COMPANY INTERNAL — CONFIDENTIAL Unauthorized Use and Disclosure Prohibited Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL CO900G Course Introduction Integrated Architecture Green Belt 2.1

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL How we Achieve Customer Value through Design Productivity, faster commissioning times with Intelligent Devices, and the agility to respond to customer trends more quickly. Faster Time to Market Lower Total Cost of Ownership Improve Asset Utilization Enterprise Risk Management by better life cycle management, enabling more effective operators, improved energy management, and easier technology migration. by manufacturing intelligence tools driving improved reliability & quality and predictive maintenance. protecting the company’s intellectual property and brand image with a safe & secure operating environment, ensuring regulatory compliance, and reducing exposure due to poor product quality.

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL Foundations of Integrated Architecture

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL The student will understand the key value propositions of the Integrated Architecture. The student will be able to get the customer to recognize the value of a Rockwell Automation Integrated Architecture solution. The student will be able to use sales tools such as role plays and Rockwell literature. IA Green Belt Training Objectives In short: learn good and convincing arguments!

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL IA-GB: from Scenario to Solution ORDER Customer Issues/NeedsCustomer Scenario Present the Rockwell Solution Demonstrate the Rockwell Solution Select the right Solution Green Belt

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL Testing  The test is made up of 2 components which together will total 100 points.  Written Test 60  Sales role play 40  Total 100  A student needs 80 points to pass the test  Details covered at end of day today

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL CO900G COMPANY INTERNAL — CONFIDENTIAL Unauthorized Use and Disclosure Prohibited. Connect with us. Let’s begin

Copyright © 2013 Rockwell Automation, Inc. All Rights Reserved. Where does Integrated Architecture Fit? LISTEN.THINK.SOLVE. ® Smart Safe Sustainable Portfolios IA ♦ IMC ♦ Solutions & Services ♦ Software ♦ Components by developing solutions that show Advocacy/Social Responsibility … with our standard Execution/ Deliverables … via a time tested Methodology. $ $ $ We meet our customer’s Market Demands (value drivers) … Connected Enterprise Connecting Assets and Plants Through Integrated Control and Information and offer Insight … that deliver Value Strategy/ Impact … Plant Wide Optimization Equipment Builder Performance Connected Plants Connected Assets Media/Public Employees Government Investors Executives Management Operations Engineering Maintenance The Connected Enterprise Story Fits our Existing Messaging

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL IA Green Belt and CCS  Green Belt training is a supplement to the sales process, such as Customer Centric Selling (CCS).  CCS techniques will be used in order to obtain Black belt status

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL Green Belt Certification Guidelines  80 Points required to pass  Failing may require offsite training  SAP CCS Opportunity  Account identified in SAP and approved by management  Champion Letter created and sent  As required by office (not official requirement of Green Belt)  Customer Assessments (5 recommended)

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL Black Belt Objectives and Status  Objective is for the Black Belt sales person:  to be able to handle 70% of the sales cycle by themselves  will have a strong understanding of the applications specific to an Industry  CCS sales process will be utilized  Black Belt status achieved by:  Securing $750K of Integrated Architecture business  Opportunities are identified in SAP as IA Black Belt  RVP and business unit representative(s) review orders that were won.

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL Agenda - Morning  Class Introduction10  IA Introduction20  Introduction to Value Selling30  Break15  Foundations of IA – Logix part 130  Logix breakout 120  Foundations of IA – Logix part 230  Logix breakout 220  Foundations of IA – Visualization and Information part 130  Visualization and Information Breakout 120  Lunch60

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL Agenda - Afternoon  Foundations of IA – Visualization and Information Part 230  Visualization and Information Breakout 220  Foundations of IA – EtherNet/IP Why20  Foundations of IA – EtherNet/IP Q&A20  Foundations of IA – EtherNet/IP Breakout20  Break15  Security30  Role Play Introduction60  Day 1 Summary15

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL Agenda – Day 2  Review Day 130  Plant Wide Optimization45  Break15  Machine Builder Performance30  Role Play Practice60  Class Summary15  Break15  Lunch and study60  Testing120

Copyright © 2014 Rockwell Automation, Inc. All Rights Reserved. COMPANY INTERNAL — CONFIDENTIAL Take Notes  You will not get a printed binder  You do have electronic version of the presentations  Take notes for each section  Presentation name  Slide number  Note  Note taking will create more engagement and help with the studying later  Remember – you are taking a test tomorrow!