PLAYBOOK Content Categories/Guidelines

Pearson Playbook Guidelines

Contents

PLAYBOOK Content Categories/Guidelines

PROGRAM HOME – SAMPLE

PROGRAM HOME — MAIN PROGRAM INFO IN TEXT AREA

Program Differentiators

Program Overview

New to the Program

PROGRAM HOME PAGE - RIGHT NAVIGATION ITEMS

Contacts

Helpful Links

Professional Development

PROGRAM HOMEPAGE – LEFT NAVIGATION ITEMS

Program Announcements

Selling Strategies

Sales Tools & Templates

Marketing Copy

Promotional Materials

Sampling Options

Competitive Landscape

Delivery Format

Technology

Pricing & Field Information

Customer Training and PD

Common Core

Program Information (Pedagogy ? ?)

Reports and Scoring

Authors

Components

Customization

Research and Efficacy

Success Stories

User Lists

Frequently Asked Questions

Internal Training

Retired Products

PLAYBOOK Content Categories/Guidelines

1. In order for any National Program to display on playbook it has to first exist in our database.

2. Please provide the web team with contact information and key selling points/program differentiators in order to have the program ‘turned on”.

General Instructions

Any content buckets not populated with content will not show up on the Playbook.

Grey areas are samples that should be replaced with your content.

PROGRAM HOME – SAMPLE

PROGRAM HOME — MAIN PROGRAM INFO IN TEXT AREA

Includes:

• Copyright
• Grades
• Grants & Funding System Generated/Backend
• Common Core Banner
• Badges
• Key Selling Points/Program Differentiators
• Program Overview
• New to Program

Grants and Funding (please check applicable)

21st Century Community Learning Centers Enhancing Education through Technology

Title I Individuals with Disabilities Education Act

Title II Reading First

Title III Teaching America History

Teaching American History Instruction Improvement System

IDEA RTI

School Improvement Grants

Carl D. Perkins

Race to the Top

Striving Readers

EETT

Head Start

CC Banner (please check if applicable)

Common Core Banner

Badges (please check applicable)

Response to Intervention (RTI) Whiteboard Compatible (WBC)

SIOP English Language Learners (ELL)

Common Core State Standards Funding

21st Century Learners (P21) Digital Courseware STEM

Tag Line: System Generated/Populates from PMDB

Grade and Age Levels – Multi select (please check applicable) (A&I Only)

Birth – 3m Birth – 6m Birth – 9m Birth – 12m Birth – 18m Birth – 24m Birth – 30m Birth – 36m 4-year old 5-year old Pre-K 1st Grade

2nd Grade 3rd Grade 4th Grade 5th Grade

6th Grade 7th Grade 8th Grade 9th Grade

10th Grade 11th Grade 12th Grade GED

College Entrance Freshman College Teacher Certification

CEU Graduate School

Subjects – Multi select (please check applicable) (A&I Only)

Algebra 1 Algebra 2 AP Honors & Electives

Art/Music Career & Technical Education Digital Learning

ESL/ELL/ESOL Geometry I Geometry II

Language Arts Language Proficiency Professional Development

Reading Writing

Foreign Languages – Multi select (please check applicable) (A&I Only)

Arabic Chinese English German

Italian Latin Portuguese Russian

Spanish Sign Language

Formats – Select All (please check applicable) (A&I Only)

Online Paper/Pencil PDF Scan Telephone

Product is Administered– Select All (please check applicable) (A&I Only)

Group Individual Individual/Group Self-Administered

Completion Time – Dropdown (please check applicable) (A&I Only)

Days Hours Minutes

Qualification Level – Text Box (A&I Only)

[Needs Description]

Program Differentiators

(as approved by Steve Gross.)

List main 3 selling points for the program with supporting information.

Only the 3 main differentiators should be included.

Remember keep it short; it’s your elevator speech.

Sample:
OWL is a comprehensive Pre-K curriculum that prepares children for Kindergarten with ongoing assessment of research-based success predictors and playful, purposeful, and personalized instruction. OWL not only focuses on language and literacy, but integrates in all content areas including math, science, social studies, arts, physical development, and social-emotional skills.

• Children need an intense focus on vocabulary; OWL 2011 teaches over 100 words per week.
• Differentiation Dashboard provides point-of-use differentiated instruction and English Language
  Development Lessons to allow teachers to make Pre-K count for all children.
• Math instruction is critical in the early years; OWL 2011 is the only Pre-K curriculum to offer a double dose of math every day.

Program Overview

(If no information is provided the system will populate with info from PS.com.)

Include the instructional approach, big ideas behind the program and why they matter.

Sample:
Make Every Minute Count with Comprehensive Pre-K Curriculum

Opening the World of Learning (OWL) ©2011 is a comprehensive Pre-K curriculum, equitable in English and Spanish, that prepares children for Kindergarten with ongoing assessment of research-based success predictors and playful, purposeful, and personalized instruction.

New to the Program

(if applicable)

List new components and or highlight new features in the program.

For new components, include BBDs if not yet published.

Sample:
New Features

• enVisionMATH is the only math program that provides a Visual Learning Bridge in each lesson to clarify concepts. The clear, step-by-step visuals help children understand the lesson concept and connect interactive
• learning and practice.
• enVisionMATH is the first math program that completely synchronizes digital learning with classroom learning.
• enVisionMATH is a truly comprehensive self-contained program, removing the need to use resources from
• Other programs.

New Components

• Sound Spelling Wall Charts, BBD xx/xx
• Strategies for Word Analysis
• Writing Kit
• Six-Trait Writing Posters
• Amazing Word Poster

PROGRAM HOME PAGE - RIGHT NAVIGATION ITEMS

Includes:

• Contacts
• Helpful Links (Includes Subcategories)
• Assets
• Websites
• Conversations
• Related Programs
• Professional Development

Contacts

Include name, title, phone and email address for applicable contacts. Names will be hot linked to each contacts email address for easy access.

List of program contacts to include:

• Product Marketing
• Product Development
• Tech Support
• Implementation Support
• Lead Regional Contact
• Market Intelligence Taskforce (MIT)

Sample:
Carla Christenson
Director of Product Management
617-671-3611

Helpful Links (please indicate where each item should be linked.)

Include important website links:

• Conversations
• Social networking sites (NEO, Facebook, twitter, etc.)
• Assets
  Additional files to be uploaded for the reps to access easily. Could be information on: parent letters, available grant money, hot topics, or adoption calendars, etc.
• Websites
• pearsonschool.com program vanity URL or direct link to the program page for customers Other related Pearson websites (ELL, Common Core, 21st Century, etc.)
• Related Programs
• List other programs you can leverage with the program, including upsell/cross-sell resources, Spanish editions, ELL resources, etc. Note that only programs that can be linked to another Playbook page OR pearsonschool.com will be included.

Professional Development

List program-specific and related PD training courses.

Each title will link to a PD program page in the Playbook once available.

Mypearsontraining.com

PROGRAM HOMEPAGE – LEFT NAVIGATION ITEMS

Includes:

• Program Announcements
• Selling Strategies
• Sales Tools & Templates
• Marketing Copy
• Promotional Materials
• Sampling Options
• Competitive Landscape
• Delivery Format
• Technology Access
• Pricing & Field Operations
• Customer Training & PD
• Common Core
• Program Information
• Reports & Scoring
• Authors
• Components
• Customization
• Research & Efficacy
• Success Stories
• User Lists
• FAQ’s
• Internal Training
• Retired Products (A&I Only)

Program Announcements

[Needs Description]

Selling Strategies

Includes:

• Solution Story (Questioning Strategy)
• Audience
• Strategies & Tools (Rollover)
• Positioning (Situation Strategy)
• Pilots
• Cross Selling
• Business Units Collaboration

Solution Story (Formerly: Questioning Strategy)

Include guiding questions that will help the sales team better understand the customers’ issues/point of view.

Customer profile questions.

Product positioning questions.

Sample:
See enVisionMath Common Core

Do the programs that you are considering…

• Have a 2012 copyright and were written for the CCSS?
• Have authors that were directly involved in writing and reviewing the CCSS?
• Include the foundational research and efficacy studies to show that their programs work for all students?
  
• Require any supplemental materials to provide three Tiers of Intervention?
• Provide daily Problem-Based Interactive Learning
• Provide bar diagrams as visual tools to help students with problem solving?

Audience (A&I Only)

[Needs Description]

Audience

Benefits by Audience

Direct Buyer

Strategies & Tools (Formerly: Rollover)

Rollover Customers-Identify what program they are currently using. If it is Prentice Hall Literature 2010 or Prentice Hall Literature 2007, this is a unique opportunity to upsell them a transitional package including a National Overview and Implementation Guide and a Common Core Student Workbook package.

Positioning (Formerly: Situation Strategy)

[Needs Description]

Pilots

Provide reps with ways to pilot a particular program including free trials, demos and pilot timeframes. You should also include any “Getting Started” brochures or promotional materials that give more information. Be sure to include a contact person for the rep to reach out to with questions.

Cross Selling (A&I Only)

[Needs Description]

Business Unit Collaboration (please check applicable) (A&I Only)

Assessments for Learning Clinical Assessment Data Solutions

Digital Learning eCollege Evaluation Services

Higher Education K12 Solutions Knowledge Technologies

Learning Assessments Learning Teams National Services

Operations Organizational Quality Pearson North America

SAS (America’s Choice) School (Curriculum) School Systems

State Services Software & Technology Services

Talent Assessment Teacher Education & Development

Test, Measurement & Research Services

Sales Tools & Templates

Tools to help Account Executives present the program. Be sure to include ISBNs and or links to each asset from where they are stored SharePoint

Includes:

• Campaign in a Box
• Presentations
• Premiums
• Workshops/Events/Webinars
• Press Releases
• eBODs
• Media Assets
• Agenda

Campaign in a Box Materials

Find essential sales tools and promotional materials to jump-start your selling efforts. Check back often for updates and new postings. Items can be downloaded and/or ordered through the warehouse using ISBNs listed below. For other Promotional Materials, go to the Promotional Materials link on the left navigation bar.

Presentations

Include the most recent and successful presentations created by the marketing manager or the field. Should tell the program story with more visuals than words, include program branding and official Pearson branding throughout. Make sure presentations are updated regularly to match program updates and copyright changes.

Premiums

List relevant ISBNS or information on nice-to-have “gifts” to give out at workshops or visits.

Workshops/Events/Webinars

Identify ideal pieces to be used at workshops or local events. Should be specific to programs., i.e. not catalogs.

Press Releases

As press releases are written about a program, be sure to include the pdfs so reps can get the latest information regarding a recent event or happening. This could range from winning an award, a new partnership, or media coverage surrounding a product or event. Could be a nice piece of information for a rep to have in their back pocket.

eBODs

This section should include specific information for a rep to include in an EBOD so all the rep has to do is cut and paste and not worry about copywriting. Make it as easy as possible for them to deploy by providing “how to” instructions.

Media Assets

[Needs Description]

Agenda

[Needs Description]

Marketing Copy

[Needs Description]

Includes:

• Message Pillars
• Key Quotes
• 25 Word Description
• 50 Word Description
• 100 Word Description

Message Pillars (A&I Only)

[Needs Description]

Key Quotes (A&I Only)

[Needs Description]

25 Word Description (A&I Only)

[Needs Description]

50 Word Description (A&I Only)

[Needs Description]

100 Word Description (A&I Only)

[Needs Description]

Promotional Materials

[Needs Description]

Includes:

• Brochures
• Flyers
• Samplers
• Advertisements (Commercials)
• Posters
• Funding Slicks

Brochures

Flyers

Samplers

Tier 1 National Sample Packs

Advertisements (Formerly:Commercials)

[Needs Description]

Posters

[Needs Description]

Funding Slicks

Use for promotional materials related to Grants and Funding.

Sampling Options

Includes:

• Samples Description
• Sampaks
• Online Samples

Samples Description

Identify any demos, free trials, chapter samplers, or advanced copies available.

Sampaks

List available sampaks for each program along with ISBNS. Identify kit tiers such as Tier 1, Tier 2, or Tier 3 (presentation bag) so reps know sizing of kit and depth of program information.

Online Samples

Online samples like Authors and components will be fed from pearsononlinesampleing.com, Make sure that your program is properly represented there for content to display appropriately

Competitive Landscape

Includes:

• Competition
• Market Intelligence

Competition

For each competitor program, list weaknesses and strengths, and our response to their strength (why our program is still better.)

Link to additional documents for deeper competitive analysis

Sample:
See Miller & Levine Biology Competition

Market Intelligence

Include relevant background information on the market that relates to your program.

Sample:
See Miller & Levine Biology

In high school science, and particularly in Biology instruction, teachers love their subject matter and are quite comfortable presenting the content. They have at least an undergraduate degree and typically teach only their specialty discipline—content is king. In many cases however, what they are lacking is a way in which to engage today’s learners. They are using pedagogy that brought them to their fascination with Biology, and in many cases they are failing to bring biology to today’s learners. There is a specific need in the marketplace to make Biology more relevant to today’s student.

Delivery Format

[Needs Description]

Technology

Includes:

• Platform
• Access Information
• Demo Accounts
• System Requirements
• Tech Specs
• Support
• Installation Information
• DASH

Platform

Please list the platforms the program lives on, for instance:

SuccessNet

This digital program lives on SuccessNet, Pearson’s original learning management system that brings together assessment, dynamic instructional content, and student progress tracking to deliver digital curriculum programs and eTexts. Today Pearson SuccessNet hosts hundreds of digital curriculum programs and more than five million customers.

SuccessNet Plus

This digital program lives on SuccessNet Plus, Pearson’s newest learning management system. SuccessNet Plus is the first K-12 system to merge powerful learning management with Pearson’s proven curriculum and automatically personalize instruction for all students. This new kind of learning management offers assessment, planning, instruction and tracking deeply integrated with Pearson’s proven curriculum to create comprehensive and customizable programs.
For more information on SuccessNet Plus, visit

Please base your copy on one of the two options below, depending on if the program is on PSN or PSN+

SuccessNet

[OPTION 1: Technology Access Page for Products on SuccessNet]

SuccessNet Plus

[OPTION 2: Technology Access Page for Products on SuccessNet Plus]

Access Information

Please provide access information specific to the platform the program lives on:

SuccessNet

For an optimal experience using this program on SuccessNet, please check that your computer’s settings and installed software meet minimal operating requirements:

You may also run this diagnostic tool to confirm your system meets minimal operating requirements:

For technical support, visit

SuccessNet Plus

For an optimal experience using this program on SuccessNet Plus, please check that your computer’s settings and installed software meet minimal operating requirements:

For technical support, visit

Demo Accounts

Demo Accounts for Sales Reps (For INTERNAL USE Only) SuccessNet

Sales Reps may create sample teacher accounts to be used for demonstration purposes.

Demo Accounts for Customers SuccessNet

Customers may set up demo accounts for this program on SuccessNet. After registering, they will have full access to both the SuccessNet learning management system and a demo course that has been provided for this digital program. To create a customer demo account:

Demo Accounts for Sales Reps (INTERNAL USE Only) SuccessNet Plus

Sales Reps may create demo accounts that provide access to ALL published digital programs on SuccessNet Plus.
Access Registration
Enter School Code: 012345
Enter Organization Name: CG Sales School

Demo Accounts for Customers SuccessNet Plus

Customers may set up demo accounts for this program on SuccessNet Plus. After registering, they will have full access to both the SuccessNet Plus learning management system and a demo course that has been provided for this digital program.

System Requirements

[INSTRUCTIONS NEEDED] SN & SNP

Tech Specs

[INSTRUCTIONS NEEDED] SN & SNP

Support

[INSTRUCTIONS NEEDED] SN & SNP

Installation Information

[INSTRUCTIONS NEEDED] SN & SNP