Going To Market with Motorola EMb Motorola Partner
Going To Market with Motorola EMb Motorola Partner. Select Channel Program
Agenda • Motorola Symbol Corporate Review / Introduction • Enterprise Mobility Portfolio • Market Snapshot • Program Overview • Government Solutions Promotion 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
Motorola Symbol
Motorola Corporate Picture Mobile Devices (’ 07 Net Sales - $19 B) • wireless handsets (phones) with integrated software and accessory products Home and Networks Mobility (’ 07 Net Sales - $10 B): • 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 Enterprise Mobility Solutions (’ 07 Net Sales - $8 B): • analog and digital two-way radio • Symbol Enterprise Mobility Business ** • wireless broadband systems and end-to-end enterprise 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 4
Combined Portfolio Leadership for Government Mobility Solutions Capture Mobile Office Information in real time, at the point of business activity Radios Rugged PC’s Data Capture Mobile Computing Move MESH Canopy IP Backhaul Information instantaneously to and from the point of greatest impact RFID Wi-Fi Manage Motorola Services The seamless flow of information with exceptional efficiency and security 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 MSP
Symbol Channel Leadership Motorola Symbol Partner. Select 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! 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 Market Leadership 42. 3% 27% 20% Market Leader Over 1 M MC 9000 Sold Over 1 M LS 2208 Sold Recognized as leading Visionary by Gartner in latest Magic Quadrant Source: VDC, AIDC Planning Service (July 2007) Source: VDC, RFID Planning Service (September 2007) Source: VDC, Enterprise Mobility Service (August 2007) # 1 in Wireless Broadband # 1 in Two-way Radios for Business 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 Strong Market Position 7 Market Leader in Push Email
New view of Motorola channels Motorola Authorized Channel Partner Business Radio Channel Partners Two-way Radio Dealers Channel Partners Wireless Broadband Channel Partners End Customer 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 8 Motorola Program
…Our place in the organization… Mobile Devices (’ 07 Net Sales - $19 B) Enterprise Mobility Solutions • wireless handsets (phones) with integrated. Segment: software and accessory products Symbol Enterprise Mobility Business (EMb) Public (’ 07 Safety Sales- & Channel Support Home. Government and Networks&Mobility Net Sales $10 B): • digital video and broadcast network interactive set-tops, end-to-end video delivery solutions • 8 Emerging Technologies & Solutions Mobility Consultants • data and voice customer premise equipment to cable television and telecom service providers • 3 Government Channel Account Managers • cellular infrastructure and wireless broadband systems to wireless service providers Enterprise Mobility Solutions (’ 07 Net Sales - $8 B): • analog and digital two-way radio • Symbol Enterprise Mobility Business ** • wireless broadband systems and end-to-end enterprise 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 9
Sales Support Teams Government Markets Customers S&L and Federal Demand Generation Deal Closure Channel Partners AR, BP, SP, PBP, PSP, GAR, GBP, PGBP ISVs (Part of Partner. Select) EMB Managed Partners Channel Partner Relationship Channel Conflict Management Technical Sales Support Eng Support ET&S Sales SME Sales Team (Part of G&PS) G&PS Managed Partners Channel Account Manager (Part of EMB) Government Channel Account Manager (Part of G&PS) Channel Tech Sales (Part of G&PS) 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 10 NAM Government Sales (Part of G&PS)
Motorola ET&S Sales & Channel Coverage ET&S Mobility SC: Tim Adlington EMb SLG CAM: Brian Radmer T 1 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 11
ET&S Mobility SC: Lee Black EMb SLG CAM: Brian Radmer ET&S Mobility SC: Glenn Mintz EMb SLG CAM: Ron Cimo T 8 T 2 ET&S Mobility SC: Sam Digirolamo EMb SLG CAM: Brian Radmer T 5 T 3 T 7 ET&S Mobility SC: EMb SLG CAM: ET&S Mobility SC: Rich Doyle EMb SLG CAM: Ron Cimo Troy Darrington Francesca Salamone T 4 T 6 ET&S Mobility SC: Mike Shlasko EMb SLG CAM: Ron Cimo ET&S Mobility SC: Rex Herron EMb SLG CAM: Francesca Salamone 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 12
Partner. Select Symbol EMb Portfolio Capture Mobile Office Information in real time, at the point of business activity Radios Rugged PC’s Data Capture Mobile Computing Move MESH Canopy IP Backhaul Information instantaneously to and from the point of greatest impact RFID WLAN TEAM Manage Motorola Services The seamless flow of information with exceptional efficiency and security 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 13 MSP
GEN 2 EPC RFID Portfolio RFID Technologies and Capabilities Vary Widely We are the Market Leader in EPC RFID EPC (Electronic Product Code) Lowest Cost, Passive (No Battery), Typical Read Range 15’, Limited Data Capacity Cost Effective Solution for Tracking Inventory through a Portal, Assets at close Range, People SHOWING ID or Wristband Often used in conjunction with Bar Codes Motorola products include Fixed and Mobile RFID readers and some specialized tags 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 14
Enterprise WLAN Portfolio • Wireless Switches • RFS 7000 • Headquarters – RFS 7000 (L 3, 256 APs per switch) • RFS 6000 • Medium-Large Enterprise – RFS 6000 (L 3, 48 APs per switch) • WS 2000 • SMB/Branch office – WS 2000 (Network-in-a –box) • AP-5131/7131 (Thick, Mesh) • Lightweight and Full Function Access Points • Lightweight – AP 300 • Full Function – AP-5131 (supports mesh) • Outdoor – AP-5181 (supports mesh) • AP-5181 (Thick, Outdoors) • AP 300 • (Thin) • RF Management Suite • • LANPlanner Module– Network design, site survey MSP - Configuration Management RF Management Module – Troubleshooting, Locationing • LANPlanner Wireless Intrusion Prevention Module – Security, Compliance • Client Products • CB 3000 • Client Access – LA-51 X 7 (compact flash) • Client Bridge – CB 3000 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 • MSP • LA-51 X 7 15
Handheld Mobile Computing Product Portfolio Industrial MC Enterprise MC MC 70 Premium 802. 11 EGPRS EVDO GPS MC 75 802. 11 HSDPA EVDO-A GPS Camera MC 909 x 802. 11 / EDGE / i. DEN MC 3000 TR Mid Market Application Specific MC 55 802. 11 EGPRS GPS 802. 11 WM 6. 1 Patriot 802. 11/HSDPA MC 9090 I-Safe//RFi. D MC 3000 TR Gun 802. 11 VC 5000 Forklift Computer Value VC 6096 In-Vehicle Computer MC 35 802. 11 EDGE 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 WT 4000 CA 50 16 Wearable
MC WW Market Position, 2002 – 2007 Vendor Market Position (%) 2002 2003 2004 2005 26. 7% 28. 3% 31. 1% 33. 3% 38. 0%* 42. 3%* 11. 3% 13. 0% 11. 0% 12. 4% 10. 9% 10. 3% 5. 4% 5. 7% 5. 6% 6. 0% 6. 4% 2. 5% 3. 1% 3. 0% 4. 1% 3. 8% 3. 6% 2. 7% 2. 5% 3. 1% 4. 2% 4. 3% 3. 7% 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 Note: Includes legacy Motorola products 2006 2007 17 Source: Motorola EMb Market Intelligence
MC Global Market Opportunity Key Drivers Total Addressable Market Mobile Computing Field-based applications drive the market $4. 9 B $4. 2 B $3. 7 B $3. 9 B $4. 5 B Growth emerging in life sciences, government and services sectors 8. 0% 7. 6% 6. 8% 5. 6% $3. 2 B $3. 0 B 15. 5% Manufacturing, T & L and retail drive the market 7. 3% OEM and international expansion remains strong CAGR 7. 5% Imaging emergence 2005 2006 2007 2008 E 2009 E 2010 E 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 2011 E Source: Motorola EMb Market Intelligence 18
U. S. /Canada Product 2007 TAM State/Local Government (in millions) Total TAM $169 million 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 MCD ADC 19 RFID EWLAN
U. S. /Canada Application 2007 TAM S & L Government Breakdown (in millions) 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 20
Partner. Select Structure
Partner. Select Ecosystem Value-Added Resellers (VARs) Authorized Reseller Business Partner Solution Partner Meets customer needs through deployment and hardware integration services, product availability and on-time delivery Provides crossindustry application solutions and integration and/or professional services Applies vertical expertise in re-engineering business processes through application software and/or professional services Covers SMB/SME, SOHO, and emerging markets Covers crossindustry and drives brand preference Drives vertical market penetration ISV Direct Marketer Develops, markets, Serves as productizes efficient route and sells to market for software small and applications medium-sized based on businesses technology or industry(Select partners specific only; North expertise. No America only) desire to resell hardware. Drives incremental revenue in vertical & emerging markets 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 Leverages broad reach to penetrate SMB market 22 Government Reseller Leverages expertise in selling solutions to federal, state and local government (U. S. only) Draws on expertise in addressing gov’t sector challenges VAD Provides order management, logistics, technical support, services sales support and more to nondirect partners; limited support to direct partners Turn EMb channel strategy into revenue
Tiered Structure: VARs Premier-level Partners Requires greatest investment; allows access to full range of Motorola Enterprise Mobility business resources Business Partners & Solution Partners Requires greater investment; allows access to a greater range of Motorola Enterprise Mobility business resources Authorized Resellers Program entry point Open Market Limited access to 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 23
Tiered Structure: ISVs Premier ISV (PISV) Level Requires greater investment; allows access to a greater range of Motorola Enterprise Mobility business resources ISV Level Program entry point 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 24
Tiered Structure: Government Resellers Increased Investment, Increased Benefits Premier Government Partner Requires greatest investment; allows access to full range of Motorola Enterprise Mobility business resources Premier Government Partner (PGP) Government Partner Requires greater investment; allows access to a greater range of Motorola Enterprise Mobility business resources Gov’t Resellers Partner. Select Program entry point Government Partner (GP) Government Reseller (GR) Open Market OPEN MARKET Limited access to 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 25
Partner. Select Benefits Overview Communications Sales and Marketing Technical Support Services Developer Zone Services Webinar Tech. Forums Single Point of Contact Developer’s Kitchen Services Exec Briefings Partner MX Channel Gram Partner Planning Partner Hallway Partner Locator Partner Satisfaction Survey MDF Programs Solution Center Partner Road Shows Partner. Leads Tech-Talk Webinars Channel Development Specialists Partner IQ Demo Programs Solution Builder *Technology Advisory Council Early Adopter Program Partner. Wizard Partner Training *Partner Conference Executive Briefings Partner. Solution CD *Partner Advisory Comm. Mobile Briefings Webinars Partner. Advantage 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 26
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 Partner. Select 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 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
Mobility Sales Ecosystem Distributor • Blue. Star Motorola Carrier • Network Services • Network Security • Activation • Rate Plan • WAN solutions Carrier expertise • Lead generation • Significant influence Other Potential: • Good • Moto Handsets • Moto ISVs • Carrier ISVs • Solutions Expertise • Converged mobile computing • Comprehensive Services • Sales Support: ET&S, GCAM Distributor End User Motorola Partner 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 Partner • Consulting & solutions expertise • Integration • Mobile application • Hardware • Staging 28
Government Solutions Promotion
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 Period January 1, 2009 – April 30, 2009 Focus Products – – – – – MC 50 MC 75 MC 909 x RFID – fixed/mobile ADC (LS-DS) & WLAN MSP Service Accessories 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 30
First Response and Accountability The Challenge: manual accountability at incident site + + + The Challenge: Manual accountability at incident site 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 31 Commanders struggle to track resources Pen-and-paper check-in creates bottlenecks Critical information inaccessible to command centers, hospitals
First Response and Accountability The Solution: Improve incident response with mobility + + The Challenge: Manual accountability at incident site The Solution: Improve incident response with mobility 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 32 Ensure overall scene and personnel safety Improve management of onscene resources + Track victims from incident scene to point of care + Improve scene visibility with video sharing
First Response and Accountability Featured Products + MC 50, 75 & MC 909 X Handheld Mobile Computers (12%) RFID Fixed / Mobile (12%) + WLAN Switches / APs (12%) + Accessories (12%) + SFS (5%) + The Challenge: Manual accountability at incident site The Solution: Improve incident response with mobility 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 Featured Products 33
e. Citation / Code Enforcement The Challenge: Accuracy and cost of a written citation 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 + Millions of revenue dollars lost due to errors + Reduced officer productivity + Lengthy and expensive processing
e. Citation / Code Enforcement The Solution: Automate citations with handheld computing + Increase citation revenue and collection speed Significantly reduce citation errors + Boost productivity and raise service levels + Increase job satisfaction + The Challenge: Accuracy and cost of a written citation The Solution: Automate citations with handheld computing 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 35
e. Citation / Code Enforcement Featured Products The Challenge: Accuracy and cost of a written citation The Solution: Automate citations with handheld computing 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 + MC 70, 75 & 909 X-K/S Rugged Handheld Mobile Computers (15%) + Accessories (15%) + SFS (5%) Featured Products 36
Asset Management The Challenge: Cost-effective maintenance of accurate asset records + + + The Challenge: Costeffective maintenance of accurate asset records 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 37 Varied assets: vehicles, radios, containers, storage locations, office supplies… Time-consuming to locate, not easily accessible Many opportunities for errors
Asset Management The Solution: A mobility solution integrated with your back-end ERP or asset mgt systems The Challenge: Costeffective maintenance of accurate asset records The Solution: Automate data capture with handheld computers 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 38 + Automated collection of asset mgt data + Improved productivity with fewer data errors + More timely inspection and maintenance, helping to extend asset lifecycle
Asset Management Featured Products + MC 50, 75 & 909 x Handheld Mobile Computer (12%) RFID Fixed / Mobile (12%) WLAN Switches / APs (12%) + ADC (LS / DS) (12%) + MSP (Stage, Provision, Control) (12%) + Accessories (12%) + SFS (5%) + + The Challenge: Costeffective maintenance of accurate asset records The Solution: Automate data capture with handheld computers 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 Featured Products 39
Mobile Data Access The Challenge: Personnel need to access critical information anywhere + + + The Challenge: Need for Increasing public safetyaccess to back end databases 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 Police & security in the field relay on available information to make instant decisions Access S&L, Federal informational databases as needed Need to maximize existing resources and personnel – increase effectiveness
Mobile Data Access The Solution: Let wireless mobile computing expand your access critical information + + The Challenge: Need for Increasing public safety The Solution: Provide real-time access to back end databases in the hands of mobile personnel 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 41 Improved productivity and safety for officers and citizens Improved field-level intelligence for better on-the-job effectiveness Better in-the-moment decision-making Reduce capitol and operations costs though deployment of a converged device
Mobile Data Access Featured Products + MC 70 & 75 Rugged Handheld Mobile Computer (12%) + Accessories (12%) + The Challenge: Need for Increasing public safety The Solution: Provide real-time access to back end databases in the hands of mobile personnel 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 42 SFS (5%) Featured Products
Inspections / Maintenance The Challenge: High cost / inefficiency of paper-based The Challenge: Need for Increase efficiency and effectiveness of fieldbased personnel 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 43 + 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
Inspections & Maintenance The Solution: With a mobile computing workers spend more time in the field performing critical tasks and less time doing paperwork The Challenge: Need to increase the efficiency and effectiveness of fieldbased personnel The Solution: Mobility solutions allow workers to spend more time in the field and on-the-job then in the office 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 44 + Improved productivity and capacity + Real-time information for more prompt response + Improved data accuracy and level of service + Improved citizen safety
Inspections & Maintenance Featured Products + MC 70, 75 & 909 x-K/S Handheld Mobile Computer (12%) MSP (Stage, Provision, Control) (12%) + Accessories (12%) + SFS (5%) + The Challenge: Need to increase the efficiency and effectiveness of fieldbased personnel The Solution: Provide real-time access to back end databases in the hands of mobile personnel 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 45 Featured Products
Thank You! 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 46
Partner. Select Requirements
Partner. Select Requirements NALA: VARs 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 48
Membership Requirements NALA VARs Membership Requirements AR BP PBP b b b 10% 10% 0%3 0%3 0%3 Mixed Model and Services Evaluation No “Mixed Model” Sales Repair/Break Fix Operations 1 NEW Partners and Authorized Resellers: Revenue 2 generated from the operation of a Repair/Break-Fix service (in total on all Manufacturers’ equipment), as a % of total revenue, not to exceed: Revenue 2 generated from the operation of a Repair/Break-Fix service, specifically on Motorola Enterprise Mobility equipment, as a % of total revenue, not to exceed: EXISTING Partners and Authorized Resellers: Revenue 2 generated from the operation of a Repair/Break-Fix service, specifically on Motorola Enterprise Mobility equipment, as a % of total revenue, not to exceed: 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 Partner. Select Partners’ and Authorized Resellers’ operations will be periodically reviewed to ensure that not-to-exceed thresholds are maintained. 1 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 49
Membership Requirements NALA VARs Membership Requirements AR BP PBP 15% 3% 0%3 0%3 0%3 --4 Score < 10 points Score > 10 points Sale of “Not New” Equipment 1 NEW Partners and Authorized Resellers: Revenue 2 associated with the sale of “Not New” equipment (in total for all Manufacturers’ equipment), as a % of total revenue, not to exceed: Revenue 2 associated with the sale of “Not New” Motorola Enterprise Mobility equipment as a % of total revenue, not to exceed: EXISTING Partners and Authorized Resellers: Revenue 2 associated with the sale of “Not New” Motorola Enterprise Mobility equipment as a % of total revenue, not to exceed: Business Model Assessment Final Score “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 Partner. Select 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. 1 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 50
Certification & Education Requirements NALA VARs Certification Requirements 1 AR BP PBP SP PSP Sales Certifications 0 2 4 Technical Certifications 0 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 $20 M of Motorola Enterprise Mobility business revenue above the membership level’s base revenue threshold. 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 51
Contribution Requirements NALA VARs Contribution Requirements AR BP PBP SP PSP Annual Revenue/Influence 1 Target & Performance (USD) United States $5 K $1 M $6 M $500 K $3 M Latin America (local partners only) 2 $5 K $250 K $1. 5 M Canada (local partnersonly) 2 $5 K $500 K $3 M $250 K $1. 5 M 1 Influence relevant only to Solution Partner Track. 2 Thresholds apply as long as 85% of the revenue/influence is within the geography. 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 52
Commitment Requirements NALA VARs Commitment Requirements AR BP PBP SP PSP Current Member Profile b b b Current Application Form Terms & Conditions or Contract, as required b b b Business Plan - Motorola Enterprise Mobility Services Revenue 1 Goal of 7% -b 1 b b b b b b Marketing Plan Sales-out Data (End-user sales-out data per specification required upfront at time of purchase) b Monthly Forecast Primary Selling Method is Face-to Face b Dedicated Business Development Resource b b 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 Partner. Select members including ARs should strive to achieve this goal; progress will be reviewed quarterly. 1 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 53
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 -- b b 8 Hrs 4 Hrs Call Management or Call Tracking System Guaranteed Call Back 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 54
Partner. Select Requirements NALA: Government Resellers 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 55
Membership Requirements NALA Government Resellers Membership Requirements GR GP PGP The entity 1 must obtain 75% or more of its total annual revenue from the government sector: U. S. Federal, State and/or Local b b b A majority of the entity’s 1 business must be focused on and support government programs/bids b b b b - Outsourcing/teaming agreements with holders of contract vehicles such as GSA (provided they are Partner. Select members in good standing) will be allowed within the program, subject to Motorola Enterprise Mobility business sign-off. b b GSA schedule may be required 3 b b Business Model Evaluation Government Focus Major operations and/or headquarters are in proximity to government centers Business Model No “mixed model” sales 2 subject to a prime/subcontract federal scenario b 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 Partner. Select 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 Partner. Select distributor. 1 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 56
Membership Requirements NALA Government Resellers Membership Requirements GR GP PGP • Revenue 2 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% • Revenue 2 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 Services Evaluation Repair/Break-Fix Operations 1 New Members: Existing Members: • Revenue 2 generated from the operation of a Repair/Break-Fix service, specifically on Motorola enterprise mobility equipment, as a % of total revenue, not to exceed: 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. 1 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 57
Membership Requirements NALA Government Resellers Membership Requirements GR GP PGP • Revenue 2 associated with the sale of “Not New” equipment (in total for all Manufacturers’ equipment), as a % of total revenue, not to exceed: 15% 3% • Revenue 2 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 Services Evaluation Sale of “Not New” Equipment 1 New Members: Existing Members • Revenue 2 associated with the sale of “Not New” Motorola enterprise mobility equipment as a % of total revenue, not to exceed: 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. 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 58
Certification & Education Requirements NALA Government Resellers Certification Requirements 1 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 $20 M of Motorola Enterprise Mobility business revenue above the membership level’s base revenue threshold. 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 59
Contribution Requirements NALA Government Resellers Contribution Requirements GR GP PGP $ 100 K $ 500 K $3 M (2007) $4 M (2008) Annual Revenue Target & Performance (US $) United States 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 60
Commitment Requirements NALA Government Resellers Commitment Requirements GR GP PGP Current Member Profile b b b Current Application Form Terms & Conditions or Contract, as required b b 2 b b b Business Plan 1 - Motorola Enterprise Mobility Services Revenue 2 Goal of 7% Marketing Plan Sales-out Data (End-user sales-out data per specification required upfront at time of purchase) b Monthly Forecast Primary Selling Method is Face-to-Face b Dedicated Business Development Resource b 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 Partner. Select members including GRs should strive to achieve this goal; progress will be reviewed quarterly. 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 61
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 b b 4 Hrs Call Management or Call Tracking System Guaranteed Call Back 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 8 Hrs 62
Partner. Select Benefits
Business Relationship Benefits Motorola Enterprise Mobility Business Relationship 1 (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 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 64
Business Relationship Benefits Solution Rewards Program providing a financial incentive to create demand for Motorola products and services Rewards 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 carriers Drives sales and additional revenue Solution Promotions and Incentives Targeted sales force incentives, back-end rebates or upfront incentives on select products, services or solutions Helps to increase sales for target markets or key products Sales. Power 2 Point-based online incentive program that rewards partner companies and/or individual partner associates for selling select products Helps to increase sales 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 65
Relationship Enablement Benefits Partner Communications Welcome Letter Program introduction featuring orientation information for new partners Helps 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 Partner. Select Program resources and answers partner queries Reduces member training/support costs, maximizes member readiness Partner. Select Channel. Gram Bi-weekly e-newsletter for Partner. Select members featuring product news, program announcements and events Informs members of product updates and new tools to help them grow their business Permission-based Communication Online capabilities for managing communications received from Motorola Streamlines communications, keeps members focused on revenue-generating opportunities E-mail Broadcasts News alerts featuring important information about new products, webinars and more Keeps members up-to-date on breaking news and major announcements in their region Global Partner Conference Invite The key annual event for the Partner. Select community Presents insights into the Motorola Enterprise Mobility product roadmap, networking opportunities and more 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 66
Relationship Enablement Benefits Partner Advisory Council Participation Forum that helps solicits partner input on channel strategy, program changes and Motorola operational processes Ensures 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 team Helps to drive new opportunities through exposure to the Motorola Enterprise Mobility business sales team Customer Advocacy Central 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 Forum Bi-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 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 67
Relationship Enablement Benefits Partner Recognition Business Partner/Solution Partner Awards Enterprise Mobility Solutions Awards recognizing partner commitment, success and innovation Brings recognition and exposure to the most innovative and committed partners; helps generate sales opportunities Online Resources Partner. Select Hallway In-depth partner extranet featuring product details, marketing and sales resources, program information and more On-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 information Gives partners easier access to information; eases collaboration with Motorola 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 68
Relationship Enablement Benefits Online Partner. Select Program Guide Details on Partner. Select Program requirements and benefits, product The 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 Partner. MDF Solution Builder Interactive tool enabling partners to configure and order solutions Speeds configuration process, reduces administrative burden 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 69
Marketing & Sales Enablement Benefits Market Development Funds Partner. MDF Market and business development funds distributed based on expected return on investment Defrays 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 strategies Enables partners to leverage Motorola market expertise and optimize available marketing resources, such as Partner. MDF Partner. Wizard Online tool for creating co-branded, customized marketing materials used to generate demand Increases the effectiveness of partner marketing materials; reduces marketing costs; helps partners go to market more quickly Partner Connect Online tool that links partners with marketing services vendors Speeds partner go-to-market initiatives, helps partners leverage MDF Partner Locator Partner Profile Detailed listing in Motorola’s online partner directory Raises partner visibility with end-users, Motorola associates and other partners; generates revenue opportunities 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 70
Marketing & Sales Enablement Benefits Partner. MX Program Tools, training and coaching that help partners improve their business development strategies Accelerates 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 more Helps partners close deals; reduces training and demo expenses Product & Application Imagery Online library of Motorola product images Enhances partner marketing materials; cuts design costs; helps to drive leads Literature Fulfillment Center Online site for ordering Motorola product brochures and other marketing materials Reduces marketing communications expenses, drives leads Partner. Select Channel Identifier Logos highlighting a partner’s membership in Partner. Select Enables partners to leverage the Motorola brand 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 71
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 Certification 1 > Instructor-led courses/exams offered on a fee basis Boosts sales effectiveness, shrinks training costs Value. Selling Training Teams Motorola and partners on the development of joint value propositions Enhances sales skills and strategies Partner. IQ Insight into enterprise mobility market trends Drives revenues, shrinks market research costs Partner Resource Kit Details on Motorola products and services along with competitive information Enhances product knowledge, improves sales capabilities Promotion of Customer Wins Promotion of partner successes through case studies Increases exposure; reduces public relations costs Partner. Leads Closed loop system for distributing Motorola-generated leads to partners Shortens sales cycles; reduces partner lead generation costs 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 72
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 to partners about sales and marketing resources Keeps members informed; helps partners capitalize on revenue opportunities Partner. Solution Catalog Directory providing details on enterprise mobility solutions developed by partners Boosts exposure, drives leads Solution Builder Interactive tool enabling partners to configure and order solutions Speeds configuration process, reduces administrative burden Services Sales Support for questions on services pricing, contracts, training and more Enables the sale and support of services Sales Training Education and training courses focused on helping partners sell services Reduces training costs; helps partners drive revenue through sale of services Customer Finance Program Product financing program Enhances close rate, deal size and member margins 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 73
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 Certification 1 > Instructor-led courses/exams offered on a fee basis Boosts sales effectiveness, shrinks training costs Technical Support Level II Priority Phone Support 2 Direct access to Motorola Level II support team for resolution of mission-critical issue Builds 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 courses designed to improve help desk support Enables better support, increases efficiency and productivity of support team 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 74
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 GRIP 1 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 availability Reduces 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 validation Reduces 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 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 75
Technical Enablement Benefits Solutions Center State-of-the art facility for development and testing Accelerates the sales and development cycles, reduces post-launch support Enterprise Mobility Validated Solutions Program Validation of partner solution interoperability Provides a competitive differentiator that drives revenue Developer Central Online portal that supports developer needs Provides access to critical knowledge, improves support capabilities Support Centralized online support resources and online troubleshooting capabilities Improves support capabilities and responsiveness of support team; speed issue resolution 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 76
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