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

6. 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

7. 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.

18. Set-up list Load MARC Records 0 days Ensure usage activity exists Review marketing of resource 30 days Provide usage- driving tools (libguides, widgets, curriculum support) 60 days

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

24. 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

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