(Confidential – For Internal and Authorized Channel Partner Use Only) Copyright © 2010 Rockwell Automation, Inc. All rights reserved. 1 Introduction to.

(Confidential – For Internal and Authorized Channel Partner Use Only)

Copyright © 2010 Rockwell Automation, Inc. All rights reserved.

1

Introduction to Market Access ProgramsLeveraging Programs for GrowthChannel Programs TeamBusiness DevelopmentGlobal Market Access Group

(Confidential – For Internal Channel Sales Use Only) Copyright © 2010 Rockwell Automation, Inc. All rights reserved. 2

Introduction

Goal… The goal of this section is to provide a base level overview

of the different commercial programs and deliverables available to Rockwell Automation and Distributor Sales.

At the end of this session…• Know what programs are available• Understand the fundamental strategy of the programs• Understand how to leverage the programs for growth


Questions you should be able to answer

• Where do I find information?• What programs are available?• What are the program requirements/benefits?• What is the value to the RA and program participants?• How do you measure success?• How can we leverage the Programs to sell more?

Common questions we receive from the field!


Agenda: Overview & Strategy

Overview & Strategy

Program Information

Survival Information


5 5

Collaboration

We have a long history of partnering. It is fundamental in our DNA. We see it as the best way to address customer needs.

Our approach to partnering is based on an understanding that no single supplier can do it all and a belief in the importance of working with best of breed companies to bring innovation, global reach and local responsiveness.

– Keith Nosbusch, Chairman and CEO,

Rockwell Automation

Copyright © 2011 Rockwell Automation, Inc. All rights reserved. 6

100+ Year History of Partnering


7 7

PartnerNetwork Framework

Customers can get everything they need from a trusted source

• Formally launched in 2008, to give manufacturers access to a local, regional and a worldwide network of specialists– Three Major Categories– Seven Individual and Unique Partner Programs– Best-in-breed companies – offering products, technologies, application and

distribution experts


PartnerNetwork Principles

ValueCustomer FocusBest in Class SolutionsMarket Place Differentiation

Trust

CollaborationMulti-Level Relationships

Coordinated PlanningJoint Sales and Marketing

Strategic IntentOpen Communications

Mutual Respect

Shared commitment and behaviors for customer success

Copyright © 2011 Rockwell Automation, Inc. All rights reserved. 9

The PartnerNetwork: Business Enterprise

• Strategic Alliances - Global Partnerships– Joint solutions founded on common values: industry knowledge, open standards, collaboration

and leadership– Offers manufacturers one of the strongest technological, competitive and strategic advantages

within the enterprise and across the supply chain

• Enterprise Solution Partners - Helps You Extend Manufacturing Information Solutions Throughout Your Enterprise

– Business Enterprise Participants have the capability to provide enterprise systems expertise around functional-specific systems (Data Centers, ERP, Accounting, HR, Supply Chain, etc.) and Industry -Specific solutions ( Manufacturing Execution, Industry Application Systems (Healthcare, Pharma, Automotive, etc).

– Rockwell Automation has partnered with an elite group of professional IT services organizations that have demonstrated design, delivery and support competency around the enterprise class of FactoryTalk manufacturing information solutions


10 10

The PartnerNetwork: Sales & Solutions

• Authorized Distributors - Approximately 320 Authorized Distributors Worldwide Doing Much More Than Selling

– Our distributors understand integrated supply, product aggregation and increased automation sophistication – with an exceptional level of service – regardless of location

– Authorized Distributors help manage electrical supply spending, provide extensive training and deliver quantifiable cost savings

– To meet these challenges and improve time-to-market they provide one-stop shopping from a trusted electrical advisor with the ability to deliver local sales and support

• Technical expertise and assistance for system configurations• Day-to-day support through knowledgeable staff and emergency service any time• E-Commerce enabled to improve supply chain performance and efficiency to lower

total cost of ownership• Provides leading automation solutions

The Rockwell Automation limited distribution model allows Authorized Allen-Bradley Distributors to offer more support,to invest in training and to carry a more extensive inventory. –Kevin Powell,

President of Werner Electric Supply


11 11

The PartnerNetwork: Sales & Solutions

• Solution Partners – Approximately 100 Solution Partners Worldwide Delivering Innovative Results to Keep Your Facilities Operating Efficiently

– Competencies in Control, Process and Information– Extensive experience in the design, implementation, project management and maintenance of

industrial control systems

• Machine Builders (OEMs) - Collaboration and Technology that Drives Competitive Advantage

– Committed to providing high-quality, innovative machinery that uses Rockwell Automation solutions for a competitive advantage

– Integral to the success of a manufacturing line and developing ways to lower their total cost to design, develop and deliver machines

– Machine Builders and Rockwell Automation collaborate to improve machine design and help you save money


12 12

The PartnerNetwork: Products & Technologies

• Product Reference – Encompass Partners - Over 1,000 Products From Over 100 Companies Worldwide

– Through the Rockwell Automation Encompass™ third-party product referencing program, manufacturers can quickly locate the products that best solve their application challenges

– Gives you the confidence to know that the products they need come from reputable, sound companies. These products provide additional functionality and enhance and extend Rockwell Automation solutions

– Expands the Integrated Architecture Footprint with licensed product technology. Over 125 modules have been developed

Our original intent to measure success in the Encompass Partner Program was based upon exposure and name recognition in North

America and not necessarily increased sales as we knew that would eventually happen. Increased interest from Rockwell Automation

distributors is now generating sales in the area of robust structures (replacing painted, welded steel),

safety hard guarding and multi-axis linear motion for material handling and automation..

– Rick Sabo,item North America


13 13

The PartnerNetwork: Products & Technologies

• Technology Licensing - Getting the Technology Needed to Meet More Customer Requirements• Licensed technology from Rockwell Automation is made up of intellectual property and know-how

as well as hardware, software and firmware components — typically never seen by the end-user. – Products using hardware, software and firmware technology licensed from Rockwell

Automation may feature the Rockwell Automation ENABLED™ logo– This provides design expertise and technology you can embed into your products to create

the solutions you need– For more information contact Doug McEldowney at [email protected]


EMEAEMEAEMEAEMEA

The Global Market Access Team: How we Develop & Execute Programs

Mar

ketin

g Fo

cus

Sale

s Fo

cus

Glo

bal C

hann

els

& M

arke

t Acc

ess

Global Program Development Global Program Development Global Program Development Global Program Development

APACAPACAPACAPAC

Distributors Distributors Distributors Distributors

Systems IntegratorSystems IntegratorSystems IntegratorSystems Integrator Machine BuilderMachine BuilderMachine BuilderMachine Builder Initiative FocusInitiative FocusInitiative FocusInitiative Focus

Andy Hoheisel

NANANANAS. Ravikrishnan

Mark Moriarty

LALALALA

Process Safety IAInformation Industry Teams

Regional Program ExecutionRegional Program ExecutionRegional Program ExecutionRegional Program Execution

Strategy:Strategy: Business Unit Interface, PartnerNetwork Marketing, Identity Standards Business Unit Interface, PartnerNetwork Marketing, Identity Standards

Program Development:Program Development: Package of Value, Competency Roadmap, Partner Support Package of Value, Competency Roadmap, Partner Support

Business Development:Business Development: Identify, Recruit, Relationship & Opportunity Management Identify, Recruit, Relationship & Opportunity Management

Khris Kammer Rob Swim Mike BurrowsDan Hornbeck Pat Murray

Ogd

en &

Vo

nDra

kOEM

Sandy Holden

Distribution Reto Berner Bill Doherty SI Reto Berner Ko Cheng Bill Doherty

Scott Hamilton OEM Boe Boesen Dana Burch Dustin Bly


Where to get answers…

Phone: 414-382-8360Fax: [email protected]• Mark Moriarty: North American SI/SP Program Manager (Sales Focus)• Cheryl Lange: Global OEM Programs (Marketing Focus)• Tim Ogden: North American OEM Programs Manager (Sales Focus)• Deirdre Fellner: Marketing & Communications, Programs Operations• Latoya Otero: GoldMaster Program & Temporary Activation Programs• Teiana McPike: Toolkit Programs Administration

– USA: Boston/Northeast, Charlotte, Cleveland, Nashville Districts

• Cliff Frailing: Toolkit Programs Administration– USA: Dallas, Los Angeles/Pacific Southwest, Seattle/Northwest, St. Louis Districts

• Patty Buddenhagen: Toolkit Programs Administration– EMEA, Latin America, and APAC Regions

• Kristen Feller: Toolkit Programs Administration, Knowledge Network Learning Series– Canada, USA: Chicago, Detroit, Milwaukee/NorthCentral Districts

1. Toolkit Programs Pre-Sales Questions2., 3., Caller Specific Order-Related Questions

4. Toolkit Activation Issues 5. GoldMaster Program Questions 6. Temporary Activation Program or Legacy

Activation Questions 7. Technical Support

Programs Information: http://www.software.rockwell.com/extranet/programs/


Question: Understanding the Basics

Why do we have commercial & partnering programs?

a) An easy way to access software, support, and trainingb) Reward for customers that buy high volumesc) A way to assist partners to increase their profitability,

effectiveness, and competitive edge by using Rockwell Automation products and technology.

d) Influence more product sales and accelerate new product introductions

Program Participation is in exchange for discretionary sales

Market Access Programs: Influencing the Customer Specification

(Confidential – For Internal Use Only) Copyright © 2010 Rockwell Automation, Inc. All rights reserved.

• Machine Builder• Panel Builder

• Industry Consultant• Architecture & Engineering• Engineering, Procurement & Construction• Internal Employee Knowledge

• Systems Integrators• Maintenance Overflow• Service & Support

• Utilities• Raw Materials

• Intellectual Property• Human Capital• MRO

• Distributors• Manufacture Reps• Vendor Direct

Why buy … Why now … Why buy Rockwell

(Confidential – For Internal and Authorized Distributor Use Only) Copyright © 2010 Rockwell Automation, Inc. All rights reserved. 1818

Program Structure: 7000+

Project Harvesting ProgramsProject Harvesting Programs

What is different Program Focus Goals & Req. Metrics Approvals

What is Similar Global Strategy Deliverables Program Operations

OEM Programs (2140)OEM Programs (2140)

Deve

lope

r Lev

el (1

325)

Deve

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325)

Mac

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achi

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737)

Par

tner

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pany

) Lev

el (7

8)Pa

rtner

(Com

pany

) Lev

el (7

8)

Standard & Mid Range

Seed ProgramsSeed Programs

Initiative Focused Programs (1014)Initiative Focused Programs (1014)

Indu

stry

Con

sulta

nt (8

6)In

dust

ry C

onsu

ltant

(86)

Corp

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20)

Corp

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Corp

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Educ

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06)

Educ

atio

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nstit

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n (8

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Gol

d M

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Tem

pora

ry A

ctiva

tion

Solu

tion

Partn

er L

evel

(83)

Solu

tion

Partn

er L

evel

(83)

System Integrator Programs System Integrator Programs (3962)(3962)

Syst

em In

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Lev

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331)

Syst

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Lev

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RcSI

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48)

Info, Control, Process

InternalInternal

Sales Amplification: 73,000+

• Systems Integrators– Companies: 3500+– Projects 10,000+– Employees: 53,850

• OEMs– Companies: 2000+– Machines: 30,000+– Employees: 40,000+

• Education– Schools: 600+– Courses: 1400+ – Students: 36,000+ Trained

• Consultants– 80+ EPC, A&E and Consulting companies– Industry Resources: Life Sciences, Oil & Gas, Mining & Minerals, Water/WasteWater, and Power

Generation & Infrastructure. – Projects influenced: Starting to track

(Confidential – For Internal Use Only) Copyright © 2007 Rockwell Automation, Inc. All rights reserved.

Formal Commercial Access Strategy?• How much of my business is SI/OEM Driven • Alignment do I need amplification with strategic

growth segments?• Am I leveraging and executing Success Plans,

Machine Share Evaluations, Co-Managed Objectives• Competencies to alignment with growth initiatives


Programs Infrastructure Program Marketing Deliverables Identity

Field Sales Training Field updates Sales Marketing Focus Planning

Partnering Partnering ActivitiesActivities

Global Strategy – Local Execution

RelationshipRelationship

SupportSupport

EducateEducate

ToolsTools

Goal: Increase long term sales and market share


Agenda: Program Information

Overview & Strategy

Program Information



What are the Program Components?

Three Key GroupsThree Key Groups• System Integrator FocusSystem Integrator Focus

• OEM FocusOEM Focus

• Initiative FocusInitiative Focus

The Toolkit …. Core Program DeliverablesThe Toolkit …. Core Program Deliverables• Software ToolsSoftware Tools

• Technical & Field Support Technical & Field Support

• Training & Competency Training & Competency

• Product Discounts (program dependencies)Product Discounts (program dependencies)

• Marketing & Identity (partnering levels only)Marketing & Identity (partnering levels only)

2014 High-Level Benefits Overview*Varies by Program/Level

Solution Development Tools• Development and productivity tools• Technical support and updates• Internal development software discount*• Internal hardware development discounts*

Competency Development Tools• Knowledge Network Online Learning Series• RSTechED Training*• RSTrainer Computer-Based Training*• Partner Extranet Access

Sales & Marketing Tools• Identity Mark*• Co-managed objectives to help drive business

growth and local promotion*

Sales & Marketing Tools continued• Engineering consultation*• Hardware discounts – demo/tradeshow machines*• Software resale discounts*• TechConnect Support Contracts for resale*• Joint Co-Marketing*• Services/Design Consultation*• Special Partner Training, Events, & Conferences*• Marketing Pilot activations*• Training Savings Accounts resale discount*• Program Identity Mark usage*• Sales/Marketing collateral development*• Sales Incentive Programs*• Multi-tier “Partner focused” resources*

– local, regional, program, segment, technical

Benefits will vary by Program type and Level

RASI Programs Requirements Overview

24(Confidential – For Internal Use Only) Copyright © 2011 Rockwell Automation, Inc. All rights reserved.

Global Participation Requirements

System Integrator

Commitment

Minimum RA Sales Revenue * $50K $200K > $350KDiscretionary RA Business * N/A > 70% > 90%Leads with RA & PartnerNetwork Solution Occasionally Frequently ContinuouslyPromotes RA Competitor’s Partner Program N/A Some NoneInitiates Competitive Conversion N/A Occasionally FrequentlyStrategic Alignment with RA Initiatives Occasionally Frequently ContinuouslyActively participates in Co-Marketing Activities N/A Occasionally Frequently

Competency

Professional Business Management N/A Demonstrated Documented **

Engagement with RA Occasionally Frequently Continuously

Engagement with Distributor * Occasionally Frequently Continuously

Business Planning – Success Planning and/or Co-Managed Objectives N/A Occasionally Frequently

Toolkit Installs 1 > 5 > 5

RA Technology Discipline Optional Annual Updates Annual Updates

Capability

Geographic Reach N/A District / Country Country / Multi-National

Complement local SSB capability and fill or augment gaps in delivery requirements N/A Occasionally Frequently

Differentiated Solution N/A Occasionally Frequently

Industry Expertise N/A Occasionally Frequently

Application Expertise N/A Occasionally Frequently

Commitment Team with system integrators that

lead with Rockwell Automation

CompetencyProvide tools, training and local support to enable our system

integrators to be more efficient and effective than their competitors

CapabilityLook for system integrators that expand our solutions delivery

footprint, and have the experience needed in your local market

Operating Tenets

* Operating parameters may vary by global region based on share position and/or market maturity** CSIA or equivalent

RASI Programs Benefits Overview

• System Integrator rewards, recognition, support and sales engagement are intended to improve loyalty and accelerate growth

• Providing system integrators with tools, training and support improves their efficiency and effectiveness

• Co-marketing activities benefit both the system integrator and Rockwell Automation by educating and engaging our mutual customers

25(Confidential – For Internal Use Only) Copyright © 2011 Rockwell Automation, Inc. All rights reserved.

Global Program Benefits System Integrator

Technical Support

Product / System Support (No-Charge) 8am to 5pm Mon thru Fri

24 X 7 X 365 24 X 7 X 365 Preferred

TechConnect Resale Yes Yes YesTools and Training

Toolkit – Software / Productivity 1 Install > 5 installs > 5 installsRSTrainer – CBT Included in Toolkit Included in Toolkit Included in ToolkitKnowledgeNetwork - DBL Monthly Monthly MonthlyRSTechED - Classroom 1/2 Seat 1 Seat 2 Seats

Co-Marketing Logo No Yes YesProgram Certificate of Membership No Yes YesSolution Partner Profile Brochure No No YesRA Website – Promotion No Secondary PreferredAdvertising No Occasionally FrequentlySPNews in The Journal No No YesSolution Partner Press Release Template No No YesStock Photo Usage No No YesSuccess Stories No Occasionally FrequentlyAutomation Fair Exhibit No No YesRAOTM No Regionally Driven YesSpecial Partnering Training, Events & Conferences No Regionally Driven Yes

Incentive Dollars Qualified Yes* Yes YesAquent Discounted Rates No No Yes

Sales Engagement Business Development No Occasionally ContinuouslyJoint Sales Pursuits No Occasionally FrequentlyPartnerNetwork Conference No Regionally Driven Yes

Iden

tity

Publ

icatio

nsEv

ents

Purc

hase

s

• Need to meet minimum purchase requirements to qualify

OEM Programs Values & Expectations

26

• Global Recognition• Partner level Identity• Industry Alignment• Marketing Investments• Priority support• Partner Events

• Company Level Commitment• Rockwell Standard• Regional Sponsorship• Financial Stability • Operational Excellence• Sales & Marketing Resource

Proactive Strategy•Industry/Equipment Discipline•Multi level relationship•Cross district reference•Joint success planning

• Special Pricing Agreement • Co-Funded Sales/Market

Collateral• Training Programs• Local Sales Assistance• Equipment Identity• Engineering Consulting

• Machine Level Commitment• Minimum sales • Local & District Approval • One product expert• Commitment to training • Bid Specification Access

Predictive Approach•Relationship driven•Machine considerations•Local relationship •Co-managed objectives•District managed•Yearly Machine Audit

•Development Tools•Technical Support•Field Specialist access•KnowledgeNetwork

•Positive project influence•Good local reputation•Good product Skills•Ability to influence

Reactive Approach•Customer Driven

– Project focus– Product focus

•Locally managed

Business

Financial

Technology

Value Expectations Behavior

+

+

Req

uire

men

ts &

Ben

efits

Commercial Relationship

Developer

Company Level

Machine Level

OEM Programs Benefits Overview

BENEFIT Developer Machine & Equipment Level

Company Level Mid-RangeDeveloper

Mid-Range Machine &

Equipment Level

Mid-Range Company Level

Minimum RA product purchase $25K $100K $500K $25K $100K $500K

Solution Development Tools

Software Toolkits Enterprise Enterprise & Service

Enterprise & Service

Mid-Range Mid-Range Mid-Range

Toolkit Support (minimum) X (8-5 Product)

X (365x24x7 Product)

X (365x24x7 System)

X (8-5 Product)

X (365x24x7 Product)

X (365x24x7 System)

Software Discounts – Internal Development X (10%) X (35%) X (35%)

Hardware Discounts – Internal Development X (15%) X (15%) X (15%) X (15%)

Engineering Consultation

Best Practice Architecture & Control Design X X X X

Machine Design Optimization X X X X

Project Management X X X X

Co-Development on Control Conversions X X X X

Standard & Mid-Range OEM Merged to single Program, three levelsToolkit Type by Participant control architecture; no mixing

OEM Programs Benefits Overview, cont’d.

28

BENEFIT Developer Machine & Equipment Level

Company Level Mid-Range Developer

Mid-Range Machine &

Equipment Level

Mid-Range Company Level

Competency Development Tools

RSTechEd Training X X X Purchased Purchased Purchased

RSTechED Seat Voucher Exchange X X

Knowledge Network X X X X X X

RSTrainer Computer-Based Training X X X Purchased Purchased Purchased

Extranet Access, Program Newsletters X X X X X X

Sales & Marketing Tools

SW Product Resale Discounts * varies by program X (10%) X (15%) X (15%) X (10%) X (15%) X (15%)

TechConnect & Training Voucher Resale X X X X X X

Hardware Discounts – Internal Development X X X X

Hardware Discounts – Tradeshow Machines X (10%) X (15%) X (10%) X (15%)

Program Identity Marks (Logo) Automated Machine & Equipment

Builder

Automated Machine & Equipment

Builder

Co-Marketing Opportunities X X X X

Rockwell Automation Internet Listing X X

Promotion with End Users (including The Journal) X X

Advertising (The Journal – Print, Email, Web) X X

Automation Fair Exhibit X X

Partner Events (ex: PartnerNetwork Conference, Advisory Council)

X X


Initiative Focused Programs: Overview

Consultant: Derives the majority of their revenue providing expert professional advice to a customer, for a fee, in a in a specialized field, industry or area of expertise. – Common types include A&E, EPC, and Consulting companies– Requirement: Must submit minimum of 5 customer specifications references– Industry Focus and Approval

• Water/Wastewater, Mineral Processing, Life Sciences, Oil & Gas, Power Generation– Minimum Purchase: 1 Install Enterprise Toolkit w/Standard (8-5) Product Support at

approx. US$ 4310– Purchase Options: 1, 3, or up to 50 installs (increments of 5), 75- and 100-install options– Additional Toolkit Support Options Available: 24x7 Product Support, 8-5 System

Support, 24x7 System Support– Training: ½ seat @ RSTechED included per 1 or 3 installs; 1 Seat per 15-installs


Initiative Focused Programs: Overview

Education: Help accredited educational institutions incorporate RA technology into their course curriculum and classroom environments as a preferred standard.

– Minimum Purchase: 1 install Instructor Classroom Toolkit w/ Standard (8-5) Product Support (approx. US$194per install)

– Student: No support, approx. US$100 per install; 6-month license term, node-locked• For use outside of the classroom only – e.g. homework

– Expectations: Standardize on RA products in their course curriculum– Purchase options: 1, 3, 5, or 10-installs (Instructor), 1 install only (Student)– Training: No seats provided to RSTechED. Purchase option is available

Corporate Engineering: Set corporate standards and benchmark new functionality.– Includes Central Engineering, Internal Systems Integration and/or Machine Building– Requirements: Global or Corporate Account or Tier 0 Industry Accounts– Corporate TechConnect Contract in place– Minimum Purchase: 5 install Enterprise Toolkit, approx. US$7170

• Purchase options: 5, 10, 15-install Enterprise toolkit (up to 15-installs max)• Additional Support options available on the Toolkit

– Training: 1 Seat @ RSTechED included per Toolkit up to 15-installs max


Summary of Deliverables At-a-Glance

Deliverables Cor

pora

te E

ng.

Educ

atio

nal

Con

sulta

nt

Mid

-Ran

ge O

EM

OEM

-Dev

elop

er

Syst

em In

tegr

ator

OEM

- M

achi

ne L

evel

Rec

ogni

zed

SI (R

cSI)

OEM

- C

ompa

ny L

evel

Solu

tion

Partn

er

Software Toolkit * toolkit type varies by Program EnterpriseClassroom &

Student Enterprise Mid-Range Enterprise EnterpriseEnterprise &

Serv ice EnterpriseEnterprise &

Serv ice Enterprise

Training (RSTechED)* varies by program X X X X X X X X

TechConnect Support (muliple options) X X X X X X X X X X

Annual Revs Updates X X X X X X X X X X

Product Activation for Testing & Benchmarking X X X X X

Market Communications Partner Extranet Access X X X X X X X X X X

Newsletters X X X X X X X X X

Knowledge Network Access X X X X X X X X X X

Market & Technology Updates X X X X X X X X X X

Commercial Incentives Affiliate Programs X X X X X X X X X X

Product Resale Discounts * varies by program X X X X X X X

Internal Development & Trade Show Discounts X X X X X X X

Sales & Marketing Activations X X X X

Sales Incentive Program X X X

Rockwell Automation Internet Promotion X X X

Partnership Deliverables Program Identiry Mark (Logo) Machine X X X

Value Proposition Opportunity & Tools X X

Joint Co-Marketing & Sales/Marketing Collateral Development X X

Automation Fair X X

PartnerNetworkTM Conference X X

*Eligibility is based on Program type, toolkit license, and number of installs purchased


Enterprise Toolkit Contents –140+ Products


EDU Classroom Toolkit Contents –120+ Products

• EDU Classroom Toolkit contents is the same as the Enterprise Toolkit with one exception:

• EDU Classroom Toolkit does not include the RSTrainer Adder products

Mid-Range Toolkit (30+ Products); OEM Programs ONLY

34

Designed for Mid-Range OEMs doing CompactLogix & MicroLogix based design & development

Service Toolkit – OEM Program - Machine/Equipment and Company Levels Only

• Minimum 5-install Enterprise Toolkit Required– Machine/Equipment & Company Level, OEM Program Only

• Sub-set of products, Standard Edition Editors, Annually Renewable– Sold in same install increments as Enterprise Toolkit– Approx. 50% price of the Enterprise Toolkit

• Electronic FactoryTalk Activation under a separate serial number– No media, existing Revs used for

installation software– Recommend 10-install Service Toolkit per

5-install Enterprise Toolkit (2:1 install ratio)– Support option must align with Enterprise

Toolkit

35

Designed for OEM’s Field Service/Maintenance PersonnelNot available to Mid-Range OEM, RASI, EDU, Corp. Eng. or Consultant Programs

36

RSTrainer Toolkit Adder

36

Included in Enterprise Toolkit … Available for Mid Range Participants to PurchaseNot Available to EDU Program Participants

• 1 Install of Trainer Adder contents is included in Enterprise Toolkit

• 20+ Individual Modules

• Trainer Adder can still be purchased separately for additional installs


Agenda: Survival Tips

Overview & Strategy

Program Information



Selling Value: Cost vs. Price

• Membership is ~ 1% of List price of the Products/Support – List price value of a Toolkit is over US$650,000 per install

• 1 install = 1.2% of List Price • 5 Install = .4% of List Price

• “Membership” Includes – Products– Training – World Class Support & Updates– Commercial Incentives– Industry Insight– Productivity Tools & Resources– Business improvement

Sales Tip: Toolkits represent a 99% discount off list price…Sell the vale of the partnership not the products


Selling Value

• Effectiveness & Efficiency– Tools on every desk … less disk

swapping– Comprehensive Toolkit– Support

• Stay Current with technology– Over 90 products in Toolkit– Engineers like to play with new

products– Downloadable Labs– RSTrainer products

• Project Management & Productivity Tools– Arena, Logix Archecitect– Emulators

• Competitive advantage– New products … Sales and

marketing differentiators– Industry/Technology Training …

RSTechED

• Budget simplicity – One Price– Training, Support, Products

Engineering & Maintenance


Selling Value

• Economical Access – Financially Scalable annually based on

engineering & field service staff– Fixed cost pricing– Mid-year scalability

• Elimination of Capital purchases– Right-sizing tools to staff– Technology changes & architecture

changes– Elimination of depreciation of capital

assets

• Elimination of Software Tracking

– Expiring License– Enable new products automatically– FactoryTalk Activation (code based)

• Client Server or Individual Deployment

– Toolkit Deployment – Revs Updates

Purchasing & Finance IT

Software as a Service


5 Sales Tips for success

1. Introduce the program when there is no project – The best time to develop a relationship (not sell a Toolkit) is when you don’t have a

project. Make sure you sell the value of the program.2. Quid Pro Quo – Don’t offer without getting something in return.– Document your intentions using co-managed objectives and success plans– Establish a mutual report card and review prior to renewal

3. Review the Tools on the RS Extranet in advance– Program Guides, Sell Sheets, Value Calculator, Enrollment Procedures– SI Incentive programs … how they earn and redeem

4. Review the Value (Beyond SW & Support) with the customer– Extranet: Knowledge Network, Partner Forum, RSRevs Archive, Field events– Explain the value beyond the tools … IT, Purchasing, Engineering

5. Establish a competency Roadmap– Know your Toolkit: Products and productivity tools that come with the toolkit– Introduce Industry Trends … Safety, Information, Process (Don’t assume they know)– Establish a calendar to host updates monthly/quarterly

4242

Program Enrollment / Participation Process

1. Review Program participation criteria to determine best fit for customer; review appropriate program type, level & benefits with customer

2. Complete and Submit supporting qualifying requirements to [email protected]• OEM Programs: evaluation workbook (Company Level) or machine evaluation worksheet

(Machine/Equipment Level) to establish customer fit.• Qualifying POS data (RASI, OEM, and Mid-Range OEM Programs)• Corporate Engineering Program: Commitment Letter, Qualifying POS data

3. Complete the Online Program Participation Application • Link: http://www.software.rockwell.com/extranet/programs/sp/Apps/• Customer and RA Sales Channel Approvals required within the online application• Additional approvals may be needed for mid- and top-tier program levels, or any exception-based request

Note: Participation will be assessed on a yearly basis to confirm compliance with program requirements, qualifying criteria, and participation levels.All Programs require annual qualification and renewal.

See http://www.software.rockwell.com/extranet/programs/programs.cfm for all Program documentation and procedures


Where to find Program Documentation

• http://www.software.rockwell.com/extranet/programs

Commercial Programs Info

Rockwell Software Extranet



• http://www.software.rockwell.com/extranet/programs

Commercial Programs Info

Rockwell Software ExtranetRockwell Software Extranet

• Access to the Rockwell Software Extranet is restricted to:– Rockwell Automation personnel– Authorized Distributors– Commercial Programs Participants (Toolkit Programs)

• View-Access security exists by Account type– Access is extended on a per-person basis only

• Do not share your logon credentials

Rockwell Software Extranet

• Access to the Rockwell Software Extranet is restricted to:– Rockwell Automation personnel– Authorized Distributors– Commercial Programs Participants (Toolkit Programs)

• View-Access security exists by Account type– Access is extended on a per-person basis only

• Do not share your logon credentials



• http://www.software.rockwell.com/extranet/programs/programs

Program Documentation

Participant details

Webinars

New Applications



• http://www.software.rockwell.com/extranet/programs/programs

Program Documentation

Participant details

Webinars

New Applications

View-Access Restrictions

• Temporary Activation Program and GoldMaster Program access (including view-access) is restricted to:

– Rockwell Automation personnel & Authorized Distributors• Items marked “Internal” are intended for authorized RA sales

channel personnel only– Do not share internal documents with toolkit program

participants or customers• End User Customers are not eligible to participate in the

commercial toolkit programs:– Corporate Engineering Program is the sole exception

• Named global, corporate, or industry accounts


• Temporary Activation Program and GoldMaster Program access (including view-access) is restricted to:

– Rockwell Automation personnel & Authorized Distributors• Items marked “Internal” are intended for authorized RA sales

channel personnel only– Do not share internal documents with toolkit program

participants or customers• End User Customers are not eligible to participate in the

commercial toolkit programs:– Corporate Engineering Program is the sole exception

• Named global, corporate, or industry accounts


Example of a Program Web Page

• Each Program page contains all documentation that is applicable to the Program type.– Program Guides– Sell Sheets– Enrollment

instructions– Internal process

instructions– Sales Tools– Deliverable Docs.

that accompany the Toolkit shipment

View - Access Security


Example of a Program Web Page

• Each Program page contains all documentation that is applicable to the Program type.– Program Guides– Sell Sheets– Enrollment

instructions– Internal process

instructions– Sales Tools– Deliverable Docs.

that accompany the Toolkit shipment

View - Access Security


• RA & Dist. indicates that the document is intended for Authorized Sales Channel Use Only

– Rockwell Automation personnel & Authorized Distributors• RA & Distrib. & “Program Type” indicates that the

document can be viewed by RA personnel, Authorized Distributors, and Participants of that Program

• Documents without a view-access security designation can be viewed by participants of all commercial program types

– Usually these are documents that are common between all program types


• RA & Dist. indicates that the document is intended for Authorized Sales Channel Use Only

– Rockwell Automation personnel & Authorized Distributors• RA & Distrib. & “Program Type” indicates that the

document can be viewed by RA personnel, Authorized Distributors, and Participants of that Program

• Documents without a view-access security designation can be viewed by participants of all commercial program types

– Usually these are documents that are common between all program types


Partner Summary Reports Information

http://www.software.rockwell.com/extranet/programs/spqinfo/

Report Filter for RA Sales Country Region District Distributor

(Confidential – For Internal and Authorized Channel Partner Use Only) Copyright © 2012 Rockwell Automation, Inc. All rights reserved. 50

Partner Summary Reports Information

At-a-glance review

Download the details


Best Practice for Sales: Check renewal status on-demand & follow up as needed

• Use the Partner Summary Reports tool to view renewal status at-a-glance…the initial at-a-glance results display is the best way to quickly check status on-demand.

– The last column on the at-a-glance results view contains Y/N values that indicate whether the Program Participant has submitted their annual renewal request using the online portal (this also displays in the report download).

– Follow up with participant companies for which "Eligible to Renew" shows "Y" (yes) and "Online renewal order initiated" shows "N" (no)


Action Items Summary

• Review the Tools on the Partner (RS) Extranet– http://www.software.rockwell.com/extranet/programs

• Account access on an individual basis only – do not share your account info• Review the Toolkit Program Guides & Program Profiles

– Understand the Program offerings and the differences in the available Programs• RASI (Solution Partner, Recognized System Integrator & System Integrator Levels)• OEM (Company Level, Machine/Equipment Level & Developer Level)

– Mid-Range control architecture available, no mixing• Initiative Focused: Consultant; Education; Corporate Engineering

– New Program-year documentation is posted annually in November• Review the Partner Summary Reports for participants in your territory

– http://www.software.rockwell.com/extranet/programs/spqinfo– Download the details using the “download to CSV” link function.– Send partner contact info & sales contact updates to [email protected] promptly!

• Don’t wait for December or they won’t get updated in time for annual renewals.

All Toolkit Programs require qualification & license renewal on an annual basis – review your partner info now!


Quiz

• Where do I find information?• What types of programs categories are available?• What are the program requirements?• What is the value to RA and the program participants?• How do we measure success?• How can we leverage the Programs to sell more?

Common questions we receive from the field!Common questions we receive from the field!

(Confidential – For Internal and Authorized Channel Partner Use Only)


54

Questions? Contact:

Channel Development [email protected]

(Confidential – For Internal and Authorized Channel Partner Use Only) Copyright © 2010 Rockwell Automation, Inc. All rights reserved. 1 Introduction to.

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