motorola partnerselect channel program
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Motorola PartnerSelect Channel Program. Going To Market with Motorola EMb. Agenda. Motorola Symbol Corporate Review / Introduction Enterprise Mobility Portfolio Market Snapshot Program Overview Government Solutions Promotion. Motorola Symbol. Motorola Corporate Picture. - PowerPoint PPT PresentationTRANSCRIPT
Motorola PartnerSelect Channel ProgramGoing To Market with Motorola EMb
Proprietary & Confidential MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2009 2
Agenda
• Motorola Symbol Corporate Review / Introduction
• Enterprise Mobility Portfolio
• Market Snapshot
• Program Overview
• Government Solutions Promotion
Motorola Symbol
Proprietary & Confidential MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2009 4
Motorola Corporate Picture
Enterprise Mobility Solutions (’07 Net Sales - $8B):
•analog and digital two-way radio
•Symbol Enterprise Mobility Business **
•wireless broadband systems and end-to-end enterprise mobility solutions
Home and Networks Mobility (’07 Net Sales - $10B):
•digital video and broadcast network interactive set-tops, end-to-end video delivery solutions
•data and voice customer premise equipment to cable television and telecom service providers
•cellular infrastructure and wireless broadband systems to wireless service providers
Mobile Devices (’07 Net Sales - $19B)
•wireless handsets (phones) with integrated software and accessory products
Proprietary & Confidential MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2009 5
CanopyMESH Wi-Fi
Mobile Office Mobile ComputingData CaptureRadios
IP Backhaul
ManageThe seamless flow of information with exceptional efficiency and security
MoveInformation instantaneously to and from the point of greatest impact
CaptureInformation in real time, at thepoint of business activity
RFID
Motorola Services MSP
Rugged PC’s
Combined Portfolio Leadership for Government Mobility Solutions
Proprietary & Confidential MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2009 6
Motorola Symbol PartnerSelect Program has been named a 5-Star Partner Program by VARBusiness magazine for fifth straight year
Each year, VARBusiness revisits how it awards the 5-Star rating, given to vendors that have the most comprehensive channel offerings for their particular markets and technology sets. http://www.crn.com/it-channel/197801585
More than 230 vendors applied for the honor - only 65 made the cut!
Symbol Channel Leadership
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Motorola Symbol Market Leadership
42.3%Market Leader
Over 1M MC9000 Sold
Source: VDC, Enterprise Mobility Service (August 2007)
20%Market Leader
Recognized as leading Visionary by Gartner in latest Magic Quadrant
Source: VDC, RFID Planning Service (September 2007)
#1 in Two-wayRadios forBusiness
Strong MarketPosition
27%Market Leader
Source: VDC, AIDC Planning Service (July 2007)
Over 1M LS2208 Sold
in WirelessBroadband
#1 Market Leader in Push Email
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New view of Motorola channels
BusinessRadio
ChannelPartners
Two-wayRadio
DealersChannelPartners
Program
WirelessBroadband
ChannelPartners
Motorola Authorized Channel Partner
End Customer
Motorola
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…Our place in the organization…
Enterprise Mobility Solutions (’07 Net Sales - $8B):
•analog and digital two-way radio
•Symbol Enterprise Mobility Business **
•wireless broadband systems and end-to-end enterprise mobility solutions
Home and Networks Mobility (’07 Net Sales - $10B):
•digital video and broadcast network interactive set-tops, end-to-end video delivery solutions
•data and voice customer premise equipment to cable television and telecom service providers
•cellular infrastructure and wireless broadband systems to wireless service providers
Mobile Devices (’07 Net Sales - $19B)
•wireless handsets (phones) with integrated software and accessory products Enterprise Mobility Solutions Segment:
Symbol Enterprise Mobility Business (EMb)
Government & Public Safety Sales & Channel Support • 8 Emerging Technologies & Solutions Mobility Consultants
• 3 Government Channel Account Managers
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Sales Support Teams
Government Markets CustomersS&L and Federal
DemandGenerationDeal Closure
Channel PartnersAR, BP, SP, PBP, PSP,
GAR, GBP, PGBPISVs
(Part of PartnerSelect)
ET&S SalesSME Sales Team(Part of G&PS)
NAMGAM
Government Sales(Part of G&PS)
Channel PartnerRelationshipChannel ConflictManagement
Channel AccountManager(Part of EMB)
TechnicalSales SupportEng Support
Channel TechSales
(Part of G&PS)
EMB ManagedPartners
GovernmentChannel Account
Manager(Part of G&PS)
G&PS Managed Partners
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T1T1
ET&S Mobility SC: Tim AdlingtonEMb SLG CAM: Brian Radmer
Motorola ET&S Sales & Channel Coverage
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T8T8
T7T7
T5T5
T6T6 T4T4
T3T3
T2T2
ET&S Mobility SC: Lee BlackEMb SLG CAM: Brian Radmer
ET&S Mobility SC: Troy DarringtonEMb SLG CAM: Francesca Salamone
ET&S Mobility SC: Rex HerronEMb SLG CAM: Francesca Salamone
ET&S Mobility SC: Sam DigirolamoEMb SLG CAM: Brian Radmer
ET&S Mobility SC: Mike ShlaskoEMb SLG CAM: Ron Cimo
ET&S Mobility SC: Rich DoyleEMb SLG CAM: Ron Cimo
ET&S Mobility SC: Glenn MintzEMb SLG CAM: Ron Cimo
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CanopyMESH WLAN
TEAM
Mobile Office Mobile ComputingData CaptureRadios
IP Backhaul
ManageThe seamless flow of information with exceptional efficiency and security
MoveInformation instantaneously to and from the point of greatest impact
CaptureInformation in real time, at thepoint of business activity
RFID
Motorola Services MSP
Rugged PC’s
PartnerSelect Symbol EMb Portfolio
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GEN2 EPC RFID Portfolio
RFID Technologies and Capabilities Vary WidelyWe are the Market Leader in EPC RFID
EPC (Electronic Product Code)Lowest Cost, Passive (No Battery), Typical Read Range 15’, Limited
Data CapacityCost Effective Solution for Tracking Inventory through a Portal,
Assets at close Range, People SHOWING ID or WristbandOften used in conjunction with Bar Codes
Motorola products include Fixed and Mobile RFID readers and some specialized tags
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•RFS6000
•WS2000
•RFS7000• Wireless Switches
• Headquarters – RFS7000 (L3, 256 APs per switch)
• Medium-Large Enterprise – RFS6000 (L3, 48 APs per switch)
• SMB/Branch office – WS2000 (Network-in-a –box)
• Lightweight and Full Function Access Points• Lightweight – AP300
• Full Function – AP-5131 (supports mesh)
• Outdoor – AP-5181 (supports mesh)•AP300•(Thin)
•AP-5131/7131(Thick, Mesh)
•AP-5181(Thick, Outdoors)
•CB3000
•LA-51X7
• Client Products• Client Access – LA-51X7 (compact flash)
• Client Bridge – CB3000
• RF Management Suite• LANPlanner Module– Network design, site survey
• MSP - Configuration Management
• RF Management Module – Troubleshooting, Locationing
• Wireless Intrusion Prevention Module – Security, Compliance •LANPlanner •MSP
Enterprise WLAN Portfolio
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Handheld Mobile Computing Product Portfolio
VC5000Forklift
Computer
MC3000TR Gun802.11
MC9090I-Safe//RFiD
Industrial MCEnterprise MC Application Specific
WT4000Wearable
MC3000TR802.11WM6.1Mid
Market
Value
Premium
MC75802.11HSDPAEVDO-A
GPSCamera
MC55802.11EGPRS
GPS VC6096In-VehicleComputer
MC70802.11EGPRSEVDOGPS
CA50
Patriot802.11/HSDPA
MC35802.11EDGE
MC909x802.11 / EDGE / iDEN
Proprietary & Confidential MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2009 17
Market Position (%)Vendor
26.7%
5.4%
2.5%
2.7%
Vendor
11.3%
2002
28.3%
5.7%
3.1%
2.5%
13.0%
2003
31.1%
5.6%
3.0%
3.1%
11.0%
2004
33.3%
6.0%
4.1%
4.2%
12.4%
2005
38.0%*
6.0%
3.8%
4.3%
10.9%
2006
42.3%*
6.4%
3.6%
3.7%
10.3%
2007
Note: Includes legacy Motorola products
MC WW Market Position, 2002 – 2007
Source: Motorola EMb Market Intelligence
Proprietary & Confidential MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2009 18
Total Addressable Market Key Drivers
Field-based applications drive the market
Growth emerging in life sciences, government and services sectors
Manufacturing, T & L and retail drive the market
OEM and international expansion remains strong
Imaging emergence2009E 2010E 2011E
$3.9B$4.2B
$4.5B
$4.9B
6.8%
7.6%
8.0%
5.6%
2008E
CAGR 7.5%
2005
$3.0B
2006
$3.2B
2007
$3.7B
7.3%
15.5%
MC Global Market Opportunity
Mobile Computing
Source: Motorola EMb Market Intelligence
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U.S./Canada Product 2007 TAMState/Local Government
Source: Motorola EMb Market Intelligence
$60
$33
$10
$66
MCD (Industrial + Commercial) ADC RFID WID
Total TAM$169 million
(in millions)
MCD ADC RFID EWLAN
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U.S./Canada Application 2007 TAMS & L Government Breakdown
Source: Motorola EMb Market Intelligence
(in millions)
$24
$24
$24
$22
$22
$20
$15
$11
$4
$7
Scheduling / Dispatching
Asset Tracking
Records Checkup/Management
Command / Control / Comms
Ticketing / Citation
Crime Scene Imaging/Investigation
Warehouse Management
Fleet Repair/Maintenance
Access Control
Other
PartnerSelect Structure
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PartnerSelect Ecosystem
Meets customer
needs through deployment
and hardware integration services, product
availability and on-time delivery
Provides cross-
industry application solutions
and integration
and/or professional
services
Develops, markets,
productizes and sells software
applications based on
technology or industry-specific
expertise. No desire to resell
hardware.
Covers SMB/SME, SOHO, and emerging markets
Covers cross- industry and drives brand preference
Drives vertical market
penetration
Drives incremental revenue in vertical & emerging markets
Applies vertical
expertise in re-engineering
business processes
through application
software and/or
professional services
Serves as efficient route to market for small and
medium-sized businesses
(Select partners only; North America
only)
Leverages broad reach to
penetrate SMB market
Provides order management,
logistics, technical support,
services sales support and more to non-
direct partners; limited support
to direct partners
Turn EMb channel
strategy into revenue
Leverages expertise in
selling solutions to
federal, state and local
government
(U.S. only)
Draws on expertise in addressing gov’t sector challenges
Authorized Reseller
Business Partner
Solution Partner
ISVDirect
Marketer VADGovernment
Reseller
Value-Added Resellers (VARs)
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Tiered Structure: VARs
Open Market
Limited access to products
Authorized ResellersProgram entry point
Business Partners & Solution PartnersRequires greater investment; allows access to a greater range of Motorola Enterprise Mobility business resources
Premier-level PartnersRequires greatest investment; allows access to full range of Motorola Enterprise Mobility business resources
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Tiered Structure: ISVs
ISV LevelProgram entry point
Premier ISV (PISV) LevelRequires greater investment; allows access to a greater range of Motorola Enterprise Mobility business resources
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Tiered Structure: Government Resellers
Open Market
Limited access to products
Gov’t ResellersPartnerSelect Program entry point
Premier Government PartnerRequires greatest investment; allows access to full range of Motorola Enterprise Mobility business resources
Government Reseller (GR)
Premier Government Partner (PGP)
GovernmentPartner (GP)
Increased Investment, Increased Benefits
OPEN MARKET
Government PartnerRequires greater investment; allows access to a greater range of Motorola Enterprise Mobility business resources
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Partner MX
Partner Planning
Partner Locator
MDF Programs
PartnerLeads
Partner IQ
Solution Builder
PartnerWizard
Executive Briefings
Mobile Briefings
Webinars PartnerAdvantage
PartnerSelect Benefits OverviewTechnical Support
Developer Zone
TechForums
Developer’s Kitchen
Solution Center
Tech-Talk Webinars
Demo Programs
Early Adopter Program
Partner Training
PartnerSolution CD
Communications
Channel Gram
Partner Hallway
Partner Satisfaction Survey
Partner Road Shows
Channel Development Specialists
*Technology Advisory Council
*Partner Conference
*Partner Advisory Comm.
Sales and Marketing Services
Services Webinar
Single Point of Contact
Services Exec Briefings
Proprietary & Confidential MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2009 27
Addressing Customer Needs
Today’s customers are looking for end-to-end enterprise mobility solutions:
Hardware + Application + Integration + Services + Pre- and Post-Sales Support
The PartnerSelect Program is composed of all the different types of partners critical to meeting customers’ complex enterprise mobility needs
Through a carefully designed set of program tracks, Motorola:
• Recognizes and rewards the unique value-add of different kinds of partner business models
• Provides the benefits most critical to different kinds of partners
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Mobility Sales Ecosystem
PartnerPartner
MotorolaMotorolaCarrierCarrier
End User
Carrier• Network Services• Network Security• Activation• Rate Plan• WAN solutions expertise
• Lead generation• Significant influence
Motorola• Solutions Expertise• Converged mobile computing
• Comprehensive Services
• Sales Support: ET&S, GCAM
Partner• Consulting & solutions expertise
• Integration• Mobile application• Hardware• Staging
Other Potential:• Good• Moto Handsets• Moto ISVs• Carrier ISVs
DistributorDistributor
Distributor•BlueStar
Government Solutions Promotion
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Government Solutions Promotion
Objective – Grow your business and increase your average sales size within the Government Market– Work with Government focused ISVs to increase customer and market penetration– Develop promotional strategies position partners in competitive selling situations
Strategy– Provide a program for partners that provides a competitive platform for targeted segments – Provides an easy-to-sell bundle to help facilitate the sale– Create solution promotions around 5 key targeted application segments
Program PeriodJanuary 1, 2009 – April 30, 2009
Focus Products– MC50– MC70– MC75– MC909x– RFID – fixed/mobile– ADC (LS-DS) & – WLAN– MSP– Service– Accessories
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First Response and Accountability
+
+
+
Commanders struggle to track resourcesPen-and-paper check-in creates bottlenecksCritical information inaccessible to command centers, hospitals
The Challenge: Manual accountability at incident
site
The Challenge: manual accountability at incident site
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First Response and Accountability
Ensure overall scene and personnel safetyImprove management of on-scene resources
Track victims from incident scene to point of care
+
+
+
The Solution: Improve incident response with mobility
The Solution: Improve incident response with
mobility
The Challenge: Manual accountability at incident
site
Improve scene visibility with video sharing+
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First Response and Accountability
MC50, 70, 75 & MC909X Handheld Mobile Computers (12%)RFID Fixed / Mobile (12%)+
+
Featured Products
Featured ProductsThe Solution: Improve incident response with
mobility
The Challenge: Manual accountability at incident
site
+ WLAN Switches / APs (12%)
+ Accessories (12%)
+ SFS (5%)
Proprietary & Confidential MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2009 34
eCitation / Code Enforcement
+
+
+
Millions of revenue dollars lost due to errors
Reduced officer productivity
Lengthy and expensive processing
The Challenge: Accuracy and cost of a written
citation
The Challenge: Accuracy and cost of a written citation
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eCitation / Code Enforcement
Increase citation revenue and collection speedSignificantly reduce citation errors
Boost productivity and raise service levels
+
+
+
The Solution: Automate citations with handheld computing
The Solution: Automate citations with handheld
computing
The Challenge: Accuracy and cost of a written
citation
Increase job satisfaction+
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eCitation / Code Enforcement
MC70, 75 & 909X-K/S Rugged Handheld Mobile Computers (15%)
+
Featured Products
Featured ProductsThe Solution: Automate citations with handheld
computing
The Challenge: Accuracy and cost of a written
citation
Accessories (15%)+
SFS (5%)+
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Asset Management
+
+
+
Varied assets: vehicles, radios, containers, storage locations, office supplies…Time-consuming to locate, not easily accessible
Many opportunities for errors
The Challenge: Cost-effective maintenance of accurate asset records
The Challenge: Cost-effective maintenance of accurate asset records
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Asset Management
+
+
+
Automated collection of asset mgt data
Improved productivity with fewer data errors
More timely inspection and maintenance, helping to extend asset lifecycle
The Challenge: Cost-effective maintenance of accurate asset records
The Solution: A mobility solution integrated with your back-end ERP or asset mgt systems
The Solution: Automate data capture with
handheld computers
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Asset Management
MC50, 70, 75 & 909x Handheld Mobile Computer (12%)RFID Fixed / Mobile (12%)
+
+
Featured Products
Featured ProductsThe Solution: Automate
data capture with handheld computers
The Challenge: Cost-effective maintenance of accurate asset records
+
+
+
WLAN Switches / APs (12%)
ADC (LS / DS) (12%)
MSP (Stage, Provision, Control) (12%)
+ Accessories (12%)
+ SFS (5%)
Proprietary & Confidential MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2009 40
Mobile Data Access
+
+
+
Police & security in the field relay on available information to make instant decisionsAccess S&L, Federal informational databases as needed Need to maximize existing resources and personnel – increase effectiveness
The Challenge: Need for Increasing public safety-
access to back end databases
The Challenge: Personnel need to access critical information anywhere
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Improved productivity and safety for officers and citizensImproved field-level intelligence for better on-the-job effectiveness
Better in-the-moment decision-making
+
+
+
The Solution: Let wireless mobile computing expand your access critical information
The Solution: Provide real-time access to back end databases
in the hands of mobile personnel
Reduce capitol and operations costs though deployment of a converged device
+
Mobile Data Access
The Challenge: Need for Increasing public safety
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The Solution: Provide real-time access to back end databases
in the hands of mobile personnel
Mobile Data Access
The Challenge: Need for Increasing public safety
MC70 & 75 Rugged Handheld Mobile Computer (12%)
Accessories (12%)+
+
Featured Products
Featured Products
SFS (5%)+
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Inspections / Maintenance
+
+
+
Worker productivity is reduced due to time it takes to complete paperwork
Manual systems are prone to errors
Service levels are reduced due to time consuming manual administration
The Challenge: Need for Increase efficiency and effectiveness of field-
based personnel
The Challenge: High cost / inefficiency of paper-based
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Improved productivity and capacity
Real-time information for more prompt response
Improved data accuracy and level of service
+
+
+
The Solution: With a mobile computing workers spend more time in the field performing critical tasks and less time doing paperwork
The Solution: Mobility solutions allow workers to spend more time in the field and on-the-job then in
the office
Improved citizen safety+
Inspections & Maintenance
The Challenge: Need to increase the efficiency
and effectiveness of field-based personnel
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The Solution: Provide real-time access to back end databases
in the hands of mobile personnel
Inspections & Maintenance
The Challenge: Need to increase the efficiency
and effectiveness of field-based personnel
MC70, 75 & 909x-K/S Handheld Mobile Computer (12%)
+
Featured Products
+ MSP (Stage, Provision, Control) (12%)
+ Accessories (12%)
Featured Products
+ SFS (5%)
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Thank You!
PartnerSelect Requirements
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PartnerSelect Requirements
NALA: VARs
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Membership Requirements NALA VARs
Membership Requirements AR BP PBP
Mixed Model and Services Evaluation
No “Mixed Model” Sales
Repair/Break Fix Operations1
NEW Partners and Authorized Resellers:
Revenue2 generated from the operation of a Repair/Break-Fix service (in total on all Manufacturers’ equipment), as a % of total revenue, not to exceed:
10% 10% 10%
Revenue2 generated from the operation of a Repair/Break-Fix service, specifically on Motorola Enterprise Mobility equipment, as a % of total revenue, not to exceed:
0%3 0%3 0%3
EXISTING Partners and Authorized Resellers:
Revenue2 generated from the operation of a Repair/Break-Fix service, specifically on Motorola Enterprise Mobility equipment, as a % of total revenue, not to exceed:
0%3 0%3 0%3
1 Motorola Enterprise Mobility Services and Channel Operations should be contacted in situations where the Motorola Enterprise Mobility business may not have adequate Repair/Break-Fix coverage in certain countries/geographies and a partner under consideration exceeds the thresholds. 2 Includes revenue generated by any wholly/partially-owned subsidiary and/or affiliate. 3 Existing PartnerSelect Partners’ and Authorized Resellers’ operations will be periodically reviewed to ensure that not-to-exceed thresholds are maintained.
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Membership Requirements NALA VARs
Membership Requirements AR BP PBP
Sale of “Not New” Equipment1
NEW Partners and Authorized Resellers:
Revenue2 associated with the sale of “Not New” equipment (in total for all Manufacturers’ equipment), as a % of total revenue, not to exceed: 15% 15% 3%
Revenue2 associated with the sale of “Not New” Motorola Enterprise Mobility equipment as a % of total revenue, not to exceed:
0%3 0%3 0%3
EXISTING Partners and Authorized Resellers:
Revenue2 associated with the sale of “Not New” Motorola Enterprise Mobility equipment as a % of total revenue, not to exceed:
0%3 0%3 0%3
Business Model Assessment
Final Score --4 Score < 10 points
Score > 10 points
1 “Non-refurbished” trade-in products and demo equipment after six months from purchase date are excluded and may be sold as “used,” not as refurbished or new. 2 Includes revenue generated by any wholly/partially-owned subsidiary and/or affiliate. 3 Existing PartnerSelect Partners’ and Authorized Resellers’ operations will be periodically reviewed to ensure that not-to-exceed thresholds are maintained. 4 When AR’s Certification, Contribution, Commitment and Customer Support Services meet the minimum requirements for track membership, their business model will then be evaluated and they will be placed into the appropriate Business Partner or Solution Partner track.
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Certification & Education Requirements NALA VARs
Certification Requirements1 AR BP PBP SP PSP
Sales Certifications 0 2 4 2 4
Technical Certifications 0 2 4 2 4
1 Partners have the flexibility to spread out the requirement among as many students as they desire. One additional Sales Certification and one additional Technical Certification are required for every $20M of Motorola Enterprise Mobility business revenue above the membership level’s base revenue threshold.
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Contribution Requirements NALA VARs
Contribution Requirements AR BP PBP SP PSP
Annual Revenue/Influence1 Target & Performance (USD)
United States $5K $1M $6M $500K $3M
Latin America (local partners only) 2 $5K $250K $1.5M $250K $1.5M
Canada (local partnersonly) 2 $5K $500K $3M $250K $1.5M
1 Influence relevant only to Solution Partner Track.
2 Thresholds apply as long as 85% of the revenue/influence is within the geography.
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Commitment Requirements NALA VARs
Commitment Requirements AR BP PBP SP PSP
Current Member Profile
Current Application Form Terms & Conditions or Contract, as required
Business Plan - Motorola Enterprise Mobility Services Revenue1 Goal of 7%
--1
Marketing Plan
Sales-out Data (End-user sales-out data per specification required upfront at time of purchase)
Monthly Forecast
Primary Selling Method is Face-to Face
Dedicated Business Development Resource
1 Motorola Enterprise Mobility Services revenue is defined as revenue generated from the sale of Motorola Enterprise Mobility customer support service contracts and/or Advanced Services (new and renewals) as a % of Motorola Enterprise Mobility hardware sold. All PartnerSelect members including ARs should strive to achieve this goal; progress will be reviewed quarterly.
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Customer Support Services Requirements NALA VARs
Customer Support Services Requirements AR BP PBP SP PSP
Level I Help Desk Support(Pre- and Post-Sales)
8 x 5 8 x 5 8 x 5 8 x 5 8 x 5
Call Management or Call Tracking System --
Guaranteed Call Back 8 Hrs 4 Hrs 4 Hrs 4 Hrs 4 Hrs
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PartnerSelect Requirements
NALA: Government Resellers
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Membership Requirements NALA Government Resellers
Membership Requirements GR GP PGP
Business Model Evaluation
Government Focus
The entity1 must obtain 75% or more of its total annual revenue from the government sector: U.S. Federal, State and/or Local
A majority of the entity’s1 business must be focused on and support government programs/bids
Major operations and/or headquarters are in proximity to government centers
Business Model
No “mixed model” sales2 subject to a prime/subcontract federal scenario
- Outsourcing/teaming agreements with holders of contract vehicles such as GSA (provided they are PartnerSelect members in good standing) will be allowed within the program, subject to Motorola Enterprise Mobility business sign-off.
GSA schedule may be required3
1 May also apply to a distinctive business unit or division dedicated to government sales with separate financial and accounting systems. 2 All Motorola Enterprise Mobility business product sales must be made to end users only; subject to local law and the prime/subcontract scenarios (and provided both prime and sub are PartnerSelect members in good standing), product sales to/through distributors, resellers, business partners, solution partners, agents, catalog wholesalers, direct marketers or any party that resells to end users is prohibited. 3 In the case where it is needed, a Letter of Supply (LOS) is required from the Motorola Enterprise Mobility business or a Motorola PartnerSelect distributor.
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Membership Requirements NALA Government Resellers
Membership Requirements GR GP PGP
Services Evaluation
Repair/Break-Fix Operations1
New Members:
• Revenue2 generated from the operation of a Repair/Break-Fix service (in total on all Manufacturers’ equipment), as a % of total revenue, not to exceed:
10% 10% 10%
• Revenue2 generated from the operation of a Repair/Break-Fix service, specifically on Motorola enterprise mobility equipment, as a % of total revenue, not to exceed:
0%3 0%3 0%3
Existing Members:
• Revenue2 generated from the operation of a Repair/Break-Fix service, specifically on Motorola enterprise mobility equipment, as a % of total revenue, not to exceed:
0%3 0%3 0%3
1 Enterprise Mobility Services and Channel Operations should be contacted in situations where Motorola may not have adequate repair/Break-Fix coverage in certain countries/geographies and a partner under consideration exceeds the thresholds.
2 Includes revenue generated by any wholly/partially-owned subsidiary and/or affiliate, or any other business unit within the member’s organization.3 Existing members’ operations will be periodically reviewed to ensure that not-to-exceed thresholds are maintained.
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Membership Requirements NALA Government Resellers
Membership Requirements GR GP PGP
Services Evaluation
Sale of “Not New” Equipment1
New Members:
• Revenue2 associated with the sale of “Not New” equipment (in total for all Manufacturers’ equipment), as a % of total revenue, not to exceed:
15% 15% 3%
• Revenue2 associated with the sale of “Not New” Motorola enterprise mobility equipment as a % of total revenue, not to exceed: 0%3 0%3 0%3
Existing Members
• Revenue2 associated with the sale of “Not New” Motorola enterprise mobility equipment as a % of total revenue, not to exceed: 0%3 0%3 0%3
1 “Non-refurbished” trade-in products and demo equipment after six months from purchase date are excluded and may be sold as “used,” not as
refurbished or new. 2 Includes revenue generated by any wholly/partially-owned subsidiary and/or affiliate, or any other business unit within the member’s organization.
3 Existing members’ operations will be periodically reviewed to ensure that not-to-exceed thresholds are maintained.
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Certification & Education Requirements NALA Government Resellers
Certification Requirements1 GR GP PGP
Sales Certifications 0 2 4
Technical Certifications 0 2 4
1 Certification requirements can be met by passing any combination of Platform Certification and/or Product-Specific Certification exams. Partners have the flexibility to spread out the requirement among as many students as they desire. One additional Sales Certification and one additional Technical Certification are required for every $20M of Motorola Enterprise Mobility business revenue above the membership level’s
base revenue threshold.
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Contribution Requirements NALA Government Resellers
Contribution Requirements GR GP PGP
Annual Revenue Target & Performance (US $)
United States $ 100K $ 500K$3M (2007)$4M (2008)
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Commitment Requirements NALA Government Resellers
Commitment Requirements GR GP PGP
Current Member Profile
Current Application Form Terms & Conditions or Contract, as required
Business Plan1 - Motorola Enterprise Mobility Services Revenue2 Goal of 7%
2
Marketing Plan
Sales-out Data (End-user sales-out data per specification required upfront at time of purchase)
Monthly Forecast
Primary Selling Method is Face-to-Face
Dedicated Business Development Resource
1 Business Plan should be completed using the online CHAMP Business Planning Tool, available through the Partner Gateway.
2 Motorola Enterprise Mobility Services revenue is defined as the revenue generated from the sale of Motorola Enterprise Mobility customer support service contracts and/or Advanced Services (new and renewals) as a percentage of Motorola Enterprise Mobility hardware sold. All
PartnerSelect members including GRs should strive to achieve this goal; progress will be reviewed quarterly.
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Customer Support Services Requirements NALA Government Resellers
Customer Support Services Requirements GR GP PGP
Level I Help Desk Support(Pre- and Post-Sales)
8 x 5 8 x 5 8 x 5
Call Management or Call Tracking System
Guaranteed Call Back 8 Hrs 4 Hrs 4 Hrs
PartnerSelect Benefits
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Business Relationship Benefits
Business Relationship Benefits
Motorola Enterprise Mobility Business Relationship1(Terms and Conditions)
Definition of the relationship between Motorola and the partner
Purchase & Fulfillment Path for acquisition of Motorola products
Product Access Alignment of Motorola products with the most appropriate channels to market
Pricing Source of pricing depending on partner level
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Business Relationship Benefits
Business Relationship Benefits
Solution Rewards
Program providing a financial incentive to create demand for Motorola products and servicesRewards partners for driving leads even when they don’t transact the sale; encourages partner collaboration
Carrier Advantage Program (U.S. only)
Program that enables members to offer an all-in-one wireless solution through activation with leading carriersDrives sales and additional revenue
Solution Promotions and Incentives
Targeted sales force incentives, back-end rebates or upfront incentives on select products, services or solutionsHelps to increase sales for target markets or key products
SalesPower2Point-based online incentive program that rewards partner companies and/or individual partner associates for selling select productsHelps to increase sales
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Relationship Enablement Benefits
Relationship Enablement Benefits
Partner Communications
Welcome LetterProgram introduction featuring orientation information for new partnersHelps members learn about program resources and get the information they need to get started
Partner Interaction Center (PIC)
Call center that helps members take advantage of PartnerSelect Program resources and answers partner queriesReduces member training/support costs, maximizes member readiness
PartnerSelect ChannelGram
Bi-weekly e-newsletter for PartnerSelect members featuring product news, program announcements and eventsInforms members of product updates and new tools to help them grow their business
Permission-based Communication
Online capabilities for managing communications received from MotorolaStreamlines communications, keeps members focused on revenue-generating opportunities
E-mail BroadcastsNews alerts featuring important information about new products, webinars and moreKeeps members up-to-date on breaking news and major announcements in their region
Global Partner Conference Invite
The key annual event for the PartnerSelect community Presents insights into the Motorola Enterprise Mobility product roadmap, networking opportunities and more
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Relationship Enablement Benefits
Relationship Enablement Benefits
Partner Advisory Council Participation
Forum that helps solicits partner input on channel strategy, program changes and Motorola operational processesEnsures Motorola Enterprise Mobility initiatives address partner needs
Executive Briefing Center Visit
Forums for connecting end-user customers with Motorola executives at one of the regional Executive Briefing Centers Helps partners close business, reduces cost of sales
Solution Fair Invitation at Worldwide Sales Conference
Opportunity for partners to showcase their offerings to the Motorola sales teamHelps to drive new opportunities through exposure to the Motorola Enterprise Mobility business sales team
Customer AdvocacyCentral point of contact for resolution of administrative issues such as deliveries, shipments, returns, etc.Improves service to end users; reduces burden on partner’s sales and support teams
Partner ForumBi-annual event that helps members align their offerings with Motorola’s through insight into to product roadmap, upcoming products, etc.Accelerates sales efforts; enables partners to go-to-market more efficiently
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Relationship Enablement Benefits
Relationship Enablement Benefits
Partner Recognition
Business Partner/Solution Partner Awards Awards recognizing partner commitment, success and innovation
Brings recognition and exposure to the most innovative and committed partners; helps generate sales opportunitiesEnterprise Mobility
Solutions Awards
Online Resources
PartnerSelect Hallway
In-depth partner extranet featuring product details, marketing and sales resources, program information and moreOn-demand access to up-to-date information helps drive revenue and reduce costs; makes it easy for partners to stay informed
Partner Gateway Partner portal providing access to channel tools and account informationGives partners easier access to information; eases collaboration with Motorola
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Relationship Enablement Benefits
Relationship Enablement Benefits
Online PartnerSelect Program Guide
Details on PartnerSelect Program requirements and benefits, productThe central reference for understanding the program and available resources
Certification and Learning Plans
Processes for facilitating member certification and education Helps partners meet program certification requirements
CHAMP Business Planning Tool
Online tool that facilitates business planning Saves partners time and resources in developing results-driven business plans
Marketing Plan Template
A template that guides strategic, more effective marketing planning Helps partners generate leads, capture revenue and augment marketing resources with PartnerMDF
Solution Builder Interactive tool enabling partners to configure and order solutionsSpeeds configuration process, reduces administrative burden
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Marketing & Sales Enablement Benefits
Marketing & Sales Enablement Benefits
Market Development Funds
PartnerMDFMarket and business development funds distributed based on expected return on investmentDefrays partner costs, helps build a healthy sales pipeline
Marketing Enablement
Joint Marketing Plan Development
Assistance from Motorola or distributors to help partners develop and execute marketing strategiesEnables partners to leverage Motorola market expertise and optimize available marketing resources, such as PartnerMDF
PartnerWizard
Online tool for creating co-branded, customized marketing materials used to generate demandIncreases the effectiveness of partner marketing materials; reduces marketing costs; helps partners go to market more quickly
Partner ConnectOnline tool that links partners with marketing services vendorsSpeeds partner go-to-market initiatives, helps partners leverage MDF
Partner Locator Partner Profile
Detailed listing in Motorola’s online partner directoryRaises partner visibility with end-users, Motorola associates and other partners; generates revenue opportunities
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Marketing & Sales Enablement Benefits
Marketing & Sales Enablement Benefits
PartnerMX Program
Tools, training and coaching that help partners improve their business development strategiesAccelerates partner growth in strategic markets; helps partners generate new revenue streams; optimizes use of MDF
Public Relations Support
Joint news announcements Enables partners to leverage Motorola brand, helps to raise awareness of partner in marketplace
Mobile Briefing Program
Mobile demo center in a 18-wheel tractor-trailer that partners in North America can use for demos, training and moreHelps partners close deals; reduces training and demo expenses
Product & Application Imagery
Online library of Motorola product imagesEnhances partner marketing materials; cuts design costs; helps to drive leads
Literature Fulfillment Center
Online site for ordering Motorola product brochures and other marketing materialsReduces marketing communications expenses, drives leads
PartnerSelect Channel Identifier
Logos highlighting a partner’s membership in PartnerSelectEnables partners to leverage the Motorola brand
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Marketing & Sales Enablement Benefits
Marketing & Sales Enablement Benefits
Sales Enablement
Sales Education & Certification
Access to sales certification courses> Online courses/exams available at no charge for required Product-Specific and Platform Certification1
> Instructor-led courses/exams offered on a fee basis
Boosts sales effectiveness, shrinks training costs
ValueSelling TrainingTeams Motorola and partners on the development of joint value propositionsEnhances sales skills and strategies
PartnerIQInsight into enterprise mobility market trendsDrives revenues, shrinks market research costs
Partner Resource KitDetails on Motorola products and services along with competitive informationEnhances product knowledge, improves sales capabilities
Promotion of Customer Wins
Promotion of partner successes through case studiesIncreases exposure; reduces public relations costs
PartnerLeadsClosed loop system for distributing Motorola-generated leads to partnersShortens sales cycles; reduces partner lead generation costs
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Marketing & Sales Enablement Benefits
Marketing & Sales Enablement Benefits
Demo and Development Equipment Purchase Program
70% discount pricing on demo & development equipment (available through distributors)Supports sales process; cuts demo costs
Sales & Marketing Communications
Communications to partners about sales and marketing resourcesKeeps members informed; helps partners capitalize on revenue opportunities
PartnerSolution Catalog
Directory providing details on enterprise mobility solutions developed by partnersBoosts exposure, drives leads
Solution Builder Interactive tool enabling partners to configure and order solutionsSpeeds configuration process, reduces administrative burden
Services Sales Support
Support for questions on services pricing, contracts, training and moreEnables the sale and support of services
Services Sales Training
Education and training courses focused on helping partners sell servicesReduces training costs; helps partners drive revenue through sale of services
Customer Finance Program
Product financing programEnhances close rate, deal size and member margins
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Technical Enablement Benefits
Technical Enablement Benefits
Education & Certification
Technical Education & Certification
Access to sales certification courses> Online courses/exams available at no charge for required Product-Specific and Platform Certification1
> Instructor-led courses/exams offered on a fee basis
Boosts sales effectiveness, shrinks training costs
Technical Support
Level II Priority Phone Support2
Direct access to Motorola Level II support team for resolution of mission-critical issueBuilds customer loyalty through a single point of escalation, reduces operational costs
Technical Documentation
Access to implementation guides, white papers, technical manuals, etc.Increases partner technical expertise; boosts customer satisfaction
Services Technical Support Training
Training courses designed to improve help desk support Enables better support, increases efficiency and productivity of support team
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Technical Enablement Benefits
Technical Enablement Benefits
Development Support
Demo and Development Equipment Purchase Program
70% discount pricing on demo & development equipment (available through distributors)Supports sales process; cuts demo costs
Product Roadmap Input Via GRIP1
Input to product roadmap via Motorola’s Global Requirements Integration Process database Enables partners to influence partner development; ensures that products meet market needs
Free New Release Seed Units
Free access to major new products prior to general availabilityReduces expenses, speeds revenue by getting to port/test earlier in the launch cycle
Early Adopter Equipment Program
Access to pre-release units of new product for porting, testing and solution validationReduces development expenses, speeds time to market
Early Adopter Lite Program
Access to new products that have not yet shipped at the Motorola Solutions Center Accelerates the development and sales cycles, reduces costs
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Technical Enablement Benefits
Technical Enablement Benefits
Solutions CenterState-of-the art facility for development and testingAccelerates the sales and development cycles, reduces post-launch support
Enterprise Mobility Validated Solutions Program
Validation of partner solution interoperabilityProvides a competitive differentiator that drives revenue
Developer CentralOnline portal that supports developer needsProvides access to critical knowledge, improves support capabilities
Support Central Centralized online support resources and online troubleshooting capabilitiesImproves support capabilities and responsiveness of support team; speed issue resolution