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Motorola PartnerSelect Channel Program

Motorola PartnerSelect Channel Program

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Motorola PartnerSelect Channel Program

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

  2. 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 Rugged PC’s Data Capture Mobile Computing Move Information instantaneously to and from the point of greatest impact MESH Canopy IP Backhaul Wi-Fi RFID Manage The seamless flow of information with exceptional efficiency and security Motorola Services MSP

  6. 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!

  7. Motorola Symbol Market Leadership 42.3% 27% 20% Market Leader Market Leader Market Leader Recognized as leading Visionary by Gartner in latest Magic Quadrant Over 1M MC9000 Sold Over 1M LS2208 Sold Source: VDC, Enterprise Mobility Service (August 2007) Source: VDC, RFID Planning Service (September 2007) Source: VDC, AIDC Planning Service (July 2007) #1 #1 in Two-wayRadios forBusiness Strong MarketPosition Market Leader in Push Email in WirelessBroadband

  8. New view of Motorola channels Motorola Authorized Channel Partner Business Radio Channel Partners Wireless Broadband Channel Partners Program Two-way Radio Dealers Channel Partners Motorola End Customer

  9. 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 …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

  10. Sales Support Teams Government Markets Customers S&L and Federal Demand Generation Deal Closure Channel Partners AR, BP, SP, PBP, PSP, GAR, GBP, PGBP ISVs (Part of PartnerSelect) ET&S Sales SME Sales Team (Part of G&PS) NAM GAM Government Sales (Part of G&PS) EMB Managed Partners G&PS Managed Partners Channel Partner Relationship Channel Conflict Management Channel Account Manager (Part of EMB) Government Channel Account Manager (Part of G&PS) Technical Sales Support Eng Support Channel Tech Sales (Part of G&PS)

  11. Motorola ET&S Sales & Channel Coverage ET&S Mobility SC: Tim Adlington EMb SLG CAM: Brian Radmer T1 T1

  12. ET&S Mobility SC: Lee Black EMb SLG CAM: Brian Radmer ET&S Mobility SC: Glenn Mintz EMb SLG CAM: Ron Cimo T8 T8 T2 T2 ET&S Mobility SC: Sam Digirolamo EMb SLG CAM: Brian Radmer T5 T5 T3 T3 T7 T7 ET&S Mobility SC: Rich Doyle EMb SLG CAM: Ron Cimo ET&S Mobility SC: Troy Darrington EMb SLG CAM: Francesca Salamone T4 T4 T6 T6 ET&S Mobility SC: Mike Shlasko EMb SLG CAM: Ron Cimo ET&S Mobility SC: Rex Herron EMb SLG CAM: Francesca Salamone

  13. PartnerSelect Symbol EMb Portfolio Capture Information in real time, at the point of business activity Mobile Office Radios Rugged PC’s Data Capture Mobile Computing Move Information instantaneously to and from the point of greatest impact WLAN TEAM MESH Canopy IP Backhaul RFID Manage The seamless flow of information with exceptional efficiency and security Motorola Services MSP

  14. 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

  15. Lightweight and Full Function Access Points • Lightweight – AP300 • Full Function – AP-5131 (supports mesh) • Outdoor – AP-5181 (supports mesh) • AP-5131/7131(Thick, Mesh) • AP-5181(Thick, Outdoors) • AP300 • (Thin) • RF Management Suite • LANPlanner Module– Network design, site survey • MSP - Configuration Management • RF Management Module – Troubleshooting, Locationing • Wireless Intrusion Prevention Module – Security, Compliance • MSP • LANPlanner 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

  16. 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 802.11 WM6.1 MC3000TR Gun 802.11 MC55 802.11 EGPRS GPS VC6096 In-Vehicle Computer VC5000 Forklift Computer Value MC35 802.11 EDGE WT4000 Wearable CA50

  17. MC WW Market Position, 2002 – 2007 Vendor Vendor Market Position (%) 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

  18. Key Drivers Field-based applications drive the market $4.9B $4.5B Growth emerging in life sciences, government and services sectors 8.0% $4.2B 7.6% $3.9B $3.7B 6.8% 5.6% 15.5% Manufacturing, T & L and retail drive the market $3.2B $3.0B 7.3% OEM and international expansion remains strong CAGR 7.5% Imaging emergence 2005 2006 2007 2008E 2009E 2010E 2011E MC Global Market Opportunity Total Addressable Market Mobile Computing Source: Motorola EMb Market Intelligence

  19. U.S./Canada Product 2007 TAMState/Local Government (in millions) Total TAM $169 million Source: Motorola EMb Market Intelligence MCD ADC RFID EWLAN

  20. U.S./Canada Application 2007 TAMS & L Government Breakdown (in millions) Source: Motorola EMb Market Intelligence

  21. PartnerSelect Structure

  22. PartnerSelect Ecosystem Value-Added Resellers (VARs) Authorized Reseller GovernmentReseller Business Partner Direct Marketer Solution Partner 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 gov’t sector challenges Leverages broad reach to penetrate SMB market Covers SMB/SME, SOHO, and emerging markets Drives vertical market penetration Covers cross- industry and drives brand preference Turn EMb channel strategy into revenue

  23. 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

  24. 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

  25. 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) Gov’t Resellers PartnerSelect Program entry point Government Reseller (GR) Open Market Limited access to products OPEN MARKET

  26. PartnerSelect Benefits Overview Communications Sales and Marketing Technical Support Services Channel Gram Partner Hallway Partner Satisfaction Survey Partner Road Shows Channel Development Specialists *Technology Advisory Council *Partner Conference *Partner Advisory Comm. Partner MX Partner Planning Partner Locator MDF Programs PartnerLeads Partner IQ Solution Builder PartnerWizard Executive Briefings Mobile Briefings Webinars PartnerAdvantage Developer Zone TechForums Developer’s Kitchen Solution Center Tech-Talk Webinars Demo Programs Early Adopter Program Partner Training PartnerSolution CD Services Webinar Single Point of Contact Services Exec Briefings

  27. 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

  28. Mobility Sales Ecosystem • Distributor • BlueStar • Motorola • Solutions Expertise • Converged mobile computing • Comprehensive Services • Sales Support: ET&S, 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

  29. Government Solutions Promotion

  30. Government Solutions Promotion • Objective • Grow your business and increase your average sales size within the Government Market • Work with Government focused ISVs to increase customer and market penetration • Develop promotional strategies position partners in competitive selling situations • Strategy • Provide a program for partners that provides a competitive platform for targeted segments • Provides an easy-to-sell bundle to help facilitate the sale • Create solution promotions around 5 key targeted application segments • Program Period • January 1, 2009 – April 30, 2009 • Focus Products • MC50 • MC70 • MC75 • MC909x • RFID – fixed/mobile • ADC (LS-DS) & • WLAN • MSP • Service • Accessories

  31. 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

  32. 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

  33. 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 The Challenge: Manual accountability at incident site Featured Products

  34. 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

  35. 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

  36. 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 The Challenge: Accuracy and cost of a written citation Featured Products

  37. 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

  38. 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

  39. 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 The Challenge: Cost-effective maintenance of accurate asset records Featured Products

  40. 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 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

  41. + + + + 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

  42. + + + 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

  43. 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

  44. + + + + 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

  45. + + + + 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

  46. Thank You!

  47. PartnerSelect Requirements

  48. PartnerSelect Requirements NALA: VARs

  49. Membership Requirements NALA VARs 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.

  50. Membership Requirements NALA VARs 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.