educational support program updated june 24, 2013
DESCRIPTION
Educational Support Program Updated June 24, 2013. Program Objective Target Educational Institutions Approach Pricing Roles and responsibilities. Agenda. US Community/Technical Colleges/By State. 4. 2. 8. 33. 8. 5. 17. 29. 17. 62. 17. 4. 4. 32. 1. 7. 29. 15. 7. 34. - PowerPoint PPT PresentationTRANSCRIPT
Copyright © 2012 Rockwell Automation, Inc. All rights reserved.
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Educational Support ProgramUpdated June 24, 2013
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only
Agenda
Program Objective
Target Educational Institutions
Approach
Pricing
Roles and responsibilities
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only 3
34
32
49
29 34
28
17
58
13
18
5
17
16
66
29
62
4
17
33
19 15
5
4
8
7
15
5
4
7
22
15 24
14
15
29
11
8
24 12
2 4
17
1
12NJ19
DE1MD
18
Hawaii 7Alaska 5
1171 Total (Excludes Universities)
843 Offer PLC focused course curriculum
111
US Community/Technical Colleges/By State
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Program Objective
The Business Units want to expand the number of trained technicians and engineers on Rockwell Automation technology and products. Domestically: Protect market share Internationally: Increase market share Globally: Increase long term revenue
1000 Target Institutions
Estimate 15 Students per Class
Estimate 2 Classes levels
Estimate 2 Semesters Per Year
60,000 trained Annually on RA Technology & Products
Training the next generation engineers “Farming For the future”
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only
Benefits
For the Educational Institution Access to industry leading products and technology Increased speed to market and course development Training on the latest products and technologies Increase emphasis on Education inside Rockwell Automation
For Rockwell Automation Start customers early using Rockwell Automation technology
Become their preferred supplier Introduction to new products
Excellent public relations and corporate responsibilities Training the next generation engineers & maintenance professionals Sales and project amplification
For the Channel Increased Rockwell Automation market penetration Increased value in the community and educational institutions Locally available trained personnel on Rockwell Automation products Drives long term revenue of hardware and software
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Educational Program Focus
Dist. RA Tech. College University
Level 1 Product Training X X
Advanced Product & Custom Training X X
Technology Training (Control, Motion, Information, etc.)
X X X
Continued Education (Nights, weekends, Web) X X
Degree Programs X X
Project Driven
Career Development
Focus of the ESP: It is not designed to compete with Rockwell Automation Training
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only
What is the Educational Support Program?
Single Rockwell Automation comprehensive program that combines Software/Hardware access
Simplified processes and administration Across all RACS Business Units – globally focused Focused on formal training and education institutions Pre-approved pricing levels Standardized reporting Consistent deliverables Field based execution
A Global Rockwell Automation Commercial Marketing program designed to help Accredited Educational Institutions use Rockwell Automation products and technology in their curriculum.
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only
Target Educational Institutions
Accredited technical schools
Colleges and universities
Public vocational education schools
Non-profit charter schools
Government institutes
Others as approved
EXCLUDES: Customer’s training departments and OEM’s that build/develop training stations
80% of the technical colleges offer PLC focused courses (843 in US)
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only
Why have an Educational Strategy?
Education Program participants 1000
Courses Offered 2
Semesters 2
Students per class 15
Total 60,000
$45 Million $45 Million
What if …
10% had purchase authorityWhat if …
They purchased $7500 per year
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only
How the Program Works
Use global Program web site for program enrollment and renewal
RA provides special educational discounts for Hardware, annually renewable software bundles, and technical support for instructors.
Classroom products and support “TechConnect” Bundle Must purchase a minimum of one install Classroom Toolkit to be eligible Limited software bundle for students (offers software for homework)
Hardware purchase is handled through a standard price agreement quote for program participants only.
One Program Guide – Easy for both institutions and Sales Force
GOAL: Make it as easy as possible !
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Requirements
Step 1 - RA local champion/owner Sponsors Educational Institution
Step 2 - Formal sign-up (Standard Toolkit Program online enrollment process) Identify institute champion/owner (Librarian/Instructor) Solution Architect - Electronic Business Unit approval CSM Customer Training group electronic approval
Step 3 – Order fulfillment thru distribution (North Am) Classroom Toolkit Activations Shipped Direct to Librarian/Instructor Student Toolkits (for off-site student homework use) shipped to school librarian Setup TechConnect Support for Instructors Hardware Delivery in North America and Globally follow standard business practices
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Simple, Simple, Simple
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only
Program Pricing
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Annually Renewable Toolkit Pricing Classroom Toolkits – US$194 per Install (includes instructor support) Student Toolkits (for homework use): US$100 per Install (no support)
Technical Support Support Included for Instructor only (with Classroom Toolkit) Student support is provided by Instructor
Hardware & Software (SW in addition to the required Classroom Toolkit) Purchases through SAP Agreement 3000000510 (3*510) Preferred pricing on specific product groups only School must be in program to qualify for HW/SW pricing
Note: Prices are expressed in US dollars unless otherwise indicated. Program prices and discount offers refer to the Rockwell Automation Suggested List Price and may not be inclusive of any local taxes or fees. All Program prices and discounts are subject to change without notice.
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only
EDU Program Toolkit Pricing Model
Classroom Toolkit ~US$194 / Install
1-Install = 1-Computer 140+ Products M-F 8-5 Product Support for
Registered Instructor 1, 3, 5, and 10-install options
Student Toolkit ~$100 / Student, 6-mo. license 5/500/5000 Pro Editors
Emulate RSNetWorx for Cnet, Dnet & RS
Linx Enterprise RSLinx Pro SoftLogix 5860 RSView Studio
RSView ME 75 display runtime RSView SE Station Runtime 100 Display
RSSQL (150 Tag A-B Drive tools
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• No Support included, Not for classroom use
Cost model: Cover Shipping, Handling, Media
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only
EDU HW/SW Discounts by SAP Agreement 3000000510 (SPA 3*510)
Exceptional pricing to Participating Institutions
Distributors participate in all transactions
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Educational OEM Policy(Internal Use Only)
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only
Educational OEM’s working with Schools and Customer Training Departments
There are a select number of OEM’s that target the educational industry focusing on educational institutions and customer training departments.
Training work stations that include Rockwell Automation Hardware and Software Custom Course and Lab Curriculum Value Add Services
End user customers can only purchase the HW/SW via the OEM on a pre-packaged workstation. The OEM is extended a fixed resale price for HW and SW. (see next slide)
Educational institution customers will typically purchase the workstations from the OEM but will have a choice to purchase SW bundled with the workstation or lease the software via the Rockwell Automation Educational Support Program.
Lease via Education Support Program requires a separate enrollment via local distributor or Rockwell Automation sales office.
SW purchases are usually done when the school has been issued a financial grant.16
Copyright © 2012Rockwell Automation, Inc. All rights reserved.COMPANY CONFIDENTIAL - Internal Use Only
Educational OEM Pricing Policy
Educational OEM Definition:Companies that provide training solutions for educational Institutions or end user training departments.Requirement: Educational OEM must participate in our OEM/Machine Builder Program to obtain development tools,
technical support, discounts and relationship management.
Educational OEM Pricing Policy: 1Purchase Option: Accredited Educational Institution Customer **1Purchase Option: End User Training Department Customer:Hardware Purchase Option to any Training Customers:
** The Accredited Educational Institution does not need to be a member of the Educational Toolkit Program since an OEM is not authorized to approve and accept orders for these application requests. It is however recommended that the Educational Institution sign up through their local distributor/Rockwell Automation office as this is how they would obtain a TechConnect Contract for software and firmware downloads.
1End Customer Registration is required at the time of order entry
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.25 OEM / .20 DM
.50 OEM / .40 DM20% off OEM/Book DM
Note: Any negotiations below the policy pricing will require approval
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Questions?
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Contact the Channel Development Team at 414-382-8360, or e-mail [email protected]