MOBILE SOLUTIONS UPDATE FRANCESCA SALAMONE NA MOBILE SOLUTIONS & ISV PROGRAMS BlueStar Webinar: June 16, 2011 MOTOROLA SOLUTIONS

MOBILE SOLUTIONS UPDATE FRANCESCA SALAMONENA MOBILE SOLUTIONS & ISV PROGRAMS

BlueStar Webinar: June 16, 2011

MOTOROLA SOLUTIONS

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved.

AGENDA

PartnerEmpower Review

Mobile Solutions Track Review

Mobile Solutions Mapping and Transition

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PartnerEmpower Review



THREE PROGRAM TRACKS

Wireless Network

Solutions Track

Mobile Solutions

Track

RadioSolutions

Track

Advanced Data

Capture

Mobile Computing

RFID



A FLEXIBLE STRUCTURE TO DRIVE SUCCESS

Platinum

Silver

Gold

• Additional differentiation reflects a channel partner’s total investment and commitment to Motorola

Partner Empower Levels

• Additional benefits awarded for proven expertise

• Channel partners gain market differentiation Technology Market

Specialization

Technology Access

Channel Partner Type

• Partnering terms set• Product access determined• Core benefits awarded

Business Focus


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PARTNEREMPOWER METAL LEVELS

Platinum

Gold

SilverAchieve Authorized level in one or more technologies

Achieve Specialist level in one or more technologies

Achieve Authorized level in one or more technologies plus combined revenue of $1M

Achieve Elite Specialist level in one or more technologies

Achieve Specialist level in two or more technologies plus combined revenue of $2M

MOBILE SOLUTIONS TRACK REVIEW

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MOBILE SOLUTIONS REVENUE THRESHOLDS

Track Segment LevelRevenue Threshold

US Canada**

Mobile Computing

Elite Specialist $3,000,000 $1,500,000

Specialist $500,000 $250,000

Authorized $25,000 $15,000

Advanced Data Capture

Elite Specialist $500,000 $250,000

Specialist $200,000 $100,000

Authorized $5,000 $5,000

RFID

Elite Specialist $300,000 $150,000

Specialist $100,000 $50,000

Authorized $5,000 $5,000

**Canadian partners must have 80% or more in Canadian revenue or they will need to meet US revenue thresholds



ONE KEY EXCEPTION

Mobile Computing Authorized Member

Advanced Data Capture Authorized Member

Mobile Computing SpecialistAdvanced Data Capture Specialist

Mobile Computing Elite Specialist

Advanced Data Capture Elite Specialist

INCLUDES

INCLUDES

INCLUDES



NEW GROWTH INCENTIVE BENEFIT

INCENTIVE

• Tiered, annual, back-end rebate structure that goes directly to the partner

• All product revenue is eligible including PE and Deal Registration

• Program will launch in August but will include all 2011 revenue

ELIGIBLE PRODUCTS

• All MCD, ADC and RFID products and accessories (Class I-VI)

ELIGIBLE PARTNERS

• Mobile Computing Elite Specialist, Advanced Data Capture Elite Specialist, RFID Elite Specialist (Specialists that meet Elite Specialist requirements prior to end of Q3 are also eligible)

New financial rewardsOffered to Elite Specialists that grow over the expected year-over-year rate

$

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Growth Incentive

Growth above goal of 0% to 2.49% 2% rebate

Growth above goal of 2.5% to 7.49% 3% rebate

Growth above goal of greater than 7.5% 5% rebate

Example

If the Mobile Computing growth goal is 10%, and a Mobile Computing Elite Specialist grows its revenue 13% (3 pts over goal), they will receive a rebate of 3% on that incremental revenue.

$New growth incentive benefit

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Tools for you to use!

Calculator

COMING SOON!!

$


BUILDING EXPERTISE

Partner Training• We’ll measure technical and

sales competency based on training courses completed.

• Training will be required

• Certification will not be required until 2013



TYPES OF MOTOROLA TRAINING

Types of Motorola Training

Portfolio Access

Product AccessTraining

Portfolio AccessMandatory upon joining

PartnerEmpower

Product AccessRequired of partners who wish to sell

specific products that require certification

Track Segment TrainingRequired Curricula

to meet interim training requirements


PARTNER MAPPING AND TRANSITION



PARTNEREMPOWER LAUNCH TIMELINE

June 15•Tier 1 Contract

June 17•Distribution Notification

June 21 - 22•PartnerEmpower Webinars

July 1•MS Program Guide, AAG

July 15• Transition

Deadline

August 1•Tier 2 Quotes

•MS Application live

August 26•PS for VARs “Retires”

•Last day that PS quotes valid

August 29•PartnerEmpower for Mobile Solutions LIVE!!!!

PAGE 17


PARTNEREMPOWER POST-LAUNCH TIMELINE

September 2011•Channel Partner Scorecard

• Partner Portal

Dec 2012• CRD#2

Aug 2012• CRD #1• Training

Requirements• Revenue

Attainment

January 2013• Certifications Due

Q1 2012• ISV

PartnerEmpower Launch

PAGE 18


• s

LAUNCH & TRANSITION INTO PARTNEREMPOWER

Partners received an email notification in mid-April with a link that will direct them to the transition website

The partner will transition into PartnerEmpower by accepting the PartnerEmpower Terms & Conditions, MS Addendum AND updating their Partner Contact information online

If a partner does not accept the T&Cs, MS Addendum AND update their Partner Profile by July 15, 2011, they will have to reapply as a new partner

On August 29, 2011 those partners who have completed their T&Cs and updated their Partner Profile will transition into PartnerEmpower

As of August 29, 2011, partners can start to utilize the new Benefits of PartnerEmpower



PARTNEREMPOWER - YEAR 1

20

• Partners will have 12 months from the transition (August 2011 – July 2012) to meet program criteria for the levels at which they were mapped to REMAIN at the level they were mapped

• During this time, they will not be moved down levels• During this time, they be able to move up levels through proactive process

led by partner

• Motorola will do a second Compliance Review in December 2012

• Partners will then be on an calendar Compliance Review (January – December)


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Questions??

Documents

MOBILE SOLUTIONS UPDATE FRANCESCA SALAMONE NA MOBILE SOLUTIONS & ISV PROGRAMS BlueStar Webinar: June 16, 2011 MOTOROLA SOLUTIONS