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Software licences that are no longer used provide no income for a software publisher, whereas a second-hand sale can give that licence a new lease of life, and gives the software publisher a new source of revenue from maintenance and support payments. Our intention is to encourage software publishers to see second-hand software sales as an opportunity to expand their client base. ProCADIS strives to reach agreements with software publishers. ProCADIS's partnership agreements with software vendors Compared to requiring a maintenance contract immediately, this is a huge advantage to the buyer. Secondly, because the buyer (or ProCADIS on the buyer's behalf) has time to negotiate with the software publisher in order to agree a reasonable price for a future maintenance term.

Firstly, because during the maintenance period the buyer need not purchase maintenance. If the licence is being sold with a period of maintenance and support still to run, then this will obviously increase its value. In the case of a software publisher that typically discounts by between 10% and 20%, this is not as much of a disincentive as in the case of a software vendor who typically discounts by 80% and 90%. The software publisher can attempt to discourage second-hand sales of their software licences by insisting on charging list price for maintenance and support. Why does this matter for second-hand software sales? The most obvious difficulty for a buyer of second-hand software is to purchase maintenance at affordable rates. Some software publishers have very high list pricing and then offer discounts between 80% - 90% more or less as standard others only offer 10 or 20%. In order for a seller to recover as much as possible of the original cost of acquisition of the licence, the following influencing factors should be considered in order of relative importance: 1. There are a multitude of factors which will influence the attractiveness of a software licence on the market. ProCADIS experts are available to provide guidance in this. However, given that the market for second-hand software is very much in its infancy, it can be difficult to estimate how much a perpetual software licence will sell for. Similar to the popular internet platform eBay, ProCADIS's Digital Exchange exists to bring buyers and sellers together in a virtual marketplace.

It is the commercial philosophy of ProCADIS to put pricing decisions in the hands of sellers.

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