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FEDERAL MARKETOVERVIEW
August 16, 2011
JAMES FYLES | DIRECTOR, CHANNEL MANAGEMENTMOTOROLA SOLUTIONS
PAGE 2
FEDERAL TRENDS
CR issue clearly have had an impact on FY2011
Still cause for optimism• Agencies behind in procurements and feeling pressure• OpEx vs CapEx• IT budgets potentially less susceptible to cuts
Continued decline in GSA vs Agency Vehicles• Extra step in buying process• Not just who buys – but how?
FEDERAL IT FORECASTFY2011 IT Budget request - $79.4 Billion
PAGE 3
Source: OMB, INPUT
FY10 figures are OMB estimates.*Enacted**Assumes 103% of FY11 request.
FY11 IT BUDGET REQUEST
PAGE 4
DoDDHS
HHS VADOT
Treasu
ry DOJ
Agricu
lture
Commerce
Energ
y
NASA
SSA
State
Educa
tion
Interior
GSA
Labor
HUD
All Other
$0
$5
$10
$15
$20
$25
$30
$35
$40
FY2010 Enacted FY2011 Request
FY20
11 P
resi
dent
's B
udge
t Req
uest
($B)
Source: FY2011 OMB’s Report on Information Technology (Exhibit 53)
-63%-2%
+7%
Total FY2011 IT Request - $79.4 Billion
•Inspections•E-Forms•Work Orders•Asset Management•Chain of Custody•Resource
Management•Maintenance
(MRO)
Federal Civil Agencies are looking to improve efficiency and productivity with Field Mobility
Mobility Applications
FEDERAL CIVIL OPPORTUNTITES FOR FIELD MOBILITY
* Civilian Field Mobility opportunities have less barriers to entry than DoD due to added security requirements.
OPERATIONAL EFFICIENCY
6
Mobile Services and Products
Source 50 Unit DeploymentAverage Partner Price End User Price
Handheld Mobile (MC75A Cellular Modem) Motorola $80,000 $100,000
Handheld Accessory Kit (Could include Cradle/PS/Spare Battery) Motorola $12,500 $17,500
Service from the Start (3 Year Bronze) Motorola $12,500 $17,500
MDM (MSP3 Stage, Provision, Control, & HW) Motorola $2,180 $3,800
MVPN (Airbeam) Motorola $8,082 $13,065
Mobility Application/Servers 3rd Party $27,000 $34,500 Wireless Activations (One Time Credit to Reseller) 3rd Party $0 $5,000
Integration Services (Installation/ Configuration) Reseller $24,000 $35,000
Application Design Services (1 Design Cycle) Reseller $54,400 $100,000
Support: Application Maintenance / Support (Reoccuring Revenue Opportunity) Reseller TBD TBD
Solution Revenue $220,662 $326,365
Per Unit Revenue $7,226 $6,527
Gross Profit $105,703
Gross Margin % 32.38%
SOLUTION EXAMPLE
Design Services
(Varies by Complexity)
Support Services
Reoccurring Application Support Revenue
Actual Motorola Product Pricing dependent on Partner Empower Status
PAGE 7PAGE 7
FEDERAL MARKET SPECIALIZATION
SPECIALIZATION STRUCTURE
SPECIALIST Mobile Solutions Track channel partners with exceptional competency and significant success in the U.S. Federal markets receive the Specialist designation
AUTHORIZED MEMBER
Mobile Solutions Track channel partners that meet a basic set of U.S. Federal Markets Specialization requirements receive the specialization designation of Authorized Member IN
CR
EASE
D P
RO
GR
AM
BEN
EFIT
S
PAGE 8
ADDITIONAL FED BENEFITS
PAGE 9
BENEFIT AUTHORIZED SPECIALIST
Federal Market IncentiveReceive an incremental product discount at point-of-sale.
0.5% discount 2% discount
Federal Growth Incentive Earn an additional year-end growth incentive rebate based on your U.S. Federal revenue by exceeding your growth target and selling a minimum of $500,000 in reported U.S. Federal sales.
5% rebate 10% rebate
Deal Registration for US Federal OpportunitiesRegister deals in progress, which provides a differentiated discount and safeguards investments made to create and influence opportunities.
Up to 15% for U.S. Federal markets opportunities
Federal Sales IncentivesTake advantage of special U.S. Federal markets incentive programs that reward sales representatives for sales success.
Eligible Eligible
Federal Product PromotionsDrive revenue and compete more effectively through targeted U.S. Federal markets product promotions.
Eligible Eligible
VAR SUCCESS CRITERIA
PAGE 10
THANK YOU…
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
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