educational support program updated june 24, 2013

Copyright © 2012 Rockwell Automation, Inc. All rights reserved.

COMPANY CONFIDENTIAL —Internal Use Only

Rev5058-CO900C 1

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

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12NJ19

DE1MD

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Hawaii 7Alaska 5

1171 Total (Excludes Universities)

843 Offer PLC focused course curriculum

111

US Community/Technical Colleges/By State


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”


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


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.


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)


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


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 !


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


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.


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


EDU HW/SW Discounts by SAP Agreement 3000000510 (SPA 3*510)

Exceptional pricing to Participating Institutions

Distributors participate in all transactions


Educational OEM Policy(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


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

Copyright © 2012 Rockwell Automation, Inc. All rights reserved.

www.rockwellautomation.com

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COMPANY CONFIDENTIAL —Internal Use Only

Rev5058-CO90C

Questions?

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Contact the Channel Development Team at 414-382-8360, or e-mail [email protected]

educational support program updated june 24, 2013

Documents

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