What are the benefits of tokens for Sales?

  • A major advantage of having tokens available is that they help a lot in competitive situations. For example
    • Often a lot of the value in our software, is within the software or niche options.   That’s what gets designers excited about our solution.   
      • Tokens allows us to offer all our solutions without driving up discounts needed to align to customer budgets.
      • Without tokens we would be forced to discount in order to include all those nice exotic options.   Complexity and expense will start customers on the path to alternative vendors and / or large discounts.   
    • With Tokens you are able to offer access to a large pool of add-on products at a very aggressive price
      • When competing with a competitor who does not have tokens, we can force him to make his quote extremely expensive, by broadening the scope of the applications.   
  • Tokens also enable you to differentiate in competitive situations upsell the value of a deal by enabling customers to access a larger set of capabilities for a very modest increase in cost.  As mentioned before access to over $500K of add-on modules for a low annual investment.  
  • It is important to remember we have more value-added add-on modules than our competitors, allowing customers to do more with their NX data, Value Based Licensing opens up a wide range of options from capabilities like Assembly Path Planning for Assembly/Disassembly checking to Molded Part Validation to ensure plastic parts are manufacturable
  • Examples:
    • 1.   A medium size electronics company designing and building small devices that contain a mix of PCBs, complex Sheetmetal and sometimes use stylized plastic enclosures.  They have 10 designers wanting to use NX.
      • This mix would introduce the need for the following capabilities:
        • Core modeling and design
        • Advanced Sheet Metal design (NX Advanced Sheet Metal)
        • Advanced styling and surfacing (NX Realize Shape)
        • Ability to import PCB data (NX PCB Exchange)
        • Ability to check plastic part manufacturability (Molded Part Validation)
      •    This could be packaged together and delivered as
        • 10 x NX10110 – Mach 1 Floating
        • 1 x NX30600 – NX PCB Exchange
      • The mechanical design elements could all be delivered by a pool of tokens.
        • Advanced Sheet Metal – 22 tokens
        • Molded Part Validation – 12 tokens
        • NX Realize Shape – 35 tokens
      • Initially this mix could be met with NX35100 – NX Value Pack 100
      • This assumes that there is not a great deal of concurrency.  However, once a number of users start working on complex sheet metal parts or projects that require styling it is highly likely they will reach the limit to their token pool, so adding a NX35050 would give more flexibility.
    • 2.       Heavy Equipment company needs 10 seats of NX plus capabilities for routing of Hydraulics Pneumatics, fuel, electronic harnesses, cabling
      • Cost of adding single seat of piping and tubing, cabling, and harness licenses is ~$70K US + 15.4K ME&S per year
      • To run the add-on applications concurrently 3 users would cost $210K US plus 45.2K ME&S
      • Tokens provide the same capability and allow for 3 users to run concurrently for $4756 per month (57K per year) 
      • In addition, the customer can leverage Mechatronics Concept Designer, Weld Assistant, Advanced sheet metal, realize shape for geometry, VDA checking, Human modelling and a lot more
    • 3.       Small machinery customer comparing cost of SolidWorks to NX. 
      • They need sheet metal, routing, and translators for Creo and V5, they also see MCD as a clear differentiator but buying everything is thought to be too expensive.
      • Tokens provide all of this capability, plus much more for $3397 per month
      • Tokens provide all of this capability and enable you to set up a price /functionality discussion
    • 4.      A customer who doesn’t really know what balance of the add on modules they need in terms of quantities and would like to have some insurance that they can change their mind or use new capabilities they have not thought of so far.
      •  Tokens are an attractive option to this customer because of the flexibility they offer, you are not locking them down to either specific quantities or individual add-on modules.  This can help you avoid situations where users are looking for loan or trial licenses to help them decide on the balance and mix.
  • We will include other compelling examples as the roll out of token licensing continues.  There are opportunities in many industries including automotive suppliers, Mold tool and die shops, and machinery companies.  Please send your ideas in so we can publicize your successes.