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Report
Educational Support Program
Updated June 24, 2013
COMPANY CONFIDENTIAL —Internal Use Only
Rev5058-CO900C
Copyright © 2012 Rockwell Automation, Inc. All rights reserved.
1
Agenda
 Program Objective
 Target Educational Institutions
 Approach
 Pricing
 Roles and responsibilities
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
US Community/Technical Colleges/By State
4
2
8
33
8
5
17
29
17
62
17
4
4
32
7
1
29
15
7
4
49
5
15
111
NJ
19
12
24
14
22
34
5
18
58
13
19
15
15
66
DE
1
17
24
16
Hawaii 7
Alaska 5
MD
18
12
29
34
11
28
1171 Total (Excludes Universities)
843 Offer PLC focused course curriculum
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
3
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
60,000 trained Annually on
RA Technology & Products
Estimate 2 Semesters Per Year
Training the next generation engineers “Farming For the future”
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
4
Benefits
 For the Educational Institution

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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


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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

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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
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
5
Educational Program Focus
Project
Driven
Career
Development
Dist.
RA
Level 1 Product Training
X
X
Advanced Product & Custom
Training
X
X
Technology Training
(Control, Motion,
Information, etc.)
X
X
Tech.
College
University
X
Continued Education
(Nights, weekends, Web)
X
X
Degree Programs
X
X
Focus of the ESP: It is not designed to compete
with Rockwell Automation Training
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
6
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 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
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
Target Educational Institutions
80% of the technical colleges offer PLC focused courses (843 in US)
 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
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
Why have an Educational Strategy?
Education Program participants
1000
Courses Offered
2
Semesters
2
Students per class
15
Total 60,000
What if …
10% had purchase authority
What if …
They purchased $7500 per year
COMPANY CONFIDENTIAL - Internal Use Only
$45 Million
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
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 !
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
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)

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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
Simple, Simple, Simple
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
11
Program Pricing
 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)


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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.
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
12
EDU Program Toolkit Pricing Model
Classroom Toolkit
~US$194 / Install


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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

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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

• No Support included, Not for classroom use
Cost model: Cover Shipping, Handling, Media
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
13
EDU HW/SW Discounts by SAP Agreement
3000000510 (SPA 3*510)
Exceptional
pricing to
Participating
Institutions
Distributors
participate in all
transactions
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
Educational OEM Policy
(Internal Use Only)
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
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.

COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
16
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:
.25 OEM / .20 DM
.50 OEM / .40 DM
20% off OEM/Book DM
** 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
Note: Any negotiations below the policy pricing will require approval
COMPANY CONFIDENTIAL - Internal Use Only
Copyright © 2012Rockwell Automation, Inc. All rights reserved.
17
Questions?
COMPANY CONFIDENTIAL —Internal Use Only
Contact the Channel Development
Team at 414-382-8360, or e-mail
[email protected]
Follow ROKAutomation on Facebook& Twitter.
Connect with us on LinkedIn.
www.rockwellautomation.com
Rev5058-CO90C
Copyright © 2012 Rockwell Automation, Inc. All rights reserved.
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