Precast Wonderware SI Program Guide_rev2

Wonderware System Integrator Program This document is intended as a guide for System Integrators (SI’s) that are planning to enrol in the Wonderware SI program or are already part of this program. Through this document, a Systems Integrator (SI) refers to any group that uses or plan to use the Wonderware software range to develop software based solutions for clients. Precast FZCO, Wonderware Middle East distributor, is introduced as a company and the benefits of the SI program are discussed.

Precast FZCO as Wonderware Distributor in Middle East and North Africa Precast FZCO is a market leading supplier of automation and manufacturing information systems. Our large suite of products allows us and our systems integrator to grow on our existing client base and provide software to users of competitive products. As a Wonderware distributor, Precast FZCO provides the following services: Product Training Precast FZCO provides state of the art training services. To ensure that our SI’s learn from the experts, our training department incorporates Wonderware Certified Trainers authorized to conduct official Wonderware product trainings. Our trainings are intended to increase the SI’s confidence with the software and help them save valuable engineering time during their projects life cycle. We also offer on-site training tailored to the specific needs of our end users, the SI’s customer. Technical Support Software support ensures that SI’s can get the help they need, when they need it. Software support ensures that the SI’s investment is secured and their long term return on investment is as well improved. Telephonic support is freely available during working hours. Our dedicated technical team comprises of Certified Support Providers always available to help our SI’s overcome any technical product-related issues.

Consultancy Services Our Product Consulting Division is available to provide assistance with product installation, version upgrades and product best practice services. Our Consultancy Services are available to SI’s during the pre-and-post-implementation stages of any project involving Wonderware products. These services are provided either directly to clients or can be sub-contracted by SI’s.

Sales Services Regional Sales Managers and Sales personals ensure that the market is aware of whom we are and assist our SI’s in introducing Wonderware vision and selling the product benefits when required. Our sales team is available to work with SI’s on key accounts and building a closer relationship with your end users.

Introduction to Wonderware Systems Integrator Program When a plant owner or end user buys a solution involving Wonderware products, the license sale is only the beginning. The success of that solution implementation and the ultimate value delivered to the customer depend on the talent and skill of the team members who must configure and implement the application. Maintaining those skills on a wide variety of products and keeping pace with today’s pace of innovation is often beyond the capabilities or the best interests of the customers. Wonderware recognizes the fact that our market success depends on the availability of a capable pool of system integrator organizations that have invested in training for their people and proven their abilities to deliver successful projects. Our System Integrator programs provide a credential that acknowledges one’s skills with Wonderware products. These programs allow our customers and distributors to identify SIs with the aptitude to develop integrated Wonderware solutions for their applications. Certification Levels Registered SI Wonderware’s System Integrator program is a three-tier system. The most basic level, the Registered System Integrator, is for organizations that simply need to have access to a development system and the basic resources to deliver a successful project.

Certified & ArchestrA® Certified SI For those SIs that want a closer working relationship with Wonderware, have proven their ability to deliver successful projects with the classic Wonderware products, and who want increased visibility and recognition for those efforts, the Certified System Integrator level is a worthy goal and a meaningful credential.

As per the new changes introduced to the SI program by Wonderware, the Certified Systems Integrators level will be provided as per the certification achievements of the SI’s developers and their project references.

For example, an SI that has references and certified developers for InTouch and Historian products will be considered a Certified SI on InTouch and Historian products. The logo used for this SI will not only indicate the general level of certification, but also the name of the products this SI is certified for. This will help end users identify the SI’s unique specialties according to the Wonderware range of product they are certified on:

• Visualization • Historian • Batch • ArchestrA® - System Platform • Operations & Performance • Mobility

A special recognition is granted for Certified SI’s on ArchestrA® – System Platform product. The prestigious ArchestrA® Certified level is for those market leaders who pioneer the adoption of Invensys’ new ArchestrA technology platform, who invest in developer training and participate in the delivery of ArchestrA® – based solutions annually. The famous ArchestrA® certified logo is now equivalent to the Wonderware Certified SI for System Platform.

Endorsed SI

This is an invitation only program. Endorsed SI partners have demonstrated their commitment to providing superior solutions and service to Wonderware customers, and to building a strong Wonderware practice within their businesses.

These SI’s have been certified for a number of years on ArchestrA/System Platform technology, and are among the best in class in providing Wonderware customers with comprehensive software solutions that increase customer efficiency, reduce costs and maximize customer profits.

Joining the Program System Integrators enroll in the SI program through local Distributor sponsorship. Although, an SI might have offices throughout the world, each SI regional office requires its own enrollment and approval. SI registration is office based and NOT company-based. In order to become a candidate for the Wonderware SI program, an SI is required to sign an SI Contract including Invensys Consignment Addendum to (WONDERWARE) License Agreement and have a Wonderware Single User Consignment Subscription along with support renewed annually. Training for at least one engineer is required as a start-up for the SI Wonderware business. These requirements are necessary for each site/office of the SI. The Wonderware Single User Consignment is obtained by purchasing the following items: Item Description Part Number Price Development Studio Unlimited, Single User Demo Consignment Subscription, v10.1

25-9054U $0.00

Development Studio Demo Consignment Support, initial

10-0064 $8000.00

Wonderware Development Studio Consignment CD Case

06-6989 $100.00

The Development Studio Single User Development Studio Demo Consignment provide SI’s a convenience and safe passage to comply with Wonderware licensing policies and have the appropriate number of individual Consignment licenses for their developer staff to develop their projects. The fee of this subscription is a one-time license fee (part number 25-9054U). Each SI Site may order up to one Wonderware Single User Development Studio Demo Consignments for their organization. Each consignment software license is configured with an expiration date which will prevent the software and its applications from working past the expiration date. Consignments must not be deployed at a customer’s site. The Consignment Support Fee (part number 10-0064) is required and will be charged for the Wonderware Development Single User Studio Demo Consignments at each site. Consignment product Support is ONLY available to the SI during the development of an application. Once the development application is commissioned (enters production phase) the end user must purchase their own Customer First subscription to cover runtime support for the products involved.

The new changes introduced into the program allow SI’s to obtain unlimited number of consignment licenses at one set price, renewed annually. We call this a license ‘subscription’, because it is renewed annually. The Consignment Support Fee (part number 10-0064) will only be charged for the first two Wonderware Development Studio Demo Consignments at each site. Wonderware will waive the Consignment Support Fee for additional (over 2) Wonderware Development Studio Demo Consignments at each site. The procedure to sign up in the program is as follows:

1. Precast FZCO agrees to sponsor the SI and initiate the online registration for the partner.

2. The SI receives a notification email with a link to his online application. 3. The SI fills all necessary information into the online application form and

prints that SI Contract at the end of the registration, sign it, and fax it to Precast FZCO along with the Purchase Order for above items at: Fax: 00971 4 204 5341

4. The SI will then receive the subscription kit and his SI number that identifies his subscription with Wonderware.

5. To become a qualified SI at least one member of staff must attend product training provided by his sponsor.

The Development Studio Demo Consignment Subscription includes the following:

1. IDE (Integrated Development Environment), plus Dev I/O Platform for Application Server

2. InTouch 60K Dev/RT 3. InTouch for System Platform Client 4. InControl 5. Wonderware Historian Server Standard Edition 6. IO Servers 7. Terminal Services for InTouch 8. ActiveFactory (Per Device) 9. QI Analyst (Workstation 1 seat, Controller 2 seats) 10. SCADAlarm 11. Information Server (Web Content Server (Portal) and 5 Advanced Client

licenses) 12. InBatch FlexFormula 13. MS SQL Server 2005 14. Wonderware Client Access License.

SI Subscription Renewals The SI Agreement, Consignment Subscription and Consignment Support fee must be renewed annually on or before the expiration date of the Consignment Agreement. The renewal is done by purchasing below item: Item Description Part Number Price Development Studio Demo Consignment Support, Renewal

10-0064R $8000.00

If a Consignment is not renewed by the expiration date, the renewal order will be charged a 10% fee (which is 10% added to the total Subscription and support fee). Consignment license files expire and will no longer function after a predetermined date and will need to be replaced annually. The renewal process is as follows:

1. Precast FZCO will start sending reminders for renewals at least 2 months prior to expiration date.

2. SI is required to finalize the renewal at least 2 weeks prior his expiration date to allow time for processing request with Wonderware USA. The SI should provide:

a. Purchase Order for above item b. Signed SI Subscription Addendum for renewal

Rejoining the Program SI’s that have a previously assigned SI Agreement Number with expired license & support will bear a 10% added to the total Subscription and support fee. The procedure to rejoin is as follows:

1. Expired SI completes the paper version of the New SI Enrollment form for any changes in his company info.

2. Expired SI completes & signs the Enrollment page and Consignment License Addendum.

3. The signature pages of the Enrollment and the Consignment License Addendum must be faxed back to Precast FZCO along with the Purchase order for the renewal fees with a 10% additional cost.

4. Precast FZCO will then provide the SI with his new license and subscription kit.

System Integrator Program Benefits Wonderware-Offered Benefits for all Levels Upon enrolment in the SI program, the SI will receive the following benefits from Wonderware:

1. SI Development Kit: The consignment kits allow SI’s to have access to development platforms without having to purchase a full development license.

2. Listing on Wonderware website: SI’s information and company name is listed in Wonderware’s Systems Integrator Directory available on Wonderware global website.

3. Wonderware Developers Network Access: During the period of the

Consignment Kit, the SI has direct access to the Wonderware Developers Network for technical information, support information and forums to share information with other SI’s around the globe.

4. Systems Integrator Resource Center Access: SI’s receive exclusive

access to our Systems Integrator Resource Center, on team.wonderware.com that offers valuable product information, presentations, selling tips, and SI program updates.

Precast FZCO-Offered Benefits for all Levels

Additionally, the SI will receive the following benefits from his sponsoring distributor, i.e. Precast FZCO free of charge:

5. Local Technical Support: Application consultants provide unlimited online,

phone and email support.

6. Lead Sharing: Precast FZCO Sales force shares with SI’s many leads received through:

a. Wonderware installed base of over 1,200 customers in our territory b. Wonderware Strategic International Customers such as Nestle, P&G

and many others c. Wonderware Website d. Local and International Wonderware and non-Wonderware events

7. Regular Sales Meetings: Precast FZCO offers to hold a regular review

meeting with the SI to: a. Review Existing projects b. Review New Opportunities that Precast FZCO is aware off c. Review New Opportunities that the SI may wish to share with

Precast FZCO d. Review marketing and co-marketing opportunities

8. Presales Support: Sales and Presales teams accompany the integrator from early stages up till closing stages of a particular opportunity. Involvement may include:

a. Joint Meetings b. Web Meetings (WebEx) c. Presentations d. Live and Remote Demonstrations e. Joint Workshops f. Technical Proposals g. Compliance Statements and Support Letters h. Solution Designs and Architectures i. Special Pricing requests for replacing competitive projects j. Competitive Analysis k. Proof of Concept (POC) and Pilot Projects for a discounted rate l. …and other activities that lead to positive and aggressive closure of

various opportunities

9. Marketing Support: Marketing team works closely with all SI’s for participation in our local and regional marketing events, seminars, workshops and conferences where key Wonderware (and potential non-Wonderware) customers can be met. Participation can be as:

a. Exhibitors b. Sponsors c. Presenters d. ...and key speakers

10. Discounts: System Integrator will be entitled to discount on list price of

products purchased for their customer, training services and consultancy services based on their level of certification. These discounts will be subject to annual revision.

Additional Benefits for Registered System Integrator As a Registered SI, the SI will benefit from:

1. Listing on the Wonderware website as Registered System Integrator 2. Legibility to a Registered SI logo’s which can be used by the SI on his

website and promotional/marketing material 3. Subscription to Wonderware SI Newsletters with information relevant to SI’s

interests such as known technical issues, patches, upcoming WebEX presentations and marketing events

4. 15 - 18% Discount on List price of Wonderware licenses 5. 10 - 15% Discount on training services and consultancy services

Additional Benefits for Certified System Integrator As a certified SI, the SI will benefit from:

1. Preferential listing on the Wonderware website as Certified System Integrators for specific Wonderware products (This is an objective way for end users to identify SIs who have the technical abilities to assist them with their ArchestrA needs. Additionally, certification provides professionals with a credential that validates their skills with Wonderware products)

2. Official Wonderware Certified Application Developer certificate (Company and individual)

3. Legibility to a Certified SI logo’s which can be used by the SI on his website and promotional/marketing material

4. Subscription to Wonderware SI Newsletters with information relevant to SI’s interests such as known technical issues, patches, upcoming WebEX presentations and marketing events

5. Access to Wonderware level 2 technical support for products in which SI is certified

6. 18 - 20% Discount on List price of Wonderware licenses 7. 16 - 20% Discount on training services and consultancy services 8. 5% Discount on List price of Wonderware Hardware parts

Additional Benefits for Certified System Integrator on System Platform (ArchestrA Certified) As an ArchestrA certified SI, the SI will benefit from:

1. Preferential listing in both ArchestrA Certified SI directory on the

Wonderware website as well as the emerging ArchestrA Virtual Community Website (This is an objective way for end users to identify SI’s who have the technical abilities to assist them with their ArchestrA needs. Additionally, certification provides professionals with a credential that validates their skills with Wonderware products)

2. A listing on the Wonderware web site, ArchestrA Virtual Community web site and WonderTools CD-ROM as a FactorySuite A² Certified System Integrator publicizing the SI’s organization's FactorySuite A² product certification

3. Official Wonderware Certified Application Developer certificate (Company and individual)

4. A dedicated Wonderware Sales Manager to support your interests 5. Legibility to an ArchestrA certified SI logo’s which can be used by the SI on

his website and promotional/marketing material 6. Subscription to Wonderware SI Newsletters with information relevant to SI’s

interests such as known technical issues, patches, upcoming WebEX presentation and marketing events

7. 22 - 25% Discount on List price of Wonderware licenses 8. 20 - 25% Discount on training services and consultancy services 9. 5% Discount on List price of Wonderware Hardware parts

System Integrator Program Requirements After satisfying all the requirements explained in the pre-enrollment section above, the SI must then meet additional requirements according to the certification level he is aiming for. Below is a summary of the requirements per each certification level. Registered System Integrator Requirements To become a registered SI, SI must meet the following requirements:

1. Purchase and maintain an annual Comprehensive Support subscription from Wonderware ME

2. Purchase and maintain current Development Studio consignment license from Wonderware ME

3. Have at least one engineer that successfully completed Wonderware official training on latest version of InTouch product

To remain certified on this level, SI must also agree to:

1. Successfully implement at least one InTouch application annually 2. Purchase all Wonderware licenses for all projects the SI is involved in from

his sponsoring distributor which is in this case Precast FZCO. Certified System Integrator Requirements To become a certified SI, SI must meet the following basic requirements:

1. Registered SI requirements are completely met 2. Purchase and maintain an annual Comprehensive Support subscription from

Precast FZCO 3. Purchase and maintain current Development Studio Subscription license

from Precast FZCO Criteria to become certified SI has expanded to include a range of available Product Level Certifications identifying the unique SI specialties (visualization, historian, batch, ArchestrA (system platform), operations & performance, mobility):

4. SI must have at least 2 developers that have successfully completed individual product training and CSI tests on the product aimed at

5. SI firm must have completed at least 2 successful projects to earn product level certifications

To remain certified on this level, SI must also agree to:

1. Successfully implement at least one application annually using the products on which he owned his certification and provide documented description for Precast FZCO

2. Purchase all Wonderware licenses for all projects the SI is involved in from his sponsoring distributor which is in this case Precast FZCO

3. Commit to keep at least two engineers certified on the latest version of all products the SI is certified on

Certified System Integrator on System Platform (ArchestrA Certified) Requirements For the special case of becoming certified on system Platform i.e. ArchestrA certified SI, SI must meet the following requirements:

1. Certified SI requirements for at least InTouch and Historian products are completely met

2. Purchase and maintain an annual Comprehensive Support subscription from Precast FZCO

3. Purchase and maintain current Development Studio Subscription license from Precast FZCO

4. Submit proof of two successful installations of FactorySuite A² products utilizing Wonderware's Industrial Application Server, the Wonderware Historian and InTouch® human-machine interface (HMI) software

5. Submit a copy of the galaxy of each of the referred projects to Precast FZCO for evaluation and approval

6. Submit an authorization letter of each of the referred projects from the end user to prove customer satisfaction and authorizing the reference of his project in the projects references regarding the certification.

7. Maintain at least 2 developers that have successfully completed individual product training and CSI tests on System Platform

8. Promote Wonderware products as preferred solution and represent Wonderware products in a professional manner

To remain certified on this level, SI must also agree to:

1. Successfully implement at least one application annually using system platform and provide documented description for Precast FZVO

2. Provide a copy of application to Precast FZCO for evaluation 3. Purchase all Wonderware licenses for all projects the SI is involved in from

his sponsoring distributor which is in this case Precast FZCO 4. Commit to keep at least two engineers certified on the latest version of all

products the SI is certified on

Endorsed System Integrator Requirements The selection criteria’s Wonderware follow upon assigning new endorsed partners are as follows:

1. Program is invitation only 2. Candidate must have been a loyal participant in the Wonderware Systems

Integrator Program as an ArchestrA certified SI (at minimum) 3. Candidate should be sponsored by local Wonderware Sales team (distributor

and regional WW management team) 4. Candidate should meet target revenue criteria for Wonderware practice 5. Candidate should meet Wonderware Endorsed SI program requirements

that are focused on Organizational Operations Excellence, Wonderware Certifications, Wonderware business targets and established marketing and sales efforts within the SI’s region

6. Candidate should enter into a Program Letter of Understanding with Wonderware with annual review

Decertification Integrator organizations will remain certified as long as the program requirements are maintained. A Certified System Integrator organization could lose certification for any of the following reasons:

1. Dropping to less than the required 2 Certified Developers on staff in a given

product 2. Not staying current and complying with the SI Program policies and

procedures, and any other CSI policies/guidelines that exist from time to time

3. Not meeting the minimum expected projects requirement during their year of certification

4. Systems Integrators who have been disqualified from the program by their sponsoring Wonderware distributor

Recertification Recertification may be granted following an investigation of the decertification circumstances and the implementation of any corrective measures. Certified or ArchestrA® Certified status is contingent on Certified Developer staffing. If an integrator organization has less than the required 2 Certified Developers on staff in a given product, they must re-certify through their local Wonderware distributor once they have re-staffed or obtained certification for the required number of certified developers.