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Pricing & Demo Process

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Wendy Colby

The document discusses Radiant's pricing and demonstration process. It provides an overview of Radiant's core modules and pricing, which ranges from $5-$8 per student per year. It also reviews the services offered to implement Radiant solutions. Three sample customer scenarios are presented where districts are looking for specific solutions that can be achieved through combinations of Radiant modules. The demonstration process is outlined, including qualifying prospects and determining the focus of the demo based on the district's needs and decision makers present.

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Breakout IV: Pricing and Demonstration Process Outline Brett Belcastro & Jeff Streber
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.
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.
Radiant Services Services Integration Support provides interoperability and integration between Radiant and 3 rd 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.
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
Customer Scenario #2 Scenario Learning Management System (LMS) District with 150k students issues RFP for a new LMS. District just completed a rollout of Pearsons 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
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
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.

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Pricing & Demo Process

  • 1. Breakout IV: Pricing and Demonstration Process Outline Brett Belcastro & Jeff Streber
  • 2. 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.
  • 3. 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.
  • 4. Radiant Services Services Integration Support provides interoperability and integration between Radiant and 3 rd 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.
  • 5. 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
  • 6. Customer Scenario #2 Scenario Learning Management System (LMS) District with 150k students issues RFP for a new LMS. District just completed a rollout of Pearsons 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
  • 7. 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
  • 8. 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.

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