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Motorola Attack Plan

Motorola Attack Plan. Agenda. Motorola who? Why focus on Motorola High level attack plan Tools and support at your disposal Action items. Motorola WAS Wireless. MOTOROLA……….

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Motorola Attack Plan

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  1. Motorola Attack Plan

  2. Agenda Motorola who? Why focus on Motorola High level attack plan Tools and support at your disposal Action items

  3. Motorola WAS Wireless MOTOROLA……….. … “perhaps the only company on this planet that can do everything wireless, … that should put and keep them on top of wireless like Cisco is on top of networking” 2008 Craig Mathias Report 2008 Craig Mathias Report

  4. Where did it all go? Solutions Solutions Networks Mobility

  5. Why Motorola • The largest vendor in our specific market • With estimated PtP and PtMP sales of $180m • Estimated 50% of revenues come from North America • The best match to Alvarion – closest Apples to Apples • Portfolio – PtP and PtMP, Licensed / UL, frequencies, NMS • Brand – high end, top player in the industry • Presence – in all regions, many countries, large Channel • Markets – active in all verticals

  6. Why Motorola • The “easiest” to beat • Lost the brand – Cambium what? • Clear product advantage – Extreme, 4motion, Ultra, Compact, Wavion • In performance • In abundance of innovation • Owned by financial holdings, not a vendor/value add ownership • The transition period is proving very painful • Sales force desertion / frustration • Channel desertion / confusion – channels approaching us • Target market US Military • Pricing advantage in some cases – product and country based • Lost “additional products” leverage – Tetra, Astra, WiFi, Hand held's, Phones

  7. High-level Attack Plan Approach your Distributors – growing our share with existing channel Approach Motorola customers with expansion plans Motorola partner days worldwide Approach Moto Distributors that didn’t diversify till now (loyal to Ex-brand) Arrange one-day workshops – get to know Alvarion products Focus on new portfolio – ULTRA, Extreme, Compact, Wavion Offer a Dual Vendor approach Bundle solutions to make the marketing & pricing more attractive HQ to provide channel database, chase them all Six-month focus – campaign from January to June Manage regional plans monthly & follow-up actions

  8. Tools • Designated Materials • Why move materials – product comparison and competitive analysis, ROI calculators, RFP templates, Starter kits • Motorola Partner welcome kit • Webinar for Moto partners • Activities • Telemarketing (from HQ) • Channel database research • Motorola partner days worldwide – agenda, materials, funded • Technical trainings • One-day tech workshops – get to know Alvarion products, FOC – up to 2 per country (pre-approved) • 50% off designated local CASS and public trainings

  9. Tools – Commercial • Pricing • Demo and Starter Kits – discounted pricing – additional 10% • Bundle PtP links with VL / Extreme solution – special offers • Trade-in campaign – REPLACE a Moto network and get additional 10% discount on list price • Others • Designated COOP funds for Distributors and new partners • SPIFF’s for sales people in Distributors and SI’s/VAR’s • New partner program – Deal registration, Rebate policy • Upgraded to highest level rebate program, from $50k • Special promotions upon request,

  10. Action Items • Build a plan and track • Know materials and tools • Recruit Channels • Talk to common Distributors in February • Talk to Moto Loyal Distributors in February • Partners – call / meet 10 in Q1 • Road show – Moto partner days - 1 in Q1 • Trainings – 2 in Q1

  11. Thank You Name: Ian Walter E-Mail: Ian.walter@alvarion.com Phone: +44 7809 599195

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