MOTOROLA solutions PRE-PACKAGED PROGRAMMES
MOTOROLA solutions & PARTNER POSITIONING
MOTOROLA solutions
& PARTNEr POSITIONING
programme available in emea
MOTOROLA solutions PRE-PACKAGED PROGRAMMES
MOTOROLA solutions & PARTNER POSITIONING
Objectives
To define or fine-tune your value proposition giving
you 360% visibility as to your position in the market
and how your messaging resonates. Following
this time efficient and cost effective analysis and
methodology, you can ensure business growth is
maximised in both current and new markets.
Methodology
An initial face-to-face planning session, following
which McDonald Butler will conduct a 4 week research
and analysis process of interviews and desk-based
research, and consultancy on Motorola Solutions content
requirements. From this, a Messaging Strategy report
will be formulated, giving you a comprehensive view of
your market, its’ ecosystem and recommendations on
how best to maximise your potential in the market space
in conjunction with motorola solutions
Customer Interviews (x3)
Benefits
• Strong differential between you and your competition
• Increase in the quality of your prospective leads
• Gain stronger control of your market direction through
increased visibility
• Ability to gain market share in your target segments
• Give you the ability to enhance internal tools to close
more business
Objective to review the current value proposition and
business/marketing objectives including:
• Review client website, marketing materials and
recent news
• Review top 3 competitors websites and
summarise positioning
• Review freely available trade websites, reports/
surveys etc. and summarise current market trends
The Detail
PHASE 2
PHASE 1
• Ensure all detail has been agreed on
Positioning Statement
• Cover Motorola Solutions positioning requirements
to include on website and collateral for customers
Face-to-face Planning session with
Marketing Manager
Review pre-drafted Positioning Statement to clarify:
• Current value proposition and marketing plan
• Business/marketing objectives
• Industry sectors
• Top 3 competitors
• Strengths & weaknesses
Internal Interviews (x2)
Objective to analyse overall status of the organisation
within the market including strengths and weaknesses:
• Target sales staff and pre-sales consultants who
regularly meet with customers
• Look for common customer issues, competitor
positioning, successful positioning for recent sales
• Understand strengths, weaknesses and
influencing factors
Objective to understand selling points of the
organisation in the market. Customer interviews
to ascertain:
• What their key issue/business needs are
• Why they chose you and your solution
• Your strengths and weaknesses
• How they view the competition
Desk Research
Revise & approve Positioning Statement
PHASE 3
Finalise Messaging Strategy report incl.
final Positioning Statement, findings
and recommendations
• Final document produced and distributed
• To include SWOT, competitive landscape, target
audience, business intelligence and issues, visibility
as to your ecosystem, influencing factors, elevator
pitch (reason to believe) and Motorola Solutions
partnership content and logos. Also findings
and recommendations for further progress
• Follow up conference call to run through and conclude
MOTOROLA solutions PRE-PACKAGED PROGRAMMES
MOTOROLA solutions & PARTNER POSITIONING
WHAT’S NEXT
Actions
Cost
• Contact your Motorola Solutions
Channel Account Manager or
agency directly
• Can be funded by MDF or Co-op
for those who are eligible, subject to
agreement with Motorola Solutions
• Gain sign-off / agreement to proceed
• £3,100 per program (UK)
• £4,400 per program (rest of EMEA)
• Subject to final agreed scope
Contact
• McDonald Butler Associates
Kerry Darley
kerry@mcdonaldbutler.com
Tel. +44 208 875 2019
MOTOROLA, MOTO, 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, Inc. All rights reserved.
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