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Wednesday, November 19th, 2008
Fourth Annual Michigan WorkKeys Conference
Macomb Community College
WorkKeys Distribution Channel 101
a.k.a. WorkKeys Test Site Options
Today’s Agenda• Components of the WorkKeys Distribution Channel:
TESTING SITES• Licensed Private testing sites
• Education/Government (Express Score, Internet, Batch Scoring)
• Business Direct (Express Score, Internet, Batch Scoring)
• Licensed WorkKeys Solutions Providers (WSPs)
ACT DIRECT SALES
• ACT Regional Managers (RMs)
• Comparing the Options:
• What type of testing site should I be?
• What delivery/scoring method should I use?
Comparing the Options: “What Should I Be?”
When determining what type of testing site license best fits your organization, consider the following key distinctions:
• Private: Do you only want to use WorkKeys to test your own constituency and/or testing paid for via government funding (no reselling)?
– Ex: Existing and/or prospective students at your school
– Ex: Job Seekers testing at your One-Stop, paid for with Government funding or by the individual
– Ex: Incumbent workers and/or pre-hires at your company
OR
• WorkKeys Solutions Provider (WSP): Do you want/need to resell to third parties paying for the tests (employers)?
– If so, are there identified opportunities in your area and champions in your organization that will poise you for success with WorkKeys in the WSP program?
Components of the WK Distribution ChannelTESTING SITES: Private WorkKeys Sites- Education/Government
– Licensed to test own constituency (ex: students or prospective students of a community college, a One-Stop doing government-funded testing for eligible clients, etc.).
– Not licensed/permitted to resell WorkKeys to employers and other third parties who pay for the test on behalf of individual examinees.
– Can also test walk-up examinees paying for tests themselves.
– Can integrate skills gap training and other value-added services.
– Annual license and/or initial set-up fees based on product access desired:• Express Score software: Annual license fee. Scan and score multiple choice WK on site with
same-day results. (note: Requires 3rd party scanner- not included)
• WorkKeys Internet Version: One-time set-up fee. Web-based access to 5 of the foundational WK titles & all 3 PSA titles.
• Batch Scoring: Pencil/Paper scoring done at ACT: No license fees. Fees for scoring based
on current price list in effect at the time of scoring. ~ 2 week total turnaround time.
– All pricing is at Education/Government rate for the assessments (as defined earlier)
– Private sites licensed for Express Score can store inventory on hand (for on-demand testing).
– Must adhere to ACT proctoring, test security, and other specified requirements.
Components of the WK Distribution Channel
TESTING SITES: Private WorkKeys Sites- Employers (“Business Direct”)
– Employers who license with ACT to “self-test” in-house (versus going to a WSP).
– Employer uses WorkKeys to test their own existing employees (incumbents) and/or prospective employees.
– Not licensed/not permitted to resell WorkKeys to other third parties who pay for the test on behalf of individual examinees.
– Employer manages all aspects and related operating costs of testing (administration, registration, scheduling, proctoring, score reporting, scanner, etc.).
– Employer pays for all license and/or set-up fees, as well as for scoring of the tests.
– Must adhere to proctoring, test security, and other specified requirements.
– Annual license and/or initial set-up fees based on product access desired (same as Ed/Gov)(Express Score, WorkKeys Internet Version, Batch Scoring)
– All assessment pricing is at the Retail (“list price”) rate.
– Private Business Direct Express Score sites can store inventory on hand (for on-demand testing).
Components of the WK Distribution ChannelTESTING SITES: The WorkKeys Solutions Provider network (WSP)
– Formerly the Value Added Reseller (VAR) network. Migration in process since Nov. 2007 announcement.
– Key focus: Licensed to resell WorkKeys to employers and other third parties who pay for the test on behalf of individual examinees.
– Main goal: To help drive employer use of WK in order to help strengthen the connections between individuals, employers, training organizations, educators, etc.
– WSPs can include two & four-year colleges, vocational and adult ed centers, one-stops, career centers or other government agencies. The WSP network includes both not-for-profit and for-profit entities.
– WSPs can test their own constituency (ex: students or prospective students of a community college WSP, a One-Stop WSP doing government-funded testing for eligible clients, etc.)
– WSPs can test walk-up individual examinees paying for tests themselves.
– WSPs can offer an “A to Z” full-solution for WorkKeys and related services. WSPs primary WorkKeys service offerings include:
• WorkKeys test administration• WorkKeys scoring services• WorkKeys score reporting
Many also integrate job profiling, skills gap training (KeyTrain and WIN) and other value-added services (such as career counseling, job placement, etc.).
Components of the WK Distribution ChannelTESTING SITES: WSPs (continued)
– WSPs sign a license/pay an annual license fee. Includes Express Score and WorkKeys Internet Version in order to provide the complete suite of WK assessments. Batch Scoring also available.
– WSPs must adhere to ACT proctoring, test security, and other specified requirements.
– The WSP program includes sales thresholds and incentives to reduce subsequent years’ license fees (based on market size and annual assessment sales performance).
– WSPs pay for tests once scored. WSPs get flexible 2-tier test pricing. The WSP’s cost for scoring of tests depends upon the type of examinee being assessed and the parties responsible for payment for the tests:
1- Education/Government Pricing- A WSP is eligible for this pricing when:
• The WSP is a K-12 or post-secondary educational institution testing its own students.• Examinee WorkKeys testing is paid for by government funds.• WSP is a local/state/federal government agency testing unemployed underemployed
individual examinee clients.• The WSP is using WorkKeys to test its own incumbent employees or pre-hires (such as a
WSP community college using WorkKeys to test potential new-hires for teaching positions).
Components of the WK Distribution ChannelTESTING SITES: WSPs (continued)
2- Business/Employer Pricing- A WSP is eligible for this pricing when:• Examinee WorkKeys testing is paid for by an employer (or other non-government
funded third party). Includes pre-hire screening/selection, incumbent skill level
testing, etc.
If the employer is paying for the tests, the Business/Employer pricing applies.(NOTE: Both the Edu/Gov and WSP Business pricing are lower than the Retail rate)
– WSPs can store Paper/Pencil materials inventory on site. Allows for on-demand Paper/Pencil testing.
– WSPs can add up to four (4) Satellites for no extra fee under their license. Must be affiliated entities (ex: secondary campus of a community college).
– WSP sites are listed on the public ACT WSP lookup website. (Zip code & state searches)
– WSPs receive an annual hardcopy marketing materials allowance.
– Secure dedicated WSP Resource Center website: Has electronic downloadable versions of all marketing pieces, important updates, commonly-used ACT links, case studies, user’s guides, articles, an ACT Contact listing and more.
– ACT Regional Managers are assigned to WSPs based on location (more on this later)
Components of the WK Distribution ChannelTESTING SITES: WSPs (continued)
WSP membership requires consideration of clearly identified local area market opportunities and internal resources to promote the WorkKeys system. This poises the WSP for success in order to
meet/exceed sales thresholds, cover costs, create revenue streams, etc.
Components of the WK Distribution ChannelACT DIRECT SALES: REGIONAL MANAGERS (RMs)
– Currently 7 ACT-employed Regional Managers across the United States
– The RMs work with employers, educational entities, government-funded organizations, state and regional certificate programs, etc.
– Goal: Generating and servicing WorkKeys business in their regions
– The RMs are not in competition with WSPs and/or other Private testing sites. They are measured in part on WorkKeys performance in their regions regardless of the source.
• In other words, a testing site’s success is a Regional Manager’s success.• A collaborative process with distribution channel members is part of the RMs’ expectations.
– Every WSP has a Regional Manager assigned to them based on their location. Their support can include:
• Collaborating with WSPs on sales opportunities and presentations as feasible.• Providing WSPs with relevant references from other ACT clients as
permissible.• Providing best practices, tips and tools to help WSPs improve the effectiveness
of their WorkKeys system marketing.• Providing collateral for co-presentations as feasible, as well as guidelines for
when and how to use the various materials.
Comparing the Options Revisited: “What Should I Be?”
When determining what type of testing site license best fits your organization, consider the following key distinctions:
• Private: Do you only want to use WorkKeys to test your own constituency and/or testing paid for via government funding (no reselling)?
– Ex: Existing and/or prospective students at your school
– Ex: Job Seekers testing at your One-Stop, paid for with Government funding or by the individual
– Ex: Incumbent workers and/or pre-hires at your company
OR
• WorkKeys Solutions Provider (WSP): Do you want/need to resell to third parties paying for the tests (employers)?
– If so, are there identified opportunities in your area and champions in your organization that will poise you for success with WorkKeys in the WSP program?
Comparing the Options: “What Should I Use?”When determining what type of test delivery method best fits your organization, consider the following options and questions. Private sites can select one or both of the following options. WSPs get access to both as part of their annual license fee.
Pencil/Paper Options: Do you want/need to test via Pencil/Paper?
Express Score (Pencil/Paper on-site scanning and scoring of WK Multiple Choice tests)
– Do you need on-hand inventory and fast turnaround for scoring? • If so, do you have (or can you purchase) a compliant scanner (~$3-6K)?
Batch Scoring (Pencil/Paper answer folders sent to ACT for scoring)*– If fast turnaround for scoring is not a critical factor and you do not need on-hand
inventory (event-based testing, etc.)
WK Internet Version: (Online testing for 5 of 9 foundational WK tests and all Personal Skills tests)
•Do you have computer testing capacity (and compliant PCs/bandwidth) for your testing needs?•Do you want/need the portability that Internet Version affords (no paper, portable URLs)?•Do you want/need the Personal Skills assessments (Internet version only)?
Use Multiple Methods:•Do you want/need to use the Teamwork or Observation tests? (currently P/P only)•Do you want/need to be able to offer both P/P and Internet testing options?
* Note: The Listening and Writing constructed response WK tests must always be sent to ACT for scoring. Neither Express Score nor Internet Version are used for these tests
WorkKeys Testing Site Options: Summary Matrix
QUESTIONS?
LINKS and CONTACT INFOPlease contact us to discuss any of the testing site options or other
information presented today:
Call: 1-800-WORKKEY
(1-800-967-5539)
E-mail: [email protected]
Find a WSP: http://www.act.org/workkeys/locations.html
General WorkKeys info: http://www.workkeys.com
Larry Miller- ACT Director of Distribution
319.341.2482
