Pricing & Demo Process

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Breakout IV: Pricing and Demonstration Process OutlineBrett Belcastro & Jeff Streber

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Breakout Objective

In this session we will• Discuss Radiant Pricing at a high level.• Briefly review the variety of services that may be required for

implementing Radiant.• Walk through three sample sales scenarios, where customers are

looking for specific solutions which can be achieved through combinations of Radiant modules.

• Review the process for qualifying and setting up a customer demonstration.

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Radiant Module Pricing

Module Pricing

• The Radiant solution includes the following core modules Student Information System module -- $6 per student per

year Instruction (Curriculum, Assessment, LMS) -- $8 per student

per year Data Analytics module -- $8 per student per year Gradebook module -- $5 per student per year

• Customers are looking for solutions (LMS, Curriculum Management, etc.), not modules. Modules are the building blocks for solutions. • In addition to the modules above, PD content is available

through the Instruction module. PD pricing will vary depending upon the PD content selections.

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Radiant Services

Services• Integration Support provides interoperability and

integration between Radiant and 3rd Party applications.• Project Management facilitates the implementation of

solution.• Solution Training empowers teachers and administrators

with the skills needed for success.• Technical Support

Telephone, facsimile and email support Bug Fixes and Patches Product Upgrades

• Content and Data Migration may be required as part of the implementation services.• HMH Content Resources may also be bundled within

Radiant proposals.

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Customer Scenario #1

Scenario – SIS + LMS• District with 50k students looking for a new SIS.• Also interested in upgrading their LMS platform. • District has a host of legacy online instructional materials, some of which

come from HMH.Solution• Propose SIS ($6), Instruction ($8), Gradebook ($5), Analytics ($8)• Content Integration services are also in play.Proposal Approach• Module Licensing: 50k students x 5 years x $27/student = $6,750,000 • Additional Services will include:

Content Integration services Implementation services Training and Technical Support services

• Pricing for additional services will be developed through collaboration with Product Management and Technical Services teams

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Customer Scenario #2

Scenario – Learning Management System (LMS)• District with 150k students issues RFP for a new LMS.• District just completed a rollout of Pearson’s Powerschool SIS last year. Solution• Propose Radiant Instruction ($8) and Gradebook ($5). Together, these two

modules form a powerful LMS solution.• Both modules can be configured for interoperability with Powerschool SIS.Proposal Approach• Module Licensing: 150k students x 5 years x $13 = $9,750,000 • Additional Services will include:

Implementation services Training and Technical Support services

• Pricing for additional services will be developed through collaboration with Product Management and Technical Services teams

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Customer Scenario #3

Scenario – Assessment and Data Analytics• District with 25k students issues RFP for an integrated Assessment and

Data Analytics solution. Solution• Propose Radiant Instruction ($8), Gradebook ($5) and Analytics ($8)

modules.Proposal Approach• Module Licensing: 25k students x 5 years x $21 = $2,625,000 • Additional Services will include:

Implementation services Training and Technical Support services

• Pricing for additional services will be developed through collaboration with Product Management and Technical Services teams

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Radiant Sales Demo Process

• Qualification Checklist Size of District? Funding Sources Available? Platforms/Services already in use? Timeframe for decision? Audience for the demo? Decision-makers present at the Demo?

• Based on the Qualification Checklist, if a live Demo is required the team will then

Identify which modules require the most focus Determine the Point of View for demo Select the appropriate content resources required to demonstrate the

product Develop the “script” for the demo – which could be as simple as rough

storyboard to help guide the session.