OTS Team Training MY Access OTS Team Training MY Access!® Professional Development and Implementation Services Updated March 13, 2008

MY Access! PD Philosophy Professional Development is critical to the success of all MY Access! implementations. Without PD our implementations will fail and our “Off the Shelf” product will become an “On the Shelf” product because educators will not use it or will not use it enthusiastically. Every demo you ever do of MY Access and every conversation you ever have about MY Access should include specific details about PD. Always include PD collateral when presenting to a client or working at a conference booth. New Clients – Do not sell a new deal without at least one full day of PD for each instructor that will be using the system. In fact, most of our deals with new clients should include at least two or three days of PD for each instructor. Renewal Clients – Do not sell a renewal deal without discussing PD. What is the client’s faculty turnover rate? New teachers to the system need basic training. Returning teachers to the system will greatly benefit from more training – especially more advanced training.

MY Access! PD Philosophy Pricing – Do not discount PD. Any discount of PD must be approved by Sydelle and Fred in writing prior to being offered to the client. Travel and Expenses – When quoting PD to clients be certain to make sure that they understand that the price is “$X plus travel and expenses”. We bill travel and expenses as actual and we bill this after the PD session is complete. We do not mark up our costs on travel and expenses for trainers, these are direct pass-through costs. Be clear about this in your conversations and be especially clear about this in your proposals.

MY Access! PD Philosophy Bundled T&E – Some clients will demand bundled pricing. In other words, they need a cost of training with travel and expenses factored in. Avoid this if possible but when you are forced to present a bundled price you must have signoff from Sydelle and Fred in writing prior to offering the price to the client. And when you enter the order in AMS and email the PO to Kathie Karl in Accounting please be sure to alert her to the fact that this is bundled T&E and give her an email copy of your signoff from Sydelle. Class-size limits – The PD session descriptions in this document are the rule. Do not promise a client that they can squish more attendees into a training.

MY Access! PD Philosophy No cohort trainings – Campuses from different districts cannot share a training. Academies – Sydelle is the only person who can sell Professional Development Academies. Requested Trainers – Do not promise a specific trainer to a client. Period. The Professional Services team makes assignment decisions. Quality Control – All MY Access! training (live and virtual) must be delivered by a Vantage Learning certified trainer that has been assigned to the training by the Professional Services Team. OTS Team members are always encouraged to help with trainings and encouraged to assist their clients but must not deliver PD to clients. Bill-backs – Clients cannot bill any costs associated with a training back to Vantage.

MY Access! PD Offerings and Notes Training #601 – Learning to use MY Access! Description: Participants in this one-day, "hands-on" session are provided with a comprehensive, step-by-step walk-through of all functionality within MY Access! and will develop competencies as both a teacher and a student. The workshop is limited to a maximum of 20 participants. $2500 + Travel and Expenses Note: PD #601 is our bread and butter training. This is where the conversation starts.

MY Access! PD Offerings and Notes Training #602 – Developing a curriculum and assessment plan aligned to standards Description: Participants in this one-day session will learn how to align MY Access! prompts to standards, district goals and curriculum content/objectives; develop a scope and sequence guide that assists teachers in their pacing of the integration of writing; and develop an assessment plan that will be used to measure long-term growth in student writing. The workshop is limited to a maximum of 20 participants. $2500 + Travel and Expenses Note: PD 601 and 602 can be scheduled on consecutive days. 603 should happen later in the implementation, not at the beginning with the 601.

MY Access! PD Offerings and Notes Training #603 – Using Data to Assess Student Achievement and Inform Instruction Description: Participants in this one-day training session will learn how to use reports in MY Access! to extract and analyze data needed to inform instruction to improve student writing. The workshop size is limited to 20 participants. Where teachers' goals are focused on using data to inform instruction, this workshop may be repeated within the same school year. $2500 + Travel and Expenses

MY Access! PD Offerings and Notes Training #604 – Coaching and Mentoring Description: A Vantage Literacy Specialist will work directly with teachers and students for a predetermined amount of time to assist in the effective integration of MY Access! into the writing curriculum and to develop best practices using research-based writing instruction in conjunction with the program. $3000 + Travel and Expenses

MY Access! PD Offerings and Notes Training #604 – Coaching and Mentoring PD #604 has traditionally been viewed as something to sell only after a client has purchased 601, 602 and 603. No more. Clients are demanding that we offer more PD sessions that can be delivered in the classroom. They need this because sub costs for pull-out days are a big issue for them. All clients must do the appropriate quantity of 601s but if you’re getting push back on 602 and 603 then immediately start using 604 as an option for the next step of their training. Make sure that Sydelle is in the loop on the conversation though so that the 604 that gets delivered truly fits the client’s needs.

MY Access! PD Offerings and Notes Training #401 – Virtual Training Description: Recognizing that many clients prefer to conduct a small-scale pilot before adopting a new educational tool, Vantage Learning has created the Professional Development #401 to ensure that schools/districts can simultaneously evaluate the efficacy of MY Access! while getting the most out of their trial use of the program. This package consists of two 2-hour training sessions that are conducted by a certified Vantage trainer via the Internet. Due to the training format, a maximum of five (5) participants can attend a Virtual Training session. The first 2-hour training is held just as educators are beginning to use the system and the second 2-hour training is held after educators have been on the system for about a month. $750

MY Access! PD Offerings and Notes Training #401 – Virtual Training PD #401 should almost NEVER be sold. Only use it as a last resort after all conversations about live PD have been exhausted. Tier I and Tier II clients should not be purchasing #401, they should be purchasing live training. Renewal clients should not purchase #401. They should be moving to “real” PD. Work with your renewal clients to move them into 601, 602, 603 and 604s. There used to be a Virtual option that only had one session to it and it sold for less than $750. Erase any memory of it because it no longer exists.

MY Access! PD Offerings and Notes Implementation Services Description: Implementation Services is a product that we sell to support large and/or complex implementations. It is a great service and the collateral on our website will help you sell it. 1.)  What does an Implementation Specialist do?  An Implementation Specialist does the tasks listed here: http://www.vantagelearning.com/docs/resources/myaccess.sales.ots.implementation.services.doc Implementation Specialist work is NOT training/PD.  It is separate from training/PD and if it sold as a guise for providing discounted training/PD we will immediately be forced into a very bad place.  Don't put me to the test on this.  

MY Access! PD Offerings and Notes Implementation Services IS Continued: 2.)  Who is this for?  For all clients that would benefit from our guidance getting started with MY Access and ensuring fidelity of implementation. 3.)  How much does this cost?  Effective, 3/13/08, you have the freedom and ability to sell Implementation Support Services in single-day units: $800 plus T&E.  This nets a client 1 day of Implementation Specialist support.  This support can be delivered in any combination of phone/live support but it is fair to expect a 50-50 split of phone/live. You can and should sell multiple days of this to clients based on their size. You cannot sell fractional days of this. Sell a day or two to your small clients. Sell 2-10 days to your medium-sized clients. Sell many, many days of this to your large clients.

MY Access! PD Offerings and Notes Implementation Services IS Continued: 4.)  How do we make this happen?  List this in a proposal separately from subscriptions and PD. It must be listed separately, no exceptions.  Make sure it is reflected accurately on the Master Order Form and then enter it into AMS.

MY Access! PD Offerings and Notes Certification Training Institute Description: The MY Access!® Certification Training Institute provides for teachers to acquire new skills and become proficient trainers through learning and practicing for sustained periods. The MY Access! Certification Institute provides trainers with the skills to build bridges between where educators are now and where they need to be to meet the writing needs of their students, and certifies participants as Level I certified trainers. Participants will be empowered with the leadership skills to effectively prepare teachers and administrators for seamless integration of the MY Access! writing program in the classroom. Certification reduces external training costs by developing in-house teacher certified trainers who become members of a national network of MY Access! certified teachers that share best practices for the integration of technology into the teaching of the writing process. Customized Pricing – discuss with Sydelle and Fred on a case by case basis

MY Access! PD Offerings PD Direct Sydelle has a sales team of her own that focuses on “PD Direct” products such as the following: Test Success – New Jersey, New York MY Access Classroom PD System Audits Parent Involvement PD Academies The OTS Team should not be selling these and will not compensated on these unless a specific exception is approved by Fred and Sydelle in writing in advance. PD Direct sales initiatives into current client sites will be preceded by conversations between PD Direct and OTS. When PD Direct sales lead to MY Access subscriptions the revenue from those subscriptions is credited towards the OTS Team.

MY Access! PD/IS Offerings Florida and Texas ONLY State law in Florida and Texas makes it difficult to sell PD and IS products in a “plus T&E” setting so for the time period of 1/1/08 through 6/30/08 we are trying a different route for these two states. The price of our PD/IS offerings are higher in these states and the prices include T&E. Here are the price points: PD 601: $3250 PD 602: $3250 PD 603: $3250 PD 604: $3750 Implementation Support per day: $1,400 Clients in Texas and Florida cannot choose between these price points and the “plus T&E” price points. The prices on this slide are the prices, period and we don’t charge for T&E in Florida and Texas. This system cannot be assumed to be in place for any other states – this is a trial that is time-bounded (1/1/08 through 6/30/08) and geography-bounded (Florida and Texas only). There are specific SKUS in AMS for this and a specific MY Access Order Form in the Resource Center for Florida and Texas.