BlueStar Webinar: June 16, 2011
MOBILE SOLUTIONS
UPDATE
FRANCESCA SALAMONE
NA MOBILE SOLUTIONS & ISV PROGRAMS
MOTOROLA SOLUTIONS
AGENDA
PartnerEmpower Review
Mobile Solutions Track Review
Mobile Solutions Mapping and Transition
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MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved.
PartnerEmpower Review
Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved
THREE PROGRAM TRACKS
Mobile
Solutions
Track
Radio
Solutions
Track
Wireless
Network
Solutions
Track
Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved
MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved.
A FLEXIBLE STRUCTURE TO DRIVE
SUCCESS
Business
Focus
Channel
Partner Type
Technology
Access
Technology
Partner
Empower
Levels
Market
Platinum
Gold
Silver
• Partnering terms set
• Product access determined
• Core benefits awarded
• Additional benefits awarded
for proven expertise
• Channel partners gain market
differentiation
• Additional differentiation
reflects a channel partner’s
total investment and
commitment to Motorola
MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
Motorola
and
©Copyright
2011 ©Motorola
Solutions.
Reproduction
under
license. AllProprietary
other trademarks
are Confidential
the property of their
respective owners.
2011 Motorola
Solutions, Inc.
All rights reserved.is forbidden unless authorized
in writing. All rights reserved
PARTNEREMPOWER METAL LEVELS
Achieve Elite Specialist level in one or more
technologies
Platinum
Gold
Silver
Achieve Specialist level in two or more
technologies plus combined revenue of $2M
Achieve Specialist level in one or
more technologies
Achieve Authorized level in one or more
technologies plus combined revenue of $1M
Achieve Authorized level in one or
more technologies
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MOBILE
SOLUTIONS
TRACK REVIEW
Motorola Proprietary and Confidential ©Copyright 2011 Motorola. Solutions Reproduction is forbidden unless authorized in writing. All rights reserved
MOBILE SOLUTIONS REVENUE
THRESHOLDS
Track Segment
Mobile
Computing
Advanced Data
Capture
RFID
Level
Revenue Threshold
US
Canada**
Elite Specialist
$3,000,000
$1,500,000
Specialist
$500,000
$250,000
Authorized
$25,000
$15,000
Elite Specialist
$500,000
$250,000
Specialist
$200,000
$100,000
Authorized
$5,000
$5,000
Elite Specialist
$300,000
$150,000
Specialist
$100,000
$50,000
Authorized
$5,000
$5,000
**Canadian partners must have 80% or more in Canadian revenue or they will need to meet US revenue
thresholds
MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
Motorola
and
©Copyright
2011 ©Motorola
Solutions.
Reproduction
under
license. AllProprietary
other trademarks
are Confidential
the property of their
respective owners.
2011 Motorola
Solutions, Inc.
All rights reserved.is forbidden unless authorized
in writing. All rights reserved
ONE KEY EXCEPTION
Mobile Computing Authorized
Member
INCLUDES
Advanced Data Capture
Authorized Member
Mobile Computing Specialist
INCLUDES
Advanced Data Capture
Specialist
Mobile Computing
Elite Specialist
INCLUDES
Advanced Data Capture
Elite Specialist
Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved
MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved.
NEW GROWTH INCENTIVE BENEFIT
$
• Tiered, annual, back-end rebate structure
that goes directly to the partner
INCENTIVE
• All product revenue is eligible including
PE and Deal Registration
• Program will launch in August but
will include all 2011 revenue
New financial
rewards
Offered to Elite Specialists
that grow over the expected
year-over-year rate
ELIGIBLE
PRODUCTS
• All MCD, ADC and RFID products and
accessories (Class I-VI)
ELIGIBLE
PARTNERS
• Mobile Computing Elite Specialist,
Advanced Data Capture Elite Specialist,
RFID Elite Specialist (Specialists that
meet Elite Specialist requirements prior to
end of Q3 are also eligible)
MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
Motorola
Proprietary
and
©Copyright
Motorola.
is forbidden unless authorized
under
license. All other
trademarks are
the Confidential
property of their respective
owners. ©2010
2011 Motorola
Solutions,Reproduction
Inc. All rights reserved.
in writing. All rights reserved
Growth Incentive
$
New growth incentive benefit
Growth above goal of 0% to 2.49%
2% rebate
Growth above goal of 2.5% to 7.49%
3% rebate
Growth above goal of greater than 7.5%
5% rebate
Example
If the Mobile Computing growth goal is 10%, and a Mobile
Computing Elite Specialist grows its revenue 13% (3 pts over
goal), they will receive a rebate of 3% on that incremental
revenue.
Motorola Proprietary and Confidential ©Copyright 2010 Motorola. Reproduction is forbidden unless authorized in writing. All rights reserved
Tools for you to use!
$
BUILDING EXPERTISE

Partner Training
• We’ll measure technical and
sales competency based on
training courses completed.
• Training will be required
• Certification will not be
required until 2013
Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved
MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved.
TYPES OF MOTOROLA
TRAINING
Portfolio
Access
Portfolio Access
Mandatory upon joining
PartnerEmpower
Track Segment Training
Required Curricula
to meet interim training
requirements
Types of
Motorola
Training
Training
Product
Access
Product Access
Required of partners who wish to sell
specific products that require certification
Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved
MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved.
PARTNER
MAPPING AND
TRANSITION
Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved
PARTNEREMPOWER LAUNCH
TIMELINE
August
26
June 15
June 21 - 22
•Tier 1
Contract
•PartnerEmpo
wer Webinars
•PS for
VARs
“Retires”
•Last day
that PS
quotes
valid
July 15
• Transition
Deadline
June 17
July 1
August 1
•Distributio
n
Notificatio
n
•MS Program
Guide, AAG
•Tier 2
Quotes
•MS
Application
live
MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved.
August
29
•PartnerE
mpower
for Mobile
Solutions
LIVE!!!!
PAGE 17
PARTNEREMPOWER POSTLAUNCH TIMELINE
Aug 2012
• CRD #1
• Training
Requirements
• Revenue
Attainment
September 2011
•Channel Partner
Scorecard
• Partner Portal
Dec 2012
• CRD#2
Q1 2012
• ISV
PartnerEmpower
Launch
January 2013
• Certifications Due
MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved.
PAGE 18
LAUNCH & TRANSITION INTO
PARTNEREMPOWER
Partners received an email notification in mid-April with a link that will direct them
to the transition website
The partner will transition into PartnerEmpower by accepting the PartnerEmpower
Terms & Conditions, MS Addendum AND updating their Partner Contact
information online
If a partner does not accept the T&Cs, MS Addendum AND update their Partner
Profile
by July 15, 2011, they will have to reapply as a new partner
•s
On August 29, 2011 those partners who have completed their T&Cs and updated
their Partner Profile will transition into PartnerEmpower
As of August 29, 2011, partners can start to utilize the new Benefits of
PartnerEmpower
MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
Motorola
and
©Copyright
2011©Motorola
Solutions.
under
license. AllProprietary
other trademarks
are Confidential
the property of their
respective owners.
2011 Motorola
Solutions, Inc.Reproduction
All rights reserved.is forbidden unless authorized
in writing. All rights reserved
PARTNEREMPOWER - YEAR 1
• Partners will have 12 months from the transition (August 2011 – July 2012) to
meet program criteria for the levels at which they were mapped to REMAIN at the
level they were mapped
• During this time, they will not be moved down levels
• During this time, they be able to move up levels through proactive process
led by partner
• Motorola will do a second Compliance Review in December 2012
• Partners will then be on an calendar Compliance Review (January – December)
20
MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used
Motorola
and
©Copyright
2011©Motorola
Solutions.
under
license. AllProprietary
other trademarks
are Confidential
the property of their
respective owners.
2011 Motorola
Solutions, Inc.Reproduction
All rights reserved.is forbidden unless authorized
in writing. All rights reserved
Questions??
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