Going To Market with Motorola EMb
Motorola PartnerSelect Channel Program
Agenda
• Motorola Symbol Corporate Review / Introduction
• Enterprise Mobility Portfolio
• Market Snapshot
• Program Overview
• Government Solutions Promotion
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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 - $19B)
•wireless handsets (phones) with integrated software and accessory products
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
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
Proprietary & Confidential
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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 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!
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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
Market Leader
Market Leader
Over 1M MC9000 Sold
Over 1M LS2208 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
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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
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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 - $19B)
Enterprise
Mobility
Solutions
•wireless handsets
(phones)
with integratedSegment:
software and accessory products
Symbol Enterprise Mobility Business (EMb)
Public (’07
Safety
Sales-&
Channel Support
HomeGovernment
and Networks&Mobility
Net Sales
$10B):
•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 - $8B):
•analog and digital two-way radio
•Symbol Enterprise Mobility Business **
•wireless broadband systems and end-to-end enterprise mobility solutions
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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 PartnerSelect)
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)
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All other product or service names are the property of their respective owners. © Motorola, Inc. 2009
10
NAM
GAM
Government Sales
(Part of G&PS)
Motorola ET&S Sales & Channel
Coverage
ET&S Mobility SC: Tim Adlington
EMb SLG CAM: Brian Radmer
T1
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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
T8
T2
ET&S Mobility SC: Sam Digirolamo
EMb SLG CAM: Brian Radmer
T5
T3
T7
ET&S Mobility SC:
EMb SLG CAM:
ET&S Mobility SC: Rich Doyle
EMb SLG CAM: Ron Cimo
Troy Darrington
Francesca Salamone
T4
T6
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
PartnerSelect 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
WLAN
RFID
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
GEN2 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
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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
•RFS7000
• Headquarters – RFS7000 (L3, 256 APs per switch)
•RFS6000
• Medium-Large Enterprise – RFS6000 (L3, 48 APs per switch)
•WS2000
• SMB/Branch office – WS2000 (Network-in-a –box)
•AP-5131/7131
(Thick, Mesh)
• Lightweight and Full Function Access Points
• Lightweight – AP300
• Full Function – AP-5131 (supports mesh)
•AP-5181
(Thick, Outdoors)
•AP300
•(Thin)
• Outdoor – AP-5181 (supports mesh)
• 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
•MSP
•CB3000
• Client Access – LA-51X7 (compact flash)
• Client Bridge – CB3000
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
•LA-51X7
15
Handheld Mobile Computing Product
Portfolio
Industrial MC
Enterprise MC
MC70
Premium
Mid
Market
802.11
EGPRS
EVDO
GPS
Application Specific
MC75
802.11
HSDPA
EVDO-A
GPS
Camera
MC55
MC909x
Patriot
802.11 / EDGE / iDEN
802.11/HSDPA
MC3000TR
MC3000TR Gun
802.11
WM6.1
802.11
802.11
EGPRS
GPS
MC9090
I-Safe//RFiD
VC5000
Forklift
Computer
VC6096
In-Vehicle
Computer
MC35
Value
802.11
EDGE
WT4000
CA50
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All other product or service names are the property of their respective owners. © Motorola, Inc. 2009
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%
6.0%
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
$4.9B
$4.5B
$4.2B
$3.7B
$3.9B
Growth emerging in life
sciences, government and
services sectors
8.0%
7.6%
6.8%
5.6%
15.5%
Manufacturing, T & L and
retail drive the market
$3.2B
$3.0B
7.3%
OEM and international
expansion remains strong
CAGR 7.5%
Imaging emergence
2005
2006
2007
2008E
2009E
2010E
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2011E
Source: Motorola EMb Market Intelligence
18
U.S./Canada Product 2007 TAM
State/Local Government
$66
(in millions)
$60
Total TAM
$169 million
$33
$10
Source: Motorola EMb Market Intelligence
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All other product or service names are the property of their respective owners. © Motorola, Inc. 2009
MCD
MCD (Industrial
+ Commercial)
ADC
ADC
19
RFID
RFID
EWLAN
WID
U.S./Canada Application 2007 TAM
S & L Government Breakdown
(in millions)
Scheduling / Dispatching
$24
Asset Tracking
$24
Records Checkup/Management
$24
Command / Control / Comms
$22
Ticketing / Citation
$22
$20
Crime Scene Imaging/Investigation
$15
Warehouse Management
$11
Fleet Repair/Maintenance
Access Control
$4
Source: Motorola EMb Market Intelligence
Other
$7
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All other product or service names are the property of their respective owners. © Motorola, Inc. 2009
20
PartnerSelect
Structure
PartnerSelect Ecosystem
Value-Added Resellers (VARs)
Authorized
Reseller
Business
Partner
Solution
Partner
ISV
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
Develops,
markets,
productizes
and sells
software
applications
based on
technology or
industryspecific
expertise. No
desire to resell
hardware.
Covers
SMB/SME,
SOHO, and
emerging
markets
Covers crossindustry and
drives brand
preference
Drives
vertical
market
penetration
Drives
incremental
revenue in
vertical &
emerging
markets
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All other product or service names are the property of their respective owners. © Motorola, Inc. 2009
Direct
Marketer
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
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
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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
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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
PartnerSelect Program entry
point
Government
Partner (GP)
Government Reseller
(GR)
Open Market
OPEN MARKET
Limited access to
products
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25
PartnerSelect Benefits Overview
Communications
Sales and Marketing
Technical Support
Services
Developer Zone
Services Webinar
TechForums
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
PartnerLeads
Tech-Talk Webinars
Channel Development
Specialists
Partner IQ
Demo Programs
Solution Builder
*Technology Advisory
Council
Early Adopter Program
PartnerWizard
Partner Training
*Partner Conference
Executive Briefings
PartnerSolution CD
*Partner Advisory
Comm.
Mobile Briefings
Webinars
PartnerAdvantage
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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 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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27
Mobility Sales Ecosystem
Distributor
• BlueStar
Motorola
Carrier
• Network Services
• Network Security
• Activation
• Rate Plan
• WAN solutions
expertise
Carrier
• Lead generation
• Significant influence
• Solutions Expertise
• Converged mobile
computing
• Comprehensive
Services
• Sales Support: ET&S,
GCAM
Distributor
End
Motorola
User
Other Potential:
• Good
• Moto Handsets
• Moto ISVs
• Carrier ISVs
Partner
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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
–
–
–
–
–
–
–
–
–
–
MC50
MC70
MC75
MC909x
RFID – fixed/mobile
ADC (LS-DS) &
WLAN
MSP
Service
Accessories
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30
First Response and Accountability
The Challenge:
manual
accountability at
incident site
+
+
+
The Challenge: Manual
accountability at incident
site
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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
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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
+
MC50, 70, 75 &
MC909X 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
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All other product or service names are the property of their respective owners. © Motorola, Inc. 2009
Featured Products
33
eCitation / Code
Enforcement
The Challenge:
Accuracy and cost
of a written citation
The Challenge: Accuracy
and cost of a written
citation
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34
+
Millions of revenue dollars
lost due to errors
+
Reduced officer
productivity
+
Lengthy and expensive
processing
eCitation / 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
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All other product or service names are the property of their respective owners. © Motorola, Inc. 2009
35
eCitation / Code
Enforcement
Featured Products
The Challenge: Accuracy
and cost of a written
citation
The Solution: Automate
citations with handheld
computing
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All other product or service names are the property of their respective owners. © Motorola, Inc. 2009
+
MC70, 75 & 909X-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
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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
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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
+
MC50, 70, 75 & 909x
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
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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
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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
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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
+
MC70 & 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
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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
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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
+
MC70, 75 & 909x-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
PartnerSelect Requirements
PartnerSelect 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%
10%
0%3
0%3
0%3
0%3
0%3
0%3
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:
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:
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:
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.
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%
15%
3%
0%3
0%3
0%3
0%3
0%3
0%3
--4
Score <
10 points
Score >
10 points
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:
Revenue2 associated with the sale of “Not New” Motorola Enterprise
Mobility equipment as a % of total revenue, not to exceed:
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:
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 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.
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 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.
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/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.
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
b
b
Current Application Form Terms & Conditions or
Contract, as required
b
b
b
b
b
Business Plan
- Motorola Enterprise Mobility Services Revenue1
Goal of 7%
-b1
b
b
b
b
b
b
b
b
b
b
b
b
b
b
b
b
b
b
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
1
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 PartnerSelect members including ARs 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
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)
8x5
8x5
8x5
8x5
8x5
--
b
b
b
b
8 Hrs
4 Hrs
4 Hrs
4 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
PartnerSelect 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 entity1 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’s1 business must be focused on and support
government programs/bids
b
b
b
b
b
b
b
- 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.
b
b
GSA schedule may be required3
b
b
Business Model Evaluation
Government Focus
Major operations and/or headquarters are in proximity to government
centers
Business Model
No “mixed model” sales2 subject to a prime/subcontract federal scenario
1
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 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.
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
• 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
0%3
0%3
0%3
Services Evaluation
Repair/Break-Fix Operations1
New Members:
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:
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.
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
• 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
0%3
0%3
0%3
Services Evaluation
Sale of “Not New” Equipment1
New Members:
Existing Members
• Revenue2 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 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.
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
$ 100K
$ 500K
$3M (2007)
$4M (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
b
Business Plan1
- Motorola Enterprise Mobility Services Revenue2
Goal of 7%
b2
b
b
b
b
b
b
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
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.
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)
8x5
8x5
8x5
b
b
4 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
8 Hrs
62
PartnerSelect Benefits
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
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
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
SalesPower2
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
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 PartnerSelect Program resources
and answers partner queries
Reduces member training/support costs, maximizes member readiness
PartnerSelect
ChannelGram
Bi-weekly e-newsletter for PartnerSelect 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 PartnerSelect 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
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
Relationship Enablement Benefits
Partner Recognition
Business
Partner/Solution
Partner Awards
Enterprise Mobility
Solutions Awards
Awards recognizing partner commitment, success and innovation
Brings recognition and exposure to the most innovative and committed partners; helps
generate sales opportunities
Online Resources
PartnerSelect 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
Relationship Enablement Benefits
Online PartnerSelect
Program Guide
Details on PartnerSelect 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
PartnerMDF
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
Marketing & Sales Enablement Benefits
Market Development Funds
PartnerMDF
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 PartnerMDF
PartnerWizard
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
Marketing & Sales Enablement Benefits
PartnerMX 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
PartnerSelect
Channel Identifier
Logos highlighting a partner’s membership in PartnerSelect
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
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 Training
Teams Motorola and partners on the development of joint value propositions
Enhances sales skills and strategies
PartnerIQ
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
PartnerLeads
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
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 resources
Keeps members informed; helps partners capitalize on revenue opportunities
PartnerSolution
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
Support for questions on services pricing, contracts, training and more
Enables the sale and support of services
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
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
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
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
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 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
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 Central
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
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