Presentation on theme: "Educational Support Program Updated June 24, 2013"— Presentation transcript:
1 Educational Support Program Updated June 24, 2013
2 Agenda Program Objective Target Educational Institutions Approach PricingRoles and responsibilities
3 US Community/Technical Colleges/By State 428338529171762174432172915734NJ191244951251524DE1142218MD1811158131517192415293416Hawaii 7Alaska 56611281171 Total (Excludes Universities)843 Offer PLC focused course curriculum11
4 Program ObjectiveThe Business Units want to expand the number of trained technicians and engineers on Rockwell Automation technology and products.Domestically: Protect market shareInternationally: Increase market shareGlobally: Increase long term revenue1000 Target InstitutionsEstimate 15 Students per ClassEstimate 2 Classes levelsEstimate 2 Semesters Per Year60,000 trained Annually on RA Technology & ProductsTraining the next generation engineers “Farming For the future”
5 Benefits For the Educational Institution For Rockwell Automation Access to industry leading products and technologyIncreased speed to market and course developmentTraining on the latest products and technologiesIncrease emphasis on Education inside Rockwell AutomationFor Rockwell AutomationStart customers early using Rockwell Automation technologyBecome their preferred supplierIntroduction to new productsExcellent public relations and corporate responsibilitiesTraining the next generation engineers & maintenance professionalsSales and project amplificationFor the ChannelIncreased Rockwell Automation market penetrationIncreased value in the community and educational institutionsLocally available trained personnel on Rockwell Automation productsDrives long term revenue of hardware and software
6 Educational Program Focus Dist.RATech. CollegeUniversityLevel 1 Product TrainingXAdvanced Product & Custom TrainingTechnology Training (Control, Motion, Information, etc.)Continued Education (Nights, weekends, Web)Degree ProgramsProject DrivenCareer DevelopmentFocus of the ESP: It is not designed to compete with Rockwell Automation Training
7 What is the Educational Support Program? A Global Rockwell Automation Commercial Marketing program designed to help Accredited Educational Institutions use Rockwell Automation products and technology in their curriculum.Single Rockwell Automation comprehensive program that combines Software/Hardware accessSimplified processes and administrationAcross all RACS Business Units – globally focusedFocused on formal training and education institutionsPre-approved pricing levelsStandardized reportingConsistent deliverablesField based execution
8 Target Educational Institutions 80% of the technical colleges offer PLC focused courses (843 in US)Accredited technical schoolsColleges and universitiesPublic vocational education schoolsNon-profit charter schoolsGovernment institutesOthers as approvedEXCLUDES: Customer’s training departments and OEM’s that build/develop training stations
9 Why have an Educational Strategy? Education Program participantsCourses OfferedSemestersStudents per classTotal 60,000If Schools don’t purchase much … andWhen they do, it is deeply discounted … andSale people are commissioned …Why call on schools ????What if …10% had purchase authorityThey purchased $7500 per year$45 Million
10 GOAL: Make it as easy as possible ! How the Program WorksUse global Program web site for program enrollment and renewalRA provides special educational discounts for Hardware, annually renewable software bundles, and technical support for instructors.Classroom products and support “TechConnect” BundleMust purchase a minimum of one install Classroom Toolkit to be eligibleLimited 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 ForceGOAL: Make it as easy as possible !
11 RequirementsStep 1 - RA local champion/owner Sponsors Educational InstitutionStep 2 - Formal sign-up (Standard Toolkit Program online enrollment process)Identify institute champion/owner (Librarian/Instructor)Solution Architect - Electronic Business Unit approvalCSM Customer Training group electronic approvalStep 3 – Order fulfillment thru distribution (North Am)Classroom Toolkit Activations Shipped Direct to Librarian/InstructorStudent Toolkits (for off-site student homework use) shipped to school librarianSetup TechConnect Support for InstructorsHardware Delivery in North America and Globally follow standard business practicesSimple, Simple, Simple
12 Program Pricing Annually Renewable Toolkit Pricing Technical Support Classroom Toolkits – US$194 per Install (includes instructor support)Student Toolkits (for homework use): US$100 per Install (no support)Technical SupportSupport Included for Instructor only (with Classroom Toolkit)Student support is provided by InstructorHardware & Software (SW in addition to the required Classroom Toolkit)Purchases through SAP Agreement (3*510)Preferred pricing on specific product groups onlySchool must be in program to qualify for HW/SW pricingNote: 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.
13 EDU Program Toolkit Pricing Model Classroom Toolkit~US$194 / Install1-Install = 1-Computer140+ ProductsM-F 8-5 Product Support for Registered Instructor1, 3, 5, and 10-install optionsStudent Toolkit~$100 / Student, 6-mo. license5/500/5000 Pro EditorsEmulateRSNetWorx for Cnet, Dnet & RSLinx EnterpriseRSLinx ProSoftLogix 5860RSView StudioRSView ME 75 display runtimeRSView SE Station Runtime 100 DisplayRSSQL (150 TagA-B Drive toolsNo Support included, Not for classroom useCost model: Cover Shipping, Handling, Media
14 EDU HW/SW Discounts by SAP Agreement 3000000510 (SPA 3*510) Exceptional pricing to Participating InstitutionsDistributors participate in all transactions
16 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 SoftwareCustom Course and Lab CurriculumValue Add ServicesEnd 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.
17 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.25 OEM / .20 DM .50 OEM / .40 DM20% off OEM/Book DMNote: Any negotiations below the policy pricing will require approval
18 Questions?Contact the Channel Development Team at , or