PVP6 Promotion Seminar in a Box

North America

Rev5058-CO900C Copyright 2013 Rockwell Automation, Inc. All rights reserved. 1

PVP6 Promotion

What is the PVP6 Promotion?

Paid customer training event
Customers learn how to increase operator
productivity and leverage the power of the
Integrated Architecture through hands-on labs
Customer receives: 1 day of training, PVP6,
600V Ethernet Media Cable, FTView Studio ME

Goal(s)
Protect and Grow EOI Share
Drive Logix Attachment
Stimulate PV Standard conversions
Convert competitively held EOI accounts
Drive awareness/adoption of Ethernet/IP Motivating Customers to
Networks and AB Media solutions Convert or Migrate
Copyright 2013 Rockwell Automation, Inc. All rights reserved. 2
General Details

Execution
Led and delivered by Distributor Specialist with assistance
from IA Tech Consultant or IA Solution Architect
Content available self-serve on Noggin
District On-Tour Laptops to be used for labs
All other hardware for labs purchased by customer as part
of the seminar package

Rules of Engagement/Sales Discipline

One per customer
Opportunities tracked in SAP CRM key to measuring
incremental funnel and wins
Campaign ID: CP-0000008188-0029
Questions, suggestions, or concerns contact your
Regional Marketing Lead.

Copyright 2013 Rockwell Automation, Inc. All rights reserved. 3

Commercial Details
Proposed Hardware and Software for Seminar (May vary by market)
PanelView Plus 6 Terminal, 1000 color model (10), Touch Screen, Standard Comms, AC input
Note: AC power cable not includedneeds to be provided locally.
1585 Ethernet Cable 600V
FactoryTalk View Studio for Machine Edition
For pricing and availability, contact your Regional Marketing Lead.

How to Order
Distributor brings in:
Qty xx, 2711P-T10C4A8 terminals ahead of time
No cost software (9701-VWSTMENE)
Ethernet Cable (part # 1585J-M8HBJM-2 )
1 package of each per customer.

Distributor enters "SHORT TERM SPECIAL PRICE REQUEST" in SAP, (Ship From Stock And Credit,
"SFSAC"), quantity one per company, enter in Project Field " PV6 PROMO
Distributor enters in Request " PARTICIPATION - DISTRIBUTOR & END CUSTOMER" for each
company attending.
Distributor enters CLAIM for credit.

Copyright 2013 Rockwell Automation, Inc. All rights reserved. 4

Marketing Materials

Promotional Flyer
An editable version of the invite template is
available for you to add your own details

Name Badges
An editable/printable version of the name
badge template is available for you to add
your own customer details

CD Label
If you are going to leave customers with
materials, you are strongly encouraged to
use writable CDs instead of thumb drives
An editable/printable version of the CD
Label is available for you

Copyright 2013 Rockwell Automation, Inc. All rights reserved. 5

Noggin Seminar in a Box

https://noggin.gosavo.com/CustomPage/View.aspx?id=30530213
Copyright 2013 Rockwell Automation, Inc. All rights reserved. 6
Frequently Asked Questions (FAQs)

I want to run a PVP6 promotion and seminar. How do I get started?

Visit Noggin and Download the Seminar-in-a-Box content
Contact your local IA solution architect or channel sales engineer to plan your event

How do I schedule/reserve the On-Tour Laptops for use in my seminar?

All scheduling of On-Tour equipment is done by the local RA sales office. Contact your local
IA solution architect or channel sales engineer for details. First come, first served.

Is there a VMware image available for the On Tour Laptops?

A VMware image will be made available shortlycheck back

Is the program flexible so that I can select different sizes of terminals?

We would prefer to use the 10 display to best highlight the graphics capabilities of our
offering, but the seminar needs to fit your market so yes the content can be flexible.

Copyright 2013 Rockwell Automation, Inc. All rights reserved. 7

PVP 6 Promotion Best Practices

General
Limit class sizes to keep the interaction lively and personal. On-Tour laptops are limited to
(9) in each district. If you have more customers, consider adding a seminar.
Depending on your market, consider holding (2) seminars one for competitively held OEMs
to drive conversions and one for end users and/or SIs to drive migrations.
Your best prospects are customers using Logix and a competitive EOI. The Sales
Development Leader (SDL) in your district can assist with gap analytics to identify targets.
Preparation is critical to success. Become thoroughly familiar with the content and do a dry
run well in advance of the event to ensure that things flow well.
Consider involving the local CSM team in your event. This is a great opportunity to drive
funnel for CSM migration solutions.
Keep it simple.

Success has primarily been due to strong

partnership and ownership at the distributor level
Copyright 2013 Rockwell Automation, Inc. All rights reserved. 8
FAQs
How many Session Terminals can Distributor Order? Cuantas sesiones puede el Distribuidor
ordenar?.
The limitation for events tends to be PCs. So far, no APR has run a particular session with more than 10
stations (10 customers).

Can Rockwell provide the promotional price up front? Puede Rockwell Proporcionar el precio
por adelantado?
No. Ship from Stock and Credits would cause issues if pricing is provided on the Stocking Order

Is this offer available for any customer? What about End User plant that is a Global Account?
This is intended for customers meeting the criteria and intent of the program (conversion targets and those
with sizable PanelView Standard conversion opportunity). That can be a Global or Corporate Account if
this program helps move the opportunity forward.

Are PVP6 1000s the only unit available?

PVP6 1000 was just the pricing example. The program is available for any of the terminal sizes. However,
the intent is for 1 size for each session. If you want other sizes, you would need to run additional sessions
with all the same size.

Copyright 2013 Rockwell Automation, Inc. All rights reserved. 9

FAQs
Can I sell more than 1 Seminar terminal to a customer?Puedo vender mas de un seminario por
cliente?
No. This program is 1 per customer (business entity), not multiple people from one customer location.

I do not understand the difference between Seminar Price and the Special Offer for Attending
Seminar Price is intended to get customer the h/w, s/w and initial training and take pricing OFF THE TABLE
Special Offer is to help capitalize on a QUALIFIED opportunity, given we have a customer who paid to attend
Seminar price es el costo que viene en la tabla donde se promueve una sola PV, el software mas cable mas
entrenamiento.
Special Offer, es la venta de una orden de compra por una cuenta que pago por una persona que asistio al
seminario o estuvo de oyente (de la misma cuenta)

Logistics, how do we handle ordering software?

Because this is a paid event, some distributors are doing this at the time customer given PO for class
Done at the time customer comes to the seminar

What about PVP7 and PV5000

PVP6 is our product for FY14 so we need to sell what we have.
PVP7 is coming, but PVP6 is not going away anytime soon.
PV5000 is coming
Copyright 2013 Rockwell Automation, Inc. All rights reserved. 10
FAQ Detailed Distributor Instructions

1. Distributor to determine how many customers they could support. Factors to consider:
How many customer targets fit the criteria
How many stations can be supported (typically 10 per seminar)
What size terminal is most appropriate for their market (700 and 1000 most popular)
Terminal and Cable are ordered in as "Stock units
Software has been ordered in two ways, that I am aware of
1) Customers invited issue PO in advance of class and the software is ordered then, as normal
2) Software ordered at the time the customers show up and the Single Point negotiator was standing by the day of
seminar to quickly approve zero cost quotes for software)

2. Applying for the Special Credit Price

To be handled as a normal Ship from Stock and Credit
Distributor applies for quote (discounted hardware and zero cost software)
Provided customer meets the intent of the program, credit approved for stated price
Sales team RA/Distributor should already have agreed to what customers are to be invited

Copyright 2013 Rockwell Automation, Inc. All rights reserved. 11

Thank You

Follow ROKAutomation on Facebook& Twitter.

Connect with us on LinkedIn.

www.rockwellautomation.com

Rev5058-CO900C Copyright 2012 Rockwell Automation, Inc. All rights reserved. 12