts at $1,350, reduces with volume, increases with short term or get-out’s, etc • Short time lines mean lowest cost in industry • Zero • Zero Hence TCO is best achievable

11. Aspect Pricing AspectCTRM Fees From $1,350 per seat for AspectCTRM SE

12. Pricing Examples Scenario 5 users, 3 years 5 users, 2 years 10 users, 3 years 20 users, 3 years 40 users, 3 years 100 users, 3 years Unlimited Average $1,350 $1,620 $1,275 $938 $844 $675 n/a Booking $243,000 $194,400 $389,000 $675,000 $1,215,000 $2,430,000 $6,600,000

13. Aspect Agreements Any Questions?