Motorola PartnerSelect Channel Program

Motorola PartnerSelect Channel ProgramGoing To Market with Motorola EMb

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 2

Agenda

• Motorola Symbol Corporate Review / Introduction

• Enterprise Mobility Portfolio

• Market Snapshot

• Program Overview

• Government Solutions Promotion

Motorola Symbol


Motorola Corporate Picture

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

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

Mobile Devices (’07 Net Sales - $19B)

•wireless handsets (phones) with integrated software and accessory products


CanopyMESH Wi-Fi

Mobile Office Mobile ComputingData CaptureRadios

IP Backhaul

ManageThe seamless flow of information with exceptional efficiency and security

MoveInformation instantaneously to and from the point of greatest impact

CaptureInformation in real time, at thepoint of business activity

RFID

Motorola Services MSP

Rugged PC’s

Combined Portfolio Leadership for Government Mobility Solutions


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!

Symbol Channel Leadership


Motorola Symbol Market Leadership

42.3%Market Leader

Over 1M MC9000 Sold

Source: VDC, Enterprise Mobility Service (August 2007)

20%Market Leader

Recognized as leading Visionary by Gartner in latest Magic Quadrant

Source: VDC, RFID Planning Service (September 2007)

#1 in Two-wayRadios forBusiness

Strong MarketPosition

27%Market Leader

Source: VDC, AIDC Planning Service (July 2007)

Over 1M LS2208 Sold

in WirelessBroadband

#1 Market Leader in Push Email


New view of Motorola channels

BusinessRadio

ChannelPartners

Two-wayRadio

DealersChannelPartners

Program

WirelessBroadband

ChannelPartners

Motorola Authorized Channel Partner

End Customer

Motorola


…Our place in the organization…

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

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

Mobile Devices (’07 Net Sales - $19B)

•wireless handsets (phones) with integrated software and accessory products Enterprise Mobility Solutions Segment:

Symbol Enterprise Mobility Business (EMb)

Government & Public Safety Sales & Channel Support • 8 Emerging Technologies & Solutions Mobility Consultants

• 3 Government Channel Account Managers


Sales Support Teams

Government Markets CustomersS&L and Federal

DemandGenerationDeal Closure

Channel PartnersAR, BP, SP, PBP, PSP,

GAR, GBP, PGBPISVs

(Part of PartnerSelect)

ET&S SalesSME Sales Team(Part of G&PS)

NAMGAM

Government Sales(Part of G&PS)

Channel PartnerRelationshipChannel ConflictManagement

Channel AccountManager(Part of EMB)

TechnicalSales SupportEng Support

Channel TechSales

(Part of G&PS)

EMB ManagedPartners

GovernmentChannel Account

Manager(Part of G&PS)

G&PS Managed Partners


T1T1

ET&S Mobility SC: Tim AdlingtonEMb SLG CAM: Brian Radmer

Motorola ET&S Sales & Channel Coverage


T8T8

T7T7

T5T5

T6T6 T4T4

T3T3

T2T2

ET&S Mobility SC: Lee BlackEMb SLG CAM: Brian Radmer

ET&S Mobility SC: Troy DarringtonEMb SLG CAM: Francesca Salamone

ET&S Mobility SC: Rex HerronEMb SLG CAM: Francesca Salamone

ET&S Mobility SC: Sam DigirolamoEMb SLG CAM: Brian Radmer

ET&S Mobility SC: Mike ShlaskoEMb SLG CAM: Ron Cimo

ET&S Mobility SC: Rich DoyleEMb SLG CAM: Ron Cimo

ET&S Mobility SC: Glenn MintzEMb SLG CAM: Ron Cimo


CanopyMESH WLAN

TEAM

Mobile Office Mobile ComputingData CaptureRadios

IP Backhaul

ManageThe seamless flow of information with exceptional efficiency and security

MoveInformation instantaneously to and from the point of greatest impact

CaptureInformation in real time, at thepoint of business activity

RFID

Motorola Services MSP

Rugged PC’s

PartnerSelect Symbol EMb Portfolio


GEN2 EPC RFID Portfolio

RFID Technologies and Capabilities Vary WidelyWe are the Market Leader in EPC RFID

EPC (Electronic Product Code)Lowest Cost, Passive (No Battery), Typical Read Range 15’, Limited

Data CapacityCost Effective Solution for Tracking Inventory through a Portal,

Assets at close Range, People SHOWING ID or WristbandOften used in conjunction with Bar Codes

Motorola products include Fixed and Mobile RFID readers and some specialized tags


•RFS6000

•WS2000

•RFS7000• 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)

• Lightweight and Full Function Access Points• Lightweight – AP300

• Full Function – AP-5131 (supports mesh)

• Outdoor – AP-5181 (supports mesh)•AP300•(Thin)

•AP-5131/7131(Thick, Mesh)

•AP-5181(Thick, Outdoors)

•CB3000

•LA-51X7

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

• Client Bridge – CB3000

• RF Management Suite• LANPlanner Module– Network design, site survey

• MSP - Configuration Management

• RF Management Module – Troubleshooting, Locationing

• Wireless Intrusion Prevention Module – Security, Compliance •LANPlanner •MSP

Enterprise WLAN Portfolio


Handheld Mobile Computing Product Portfolio

VC5000Forklift

Computer

MC3000TR Gun802.11

MC9090I-Safe//RFiD

Industrial MCEnterprise MC Application Specific

WT4000Wearable

MC3000TR802.11WM6.1Mid

Market

Value

Premium

MC75802.11HSDPAEVDO-A

GPSCamera

MC55802.11EGPRS

GPS VC6096In-VehicleComputer

MC70802.11EGPRSEVDOGPS

CA50

Patriot802.11/HSDPA

MC35802.11EDGE

MC909x802.11 / EDGE / iDEN


Market Position (%)Vendor

26.7%

5.4%

2.5%

2.7%

Vendor

11.3%

2002

28.3%

5.7%

3.1%

2.5%

13.0%

2003

31.1%

5.6%

3.0%

3.1%

11.0%

2004

33.3%

6.0%

4.1%

4.2%

12.4%

2005

38.0%*

6.0%

3.8%

4.3%

10.9%

2006

42.3%*

6.4%

3.6%

3.7%

10.3%

2007

Note: Includes legacy Motorola products

MC WW Market Position, 2002 – 2007

Source: Motorola EMb Market Intelligence


Total Addressable Market Key Drivers

Field-based applications drive the market

Growth emerging in life sciences, government and services sectors

Manufacturing, T & L and retail drive the market

OEM and international expansion remains strong

Imaging emergence2009E 2010E 2011E

$3.9B$4.2B

$4.5B

$4.9B

6.8%

7.6%

8.0%

5.6%

2008E

CAGR 7.5%

2005

$3.0B

2006

$3.2B

2007

$3.7B

7.3%

15.5%

MC Global Market Opportunity

Mobile Computing



U.S./Canada Product 2007 TAMState/Local Government


$60

$33

$10

$66

MCD (Industrial + Commercial) ADC RFID WID

Total TAM$169 million

(in millions)

MCD ADC RFID EWLAN


U.S./Canada Application 2007 TAMS & L Government Breakdown


(in millions)

$24

$24

$24

$22

$22

$20

$15

$11

$4

$7

Scheduling / Dispatching

Asset Tracking

Records Checkup/Management

Command / Control / Comms

Ticketing / Citation

Crime Scene Imaging/Investigation

Warehouse Management

Fleet Repair/Maintenance

Access Control

Other

PartnerSelect Structure


PartnerSelect Ecosystem

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

Develops, markets,

productizes and sells software

applications based on

technology or industry-specific

expertise. No desire to resell

hardware.

Covers SMB/SME, SOHO, and emerging markets

Covers cross- industry and drives brand preference

Drives vertical market

penetration

Drives incremental revenue in vertical & emerging markets

Applies vertical

expertise in re-engineering

business processes

through application

software and/or

professional services

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

Provides order management,

logistics, technical support,

services sales support and more to non-

direct partners; limited support

to direct partners

Turn EMb channel

strategy into revenue

Leverages expertise in

selling solutions to

federal, state and local

government

(U.S. only)

Draws on expertise in addressing gov’t sector challenges

Authorized Reseller

Business Partner

Solution Partner

ISVDirect

Marketer VADGovernment

Reseller

Value-Added Resellers (VARs)


Tiered Structure: VARs

Open Market

Limited access to products

Authorized ResellersProgram entry point

Business Partners & Solution PartnersRequires greater investment; allows access to a greater range of Motorola Enterprise Mobility business resources

Premier-level PartnersRequires greatest investment; allows access to full range of Motorola Enterprise Mobility business resources


Tiered Structure: ISVs

ISV LevelProgram entry point

Premier ISV (PISV) LevelRequires greater investment; allows access to a greater range of Motorola Enterprise Mobility business resources


Tiered Structure: Government Resellers

Open Market

Limited access to products

Gov’t ResellersPartnerSelect Program entry point

Premier Government PartnerRequires greatest investment; allows access to full range of Motorola Enterprise Mobility business resources

Government Reseller (GR)

Premier Government Partner (PGP)

GovernmentPartner (GP)

Increased Investment, Increased Benefits

OPEN MARKET

Government PartnerRequires greater investment; allows access to a greater range of Motorola Enterprise Mobility business resources


Partner MX

Partner Planning

Partner Locator

MDF Programs

PartnerLeads

Partner IQ

Solution Builder

PartnerWizard

Executive Briefings

Mobile Briefings

Webinars PartnerAdvantage

PartnerSelect Benefits OverviewTechnical Support

Developer Zone

TechForums

Developer’s Kitchen

Solution Center

Tech-Talk Webinars

Demo Programs

Early Adopter Program

Partner Training

PartnerSolution CD

Communications

Channel Gram

Partner Hallway

Partner Satisfaction Survey

Partner Road Shows

Channel Development Specialists

*Technology Advisory Council

*Partner Conference

*Partner Advisory Comm.

Sales and Marketing Services

Services Webinar

Single Point of Contact

Services Exec Briefings


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


Mobility Sales Ecosystem

PartnerPartner

MotorolaMotorolaCarrierCarrier

End User

Carrier• Network Services• Network Security• Activation• Rate Plan• WAN solutions expertise

• Lead generation• Significant influence

Motorola• Solutions Expertise• Converged mobile computing

• Comprehensive Services

• Sales Support: ET&S, GCAM

Partner• Consulting & solutions expertise

• Integration• Mobile application• Hardware• Staging

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

DistributorDistributor

Distributor•BlueStar

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 PeriodJanuary 1, 2009 – April 30, 2009

Focus Products– MC50– MC70– MC75– MC909x– RFID – fixed/mobile– ADC (LS-DS) & – WLAN– MSP– Service– Accessories


First Response and Accountability

+

+

+

Commanders struggle to track resourcesPen-and-paper check-in creates bottlenecksCritical information inaccessible to command centers, hospitals

The Challenge: Manual accountability at incident

site

The Challenge: manual accountability at incident site



Ensure overall scene and personnel safetyImprove management of on-scene resources

Track victims from incident scene to point of care

+

+

+

The Solution: Improve incident response with mobility

The Solution: Improve incident response with

mobility


site

Improve scene visibility with video sharing+



MC50, 70, 75 & MC909X Handheld Mobile Computers (12%)RFID Fixed / Mobile (12%)+

+

Featured Products

Featured ProductsThe Solution: Improve incident response with

mobility


site

+ WLAN Switches / APs (12%)

+ Accessories (12%)

+ SFS (5%)


eCitation / Code Enforcement

+

+

+

Millions of revenue dollars lost due to errors

Reduced officer productivity

Lengthy and expensive processing

The Challenge: Accuracy and cost of a written

citation

The Challenge: Accuracy and cost of a written citation



Increase citation revenue and collection speedSignificantly reduce citation errors

Boost productivity and raise service levels

+

+

+

The Solution: Automate citations with handheld computing

The Solution: Automate citations with handheld

computing


citation

Increase job satisfaction+



MC70, 75 & 909X-K/S Rugged Handheld Mobile Computers (15%)

+

Featured Products

Featured ProductsThe Solution: Automate citations with handheld

computing


citation

Accessories (15%)+

SFS (5%)+


Asset Management

+

+

+

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



Asset Management

+

+

+

Automated collection of asset mgt data

Improved productivity with fewer data errors

More timely inspection and maintenance, helping to extend asset lifecycle


The Solution: A mobility solution integrated with your back-end ERP or asset mgt systems

The Solution: Automate data capture with

handheld computers


Asset Management

MC50, 70, 75 & 909x Handheld Mobile Computer (12%)RFID Fixed / Mobile (12%)

+

+

Featured Products

Featured ProductsThe Solution: Automate

data capture with handheld computers


+

+

+

WLAN Switches / APs (12%)

ADC (LS / DS) (12%)

MSP (Stage, Provision, Control) (12%)

+ Accessories (12%)

+ SFS (5%)


Mobile Data Access

+

+

+

Police & security in the field relay on available information to make instant decisionsAccess S&L, 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

The Challenge: Personnel need to access critical information anywhere


Improved productivity and safety for officers and citizensImproved field-level intelligence for better on-the-job effectiveness

Better in-the-moment decision-making

+

+

+

The Solution: Let wireless mobile computing expand your access critical information

The Solution: Provide real-time access to back end databases

in the hands of mobile personnel

Reduce capitol and operations costs though deployment of a converged device

+

Mobile Data Access

The Challenge: Need for Increasing public safety




Mobile Data Access

The Challenge: Need for Increasing public safety

MC70 & 75 Rugged Handheld Mobile Computer (12%)

Accessories (12%)+

+

Featured Products

Featured Products

SFS (5%)+


Inspections / Maintenance

+

+

+

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

The Challenge: High cost / inefficiency of paper-based


Improved productivity and capacity

Real-time information for more prompt response

Improved data accuracy and level of service

+

+

+

The Solution: With a mobile computing workers spend more time in the field performing critical tasks and less time doing paperwork

The Solution: Mobility solutions allow workers to spend more time in the field and on-the-job then in

the office

Improved citizen safety+

Inspections & Maintenance

The Challenge: Need to increase the efficiency

and effectiveness of field-based personnel




Inspections & Maintenance

The Challenge: Need to increase the efficiency

and effectiveness of field-based personnel

MC70, 75 & 909x-K/S Handheld Mobile Computer (12%)

+

Featured Products

+ MSP (Stage, Provision, Control) (12%)

+ Accessories (12%)

Featured Products

+ SFS (5%)


Thank You!

PartnerSelect Requirements



NALA: VARs


Membership Requirements NALA VARs

Membership Requirements AR BP PBP

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:

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

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:

0%3 0%3 0%3

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.


Membership Requirements NALA VARs

Membership Requirements AR BP PBP

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: 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

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:

0%3 0%3 0%3

Business Model Assessment

Final Score --4 Score < 10 points

Score > 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 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.


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.


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.


Commitment Requirements NALA VARs

Commitment Requirements AR BP PBP SP PSP

Current Member Profile

Current Application Form Terms & Conditions or Contract, as required

Business Plan - Motorola Enterprise Mobility Services Revenue1 Goal of 7%

--1

Marketing Plan

Sales-out Data (End-user sales-out data per specification required upfront at time of purchase)

Monthly Forecast

Primary Selling Method is Face-to Face

Dedicated Business Development Resource

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.


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 --

Guaranteed Call Back 8 Hrs 4 Hrs 4 Hrs 4 Hrs 4 Hrs



NALA: Government Resellers


Membership Requirements NALA Government Resellers

Membership Requirements GR GP PGP

Business Model Evaluation

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

A majority of the entity’s1 business must be focused on and support government programs/bids

Major operations and/or headquarters are in proximity to government centers

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.

GSA schedule may be required3

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.




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:

0%3 0%3 0%3

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:

0%3 0%3 0%3

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.




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: 0%3 0%3 0%3

Existing Members

• 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

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.


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.


Contribution Requirements NALA Government Resellers

Contribution Requirements GR GP PGP

Annual Revenue Target & Performance (US $)

United States $ 100K $ 500K$3M (2007)$4M (2008)


Commitment Requirements NALA Government Resellers

Commitment Requirements GR GP PGP

Current Member Profile

Current Application Form Terms & Conditions or Contract, as required

Business Plan1 - Motorola Enterprise Mobility Services Revenue2 Goal of 7%

2

Marketing Plan

Sales-out Data (End-user sales-out data per specification required upfront at time of purchase)

Monthly Forecast

Primary Selling Method is Face-to-Face

Dedicated Business Development Resource

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.


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

Guaranteed Call Back 8 Hrs 4 Hrs 4 Hrs

PartnerSelect 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




Solution Rewards

Program providing a financial incentive to create demand for Motorola products and servicesRewards 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 carriersDrives sales and additional revenue

Solution Promotions and Incentives

Targeted sales force incentives, back-end rebates or upfront incentives on select products, services or solutionsHelps to increase sales for target markets or key products

SalesPower2Point-based online incentive program that rewards partner companies and/or individual partner associates for selling select productsHelps to increase sales


Relationship Enablement Benefits


Partner Communications

Welcome LetterProgram introduction featuring orientation information for new partnersHelps 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 queriesReduces member training/support costs, maximizes member readiness

PartnerSelect ChannelGram

Bi-weekly e-newsletter for PartnerSelect members featuring product news, program announcements and eventsInforms members of product updates and new tools to help them grow their business

Permission-based Communication

Online capabilities for managing communications received from MotorolaStreamlines communications, keeps members focused on revenue-generating opportunities

E-mail BroadcastsNews alerts featuring important information about new products, webinars and moreKeeps 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




Partner Advisory Council Participation

Forum that helps solicits partner input on channel strategy, program changes and Motorola operational processesEnsures 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 teamHelps to drive new opportunities through exposure to the Motorola Enterprise Mobility business sales team

Customer AdvocacyCentral 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 ForumBi-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




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 opportunitiesEnterprise Mobility

Solutions Awards

Online Resources

PartnerSelect Hallway

In-depth partner extranet featuring product details, marketing and sales resources, program information and moreOn-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 informationGives partners easier access to information; eases collaboration with Motorola




Online PartnerSelect Program Guide

Details on PartnerSelect Program requirements and benefits, productThe 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 solutionsSpeeds configuration process, reduces administrative burden


Marketing & Sales Enablement Benefits


Market Development Funds

PartnerMDFMarket and business development funds distributed based on expected return on investmentDefrays 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 strategiesEnables 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 demandIncreases the effectiveness of partner marketing materials; reduces marketing costs; helps partners go to market more quickly

Partner ConnectOnline tool that links partners with marketing services vendorsSpeeds partner go-to-market initiatives, helps partners leverage MDF

Partner Locator Partner Profile

Detailed listing in Motorola’s online partner directoryRaises partner visibility with end-users, Motorola associates and other partners; generates revenue opportunities




PartnerMX Program

Tools, training and coaching that help partners improve their business development strategiesAccelerates 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 moreHelps partners close deals; reduces training and demo expenses

Product & Application Imagery

Online library of Motorola product imagesEnhances partner marketing materials; cuts design costs; helps to drive leads

Literature Fulfillment Center

Online site for ordering Motorola product brochures and other marketing materialsReduces marketing communications expenses, drives leads

PartnerSelect Channel Identifier

Logos highlighting a partner’s membership in PartnerSelectEnables partners to leverage the Motorola brand




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 TrainingTeams Motorola and partners on the development of joint value propositionsEnhances sales skills and strategies

PartnerIQInsight into enterprise mobility market trendsDrives revenues, shrinks market research costs

Partner Resource KitDetails on Motorola products and services along with competitive informationEnhances product knowledge, improves sales capabilities

Promotion of Customer Wins

Promotion of partner successes through case studiesIncreases exposure; reduces public relations costs

PartnerLeadsClosed loop system for distributing Motorola-generated leads to partnersShortens sales cycles; reduces partner lead generation costs




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 resourcesKeeps members informed; helps partners capitalize on revenue opportunities

PartnerSolution Catalog

Directory providing details on enterprise mobility solutions developed by partnersBoosts exposure, drives leads

Solution Builder Interactive tool enabling partners to configure and order solutionsSpeeds configuration process, reduces administrative burden

Services Sales Support

Support for questions on services pricing, contracts, training and moreEnables the sale and support of services

Services Sales Training

Education and training courses focused on helping partners sell servicesReduces training costs; helps partners drive revenue through sale of services

Customer Finance Program

Product financing programEnhances close rate, deal size and member margins


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 issueBuilds 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




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 availabilityReduces 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 validationReduces 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




Solutions CenterState-of-the art facility for development and testingAccelerates the sales and development cycles, reduces post-launch support

Enterprise Mobility Validated Solutions Program

Validation of partner solution interoperabilityProvides a competitive differentiator that drives revenue

Developer CentralOnline portal that supports developer needsProvides access to critical knowledge, improves support capabilities

Support Central Centralized online support resources and online troubleshooting capabilitiesImproves support capabilities and responsiveness of support team; speed issue resolution

Documents

Motorola PartnerSelect Channel Program