Pricing & Demo Process

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  • 10/13/10
  • 10/13/10
  • 10/13/10
  • 10/13/10
  • 10/13/10
  • 10/13/10
  • 10/13/10
  • 10/13/10
  • Pricing & Demo Process

    1. 1. Breakout IV: Pricing and Demonstration Process Outline Brett Belcastro & Jeff Streber
    2. 2. Breakout Objective <ul><li>In this session we will </li></ul><ul><li>Discuss Radiant Pricing at a high level. </li></ul><ul><li>Briefly review the variety of services that may be required for implementing Radiant. </li></ul><ul><li>Walk through three sample sales scenarios, where customers are looking for specific solutions which can be achieved through combinations of Radiant modules. </li></ul><ul><li>Review the process for qualifying and setting up a customer demonstration. </li></ul>
    3. 3. Radiant Module Pricing <ul><li>Module Pricing </li></ul><ul><li>The Radiant solution includes the following core modules </li></ul><ul><ul><li>Student Information System module -- $6 per student per year </li></ul></ul><ul><ul><li>Instruction (Curriculum, Assessment, LMS) -- $8 per student per year </li></ul></ul><ul><ul><li>Data Analytics module -- $8 per student per year </li></ul></ul><ul><ul><li>Gradebook module -- $5 per student per year </li></ul></ul><ul><li>Customers are looking for solutions (LMS, Curriculum Management, etc.), not modules. Modules are the building blocks for solutions. </li></ul><ul><li>In addition to the modules above, PD content is available through the Instruction module. PD pricing will vary depending upon the PD content selections. </li></ul>
    4. 4. Radiant Services <ul><li>Services </li></ul><ul><li>Integration Support provides interoperability and integration between Radiant and 3 rd Party applications. </li></ul><ul><li>Project Management facilitates the implementation of solution. </li></ul><ul><li>Solution Training empowers teachers and administrators with the skills needed for success. </li></ul><ul><li>Technical Support </li></ul><ul><ul><ul><li>Telephone, facsimile and email support </li></ul></ul></ul><ul><ul><ul><li>Bug Fixes and Patches </li></ul></ul></ul><ul><ul><ul><li>Product Upgrades </li></ul></ul></ul><ul><li>Content and Data Migration may be required as part of the implementation services. </li></ul><ul><li>HMH Content Resources may also be bundled within Radiant proposals. </li></ul>
    5. 5. Customer Scenario #1 <ul><li>Scenario – SIS + LMS </li></ul><ul><li>District with 50k students looking for a new SIS. </li></ul><ul><li>Also interested in upgrading their LMS platform. </li></ul><ul><li>District has a host of legacy online instructional materials, some of which come from HMH. </li></ul><ul><li>Solution </li></ul><ul><li>Propose SIS ($6), Instruction ($8), Gradebook ($5), Analytics ($8) </li></ul><ul><li>Content Integration services are also in play. </li></ul><ul><li>Proposal Approach </li></ul><ul><li>Module Licensing: 50k students x 5 years x $27/student = $6,750,000 </li></ul><ul><li>Additional Services will include: </li></ul><ul><ul><li>Content Integration services </li></ul></ul><ul><ul><li>Implementation services </li></ul></ul><ul><ul><li>Training and Technical Support services </li></ul></ul><ul><li>Pricing for additional services will be developed through collaboration with Product Management and Technical Services teams </li></ul>
    6. 6. Customer Scenario #2 <ul><li>Scenario – Learning Management System (LMS) </li></ul><ul><li>District with 150k students issues RFP for a new LMS. </li></ul><ul><li>District just completed a rollout of Pearson’s Powerschool SIS last year. </li></ul><ul><li>Solution </li></ul><ul><li>Propose Radiant Instruction ($8) and Gradebook ($5). Together, these two modules form a powerful LMS solution. </li></ul><ul><li>Both modules can be configured for interoperability with Powerschool SIS. </li></ul><ul><li>Proposal Approach </li></ul><ul><li>Module Licensing: 150k students x 5 years x $13 = $9,750,000 </li></ul><ul><li>Additional Services will include: </li></ul><ul><ul><li>Implementation services </li></ul></ul><ul><ul><li>Training and Technical Support services </li></ul></ul><ul><li>Pricing for additional services will be developed through collaboration with Product Management and Technical Services teams </li></ul>
    7. 7. Customer Scenario #3 <ul><li>Scenario – Assessment and Data Analytics </li></ul><ul><li>District with 25k students issues RFP for an integrated Assessment and Data Analytics solution. </li></ul><ul><li>Solution </li></ul><ul><li>Propose Radiant Instruction ($8), Gradebook ($5) and Analytics ($8) modules. </li></ul><ul><li>Proposal Approach </li></ul><ul><li>Module Licensing: 25k students x 5 years x $21 = $2,625,000 </li></ul><ul><li>Additional Services will include: </li></ul><ul><ul><li>Implementation services </li></ul></ul><ul><ul><li>Training and Technical Support services </li></ul></ul><ul><li>Pricing for additional services will be developed through collaboration with Product Management and Technical Services teams </li></ul>
    8. 8. Radiant Sales Demo Process <ul><li>Qualification Checklist </li></ul><ul><ul><li>Size of District? </li></ul></ul><ul><ul><li>Funding Sources Available? </li></ul></ul><ul><ul><li>Platforms/Services already in use? </li></ul></ul><ul><ul><li>Timeframe for decision? </li></ul></ul><ul><ul><li>Audience for the demo? </li></ul></ul><ul><ul><li>Decision-makers present at the Demo? </li></ul></ul><ul><li>Based on the Qualification Checklist, if a live Demo is required the team will then </li></ul><ul><ul><li>Identify which modules require the most focus </li></ul></ul><ul><ul><li>Determine the Point of View for demo </li></ul></ul><ul><ul><li>Select the appropriate content resources required to demonstrate the product </li></ul></ul><ul><ul><li>Develop the “script” for the demo – which could be as simple as rough storyboard to help guide the session. </li></ul></ul>

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