Multi-User Subscription Changes: Sales & Partner Materials

Autodesk Multi-User Subscription Changes Updated Sales and Partner Materials September 2017 1

TABLE OF CONTENTS• Overview• Customer Engagement• Talking Points• Frequently Asked Questions (FAQ)• Reference Tools  Summary of Customer Impacts and Options  Exclusion List 2

OVERVIEWAutodesk recently announced a few multi-user subscription access changes to reflect the valueand flexibility that sharing licenses provides our customers. The changes are as follows:1. Prices for new and renewing subscriptions with multi-user access for most individual products are increasing by ~17-19%.2. Special move to subscription prices for customers who switch from a multi-user maintenance plan for a suite or individual product to an industry collection with multi-user access are increasing by ~30%.3. New subscriptions with multi-user access will no longer be sold for Revit, Inventor Professional, and Navisworks Manage.Of these three changes, we understand that the second one is the most difficult to explain tocustomers since it is inconsistent with the three-year outlook we shared when we launched ourOne Model initiative.This document contains a few customer engagement tips, talking points, FAQs, and referencetools to help you address the 30% price increase for customers who switch from a multi-usermaintenance plan for a suite or individual product to an industry collection with multi-useraccess.CUSTOMER ENGAGEMENT TIPSBefore you talk to your customer, regarding the price increase, here are a few tips to consider:Lead Confidently and Listen: Tactics:• Stay calm and listen fully to Partners and • Review materials: Ensure understanding Customers • Discuss potential challenges with your manager• Be empathetic but not apologetic.• Be positive and hold your ground – • Consider “role-play” “This is a business discussion.” • Share what you are hearing from• Be proactive: Take ownership customers/partners. • Consult with Sales Help • Lead boldly with Industry Collections for multi- user customers. It is our most valuable offering. • Validate the wise choice of customers and partners who have already moved to M2S • Highlight the compelling sales opportunity for partners and customers to be proactive before the November 7th price increase. 3

TALKING POINTSInconsistent Messaging [Be Empathetic Not Apologetic]:• We understand that Autodesk’s decision to increase the price of multi-user acess by 30% for customers switching from a multi-user maintenance plan for a suite or individual product to an industry collection this price change is inconsistent with the three-year outlook we communicated as part of the Move to One Model program.• We apologize for the inconsistent price predictions shared earlier this year. In trying to be transparent about our 3-year plan, we should have been more clear that what we shared were estimates, and subject to change.• Based on key learnings over the past few months about how customers prefer to move to subscription, we are adjusting pricing to properly reflect the value that sharing licenses provides our customers.• As part of our multi-user access pricing and packing evaluation, we researched how other companies, comparable to Autodesk, are handling multi-user pricing. What we learned was that our multi-user pricing and packaging was not aligned with the industry norm. In order to meet the multi-user market where it is today, we had to make a few updates to our pricing and packaging model.• Autodesk multi-user customers have benefitted greatly from sharing our products across their organizations at a rate that hasn’t changed in years. Autodesk has increased its multi- user pricing to align with where the market is today and reflect the increased value and flexibility of its offerings (ie: industry collections). 4

Focus on Value and Flexibility• Going forward, the best option is to guide customers towards an industry collection, where they will get the most value from multi-user access. Learn more about selling collections.• The cost to share licenses between multiple users is much lower in a multi-user environment, compared to purchasing multiple single user subscriptions for the same user number. For example:Maintenance Single User SRP Multi-User SRP ValueCustomer Annual Term Annual TermSwitches toSubscription for: $1075/user $1400/unlimited users For only $300 more than the costAEC Collection Three seats = $3225 Three seats = $1400 of a single user license, customers can purchase a multi-user licenseDesign & and gets 15+ products to shareManufacturing across unlimited users.Collection $840/user $1090/unlimited users For only $250 more than the costMedias & Three Seats = $2520 Three Seats = $1090 of a single user license, customersEntertainment can purchase a multi-user licenseCollection and gets 15+ products to share across unlimited users. $910/user $1185/unlimited users For only $275 more than the cost Three Seats = $2730 Three Seats = $1185 of a single user license, customers can purchase a multi-user license and gets 15+ products to share across unlimited users. 5

• After this increase on the special move to subscription discount price, customers will switch to a collection with multi-user access at less than half of the cost of a new subscription. A few examples* below to illustrate the significant savings that customers (particularly those on maintenance for the Ultimate tier of Suites) are still getting when they switch:North America / USD Standard Retail Price (SRP) Special move to subscription Subscription with for annual term discount price after November 7, 2017 multi-user access to: AEC Collection $3,495 $1,400 $3,200 60% discount Product Design & Manufacturing Collection $1,090 Media & Entertainment 66% discount Collection $2,650 $1185 55% discount* Use the latest version of the move to subscription calculator when available on November 7 for exact pricingin your region.North America / CAD Standard Retail Price (SRP) Special move to subscription Subscription with for annual term discount price after November 7, 2017 multi-user access to: AEC Collection $4,565 $1,820 $4,175 60% discount Product Design & Manufacturing Collection $1,425 Media & Entertainment 66% discount Collection $3,460 $1,540 55% discount* Use the latest version of the move to subscription calculator when available on November 7 for exact pricingin your region.Americas – LATAM Spanish (Mexico + LatAm) / USDSubscription with Standard Retail Price (SRP) Special move to subscriptionmulti-user access to: for annual term* discount price after November 7, 2017AEC Collection $2,325 $930 $2,130 60% discountProduct Design &Manufacturing Collection $785 63% discountMedia & Entertainment $1,770 $785Collection 56% discount*Leverage the calculator or price list for emerging regions for the current prices on maintenance and M2SCollection SRP. 6

• Purchasing a multi-user license give the customer more flexibility than a single user license such as:  Easier deployment across their enterprise  Capability to manage their assets  Flexibility with usage control (sharing licenses)  Access to licenses when they need them  Ability to share licenses without the administrative work involved to assign and track users.FREQUENTLY ASKED QUESTIONS1. Will Autodesk will continue to offer customers on maintenance a special move to subscription discounted price? Yes, customers on maintenance will still be offered a special move to subsription price. That price will increase by 30% for customers who switch from a multi-user maintenance plan for a suite or individual product to an industry collection with multi-user access.2. Will the 30% increase apply to customers who have already moved to subscription? Customers who already switched to an industry collection with multi-user access from maintenance will NOT see an increase in year 2 (begins May 2018) or year 3 (begins May 2019) at renewal. They will keep their secured discount in year 2 and year 3, regardless of whether they purchased annual or multi-year. In year 4 (begins May 2020), they will move up to the standard M2S price - which will take into account the 30% price increase for all customers.3. What about customers who expect to pay +15% in year 4 (after May 2020)? What will happen in year 4 (after May 2020) and beyond, is that if customers continue to renew, they’ll keep discounted pricing, which will be lower than maintenance plan renewal pricing in most cases, and always far below the cost of a new subscription. Please note, any pricing beyond the three-year outlook are estimates only - and subject to change as our business changes.4. What about customers who chose to wait to switch until next year, and expected to pay +5%? Our customers have always had the option to switch when the time was right for them. We’ve also been very clear that the earlier they switch, the more money they save. For customers who choose to switch to a collection with multi-user access after November 7, 2017, they will be paying more compared to switching earlier, and the price will be higher than our estimate of +5% based on the adjustments we are making.5. What if a customer is not ready to move to a subscription? If customers are not ready to move to subscription, they can continue renewing maintenance – in some cases, the price to stay on maintenance will now be less than switching to a collection. 7

6. What is the best product offering option for customers going forward? The best option is to guide customers towards an industry collection, where they will get the most value from multi-user access. Learn more about selling collections.7. Can a multi-user customer break up an industry collection into individual products to share across their company? An industry collection with multi-user access cannot be broken up into individual products to be shared. When a user accesses the collection, they can use any product within the collection; however, the products will not be available for use by another user.8. What if a customer uses cross industry solutions? For example: Customer uses AEC Collection bu has a subscription to Inventor Pro to satisfy a niche need. Customers can continue to purchase subscriptions with single-user access for these needs, as long as customers can connect to the internet every 30 days. And if internet access is not possible to authorize their usage every 30 days, then their option is a subscription with multi-user access to a collection.9. Will the move to subscription prices for multi-user collections still go up by 5% in May FY19 and another 5% in May FY20? Yes? Can we provide more of an answer? 8

REFERENCE TOOLSSummary of Customer Impact & OptionsCustomer wants to: Impact of changes Customer optionsRenew or purchase new ~17-19% price increase1. Switch from an individual productsubscription with multi-useraccess for individual product on most individual subscription to an industry collection for the(view exclusions) products greatest value. OR 2. Subscribe new or renew at ~17-19% higher price.Switch from maintenance plan ~30% increase on 1. Switch to an industry collection for thefor individual product or suite to special move to greatest value. After ~30% increase,industry collection with multi- subscription discount customers will still switch at less than half ofuser access price the cost of a new subscription.Switch from multi-user ORmaintenance plan for Revit,Inventor Professional, or 2. Renew maintenance at higher rate (5, 10, 20%Navisworks Manage to increases over the next 3 years).subscription End-of-sale; no longer1. Switch to an industry collection for the can switch to greatest value. Customers will switch at less subscription of than half of the cost of a new subscription. individual product OR 2. Renew maintenance at higher rate (5, 10, 20% price increases over the next 3 years)Renew or purchase new End-of-sale; no longer1. Subscribe to an industry collection for thesubscription with multi-user can purchase new greatest value and/or to get access to theseaccess for Revit, Inventor seats, but renewals products with multi-user access.Professional or Navisworks continueManage OR 2. Existing subscribers can continue to renew at the same price. 9

Exclusion ListProducts excluded from November 7, 2017 ~17-19% price increase on subscriptions withmulti-user accessArnold Autodesk Moldflow SynergyAutodesk Architecture Engineering Construction Autodesk Nastran(AEC) CollectionAutodesk ArtCAM - Premium Autodesk Navisworks Manage (RENEWALS ONLY - END OF SALE NEW)Autodesk ArtCAM - Standard Autodesk Netfabb Local SimulationAutodesk AutoCAD LT Autodesk PowerInspect - PremiumAutodesk AutoCAD LT with CALS Tools Autodesk PowerInspect - StandardAutodesk AutoCAD Revit LT Suite Autodesk PowerInspect - UltimateAutodesk CFD Autodesk PowerMill - PremiumAutodesk CFD Advanced Autodesk PowerMill - StandardAutodesk CFD Design Study Environment Autodesk PowerMill - UltimateAutodesk CFD Motion Autodesk PowerShape - PremiumAutodesk FeatureCAM - Premium Autodesk PowerShape - StandardAutodesk FeatureCAM - Standard Autodesk PowerShape - UltimateAutodesk FeatureCAM - Ultimate Autodesk Product Design & Manufacturing CollectionAutodesk Flame Autodesk Revit (RENEWALS ONLY - END OF SALE NEW)Autodesk Helius PFA Autodesk Revit LTAutodesk Infrastructure Map Server Autodesk Simulation MechanicalAutodesk Inventor LT Autodesk TruCompAutodesk Inventor Professional Autodesk TruFiber(RENEWALS ONLY - END OF SALE NEW)Autodesk Lustre Autodesk Vault OfficeAutodesk Media and Entertainment Collection Autodesk Vault ProfessionalAutodesk Moldflow Adviser Premium Autodesk Vault WorkgroupAutodesk Moldflow Adviser Standard Autodesk Enterprise Add-on for Autodesk VaultAutodesk Moldflow Adviser Ultimate Autodesk VRED Render NodeAutodesk Moldflow Design Autodesk VRED ServerAutodesk Moldflow Insight PremiumAutodesk Moldflow Insight StandardAutodesk Moldflow Insight Ultimate 10