Etika SW License & Distrib Agreement Feb 8-04

SOFTWARE LICENSE AND DISTRIBUTION AGREEMENT
This Software License and Distribution Agreement (“Agreement”) is made effective as of

the January 1, 2004 (the “Effective Date”) between Asesorías Profesionales Etika y
Compañía Limitada, a corporation organized under the laws of Chile, having its principal
office at Avenida El Bosque Norte 0140 Oficina 41, Las Condes, Santiago, Chile and
with Tax Identification Number --- (“Licensor”), and IMS AG, a corporation organized
under the laws of Switzerland, having its principal office at Dorfplatz 4, CH-6330 Cham,
Switzerland, and having Tax Identification Number of 1010 62694 (“IMS”).
RECITALS
WHEREAS, Licensor is the owner of and has the right to distribute certain software
products and provide services related thereto; and
WHEREAS, IMS wishes to have the right to license and distribute certain Licensor
software in conjunction with certain IMS products or on a stand-alone basis as set forth
in this Agreement, and
WHEREAS, Licensor wishes to procure services from Licensor related to the Licensor
software under the terms of this Agreement,
NOW THEREFORE, the parties agree as follows:
AGREEMENT
1. Definitions
1.1 “Deliverables” means all deliverables of Licensor to IMS pursuant to this

Agreement, including the Program, any Updates and Demonstration Copies thereof and
any Documentation;
1.2 “Demonstration Copy” means a copy of the Program used by IMS solely for
purposes of providing supervised demonstrations of the Program.
1.3 “Documentation” means Licensor technical manuals relating to the end use of the
Program.
1.4 “End User” means a third party licensed to use the Program internally.
1.5 “IMS Products” means any Intellectual Property of IMS Health Incorporated or
any company controlled directly or indirectly by IMS Health Incorporated, including for
greater certainty IMS AG and all subsidiaries of IMS AG.
1.6 “Intellectual Property Rights” means: (i) trademarks or service-marks, (ii)

copyrights (iii) issued patents, (iv) trade secrets, in any jurisdiction whether within or
outside the Territory.
Page 1 of 64
1.7 “Licenses” means all licenses and rights granted by Licensor to IMS
hereunder and include, for greater certainty, the licenses granted in subsections 3.1, 3.2,
3.3, 3.4, 3.5, 3.7 and 3.8 of this Agreement.
1.8 “Program” means Etika Performans Version 3.0. as described in Schedule 1 of

this Agreement (Software Description) which was filled in the Chilean Intellectual
Property Register under numbers 122882 of Nov 9, 2001 and 133549 of July 3, 2003,
and any Updates delivered to IMS pursuant to this Agreement.
1.9 “Schedule” has the meaning set forth in Section 2 (Schedules).
1.10 “Services” means the Maintenance and Support Services set forth in Section 6
and the Professional Services set forth in Section 7.
1.11 “Specifications” means the functional and performance standards for the
Program as set forth in Schedule 1 (Software Description), Schedule 4.2 (Program
Acceptance Criteria), and any Documentation.
1.12 “Term” means the period this Agreement is in effect, as defined in Section 14
hereof.
1.13 “Territory” means, for the period from the Effective Date through to December 31,
2004, all countries in Latin America except Mexico DF. For the period from January 1,
2005 through to the expiration of this Agreement, the Territory shall include all countries
in Latin America. Nothwithstanding the foregoing, “Territory” does not include End-Users
in Chile unless such End-Users are subject to a regional IMS agreement for the
purchase of Licenses that applies to End-Users in Chile plus at least one other country
in Latin America.
1.14 “Total Annual Net Revenues” means the aggregate Net Revenues of IMS within
each calendar year within the Term. “Net Revenues” means the net amount of revenues
(i) which IMS actually receives from End Users within a given financial quarter for a
given country within the Territory resulting from sublicenses of the Program to End
Users, after any discounts, sales taxes or government withholdings . Net Revenues do
not include revenues in 2004 associated with licenses of the Program sold directly by
Etika prior to the date of the execution of this Agreement (“2004 Etika Revenues”). All
such 2004 Etika Revenues shall remain Licensor’s and no part of such 2004 Etika
Revenues shall be payable to IMS in 2004 nor included for the purposes of calculating
Net Revenues in 2004. For greater certainty, however, after the 2004 calendar year, all
revenues from the sale of licenses of the Program in the Territory shall be included in the
calculation of Net Revenues and subject to the allocation between the parties as
specified in Article 8 herein.
1.15 “Updates” means Maintenance Releases and Major Releases of the Program
made generally available by Licensor to its customers. “Maintenance Releases” means
patches, work-arounds, minor release and error corrections to the Program, and “Major
Releases means a new major release of the Program containing new features and
functions as well as any error corrections.
2. SCHEDULES
Page 2 of 64
This Agreement provides for Licensor to provide IMS with copies of the Software and
certain services, as specified in the Schedules attached to this Agreement as of the
Effective Date or as specified in a Schedule subsequently executed by the parties. The
Schedules include a description of the Programs being licensed, Specifications, special
testing or acceptance criteria (if any), Services to be provided, payment terms and any
other matters relevant to this Agreement. The terms and conditions in a given Schedule,
to the extent they are inconsistent with the terms and conditions of the body of this
Agreement, shall take precedent.
3. GRANT OF LICENSES
3.1 Distribution License. During the Term and subject to the terms and conditions
of this Agreement, Licensor grants IMS the following exclusive, non-transferable (except
as set forth in this Agreement) licenses in the Territory:
a) to distribute copies of the Program to End Users directly, either on a

stand-alone basis as a separate product or in conjunction with IMS
Products pursuant to the terms of an End User Agreement;
b) to make a reasonable number of copies of the program for back-up and

archival purposes; and
c) to publicly perform and publicly display the Program for purposes of

marketing, advertising and promoting the Program in conjunction with the
rights granted under this Agreement.
3.2 Support License. During the Term and subject to the terms and conditions of
this Agreement, Licensor grants IMS an exclusive, royalty-free license in the Territory
limited to install and use the Program and use Documentation for purposes of providing
First Level Support described in Section 6.1 (“First Level Support”).
3.3 Deliverables License. During the Term and subject to the terms and conditions
of this Agreement, Licensor grants to IMS an exclusive license in the Territory to
sublicense to End Users the right to install and use the Program substantially pursuant
to the form of agreement attached hereto as Exhibit 3.3 (“End User Agreement”).
3.4 Documentation. During the Term and subject to the terms and conditions of
this Agreement, Licensor grants IMS the non-exclusive royalty-free license limited to (a)
modify portions of the Documentation (i) to make the same conform to IMS’
documentation format, and (ii) to incorporate portions thereof with IMS’ documentation;
and the exclusive royalty-free right (b) to reproduce and distribute such documentation to
End Users in the Territory in conjunction with the rights granted under an End User
Agreement. Any modification, translation, or other derivative works (collectively
"Derivative Works") of the Documentation may only be distributed to the IMS' End Users
with the prior written approval of Licensor..
3.5 Demonstration Copies During the Term and subject to the terms and
conditions of this Agreement, Licensor grants IMS an exclusive royalty-free license in the
Page 3 of 64
Territory to use and reproduce a reasonable number of Demonstration Copies solely for
purposes of providing demonstrations of the Programs to potential End User.
3.6 Limitations.
(a) Neither IMS nor End Users shall be permitted to decompile , disassemble
or reverse engineer the Programs (except to the extent such restrictions
may be prohibited by applicable law);
(b) IMS shall not transfer any Programs or technical data received from
Licensor to any destination subject to export restrictions under applicable
law, unless prior written authorization is obtained from the appropriate
agency.
(c) IMS shall not sublicence or permit access to any Deliverables unless that
third party has duly executed an End User Agreement or IMS has
received written consent from Licensor to such sublicense or access.
This restriction shall not apply to disclosures of the Deliverables for
promotional purposes pursuant to this Agreement.
3.7 Marks. Licensor grants to IMS a non-exclusive, non-transferable, license

during the Term to use Licensor’s trademarks and trade names identified by Licensor to
Licensee from time to time (the “Licensor Marks”) on and in connection with the
Program. Licensor is the sole owner of the Licensor Marks and all goodwill associated
therewith. IMS’ use of the Licensor Marks inure solely to the benefit of Licensor. IMS
shall not challenge Licensor’s rights in or attempt to register the Licensor Marks or any
trademark similar to the Licensor Marks and shall not otherwise use and trademark
similar to the licensor Marks. IMS shall take no action inconsistent with Licensor’s right in
the Licensor Marks. Licensor may, at its option, commence, prosecute or defend any
action or claim concerning the Licensor Marks in the name of Licensor or IMS, or join
IMS as a party thereto. Licensor shall have the right to control any such litigation. IMS
shall not commence any action regarding the Licensor Marks.
3.8 Private Label. IMS may market and distribute the Program as part of an
“IMS-labeled” product under one or more IMS-owned trademarks or service marks,
provided that IMS will include a credit line for Licensor agreed to in writing by both
parties, and posted within the “help-about” box in each copy of the Program so
distributed unless another location is subsequently agreed to in writing by both parties.
Such credit line shall also be posted on the inside cover of any Documentation.
3.9 Use of Independent Contractors. Nothing in this Agreement shall be

interpreted to limit IMS’ right to provide the Program and Documentation to independent
contractors that IMS may engage in conjunction with its exercise of its rights under this
Agreement.
4. DELIVERY AND ACCEPTANCE OF PROGRAM
4.1 Delivery. Licensor shall develop and deliver the Deliverables in accordance
with the requirements and specifications and within the time frames set forth in Schedule
Page 4 of 64
4.1 of this Agreement. Licensor shall deliver an initial reproducible copy of the Program
in a mutually agreeable format, or will provide access codes enabling download of such
Program, within seven (7) days after the Effective Date (“Initial Copy”). All subsequent
Updates that Licensor is obligated to deliver to IMS under this Agreement shall be
delivered to IMS as soon as is commercially practicable, but in no event later than
delivery to any other customer of Licensor entitled to the same Update. Updates shall
also be delivered in a mutually agreeable format.
4.2 Acceptance. IMS shall have thirty (30) days from receipt of the Initial Copy to
evaluate the Program for performance in accordance with the Specifications and any
testing or other criteria agreed upon by the parties as set forth in Schedule 4.1 (the
foregoing referred to collectively as “Program Acceptance Criteria”). If IMS determines
that a particular version of a Program does not perform in accordance with the
Specifications for such Program and otherwise satisfy the Program Acceptance Criteria
(an “Error”), IMS will so notify the Licensor with such thirty (30) day period, detailing the
nature of the problem. Licensor shall promptly, but within no more than ten (10) business
days, provide a correction or work-around for the Error and redeliver the particular
version of the Program to IMS for further acceptance review in accordance with this
Section.
4.3 Force Majeure. Licensor shall not be responsible for delays in delivery of the
Deliverables or failure to perform any of its obligations under this Agreement due to: (i)
causes beyond the Licensor's reasonable control; (ii) acts of God including, bad weather,
earthquake, fires, and floods; or (iii) labor walkouts, strikes; or (iv) laws or regulations of
any governmental authority which makes the Licensor’s performance illegal or
impractical. Licensor shall notify IMS of any delay or failure to perform excused by the
provisions of this section and shall indicate a revised delivery date for the Deliverables, if
any, as soon as possible.
5. MARKETING
5.1 Representations. IMS shall not make (i) any representation or warranty on
behalf of Licensor; (ii) any representation concerning the quality, performance or other
characteristics of the Program other than those which are consistent in all respects with
applicable Documentation.
5.2 Pricing and License Fees. IMS shall set the price to End User pursuant to
Schedule 5.2 of this Agreement. IMS makes no representation or warranty as to the
amount of License Fees to be to be paid to Licensor by IMS.
5.3 Level of Marketing. IMS shall have full freedom and flexibility in its marketing
effort for the offering of the Program subject to the pricing provisions specified in
Schedule 5.2 of this Agreement.
6. MAINTENANCE AND SUPPORT
6.1 First Level Support. IMS shall be responsible for providing First Level Support
to End Users of the Program. “First Level Support” shall include call acceptance and
response to End-Users, problem trouble shooting and identification and delivery of fixes
provided by Licensor to IMS, work-arounds and other Maintenance Releases of the
Page 5 of 64
Program supplied by Licensor to IMS. Licensor shall not have any obligation to provide
support services directly to any IMS End Users.
6.2 Second Level Support. Licensor shall provide IMS with the following
Second Level Support services:
a) Licensor shall provide the Supplier with reasonable hours of training on

the Software to ensure IMS can provide First Level Support to End User.
b) Licensor shall deliver to IMS problem trouble shooting, identification and

delivery of fixes, work-arounds and other Maintenance Releases of the
Program in connection with any errors reported by IMS in connection with
IMS’ provision of First Level Support to End Users; as well as training in
respect of such Maintenance Releases as soon a commercially
practicable and in no event later than Licensor makes such releases
available to its clients.
c) Licensor shall be responsible for providing to IMS all such Second Level
Support Services specified in this subsection 6.2 for any version of the
Program, including any Updates, licensed by Licensor pursuant to this
Agreement during the Term and for a minimum period of one year from the
expiration or termination of this Agreement.
6.3 Support Expenses. Any reasonable costs of transportation, lodging and

per diem expenses for food actually incurred by Licensor’s technicians in the provision of
services specified under paragraphs 6.1 and 6.2 above and paragraph 7.2 below, will be
reimbursed by IMS provided that: (a) all such costs conform to a budget for
disbursements submitted to the local office of IMS prior to being expensed; and (b)
Licensor furnishes copies of statements and receipts for such authorized expenses to
IMS.. IMS shall promptly reimburse such authorized disbursements upon receipt of an
invoice therefore.
6.4 Guarantee of Access to Source Code.
a) Licensor deliver the source code of the Program and each Update
(“Source Code Materials”) to IMS in the event Licensor (i) notifies IMS
that it shall no longer maintain and support the Program as required
under Section 6.2 (Second Level Support), 6.3 (Updates) and Schedule 1
of this Agreement; and upon notice from IMS, Licensor does not cure
such failure within 30 days; or (ii) becomes insolvent or has made an
application for relief under bankruptcy or insolvency legislation in any
jurisdiction.. The Source Code Materials shall consist of the fully
commented source code for the Program, Deliverables, macros,
specialized routines, procedures and documentation sufficient to allow the
complete restoration, utilization and modification of the Program as
delivered to IMS, and will be sufficient to allow a reasonably-skilled
computer programmer to maintain and support the Program.
b) During the Term, Licensor hereby grants IMS a non-exclusive license,

exercisable upon any release of the Source Code Materials to IMS pursuant
Page 6 of 64
to Section 6.4 above, with the right to sublicense to End Users (including all
error corrections developed by IMS), to use, reproduce and modify the source
code for the purpose of providing maintenance and support for the Program
under this Agreement.
c) No provision of this paragraph 6.4 shall be interpreted to allow IMS, the End
Users or any third person to use the Program or any Source Code Materials
in a different way than in accordance with all remaining provisions of this
Agreement.
7. PROFESSIONAL SERVICES
7.1 Development Services
a) Updates. Licensor shall provide IMS with Updates as soon as commercially

practicable, and in no event later than Licensor makes such Updates available to
its clients. IMS shall be responsible for distributing Updates to End Users.
b) Acceptance of Updates. IMS shall have thirty (30) days from receipt of an
Update in order to evaluate its for performance in accordance with the
Specifications and any testing or other criteria agreed upon by the parties as set
forth in the applicable Schedule (“Update Acceptance Criteria”). If IMS
determines that an Update does not perform in accordance with the Update
Acceptance Criteria (an “Update Error”), it will so notify Licensor within such thirty
(30) day period, detailing the nature of the problem. Licensor shall promptly, but
within no more than ten (10) business days, provide a correction or work-around
for the Update Error and redeliver the Update to IMS for further acceptance
review in accordance with this Section. If after the second return to IMS, IMS
determines that the Update still does not satisfy the Update Acceptance Criteria,
IMS may at its option (i) extend the acceptance period for a mutually agree-upon
period; (ii) return the Update and obtain a refund of any fees paid for or in
connection with the Update.
7.2 Training. Subject to the provisions of paragraph 6.3 above, Licensor shall
provide, at no additional fees to IMS, global training to IMS sales, services, support and
research and development personnel, including ‘train the trainer’ training as necessary
for implementation and First Level Support services in respect of the Program.
8. LICENSE AND SERVICES FEES AND RELATED MATTERS
8.1 Royalty Rate
(a) Subject to the provisions of Section 8.2 below and the payment
procedures specified in Section 8.3 further below, the fees payable by IMS to
Licensor for Licenses (“License Fees”) shall be:
(i) During any twelve month period beginning January 1 and ending
December 31 within the Term (a “Revenue Period”), the percentage of Net
Revenues (the “Royalty Rate”) applicable to the first $200,000.00 in Net
Revenues and payable by IMS to Licensor shall be:
Page 7 of 64
% paid to Licensor % Retained by IMS
60 40
(ii) When Total Annual Net Revenues received by IMS in a Revenue Period
are, cumulatively, greater than $200,000.00 the Royalty Rate applicable to that
portion of Total Annual Net Revenues over $200,000 payable by IMS to Licensor
in that Revenue Period shall be:

50 50
(iii) When Total Annual Net Revenues received by IMS in a Revenue Period

40 60
(iv) when Total Annual Net Revenues received by IMS in a Revenue Period
% to Licensor % Retained by IMS

35 65
(v) when Total Annual Net Revenues received by IMS in a Revenue Period
are, cumulatively, greater than $1,000,000.00 the Royalty Rate applicable to that
portion of Total Annual Net Revenues over $1,000,000 payable by IMS to
Licensor in that Revenue Period shall be:
% to Licensor % Retained by IMS

30 70
(b) For greater certainty, the subparagraphs (i) through (v) are not mutually exclusive
and each shall apply to determine the License Fees payable to Licensor in given
Revenue Period.
(c) Until such time that it is commercially feasible for IMS to require End Users in
Venezuela (“Vz End Users”) to pay their fees to sublicense the Program from IMS in US
dollars, for the purposes of calculating the Royalty Rate, Net Revenues received from Vz
End Users (“Vz Net Revenues”) shall be converted from Bolivars into US dollars at the
official exchange rate posted by the central bank of Venezuela on the last day of the
financial quarter within which such Net Revenues were received by IMS.
(d) Schedule 8.1 attached hereto illustrates the application of the Royalty Rate to
Net Revenues set out above.
8.2 Licensor’s Existing Clients
Page 8 of 64
(a) Exemption from License Fees. Any revenues from End-Users licensed
directly by Licensor as at the date of the execution of this Agreement and
serviced by Licensor throughout the Term (“Etika Clients”) are exempt from
License Fees for the remainder of the 2004 calendar year and such revenues
deriving from Etika Clients shall not be subject to the revenue share arrangement
specified in Section 8.1 above.
(b) License Fees for Etika Clients.
i. As of January 1, 2005, IMS shall pay Licensor quarterly

throughout the remainder of the Term, License Fees representing 65% of
Net Revenues deriving from Etika Clients and IMS shall retain 35% of Net
Revenues deriving from such Etika Clients.
ii. IMS shall effect such payments within forty-five (45) days from the
end of the financial quarter within which such Net Revenues were
received by IMS.
iii. All payments of License Fees to Etika in respect of such Etika
Clients shall be subject to such additional payment procedures specified
in 8.3(b) below.
(c) Payments from Etika Clients. Etika Clients will be advised to pay IMS
directly as of January 1, 2005 for their access to the Program, until the
termination or expiration of this Agreement.
(d) List of Etika Clients. Schedule 8.2 attached hereto contains a full list of all
Etika Clients, including addresses, phone numbers, fax numbers, and account
contacts.
8.3 Payment Procedures
(a) IMS shall pay Licensor the License Fees as follows:
i. IMS shall pay License Fees within forty-five (45) days following
the end of the financial quarter within which such Net Revenues
were received by IMS;
ii. IMS shall pay in US dollars all License Fees derived from Net
Revenues received in all jurisdictions in the Territory other than
Venezuela.
iii. With respect to Venezuela, notwithstanding the conversion of

Bolivars into U.S. dollars for the purposes of determining the
Royalty Rate as specified in Section 8.1(c) above, until such time
that it is commercially feasible for Vz End Users to pay their
sublicense fees to IMS in US dollars, IMS shall pay Licensor the
License Fees derived from Vz Net Revenues (“Vz License Fees”)
in Bolivars. For greater certainty, the Royalty Rate determined
pursuant to Section 8.1 above shall apply to Vz Net Revenues to
determine Vz License Fees. If it becomes commercially feasible
Page 9 of 64
for End Users in Venezuela to pay their sublicense fees to IMS in
US dollars, IMS shall forthwith require such payments in US
dollars and all payments of License Fees, including Vz License
Fees payable by IMS in the subsequent financial quarter shall be
in US dollars.
Schedule 8.3(a) attached hereto illustrates the interpretation of the payment

procedures specified set out above.
(b) Payment Method. Payments to Licensor of all License Fees other than
Vz License Fees shall be effected by cash deposit in the current account
specified by the Licensor. .IMS shall pay Vz License Fees to Licensor in Bolivars
in Venezuela until such time that Vz End Users pay IMS in US dollars; at which
time all payments by IMS to Licensor shall be in US dollars deposited in the
current account specified by the Licensor.
(c) Commercial Reasonableness. Notwithstanding any provision to the

contrary contained in this Agreement, IMS may effect any payment of License
Fees to Licensor in respect of Net Revenues derived from a country within the
Territory, as required hereunder, in the local currency of that jurisdiction rather
than in US dollars in the event that, during the Term, it becomes commercially
unreasonable to require End Users in that jurisdiction to pay sublicense fees to
IMS in US dollars. Notwithstanding the foregoing, IMS shall be obligated to pay
License Fees to Licensor in US dollars in respect of any such jurisdiction as of
the quarter following a determination by IMS that it is commercially reasonable
to require End Users in that jurisdiction to pay sublicense fees to IMS in US
dollars.
8.4 Taxes and Withholdings. Each party will pay its own taxes and withholdings
pursuant to applicable laws.
8.5 Failure of Payment. Any payment which is not issued by IMS to Licensor
when due shall accrue interest at a rate of one (1) % per month. Licensor is entitled to
terminate this Agreement in the event the payments are delayed more than sixty (60)
days, provided however that Licensor has notified IMS in writing no less than fifteen (15)
days prior to any such termination that it intends to exercise its right to terminate the
agreement hereunder if IMS does not cure such default within such fifteen day notice
period.
8.6 Bank Charges. Expenses associated with effecting payment of the License
Fees by IMS to the Licensor shall be borne by IMS, including in particular, bank charges,
and shall not be applied against the calculation of Net Revenues or, for greater certainty,
the aggregation of Net Revenues in Total Annual Net Revenues.
8.7 Prohibition of Deductions. IMS shall not make any set-offs, offsets, or
deductions of any kind from any payments due to Licensor hereunder unless IMS has
received an official credit memorandum authorizing such deduction. In the event IMS
makes a set-of, off-set, or deduction from any amount due to Licensor without previously
obtaining such authorization from it, IMS shall be in default of the payment terms of this
Agreement and Licensor shall have the right to pursue whatever remedies are available
Page 10 of 64
to it pursuant to the terms of this Agreement as well as other remedies available under
common, statutory, or regulatory law or at equity.
8.8 Reporting and Communications Obligations.
(a) IMS shall provide to Licensor a forecast of projected revenues for the
upcoming calendar year, updated on a quarterly basis throughout such calendar
year.
(b) Within thirty (30) days following the end of each fiscal year during the Term,
IMS will provide Licensor with a statement of its Aggregate Annual Net
Revenues, calculated in accordance with US GAAP (a “Summary of Net
Revenues Report”) for each country within the Territory. IMS shall deliver a
Summary of Net Revenues Report for the 2003 fiscal year on February 1, 2004.
The Licensor may, with thirty (30) days written notice, require IMS deliver ad hoc
reports of Net Revenues on a commercially reasonable basis.
(c) The Licensor may, on a commercially reasonable basis, including on a

quarterly basis if so requested, with thirty (30) days written notice to IMS,
additionally request IMS to deliver:
(i) the complete and detailed list of all the End Users or any other user of
the Program under this Agreement, including number of licenses of the
Program which are they using, number and kind of support services and
its name, address and detailed contact information; and
(ii) periodic reports on the evolution of sales of the Program, volume and
nature of First Level Support services, or other special reports related to
the IMS’ performance of its obligations under this Agreement.
(d) The Licensor, on a commercially reasonable basis, including biannually if so

requested, upon thirty (30) days written notice to IMS, require IMS provide
Licensor with access to IMS’ representatives in each Country of the Territory and
its Regional representative in order to review local and regional information of the
sales and the performance of other IMS obligations under this Agreement.
9. OWNERSHIP
9.1 Licensor retains ownership of all Intellectual Property Rights in the Deliverables,
including without limitation any precedent and future version of the Program, and for
greater certainty, all Intellectual Property Rights of the trade mark “Etika Performans”.
9.2 Notwithstanding the foregoing, nothing in this Agreement shall be construed to

restrict IMS from developing or distributing products or performing services that use
intangible residual ideas, know-how or concepts retained in the mind of IMS’ employees
(“Residuals”) resulting from IMS’ familiarity with the End Users information requirements
whether or not such familiarity results from IMS’ support and distribution functions under
this Agreement, provided, however, that IMS shall not incorporate or otherwise use in
Page 11 of 64
such products or services any Intellectual Property Rights of the Licensor or otherwise
infringe in any manner upon such Licensor’s Intellectual Property Rights.
10. WARRANTIES AND REPRESENTATIONS
10.1 Programs. Licensor warrants that each version of the Program will operate
substantially in conformity with the Specifications for a period of three (3) years following
acceptance of such version of the Program by IMS.
10.2 Services. Licensor warrants that all Services will be performed in a professional
and workmanlike manner, in accordance with high industry standards.
10.3 Authority. Both parties mutually warrants and represents that they have all
rights, power and authority to enter into this Agreement and Licensor warrants that it has
the power and authority to grant the Licenses pursuant to this Agreement.
10.4 Non-Infringement. Licensor warrants and represents that the Programs will not
infringe or misappropriate any Intellectual Property Rights of IMS or any third party.
10.5 Warranty Disclaimers. THE FOREGOING WARRANTIES ARE IN LIEU OF

ALL OTHER WARRANTIES. TO THE MAXIMUM EXTENT PERMITTED UNDER
APPLICABLER LAW, ALL OTHER WARRANTIES, CONDITIONS AND
REPRESENTATIONS, WHETHER EXPRESS, IMPLIED OR VERBAL, STATUATORY
OR OTHERWISE, AND WHETHER ARISING UNDER THIS AGREEMENT OR
OTHERWISE ARE HEREBY EXCLUDED, WITHOUT LIMITATION, THE IMPLIED
WARRANTIES OF MERCHANTABILITY AND FITNESS FOR A PARTICULAR
PURPOSE.
11. CONFIDENTIALITY Neither party will disclose or use any proprietary

information of the other party designated in writing by such other party as “Confidential”
(“Confidential Information”). Such restrictions do not extend to any item of information
which (a) is or becomes available in the public domain without the fault of the receiving
party; (b) is disclosed or made available to the receiving party by a third party without
restriction and without breach of any relationship of confidentiality; (c) is independently
developed by the receiving party without access to the disclosing party’s Confidential
Information, (d) is known to the recipient at the time of disclosure; or (e) is technical
information relating to the Software that is disclosed for promotional purposes consistent
with the provisions of this Agreement. A disclosure made in compliance with applicable
law or court order does not constitute a breach of this Section.
12. DAMAGES LIMITATIONS
12.1 EXCEPT AS TO CLAIMS UNDER SECTION 13 (“INDEMNIFICATION”), IN NO

EVENT SHALL LICENSOR OR IMS BE LIABLE TO THE OTHER, WHETHER IN
CONTRACT OR TORT, FOR ANY SPECIAL, INCIDENTAL, INDIRECT OR
CONSEQUENTIAL LOSS OR DAMAGE (INCLUDING WITHOUT LIMITATION LOSS
OF PROFITS, REVENUE OR DATA), ARISING OUT OF OR RELATING TO THIS
Page 12 of 64
AGREEMENT, THE PROGRAMS OR THE APPLICATIONS, EVEN IF ADVISED OF
THE POSSIBILITY OF SUCH LOSS OR DAMAGE BEING INCURRED.
12.2 In no event shall IMS be liable for any damages, including direct, indirect,
consequential, incidental or special damages, whether foreseeable or not, to Licensor or
any third party, including any End User, associated with the use of Program, including
for greater certainty, the End User’s use of the Program or, as the case may be, such
End User’s breach of the terms of its End User Agreement.
13. INDEMNIFICATION
13.1 Licensor. Licensor shall (i) indemnify, hold harmless and defend (or at its
option settle) any claim or suit against IMS or their officers, directors, agents,
employees, and customers (the “IMS Indemnified Parties”) arising from or related to the
Program or Licensor Marks, including any alleged infringement of any Intellectual
Property Right of any third party by the Program or Licensor Marks or use thereof, and
(ii) pay any judgment entered against any IMS Indemnified Party on such claim when
due, or any settlement thereof. The following procedures shall apply: (a) Licensor shall
have sole control of the defense and/or settlement (except that no judgment may be
entered against an Indemnified Party as part of a settlement with the IMS Indemnified
Party’s prior written consent such consent not be unreasonably withheld or delayed); (b)
the IMS Indemnified Party must notify Licensor promptly in writing of such claim or suit
and gives Licensor all information known to it relating thereto, and (c) the IMS
Indemnified Party must reasonably cooperate with Licensor in the settlement and/or
defense. The IMS Indemnified Party shall be reimbursed for all reasonable out-of-
pocket expenses incurred in providing any cooperation requested by Licensor. If all or
any part of the Programs are, or in the opinion of Licensor may become, the subject of
any claim or suit for infringement of any Intellectual Property Right, Licensor may, and in
the event of any adjudication that any Program or any part thereof does infringe or if the
use of a Program or any part thereof is enjoined Licensor shall, at its expense, do one of
the following: (1) procure for the IMS Indemnified Parties the right to use and distribute
the Program or the affected part thereof; (2) replace the Program or affected part with
non-infringing programs; (3) modify the Program or affected part to make it non-
infringing; or (4) if none of the foregoing remedies are commercially feasible within three
(3) months of the assertion of the claim of infringement, refund the aggregate payments
paid by IMS to Licensor for the Program or the affected part thereof.
13.2 IMS IMS shall (i) indemnify, hold harmless and defend (or at its option settle)
any claim or suit against Licensor, its licensors, of their officers, directors, agents,
employees, and customers (the “Licensor Indemnified Parties”) arising from or related to
any alleged infringement of any Intellectual Property Right of any third party by any IMS-
owned trademarks, services marks or software programs distributed by IMS with the
Programs or use thereof, and (ii) pay any judgment entered against any Licensor
Indemnified Party on such claim, when due, or any settlement thereof. The following
procedures shall apply: (a) IMS shall have sole control of the defense or/or settlement
(except that no judgment may be entered against a Licensor Indemnified Party as part of
a settlement without the Licensor Indemnified Party’s prior written consent such consent
not to be unreasonably withheld or delayed); (b) the Licensor Indemnified Party must
notify IMS promptly in writing of such claim or suit and gives IMS all information known
Page 13 of 64
to its relating thereto, and (c) the Licensor Indemnified Party must reasonably cooperate
with IMS in the settlement and/or defense. The Licensor Indemnified Party shall be
reimbursed for all reasonable out-of-pocket expenses incurred in providing any
cooperation requested by IMS.
14. TERM AND TERMINATION
14.1 Term. The Term of this Agreement is for the period beginning on the Effective
Date and shall continue in effect thereafter for a period of three (3) years unless
terminated or modified by either party in accordance with the provisions of this
Agreement. IMS and Licensor may, upon mutual agreement, extend the Term for
additional one (1) year periods.
14.2 Termination
(a) This Agreement may be terminated immediately if either party materially

breaches any of the terms, conditions or provisions of this Agreement and fails to
remedy the breach within thirty (30) days after receiving written notice thereof. In
addition, either party may terminate this Agreement immediately upon written notice to
the other (i) if the other party ceases to do business, or otherwise terminates its business
operations, or (ii) if the other party becomes insolvent or seeks protection under any
bankruptcy, receivership, trust deed, creditors arrangement, composition or comparable
proceeding, or if any such proceeding is instituted against the other and not dismissed
within ninety (90) days.
(b) In the event of a party’s uncured breach of this Agreement, the non-breaching
party may in addition exercise all other rights, remedies and causes of action available at
law, in equity or otherwise, against such party as a result of such breach. Unless
otherwise provided in this Agreement, remedies shall be cumulative and there shall be
no obligation to exercise a particular remedy. Expiration or termination of this Agreement
shall not prejudice, limit or restrict any other rights or remedies arising prior to such
expiration or termination.
14.3 Effect of Termination Upon any termination of this Agreement, IMS shall
immediately destroy or return to Licensor all copies of the Program and all other
materials provided by Licensor under this Agreement.
14.4 Survival Sections 1 (“Definitions”), 9 (“Ownership”), 10 (“Warranty”)

11 (“Confidentiality”), 12 (“Damages Limitation”), 14 (“Term and Termination”), and 15
(“General”) shall survive any termination or expiration of this Agreement. All sublicenses
to the Programs granted by IMS pursuant to this Agreement shall survive termination of
this Agreement.
15. GENERAL
15.1 Governing Law; Arbitration, Attorneys’ Fees The Agreement shall be

governed by the laws of Chile. If either party is compelled to seek judicial enforcement of
this Agreement, the prevailing party in any such action shall be entitled to recover its
costs and expenses incurred in enforcing its rights, including reasonable attorneys’ fees.
Page 14 of 64
The parties have requested that this Agreement and all documents contemplated hereby
be drawn up in English. Any difficulty or controversy arising among the parties with
respect to the application, interpretation, duration, validity or execution hereof or for any
other reason shall be submitted to Arbitration pursuant to the current Rules of Arbitration
Procedure of the Arbitration and Mediation Center of Santiago. The parties, previously to
the arbitration process, must agree in the appointment of the arbitrator, and in case of
failure to reach such agreement the parties confer an irrevocable special power of
attorney upon the Santiago Chamber of Commerce so that it may, at the written request
of any thereof, appoint the arbitrator ex aequo et bono from among the members of the
arbitration corps of the Santiago Arbitration and Mediation Center. There shall be no
remedy against the arbitrator's resolutions, which is hereby expressly waived. The
arbitrator is especially empowered to resolve any matter relating to his/her competence
or jurisdiction.
15.2 Independent Contractors The parties shall be deemed for all purposes to be
independent contractors. This Agreement shall not constitute either party the employee,
legal representative or agent of the other, nor shall either party have the right or authority
to assume, create, or incur any liability or any obligation of any kind on behalf of the
other party.
15.3 Exclusivity IMS shall not market nor license from third parties any software
that has the same functionality in all material respects to that of the Program during the
Term. Nothing in this Agreement shall be interpreted to limit IMS’ right during the Term
to develop any such software that may have the same or comparable functionality to the
Program in any respect, provided however that IMS observes its obligations of
confidentiality and does not infringe Licensor’s copyrights or misappropriate Licensor’s
trade secrets or violate any other Intellectual Property Rights of Licensor.
15.4 Notices All notices and demands of any kind or nature relating to this
Agreement shall be in writing and may be served personally or by courier service if a
confirmation of delivery is obtained, in either case to the addresses shown on page one
of this Agreement. Copies of all notices to IMS shall be sent to the attention of its
Associate Counsel for Canada and Latin America. Either party may by notice in writing
to the other party, designate a different address to which all further notices or demands
are thereafter to be addressed.
15.5 Severability; Waiver Each provision of this Agreement is severable from the
entire Agreement, and in the event that any provision is declared invalid or
unenforceable, that provision shall be amended if possible to be enforceable, but in any
event, the remaining provisions of this Agreement shall remain in effect. No waiver by
either party of any default shall operate as a waiver of any other default or of a similar
default on a future occasion. No waiver or amendment of any term or condition shall be
effective unless in writing and signed by the party against whom enforcement is sought.
15.6 Assignment Except in connection with a merger or sale of all or substantially

all of its assets, neither party may assign, delegate or otherwise transfer this Agreement
or any of its rights or obligations hereunder, without the prior written approval of the
other party, which will not be unreasonably withheld. Any attempt to assign, delegate or
otherwise transfer this Agreement in violation of this Section will be void.
Page 15 of 64
15.7 Entire Agreement This Agreement (including any attached Schedules and
Exhibits and any subsequent Schedules executed by both parties) is the complete and
exclusive statement of the agreement between the parties and supersedes all prior
agreements and representations between them relating to the subject matter. In the
event of any conflict between the terms and conditions of this Agreement and the terms
and conditions of any Schedule, the following order of precedence shall apply: (1) the
Schedule for applicable Program; (2) the terms of this Agreement.
IN WITNESSES WHEREOF, the undersigned authorized representatives of the parties

have affixed their signatures as of the Effective Date.
IMS AG
Per: ____________
Name: ____________
Title: ____________
Dated: ____________
Asesorías Profesionales Etika y Compañía Limitada
Per: ____________
Name: ____________
Title: ____________
Dated: ____________
Page 16 of 64
Schedule 1
PROGRAM DESCRIPTION
Etika Performans Versión 3.0
Descripción de la herramienta
Santiago de Chile, 26 de julio de 2003
Etika Consultores, El Bosque Norte 0140, Oficina 41, Santiago, Chile.

Site: www.etika.biz Email: [email protected], [email protected]
Page 17 of 64
INDICE
Introducción ……………………………………………………….…………… 3
Instalación y preparación del sistema ………….…………………………….……….. 4
Requerimientos ………………………………………………………….. 4
Instalación …………………………………………………….……. 4
Desisnstalación ……………………………………………………….…. 6
Importación de datos de trabajo ………….……………………………………... 7
Estudios ………………………………………………………………..…………… 9
Introducción …………………………………………………………. 9
Studies …………………………………………………………………… 10
Total Market ………………………………………………… 10
Relevant Market …………………………………………………………. 11
Portfolio Studies …………………………………………………………. 13
Segment Analysis ………………………………………………… 15
Special studies ………………………………………………… 17
Strategic Studies …………………………………………………………. 20
Data Lista ………………………………………………… 23
Trends …………………………………………………………. 24
Forecast …………………………………………………………………... 27
Filtros ……………………………………………………………….…. 28
Presentations ……………………………………………………….… 28
Pharmaceutical forms ……………………………………………………….… 29
Segments ……………………………………………………….… 31
Drugs ………………………………………………………………….. 30
Capital Origin ……………………………………………………….… 31
Herramientas …………………………………………………………………. 32
Customizer ……………………………………………………….… 32
Segments ……………………………………………………….… 32
Business Units ……………………………………………………….… 33
Groups ………………………………………………………..... 33
Attribute definition ……………………………………………………….… 34
Drugs ……………………………………………………….… 34
Capital Origin ……………………………………………………….… 36
Presentations ……………………………………………………….… 37
Periodos ……………………………………………………………….…………... 38
Dosage Day ……………………………………………………………….…. 39
Search ……………………………………………………………………….…..41
Elementos Comunes ………………………………………………………………….. 42
Select Data ………………………………………………………………….. 43
Active To ………………………………………………………………….. 43
Opción Mercado Relevante (RM) ………………………………………………. 44
Cut Off ………………………………………………………………….. 45
Select Periods ………………………………………………………………….. 46
Hierarchy ………………………………………………………………….. 46
Highlight ………………………………………………………………….. 46
Query ………………………………………………………………….. 47
Licenciamiento ……………………………………………………………………….…… 47
Acerca de Etika Performans Versión 3.0 ……………………………………….............. 48
Page 18 of 64
1. Introducción
1.1. Introducción
Bienvenido a Etika Performans Versión 3.0
El Software de Evaluación de las Cifras del Mercado Farmacéutico
Etika Performans se origina como respuesta a la necesidad de la industria farmacéutica

de contar con una herramienta de análisis de las cifras del mercado, con capacidad para
generar una amplia variedad de estudios, que forman parte de las tareas operativas y
estratégicas de los distintos ejecutivos ligados al área comercial de las compañías.
Por largo tiempo, la tarea de elaborar reportes concernientes al análisis de las cifras de
la industria ha resultado un esfuerzo laborioso, que obliga a invertir mucho tiempo a
Product Managers, Asistentes de Marketing y otros ejecutivos afines.
Etika Performans, es una nueva herramienta que viene a facilitar dicha tarea vital y
suplir esta carencia, permitiendo a sus usuarios llevar a cabo análisis de las cifras del
mercado, con gran flexibilidad, rapidez y seguridad.
Son precisamente los beneficios de Etika Performans lo que la transforma en una

herramienta indispensable para el análisis del mercado farmacéutico, imprimiendo con
ello un avance sustantivo en dicha actividad, que sin duda facilitará y potenciará el
trabajo de los distintos ejecutivos relacionados con este tema.
Al utilizar Etika Performans como una herramienta operativa o estratégica, la compañía

estará en una mejor posición para diagnosticar su situación competitiva y anticiparse a
los hechos del mercado, producto de un análisis riguroso del mismo, desde distintas
perspectivas.
Page 19 of 64
2. Instalación y preparación del sistema
2.1. Requerimientos
En esta sección se describen los requerimientos, tanto de hardware como de Software,
que son necesarios para utilizar Etika Performans. Además se incluyen las instrucciones
para la instalación y desinstalación del sistema y la Licencia del Software.
Hardware
Para utilizar Etika Performans es necesario contar con el siguiente Hardware:
· Computador con procesador Pentium III o superior.
· 64 MB en memoria RAM. Recomendable 128 MB.
· 100 MB libres en Disco Duro.
Software
Para ejecutar Etika Performans es necesario contar con el siguiente Software:
· Microsoft Windows 98 / NT / 2000 / XP
· Microsoft Excel 97 o superior.
2.2. Instalación
Para Instalar el sistema deberá ejecutar el programa SETUP que se encuentra en el
disco de instalación de Etika Performans:
Aparecerá la siguiente ventana en la cual debe seleccionar el botón “OK” para continuar,
o “Exit Setup” para cancelar la instalación.
Si presiona “OK” se le solicitará que confirme la carpeta de destino en la cual se

copiarán los archivos proncipales del sistema:
Page 20 of 64
Para cambiar la carpeta de destino presione el botón “Change Directory”, con lo cual se
le permitirá seleccionar una ubicación diferente a la predeterminada para la instalación.
Cuando esté listo para instalar presione el botón con el ícono del computador.
Luego seleccione un título para el grupo de programa. Este titulo aparecerá en el Menú
Programas de la barra de tareas de Windows, desde donde podrá iniciar el sistema.
Cuando esté listo presione el botón “Continue” y comenzará la copia de los archivos
necesarios a su disco duro.
Si desea cancelar la instalación presione el botón “Cancel”.
Page 21 of 64
2.3. Desinstalación
Desinstalación
Para desinstalar Etika Performans abra el panel de control y ejecute la opción

“Agregar/Quitar Programas”.
Aparecerá una ventana con el listado de programas instalados en su computador.
Seleccione con un doble-click el item “Etika Performans”, o bien seleccionelo y presione
el botón “Agregar/Quitar…”:
Se iniciará el módulo de desinstalación, el cual solicitará su confirmación:
Page 22 of 64
Presione “Yes” para desinstalar o bien “No” para cancelar la desinstalación.
2.4. Importación de datos de trabajo

Existe un módulo complementario llamado Etika Performans Import. Su finalidad es la
preparación de los datos de entrada del sistema.
La tarea de importación a través de esta interface se deberá realizar mensualmente, una
vez que se cuente con los datos actualizados de venta de la industria.
El procedimiento para efectuar la importación es el siguiente:
Primero se deberá seleccionar el país que se desea actualizar, marcándolo en el extremo
superior derecho del importador (aquellas versiones mono-país no requieren ejecutar
este paso).
Posteriormente el usuario deberá cargar en el sistema 3 archivos que recogen los datos,
tanto cualitativos como descriptivos.
En el recuadro Main Struct deberá ingresar la ubicación del archivo principal que
contiene ventas y columnas descriptivas.
En el recuadro Pharmaceutical Form Names deberá ingresar la ubicación del archivo que
contiene las formas farmacéuticas en sus tres niveles.
Finalmente, en el recuadro Drug Names deberá ingresar la ubicación del archivo que
contiene los principios activos asociados a las presentaciones (este ingreso será válido
sólo para aquellos perfiles de clientes con acceso a esta base de datos).
Utilice el botón Browse para indicar la ubicación de los archivos:
Page 23 of 64
3. Estudios
3.1. Introducción
Bajo un concepto estadístico descriptivo y una estructura modular, Etika Performans
está concebido para proporcionar distintos análisis numéricos de la industria
farmacéutica, mediante la evaluación de la data generada por una fuente externa.
La información proporcionada por el programa se traduce en tablas, gráficos, diagramas

y representaciones matriciales que hacen más cómoda y fácil la interpretación de las
cifras.
Una vez que el usuario ha definido que estudio desea llevar a cabo, sólo deberá abrir el
módulo específico que lo contiene, configurar previamente su requerimiento y correr el
estudio en cuestión.
Etika Performans está dividido en tres módulos de trabajo:

 Studies
 Trends
 Forecast
Cada uno de estos módulos tiene la capacidad de generar una amplia variedad de
estudios, todos configurables y parametrizables.
Page 24 of 64
3.2. Studies
3.2.1. Total Market
El apartado Total Market agrupa a estudios con base en las cifras totales del mercado
farmacéutico, en función de la jerarquía (Hierarchy) más apropiada a los propósitos del
estudio.
Este estudio generará un libro de Excel que contendrá tantas hojas como estudios haya
marcado el usuario (boxes marcados).
A continuación se detallan los análisis específicos que entrega este estudio.
Sales
Lista las ventas de la selección (compañías/unidades de negocio/agrupaciones o
segmentos), ordenándolos de acuerdo a la configuración definida.
Market Share
Determina la participación de mercado de la selección de acuerdo a la configuración
definida, tomando como base la suma del mercado total.
Change in Market Share
Page 25 of 64
Calcula la variación o cambio en la participación de mercado, respecto del período
inmediatamente anterior.
Change in Sales
Calcula la variación o cambio en las ventas, respecto del período inmediatamente
anterior.
Evolution Index
Calcula un índice compuesto entre la variación o cambio en las ventas, vs el cambio
registrado por el mercado total.
Average Price and Price Index

Establece una indexación de precios, tomando como base el precio promedio de la
selección, asumiendo este una base 100.
Este módulo cuenta con los siguientes elementos comunes que se describen bajo el
título:
 Select Data
 Periods
 Output
 Cut Off
 Hierarchy
3.2.2. Relevant Market

Este apartado acota el análisis a aquel mercado resultante de los segmentos donde la
compañía o agrupación efectivamente participa. La salida resultante estará en función
de la jerarquía (Hierarchy) más apropiada a los propósitos del estudio.
Page 26 of 64
A continuación se detallan los análisis específicos que entrega este estudio.
Sales
Lista las ventas de la selección (compañías/unidades de negocio/agrupaciones o
segmentos), ordenándolos de acuerdo a la configuración definida.
Si el análisis es efectuado a una compañía/unidad de negocio o agrupación, se generará
un listado con aquellas que participen en uno o más segmentos en los cuales la
agrupación seleccionada participe.
Por otra parte, si el análisis es efectuado a un segmento, se desplegaran las compañías
con sus ventas correspondientes en dicho segmento, conformando la sumatoria de
estas, la suma total del segmento.
Market Share RM co’s R/Total Sales co’s

Si el análisis es efectuado a una compañías/unidad de negocio o agrupación, establece
una relación entre la venta de cada compañía participante en el Mercado Relevante de
la compañía o agrupación seleccionada, respecto de la venta total de éstas en el
mercado farmacéutico.
Por otra parte, si el análisis es efectuado a un segmento, se establece una relación que
señala la importancia relativa del segmento para la cifra global de negocios de cada
compañía listada.
Market Share
Page 27 of 64
Determina la participación de mercado de la selección, en función del Mercado
Relevante total.
Change in Market Sales

inmediatamente anterior
Change in Sales
anterior.
Evolution Index
Calcula un índice compuesto entre la variación o cambio en las ventas, vs el cambio
registrado por el Mercado Relevante total.

Establece una indexación de precios, tomando como base el precio promedio de la
selección, asumiendo esta la base 100.
título:
 Select Data
 Periods
 Output
 Cut Off
 Hierarchy
3.2.3. Portfolio Studies

Este apartado considera una evaluación a nivel de productos, en referencia a los
segmentos donde la compañía participa, y en función de la jerarquía (Hierarchy)
seleccionada.
Page 28 of 64
Los análisis que este estudio entrega son:
Sales
Lista las ventas de los productos pertenecientes a la selección (compañía/unidad de
negocio/agrupación o segmento).
Market Share
Si el análisis es efectuado por compañía/unidad de negocio o agrupación, determina la
participación de mercado de cada producto respecto de su segmento de competencia
directa.
Si el estudio es efectuado por segmentos, determina la participación de mercado de
cada producto respecto del total de este segmento.

Change in Sales
anterior.
Page 29 of 64
Evolution Index
Si el análisis es efectuado por compañía/unidad de negocio o agrupación, calcula un
índice compuesto entre la variación o cambio en las ventas, vs el cambio registrado por
cada segmento de competencia directa del producto.
Si el estudio es efectuado por segmentos, calcula un índice compuesto entre la variación
o cambio en las ventas, vs el cambio registrado por el segmento total.

Establece una indexación de precios, tomando como base el promedio de la selección,
asumiendo esta una base 100.
título:
 Select Data
 Periods
 Output
 Cut Off
 Hierarchy
3.2.4. Segment Analysis

Por medio de este módulo el usuario podrá llevar a cabo estudios a distintos segmentos
de mercado, tanto bajo la estructura original de la data, como a aquella creada por él.
La salida final estará en función de la jerarquía (Hierarchy) seleccionada por el usuario.
Page 30 of 64
A continuación se detallan los análisis contenidos en este estudio.
Sales
Lista las ventas del segmento seleccionado.
Market Share
Calcula la participación de mercado por productos o por criterio de agrupación, tomando
como base la suma del segmento.

Change in Sales
anterior.
Evolution Index
Page 31 of 64
Calcula un índice compuesto entre la variación o cambio en las ventas por productos o
por criterio de agrupación versus el cambio registrado por el segmento total.

Establece una indexación de precios, tomando como base el precio promedio del
producto o criterio de agrupación destacado a través de un highlight, asumiendo este
una base 100.
Si el usuario no establece un highlight para alguno de los items del segmento analizado,
la base 100 será asumida por el segmento total.
título:
 Select Data
 Periods
 Output
 Cut Off
 Hierarchy
3.2.5. Special Studies

La finalidad de este estudio es aportar abundantes representaciones gráficas y modelos
teóricos sobre los estudios realizados, de manera de proporcionar más elementos de
juicio acerca de una determinada posición competitiva.
Page 32 of 64
A continuación se describen los análisis contenidos en este estudio.
BCG Matrix
Genera una matriz en base a las variables crecimiento de productos (eje vertical) y
participación de mercado relativa (eje horizontal). Los productos al interior de la misma,
se representan por medio de óvalos de distintos tamaños, dependiendo de la venta – en
valores – de cada uno.
Los cuatro cuadrantes de esta matriz son:

 I: Productos Perro.
 II: Productos Interrogantes.
 III: Productos Estrella.
 IV: Productos Vacas Lecheras.
Etika Performans cuenta con dos versiones para esta matriz: Standard Versión y Special
Version. Ambas pueden ser generadas de forma expandida (Expanded Matrix)
Change Effects
Page 33 of 64
Separa los efectos precio, volumen de venta de productos existentes, efecto de
productos nuevos y productos discontinuados en un crecimiento total, y de acuerdo a
una jerarquía establecida por el usuario.
Change in Sales (Products vs Segments)
Establece una comparación entre las variaciones porcentuales de los productos

pertenecientes a un portfolio vs las registradas por los segmentos en donde éstos
participan.
Competitive Diagram
Genera un cuadro resumen acerca de la posición competitiva de la compañía en cada

segmento de participación.
En el sector izquierdo de éste, se identifica el grupo de productos con los cuales una
compañía o agrupación participa en un determinado segmento, mientras que en el
sector derecho se registra a la compañía líder, también con el grupo de productos con
los cuales participa en dicho segmento.
Evolution Matrix
Genera una matriz de doble entrada, en base a las variables evolución de productos
respecto de segmentos (eje horizontal) y evolución de segmentos respecto del mercado
relevante (eje vertical).
De acuerdo a esta matriz, el cuadrante rotulado como I es teóricamente el óptimo para
que la compañía concentre allí su portfolio.
Se ha incorporado una versión expandida (Expanded Matrix) para esta matriz
Market Penetration
Genera una matriz de doble entrada que permite visualizar de manera gráfica el grado
de desarrollo, en términos de penetración de mercado, alcanzado por una jerarquía
seleccionada.
El eje horizontal de la matriz mide la penetración de mercado alcanzada, a través del
Market Share en unidades, mientras el eje vertical, mide la participación de mercado en
valores.
Market Share Variations

Determina una variación porcentual en la participación de mercado de una agrupación
determinada de productos, respecto de un referente de cálculo.
Esta variación es expresada en puntos de Market Share entre dos períodos de
comparación.
Segment Behavior
Genera un resumen de las ventas por cada segmento en donde la compañía o
agrupación definida participa.
Segment Dynamics
Page 34 of 64
Genera un cuadro resumen por cada segmento, lo cual permite obtener una visión
esquematizada de la evolución de los mismos y de la compañía o agrupación al interior
de éstos.
Mediante este análisis es posible apreciar el grado de permeabilidad de un determinado
segmento a la introducción de productos nuevos. Asimismo, es posible apreciar cuan
concentrada o desconcentrada se encuentra una compañía o agrupación en un
determinado número de segmentos.
Tracking
Genera una tabla comparativa entre dos períodos definidos por el usuario. En ella se
podrán comparar ventas entre distintos períodos, rankings, precios promedio,
crecimientos e índices de evolución.
título:
 Select Data
 Periods
 Output
 Cut Off
 Hierarchy
3.2.6. Strategic Studies

Por medio de este módulo, el usuario podrá realizar un tipo análisis de cierta
complejidad, que no necesariamente se enmarca dentro de un análisis de portfolio
propiamente tal.
Se considera de dichos estudios se agrupan más bien dentro un concepto estratégico y
por lo tanto ameritan estar contenidos en una sección independiente.
Page 35 of 64
Affinity Analysis
Genera un listado que relaciona dos compañías o agrupaciones de productos,
determinando el grado de afinidad existente entre los portfolios de ambas.
La afinidad es entendida como la posibilidad que ambas compañías o agrupaciones
participen en un mismo segmento terapéutico con productos propios.
En tanto más venta posea una compañía o agrupación sobre otra, en los mismos
segmentos en que esta última participa, tanto más afinidad existirá entre ésta y la
compañía con la cual se compara.
Set A y Set B permiten especificar las compañías o agrupaciones de productos que

serán comparadas en el análisis de afinidad.
Segment Level
Identifica el nivel de los segmentos terapéuticos al cual se efectuará el cálculo de
afinidad.
Portfolio Dynamics
Page 36 of 64
Genera una gráfica que resume el desarrollo registrado por un portfolio en un período
amplio de tiempo, a través de la identificación de aquellos productos o grupo de
productos que anualmente contribuyen positiva o negativamente a aumentar o disminuir
la participación de mercado global de la compañía.
Dicho estudio se puede configurar en función del mercado total o en función del
mercado relevante definido para la compañía o agrupación.
Adicionalmente, se genera un cuadro resumen por cada grupo de productos,
registrándose en éste información adicional a la aportada por el gráfico.
De igual forma, de ser requerido por el usuario, es posible obtener el registro de las
presentaciones por producto que en cada período son introducidas al mercado,
marcando para ello el box “Presentations” en las alternativas de configuración de este
estudio.
Total Market
Por medio de esta opción el usuario podrá establecer como referente de su análisis al
mercado total.
R. Market (Relevant Market)

Por medio de esta opción el usuario podrá establecer como referente de su análisis a su
mercado relevante.
Price Analysis
Genera una gráfica y lista la jerarquía seleccionada agrupándola en determinadas
bandas de precio, bajo dos modalidades; generación de un rango de precios y creación
de un determinado número de bandas de precio.
Bajo la primera modalidad, el usuario obtiene un listado de aquellos productos que se
encuentran en el rango de precios seleccionado, además de la banda de precios
inmediatamente superior e inferior a la explicitada, mientras que bajo la segunda
modalidad, se crearán tantas bandas de precio como hayan sido solicitadas por el
usuario y bajo cada una se listarán los productos que la conforman.
Para ambas modalidades el usuario puede agregar una estadística de ventas por
productos.
Number of Ranges
Está referido al número de bandas de precio que se generarán en este estudio.
Range of Price
Al seleccionar esta opción aparecerán dos espacios los cuales permitirán ingresar los
valores inicial y final para una determinada banda de precios a ser generada.
Graph
Al estar marcado generará un gráfico con bandas de precio y agrupará los productos en
éstas.
Page 37 of 64
3.2.7. Data List
Esta herramienta permite generar listados rápidos a partir de la data cargada en el
software.
Los posibles listados a ser generados son cualquier combinación de jerarquía que el
usuario determine y en los períodos que requiera.
Asimismo, es posible aplicar a dicho módulo las mismas alternativas de filtro disponibles
para los módulos principales y listar la jerarquía tanto para unidades de negocio y
grupos creados.
La particularidad de esta herramienta radica en la rapidez de la generación de los

listados por cuanto estos no incorporan operaciones de cálculo. Dichos listados
importados a una planilla de cálculo pueden ser posteriormente trabajados por el
usuario de acuerdo a sus requerimientos.
Asimismo, en este módulo, el usuario tiene la posibilidad de efectuar análisis de

prescripciones, según la jerarquía que establezca en su configuración.
Page 38 of 64
título:
 Select Data
 Periods
 Output
 Cut Off
 Hierarchy
3.3. Trends
Este módulo permite generar curvas de tendencia e índices de estacionalidad a través
de un tratamiento estadístico a series de tiempo.
La particularidad de este análisis, consiste en que el usuario puede efectuar
sensibilizaciones a la curva generada, por medio de la modificación de los productos o
agrupaciones que la componen.
Esto es posible dado la estructura de árbol con que se conforma la data sometida a
evaluación, en la cual los elementos se ordenan jerárquicamente por niveles.
Con el objeto de llevar a cabo la sensibilización, el usuario debe utilizar los boxes
asociados a cada componente, para incluirlo o excluirlo del análisis de tendencia.
Antes de agregar la curva el usuario podrá definir la jerarquía más apropiada según sus
necesidades de sensibilización posterior.
Las curvas de tendencia disponibles son las siguientes:

 Sales
 Growth
 Price
 Market Share
 Evolution
Cada una de estas curvas puede ser sensibilizada de acuerdo a un algoritmo de sumas
móviles promedio anualizadas, para ello por cada tipo de tendencia marcada, el usuario
deberá hacer clic sobre la opción Smoothing.
Las curvas Market Share y Evolution requieren que el usuario identifique el elemento
que al interior del árbol desea analizar mediante estos ratios. De esta forma el elemento
seleccionado se constituirá en el numerador del cálculo, mientras que la raíz que
contiene a todos los elementos será el denominador (base).
Asimismo, en países como Chile, el ususario tiene la posibilidad de efectuar análisis de
prescripciones mediante las curvas de tendencia antes mencionadas.
Así mismo el usuario podrá generar análisis de estacionalidad para cualquier curva
previamente seleccionada, en base a los siguientes trimestres:
 Enero/Marzo
 Abril/Junio
 Julio/Septiembre
 Octubre/Diciembre
Page 39 of 64
Adicionalmente el usuario podrá realizar, sobre los elementos de primer nivel, las
siguientes operaciones:
Rename : Permite cambiar el nombre de un elemento (curva)
Delete : Elimina el elemento del árbol (curva)
Expand : Despliega los componentes dependientes
Colapse : Oculta los componentes dependientes
Una vez generada la curva, aparece una ventana de previsualización, en la cual podrá
seleccionar el botón Export que exportará el gráfico a un Libro de Excel.
Clear
Elimina todos los elementos del árbol (curvas).
Trends – Add Curve

Permite agregar elementos (curvas) para su representación gráfica.
Las curvas a ser generadas deberán ser agregadas mediante la siguiente ventana:
Page 40 of 64
título:
 Select Data
 Output
 Hierarchy
Page 41 of 64
3.4. Forecast
3.4.1. Forecast
Page 42 of 64
El módulo forecast tiene por finalidad efectuar proyecciones con un horizonte máximo
de 60 meses. El método utilizado para ello es el de series de tiempo
desestacionalizadas.
Para llevar a cabo una proyección, el usuario deberá seleccionar primero desde el
control Select Data la curva a proyectar, visualizandola previamente mediante el botón
Add.
Para generar el forecast el usuario deberá seleccionar primero un método de regresión
pudiendo optar entre logarítmico y lineal.
Luego deberá definir su horizonte de proyección mediante la regleta de tiempo existente
en la parte superior derecha de la interface (Forward To), para finalmente mediante el
botón Go generar el forecast.
Dado que el modelo se basa en series de tiempo el usuario podrá especificar el tramo de
la serie que le parece más relevante para el cálculo de los parámetros de regresión.
título:
 Select Data
 Output
4. Filtros
Permite establecer criterios de inclusión o exclusión sobre la data a analizar.
Los criterios de filtrado son los siguientes:
 Presentation (Present.)
 Pharmaceutical Forms (Ph. Forms)
 Segments (Segm.)
 Drugs
 Capital Origin (Cap. Origin)
4.1. Presentation (Present.)

El usuario podrá seleccionar tres tipos de filtro por presentaciones:
 By Type: cuyas alternativas son:
o Generics
o Brands
o Brand Generics.
 By Market: cuyas alternativas son:
o Ethical
o OTC.
 By Launch Date: cuyas alternativas son:
o Presentations
o Products
Los boxes marcados From – To permiten al usuario definir los períodos entre los
cuales desea hacer su selección de productos o presentaciones lanzadas.
Page 43 of 64
4.2. Pharmaceutical Forms (Ph. Forms)
Por medio de este filtro el usuario podrá seleccionar la o las formas farmacéuticas que
desea evaluar, seleccionando para ello entre tres niveles de desagregación (Ph. form
level).
Page 44 of 64
4.3. Segments (Segm.)
Por medio de este filtro el usuario podrá seleccionar los segmentos que desea evaluar o
excluir de su análisis, optando para ello entre cuatro niveles de desagregación.
4.4. Drugs
Por medio de este filtro el usuario podrá seleccionar la droga o drogas que desea
analizar de manera explícita o que desee excluir de su análisis.
La opción ‘+’ permite customizar una combinación de moléculas en base a monodrogas
existentes en la data.
La opción Allow combination permite obtener todos los registros de productos y
presentaciones que al menos tienen asignada la monodroga previamente seleccionada
no importando la combinación resultante.
Page 45 of 64
4.5. Capital Origin (Cap. Origin)
Por medio de este filtro el usuario podrá seleccionar el o los orígenes de capital que
desee evaluar en sus estudios.
Page 46 of 64
5. Herramientas
5.1. Customizer
La finalidad de esta herramienta es crear nuevas estructuras para trabajar
posteriormente con ellas en los módulos de trabajo.
Las estructuras posibles de crear son segmentos, unidades de negocio y grupos.
5.1.1. Segments
Por medio de Segments el usuario podrá modificar la vinculación original de la data
(clase terapéutica - presentación) y crear sus propios mercados de competencia directa.
Para llevar a cabo este procedimiento, primero será necesario que el usuario genere una
nueva estructura para el mercado farmacéutico, lo que equivale a duplicar el mercado,
para posteriormente sobre esta nueva estructura, efectuar las customizaciones de
segmento deseadas.
Page 47 of 64
5.1.2. Business Units
Permite crear distintas unidades de negocio (Business Unit), en base a los productos
que conforman una compañía.
Las unidades de negocio pueden ser sometidas a evaluación de la misma forma que
ocurre para una compañía o agrupación de productos.
Antes de crear unidades de negocio, el usuario necesita generar una agrupación base
(Business Unit Set) para posteriormente incorporar a ésta las unidades de negocio que
desea crear.
5.1.3. Groups
Permite crear grupos de productos, no necesariamente relacionados en la estructura de
la data original.
Dichos grupos pueden ser sometidas a evaluación de la misma forma que ocurre para
una compañía o unidad de negocio.
A diferencia de una customización por segmentos, no se requiere crear previamente una
nueva estructura para el total de la data (duplicar), puesto que la definición de un grupo
se lleva a cabo sobre la estructura original.
Page 48 of 64
5.2. Attribute Definition
5.2.1. Drugs
Permite asignar moléculas a productos que no las tienen asignadas, o resignarlas a
aquellos que ya las tienen.
Page 49 of 64
5.2.2. Capital Origin
Permite asignar o reasignar orígenes de capital a las corporaciones, de manera de
considerar dichas modificaciones en las alternativas de filtro, bajo esta variable.
Page 50 of 64
5.2.3. Presentations
Permite al usuario reasignar por cada presentación el tipo de mercado correspondiente
(ético - otc) y el tipo de producto (genérico, marca o similar).
Page 51 of 64
5.3. Periods
5.3.1. Periods
Esta herramienta permite definir los períodos sobre los cuales el usuario efectuará sus
estudios.
Esta concebida para facilitar al usuario en trabajo de diseñar períodos de análisis, en la
medida que una gran parte de ellos se encuentra previamente definido, bajo una
estructura de árbol.
De esta forma, el usuario solo deberá seleccionar el tipo de período que desea
incorporar
a la interface principal del módulo de estudio, para luego seleccionar los períodos
específicos que requiere.
Page 52 of 64
5.4. Dosage/Day
5.4.1. Dosage/Day
Este módulo permite asignar dosis día tratamiento por cada presentación bajo la
columna DD.
El usuario podrá organizar la clase terapéutica sobre la cual asignará dosis día
tratamiento ordenando la venta de los productos respectivos en función de una unidad
de medida que le parezca más apropiada.
Podrá también asignar una dosis día estándar o promedio aplicable a todas las
presentaciones mediante la opción Fill Dosage.
Page 53 of 64
Page 54 of 64
5.5. Search
Tiene por finalidad efectuar búsquedas rápidas de atributos asignados a las

presentaciones en la base de datos.
5.6. Excel
En versiones antiguas de Excel o sin las actualizaciones correspondientes, tiene por
finalidad hacer visibles aquellos libros de Excel que se han ocultado.
Page 55 of 64
6. ELEMENTOS COMUNES
6.1. Select Data
En esta sección el usuario podrá seleccionar los datos sobre los cuales trabajará el
sistema. Optando por Industry, Business Unit o Group.
Data Structure
Mediante esta opción el usuario podrá optar por la estructura de mercado con la cual
desea generar sus estudios. Es necesario recordar que las estructuras de mercado son
previamente definidas mediante la herramienta Customizer.
Industry
Al seleccionar Industry el usuario podrá seleccionar Total Market, Corporation,
Laboratory, Segment Level, Pharmaceutical Form, Drugs o Product, dependiendo de la
naturaleza del estudio a realizar.
Page 56 of 64
Business Unit
Al seleccionar Business Unit el usuario podrá analizar aquellas unidades de negocio
previamente creadas, mediante el módulo Customizer.
Group
Al seleccionar Group el usuario podrá analizar agrupaciones de productos previamente
creadas mediante el módulo Customizer.
Active to
 Historical: al estar seleccionado considerará en el análisis a todos los productos,
hayan sido o no discontinuados.
Page 57 of 64
 A un período: al estar seleccionado un determinado período, considerará en el
análisis aquellos productos que tienen venta distinta de cero a ese período.
Opción de Mercado Relevante

Esta opción aparecerá cada vez que el usuario seleccione una corporación, laboratorio,
unidad de negocio o grupo, y tiene por finalidad establecer una comparación del
portfolio de interés en función de los segmentos donde éste efectivamente participa.
6.2. Select Output
Esta opción permite al usuario seleccionar la unidad de medida en la cual se listará el

estudio.
Units
Representa el volumen de productos comercializados en un período determinado.
Dependiendo de la naturaleza del estudio esta opción podrá abrirse a nivel de
presentaciones farmacéuticas.
US Dollar
Representa los montos en moneda dólar de los productos comercializados en un período
determinado.
Local Currency
Representa los montos en moneda local de los productos comercializados en un período
determinado.
Dosage/Day
Representa la transformación que se ha hecho a las unidades de venta, en función de
asignar a cada una de ellas una dosis día tratamiento, con el fin de estandarizar
presentaciones farmacéuticas de distinto tamaño.
Divisor
Page 58 of 64
Para cada una de las opciones el usuario podrá seleccionar un divisor que le permitirá
simplificar las ventas comercializadas.
Las opciones son: sin división (1), división por 1.000 y división por 1.000.000.
6.3. Cut Off
Esta opción permite al usuario establecer un punto de corte para la salida.

El punto de corte estará a su vez relacionado con el Output que el usuario haya definido
para su estudio. De esta forma el usuario podrá optar por alguno de los outputs que se
hayan marcado.
Rows
El punto de corte se establecerá en función del número de filas que el usuario desee
obtener del estudio.
En el caso de los análisis matriciales, Rows pasará a llamarse Ovals.
Concentration
El punto de corte se establecerá en función del porcentaje de la cifra de negocios total.
Order by
Determina el período al cual se efectuará el punto de corte (Concentration o Rows).
Esta opción además determina la columna de orden para el estudio.
6.4. Select Periods
Esta opción permite al usuario seleccionar los períodos sobre los cuales efectuará sus
estudios.
Page 59 of 64
6.5. Hierarchy
Tiene por finalidad ofrecer alternativas de desagregación para los estudios a ser
generados.
En el caso del módulo Trends, sirve para obtener una configuración adecuada para una
sensibilización posterior de una curva.
6.6. Highlight
Tiene por finalidad destacar algún ítem en la salida de un estudio.
6.7. Query
Tiene por finalidad guardar la configuración establecida para un estudio, de manera de
reproducirlo en los mismos términos con posterioridad.
Esta herramienta se encuentra localizada en el mudo Studies, en la ventana Studies
Selector.
Page 60 of 64
A fin de guardar la configuración para un determinado estudio, el usuario debe primero
dar un nombre a su query, en el box bajo el título Name y luego hacer clic en Save.
7. Licenciamiento
7.1. Licenciamiento
Usuario
Serán usuarios de Etika Performans aquellas compañías farmacéuticas que a la fecha de
contratar la licencia de Performans sean poseedores de una licencia vigente del
programa de auditorías de venta de IMS Health.
Duración
La licencia regirá por el término de un año, al cabo del cual se renovará
automáticamente, si alguna de las partes no declara por escrito su intención de darle
término en conformidad a lo estipulado en el contrato respectivo.
8. Acerca de Etika Performans Versión 3.0

8.1. Acerca de Etika Performans Versión 3.0
Etika Performans®
© Jaime Jankelevich Waisbein 2001.2003.
Copyright Jaime Jankelevich Waisbein, Santiago – Chile, 2001, 2002, 2003.
Este software no podrá ser reproducido en ninguna forma sin la autorización escrita de
su autor.
Page 61 of 64
Asesorías Profesionales Etika y Compañía Limitada
Avenida El Bosque Norte 0140 Oficina 41, Las Condes, Santiago - Chile.
Teléfono: 56-2-232 3524
Fax: 56-2-232 7205
Correo electrónico:
[email protected]
[email protected]
Page 62 of 64
SCHEDULE 5.2
END USER ANNUAL PRICES
Discounts may be negotiated with an End User purchasing a multinational or

regional agreement for the Program.
Number of Users per User Fee to End User

__________________________________US$_______________US$______
1 – 5 Users N/A 15,000

1-5 Additional Users 2,000 17,000 – 25,000
10 or more Additional Users 1,000 25,000 +
----------------------------------------------------------------------------------------------------------------------------
1 – 3 Users N/A 12,000
1 Additional User 2,000 14,000
-----------------------------------------------------------------------------------------------------------------------------
1 – 2 Users N/A 10,000

-----------------------------------------------------------------------------------------------------------------------------
1 User 5,000 5,000

----------------------------------------------------------------------------------------------------------------------------
----------------------------------------------------------------------------------------------------
Hasta 5 usuarios : US$ 15.000.
De 6 a 10 usuarios : US$ 2.000 por usuario adicional a cinco.

Sobre 10 usuarios : US$ 1.000 por usuario adicional a diez.
Hasta 3 usuarios : US$ 12.000

Por 1 usuario adicional : US$ 2.000
Hasta 2 usuarios : US$ 10.000
Un usuario : US$ 5.000
Estos valores son negociables, si de acuerdos regionales se trata o en

caso de licencias multi-país.
Page 63 of 64
Schedule 8.1
Revenue Share Arrangement
The following Tables serves as an illustration of the provisions governing the

allocation of Net Revenues pursuant to Section 8.1.above:
SALES ETIKA IMS TOT ETK * TOT IMS * SPLIT %

USD K USD K USD K USD K USD K
200 120 80 120 80 60/40
400 120 + 100 80+100 220 180 50/50
600 220 + 80 180+120 300 300 40/60
1000 300 + 140 300 + 260 440 560 35/65
IF 1500 440 + 150 560 + 350 590 910 30/70
IF 2000 440 + 300 560 + 700 740 1260 30/70
Page 64 of 64

Etika SW License & Distrib Agreement Feb 8-04

Uploaded by

Copyright:

Available Formats

Etika SW License & Distrib Agreement Feb 8-04

Uploaded by

Document Information

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Etika SW License & Distrib Agreement Feb 8-04

Uploaded by

Copyright:

Available Formats

SOFTWARE LICENSE AND DISTRIBUTION AGREEMENT

This Software License and Distribution Agreement (“Agreement”) is made effective as of

NOW THEREFORE, the parties agree as follows:

1.1 “Deliverables” means all deliverables of Licensor to IMS pursuant to this

1.6 “Intellectual Property Rights” means: (i) trademarks or service-marks, (ii)

1.8 “Program” means Etika Performans Version 3.0. as described in Schedule 1 of

1.9 “Schedule” has the meaning set forth in Section 2 (Schedules).

a) to distribute copies of the Program to End Users directly, either on a

b) to make a reasonable number of copies of the program for back-up and

c) to publicly perform and publicly display the Program for purposes of

3.7 Marks. Licensor grants to IMS a non-exclusive, non-transferable, license

3.9 Use of Independent Contractors. Nothing in this Agreement shall be

4. DELIVERY AND ACCEPTANCE OF PROGRAM

6. MAINTENANCE AND SUPPORT

a) Licensor shall provide the Supplier with reasonable hours of training on

b) Licensor shall deliver to IMS problem trouble shooting, identification and

6.3 Support Expenses. Any reasonable costs of transportation, lodging and

6.4 Guarantee of Access to Source Code.

b) During the Term, Licensor hereby grants IMS a non-exclusive license,

7.1 Development Services

a) Updates. Licensor shall provide IMS with Updates as soon as commercially

8. LICENSE AND SERVICES FEES AND RELATED MATTERS

8.1 Royalty Rate

% paid to Licensor % Retained by IMS

% paid to Licensor % Retained by IMS

% to Licensor % Retained by IMS

% to Licensor % Retained by IMS

8.2 Licensor’s Existing Clients

(b) License Fees for Etika Clients.

i. As of January 1, 2005, IMS shall pay Licensor quarterly

8.3 Payment Procedures

(a) IMS shall pay Licensor the License Fees as follows:

iii. With respect to Venezuela, notwithstanding the conversion of

Schedule 8.3(a) attached hereto illustrates the interpretation of the payment

(c) Commercial Reasonableness. Notwithstanding any provision to the

8.8 Reporting and Communications Obligations.

(c) The Licensor may, on a commercially reasonable basis, including on a

(d) The Licensor, on a commercially reasonable basis, including biannually if so

9.2 Notwithstanding the foregoing, nothing in this Agreement shall be construed to

10. WARRANTIES AND REPRESENTATIONS

10.5 Warranty Disclaimers. THE FOREGOING WARRANTIES ARE IN LIEU OF

11. CONFIDENTIALITY Neither party will disclose or use any proprietary

12. DAMAGES LIMITATIONS

12.1 EXCEPT AS TO CLAIMS UNDER SECTION 13 (“INDEMNIFICATION”), IN NO

14. TERM AND TERMINATION

(a) This Agreement may be terminated immediately if either party materially

14.4 Survival Sections 1 (“Definitions”), 9 (“Ownership”), 10 (“Warranty”)

15.1 Governing Law; Arbitration, Attorneys’ Fees The Agreement shall be

15.6 Assignment Except in connection with a merger or sale of all or substantially

IN WITNESSES WHEREOF, the undersigned authorized representatives of the parties

Asesorías Profesionales Etika y Compañía Limitada

Etika Performans Versión 3.0

Santiago de Chile, 26 de julio de 2003

Etika Consultores, El Bosque Norte 0140, Oficina 41, Santiago, Chile.

Etika Performans se origina como respuesta a la necesidad de la industria farmacéutica

Son precisamente los beneficios de Etika Performans lo que la transforma en una

Al utilizar Etika Performans como una herramienta operativa o estratégica, la compañía

Si presiona “OK” se le solicitará que confirme la carpeta de destino en la cual se

Para desinstalar Etika Performans abra el panel de control y ejecute la opción

Se iniciará el módulo de desinstalación, el cual solicitará su confirmación: