emerging business models: usage-driven acquisition (uda) february 25, 2014 nader qaimari
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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. - PowerPoint PPT PresentationTRANSCRIPT
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Emerging Business Models:Usage-Driven Acquisition (UDA)
February 25, 2014
Nader QaimariSenior Vice President, Sales and Marketing
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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
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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
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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.
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• 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
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Customer also has a 7-day grace period to swap out titles
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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