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 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. 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 Motorola Confidential Restricted 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?? Motorola Confidential Restricted