Motorola PartnerSelect Channel Program

1
Motorola PartnerSelect Channel Program
Going To Market with Motorola EMb
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Agenda

• Motorola Symbol Corporate Review / Introduction
• Enterprise Mobility Portfolio
• Market Snapshot
• Program Overview
• Government Solutions Promotion

3
Motorola Symbol
4
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

5
Combined Portfolio Leadership for Government
Mobility Solutions
Capture Information in real time, at the point of
business activity
Mobile Office
Radios
Mobile Computing
Data Capture
Rugged PCs
Move Information instantaneously to and from the
point of greatest impact
Canopy
MESH
Wi-Fi
IP Backhaul
RFID
Manage The seamless flow of information with
exceptional efficiency and security
Motorola Services
MSP
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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 Symbol Market Leadership
8
New view of Motorola channels
Motorola Authorized Channel Partner
Business Radio Channel Partners
Program
Wireless Broadband Channel Partners
Two-way Radio Dealers Channel Partners
Motorola
End Customer
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Our place in the organization

• 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

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Sales Support Teams
Government Markets Customers SL and Federal
Demand Generation Deal Closure
Channel Partners AR, BP, SP, PBP, PSP, GAR, GBP,
PGBP ISVs (Part of PartnerSelect)
ETS Sales SME Sales Team (Part of GPS)
NAM GAM Government Sales (Part of GPS)
EMB Managed Partners
GPS Managed Partners
Channel Partner Relationship Channel
Conflict Management
Channel Account Manager (Part of EMB)
Government Channel Account Manager (Part of GPS)
Technical Sales Support Eng Support
Channel Tech Sales (Part of GPS)
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Motorola ETS Sales Channel Coverage
ETS Mobility SC Tim Adlington EMb SLG CAM
Brian Radmer
T1
T1
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ETS Mobility SC Lee Black EMb SLG CAM Brian
Radmer
ETS Mobility SC Glenn Mintz EMb SLG CAM Ron
Cimo
T8
T8
T2
T2
ETS Mobility SC Sam Digirolamo EMb SLG CAM
Brian Radmer
T5
T5
T3
T3
T7
T7
ETS Mobility SC Rich Doyle EMb SLG CAM Ron Cimo
ETS Mobility SC Troy Darrington EMb SLG
CAM Francesca Salamone
T4
T4
T6
T6
ETS Mobility SC Mike Shlasko EMb SLG CAM Ron
Cimo
ETS Mobility SC Rex Herron EMb SLG CAM
Francesca Salamone
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PartnerSelect Symbol EMb Portfolio
Capture Information in real time, at the point of
business activity
Mobile Office
Radios
Mobile Computing
Data Capture
Rugged PCs
Move Information instantaneously to and from the
point of greatest impact
WLAN TEAM
Canopy
MESH
IP Backhaul
RFID
Manage The seamless flow of information with
exceptional efficiency and security
Motorola Services
MSP
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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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Enterprise WLAN Portfolio

• Wireless Switches
• Headquarters RFS7000 (L3, 256 APs per switch)
• Medium-Large Enterprise RFS6000 (L3, 48 APs per
  switch)
• SMB/Branch office WS2000 (Network-in-a box)

• RFS7000

• RFS6000

• WS2000

• Client Products
• Client Access LA-51X7 (compact flash)
• Client Bridge CB3000

• CB3000

• LA-51X7

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Handheld Mobile Computing Product Portfolio
Industrial MC
Application Specific
Enterprise MC
Premium
MC75 802.11HSDPA EVDO-A GPS Camera
MC70 802.11EGPRS EVDO GPS
MC9090 I-Safe//RFiD
MC909x 802.11 / EDGE / iDEN
Patriot 802.11/HSDPA
Mid Market
MC3000TR Gun 802.11
MC3000TR 802.11 WM6.1
MC55 802.11 EGPRS GPS
VC6096 In-Vehicle Computer
VC5000 Forklift Computer
Value
MC35 802.11 EDGE
WT4000 Wearable
CA50
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MC WW Market Position, 2002 2007
Market Position ()
Vendor
Vendor
2002
2003
2004
2005
2006
2007
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
Source Motorola EMb Market Intelligence
Note Includes legacy Motorola products
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MC Global Market Opportunity
Total Addressable Market
Mobile Computing
Source Motorola EMb Market Intelligence
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U.S./Canada Product 2007 TAMState/Local
Government
(in millions)
Total TAM 169 million
Source Motorola EMb Market Intelligence
MCD
ADC
RFID
EWLAN
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U.S./Canada Application 2007 TAMS L Government
Breakdown
(in millions)
Source Motorola EMb Market Intelligence
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PartnerSelect Structure
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PartnerSelect Ecosystem
Value-Added Resellers (VARs)
Authorized Reseller
Business Partner
Solution Partner
Direct Marketer
GovernmentReseller
ISV
VAD
Develops, markets, productizes and sells
software applications based on technology or
industry-specific expertise. No desire to resell
hardware.
Applies vertical expertise in re-engineering
business processes through application software
and/or professional services
Provides order management, logistics, technical
support, services sales support and more to
non-direct partners limited support to direct
partners
Meets customer needs through deployment and
hardware integration services, product
availability and on-time delivery
Provides cross- industry application solutions
and integration and/or professional services
Serves as efficient route to market for small
and medium-sized businesses (Select partners
only North America only)
Leverages expertise in selling solutions to
federal, state and local government (U.S. only)
Drives incremental revenue in vertical emerging
markets
Draws on expertise in addressing govt sector
challenges
Covers SMB/SME, SOHO, and emerging markets
Drives vertical market penetration
Leverages broad reach to penetrate SMB market
Covers cross- industry and drives brand preference
Turn EMb channel strategy into revenue
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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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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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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
Government Partner (GP)
Govt Resellers PartnerSelect Program entry point
Government Reseller (GR)
Open Market Limited access to products
OPEN MARKET
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PartnerSelect Benefits Overview
Technical Support
Communications
Sales and Marketing
Services
Partner MX Partner Planning Partner
Locator MDF Programs PartnerLeads Partner
IQ Solution Builder PartnerWizard Executive
Briefings Mobile Briefings Webinars
PartnerAdvantage
Developer Zone TechForums Developers
Kitchen Solution Center Tech-Talk
Webinars Demo Programs Early Adopter
Program Partner Training PartnerSolution CD
Channel Gram Partner Hallway Partner
Satisfaction Survey Partner Road Shows Channel
Development Specialists Technology Advisory
Council Partner Conference Partner Advisory
Comm.
Services Webinar Single Point of
Contact Services Exec Briefings
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Addressing Customer Needs

• Todays 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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Mobility Sales Ecosystem

• Distributor
• BlueStar

• Motorola
• Solutions Expertise
• Converged mobile computing
• Comprehensive Services
• Sales Support ETS, GCAM

• Carrier
• Network Services
• Network Security
• Activation
• Rate Plan
• WAN solutions expertise
• Lead generation
• Significant influence

Distributor
Carrier
Motorola
End User
Partner

• Partner
• Consulting solutions expertise
• Integration
• Mobile application
• Hardware
• Staging

• Other Potential
• Good
• Moto Handsets
• Moto ISVs
• Carrier ISVs

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Government Solutions Promotion
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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

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First Response and Accountability
The Challenge manual accountability at incident
site
Commanders struggle to track resources
Pen-and-paper check-in creates bottlenecks
Critical information inaccessible to command
centers, hospitals
The Challenge Manual accountability at incident
site
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First Response and Accountability
The Solution Improve incident response with
mobility
Ensure overall scene and personnel safety
Improve management of on-scene resources
Track victims from incident scene to point of care
Improve scene visibility with video sharing
The Solution Improve incident response with
mobility
The Challenge Manual accountability at incident
site
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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 Solution Improve incident response with
mobility
Featured Products
The Challenge Manual accountability at incident
site
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eCitation / Code Enforcement
The Challenge Accuracy and cost of a written
citation
Millions of revenue dollars lost due to errors
Reduced officer productivity
Lengthy and expensive processing
The Challenge Accuracy and cost of a written
citation
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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 Solution Automate citations with handheld
computing
The Challenge Accuracy and cost of a written
citation
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eCitation / Code Enforcement
Featured Products
MC70, 75 909X-K/S Rugged Handheld Mobile
Computers (15)
Accessories (15)
SFS (5)
The Solution Automate citations with handheld
computing
Featured Products
The Challenge Accuracy and cost of a written
citation
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Asset Management
The Challenge Cost-effective maintenance of
accurate asset records
Varied assets vehicles, radios, containers,
storage locations, office supplies
Time-consuming to locate, not easily accessible
Many opportunities for errors
The Challenge Cost-effective maintenance of
accurate asset records
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Asset Management
The Solution A mobility solution integrated with
your back-end ERP or asset mgt systems
Automated collection of asset mgt data
Improved productivity with fewer data errors
More timely inspection and maintenance, helping
to extend asset lifecycle
The Solution Automate data capture with handheld
computers
The Challenge Cost-effective maintenance of
accurate asset records
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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 Solution Automate data capture with handheld
computers
Featured Products
The Challenge Cost-effective maintenance of
accurate asset records
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Mobile Data Access
The Challenge Personnel need to access critical
information anywhere
Police security in the field relay on available
information to make instant decisions
Access SL, Federal informational databases as
needed
Need to maximize existing resources and personnel
increase effectiveness
The Challenge Need for Increasing public
safety- access to back end databases
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Mobile Data Access
The Solution Let wireless mobile computing
expand your access critical information
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
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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Mobile Data Access
Featured Products
MC70 75 Rugged Handheld Mobile Computer (12)
Accessories (12)
SFS (5)
The Challenge Need for Increasing public safety
The Solution Provide real-time access to back
end databases in the hands of mobile personnel
Featured Products
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Inspections / Maintenance
The Challenge High cost / inefficiency of
paper-based
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
The Challenge Need for Increase efficiency and
effectiveness of field-based personnel
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Inspections Maintenance
The Solution With a mobile computing workers
spend more time in the field performing critical
tasks and less time doing paperwork
Improved productivity and capacity
Real-time information for more prompt response
Improved data accuracy and level of service
Improved citizen safety
The Solution Mobility solutions allow workers to
spend more time in the field and on-the-job then
in the office
The Challenge Need to increase the efficiency
and effectiveness of field-based personnel
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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 field-based personnel
The Solution Provide real-time access to back
end databases in the hands of mobile personnel
Featured Products
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Thank You!
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PartnerSelect Requirements
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PartnerSelect Requirements
NALA VARs
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Membership Requirements NALA VARs
Membership Requirements AR BP PBP
Mixed Model and Services Evaluation Mixed Model and Services Evaluation Mixed Model and Services Evaluation Mixed Model and Services Evaluation
No Mixed Model Sales b b b
Repair/Break Fix Operations1 Repair/Break Fix Operations1 Repair/Break Fix Operations1 Repair/Break Fix Operations1
NEW Partners and Authorized Resellers NEW Partners and Authorized Resellers NEW Partners and Authorized Resellers 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 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 03 03 03
EXISTING Partners and Authorized Resellers EXISTING Partners and Authorized Resellers EXISTING Partners and Authorized Resellers 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 03 03 03
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.
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Membership Requirements NALA VARs
Membership Requirements AR BP PBP
Sale of Not New Equipment1 Sale of Not New Equipment1 Sale of Not New Equipment1 Sale of Not New Equipment1
NEW Partners and Authorized Resellers NEW Partners and Authorized Resellers NEW Partners and Authorized Resellers 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 15 15 3
Revenue2 associated with the sale of Not New Motorola Enterprise Mobility equipment as a of total revenue, not to exceed 03 03 03
EXISTING Partners and Authorized Resellers EXISTING Partners and Authorized Resellers EXISTING Partners and Authorized Resellers 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 03 03 03
Business Model Assessment
Final Score --4 Score lt 10 points Score gt 10 points
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. 3 Existing
PartnerSelect Partners and Authorized Resellers
operations will be periodically reviewed to
ensure that not-to-exceed thresholds are
maintained. 4 When ARs 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.
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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
levels base revenue threshold.
52
Contribution Requirements NALA VARs
Contribution Requirements AR BP PBP SP PSP
Annual Revenue/Influence1 Target Performance (USD) Annual Revenue/Influence1 Target Performance (USD) Annual Revenue/Influence1 Target Performance (USD) Annual Revenue/Influence1 Target Performance (USD) Annual Revenue/Influence1 Target Performance (USD) 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.
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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
Marketing Plan b b b b
Sales-out Data (End-user sales-out data per specification required upfront at time of purchase) b b b b b
Monthly Forecast b b b b
Primary Selling Method is Face-to Face b b b b b
Dedicated Business Development Resource b b
1 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.
54
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 8 x 5 8 x 5 8 x 5
Call Management or Call Tracking System -- b b b b
Guaranteed Call Back 8 Hrs 4 Hrs 4 Hrs 4 Hrs 4 Hrs
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PartnerSelect Requirements
NALA Government Resellers
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Membership Requirements NALA Government Resellers
Membership Requirements GR GP PGP
Business Model Evaluation Business Model Evaluation Business Model Evaluation Business Model Evaluation
Government Focus Government Focus Government Focus Government Focus
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 entitys1 business must be focused on and support government programs/bids b b b
Major operations and/or headquarters are in proximity to government centers b b
Business Model Business Model Business Model Business Model
No mixed model sales2 subject to a prime/subcontract federal scenario - 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 b b b
GSA schedule may be required3 b b
1 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.
57
Membership Requirements NALA Government
Resellers
Membership Requirements GR GP PGP
Services Evaluation Services Evaluation Services Evaluation Services Evaluation
Repair/Break-Fix Operations1
New Members
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 03 03 03
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 03 03 03
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 members organization. 3
Existing members operations will be
periodically reviewed to ensure that
not-to-exceed thresholds are maintained.
58
Membership Requirements NALA Government
Resellers
Membership Requirements GR GP PGP
Services Evaluation Services Evaluation Services Evaluation Services Evaluation
Sale of Not New Equipment1
New Members
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 03 03 03
Existing Members
Revenue2 associated with the sale of Not New Motorola enterprise mobility equipment as a of total revenue, not to exceed 03 03 03
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
members organization. 3 Existing members
operations will be periodically reviewed to
ensure that not-to-exceed thresholds are
maintained.
59
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
levels base revenue threshold.
60
Contribution Requirements NALA Government
Resellers
Contribution Requirements GR GP PGP
Annual Revenue Target Performance (US ) Annual Revenue Target Performance (US ) Annual Revenue Target Performance (US ) Annual Revenue Target Performance (US )
United States 100K 500K 3M (2007) 4M (2008)
61
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
Marketing Plan b b
Sales-out Data (End-user sales-out data per specification required upfront at time of purchase) b b b
Monthly Forecast b b
Primary Selling Method is Face-to-Face b b 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.
62
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 8 x 5 8 x 5
Call Management or Call Tracking System b b
Guaranteed Call Back 8 Hrs 4 Hrs 4 Hrs
63
PartnerSelect Benefits
64
Business Relationship 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
65
Business Relationship Benefits
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 dont 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
66
Relationship Enablement Benefits
Relationship Enablement Benefits Relationship Enablement Benefits
Partner Communications 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
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Relationship Enablement Benefits
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 partners sales and support teams
Partner Forum Bi-annual event that helps members align their offerings with Motorolas through insight into to product roadmap, upcoming products, etc. Accelerates sales efforts enables partners to go-to-market more efficiently
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Relationship Enablement Benefits
Relationship Enablement Benefits Relationship Enablement Benefits
Partner Recognition Partner Recognition
Business Partner/Solution Partner Awards Awards recognizing partner commitment, success and innovation Brings recognition and exposure to the most innovative and committed partners helps generate sales opportunities
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 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
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Relationship Enablement Benefits
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
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Marketing Sales Enablement Benefits
Marketing Sales Enablement Benefits Marketing Sales Enablement Benefits
Market Development Funds 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 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 Motorolas online partner directory Raises partner visibility with end-users, Motorola associates and other partners generates revenue opportunities
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Marketing Sales Enablement Benefits
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 partners membership in PartnerSelect Enables partners to leverage the Motorola brand
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Marketing Sales Enablement Benefits
Marketing Sales Enablement Benefits Marketing Sales Enablement Benefits
Sales Enablement Sales Enablement
Sales Education Certification Access to sales certification courses gt Online courses/exams available at no charge for required Product-Specific and Platform Certification1 gt 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
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Marketing Sales Enablement Benefits
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
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Technical Enablement Benefits
Technical Enablement Benefits Technical Enablement Benefits
Education Certification Education Certification
Technical Education Certification Access to sales certification courses gt Online courses/exams available at no charge for required Product-Specific and Platform Certification1 gt Instructor-led courses/exams offered on a fee basis Boosts sales effectiveness, shrinks training costs
Technical Support 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
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Technical Enablement Benefits
Technical Enablement Benefits Technical Enablement Benefits
Development Support 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 Motorolas 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
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Technical Enablement Benefits
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