|
Motorola Unveils New Channel Partner Program (3/8/10)
Motorola unveiled a new program for its channel partners called the Motorola PartnerEmpower Program, which brings together all enterprise mobility solutions (EMS) partners, including two-way radio dealers, under a single channel program framework.
With a focus on driving growth, enabling specialization and delivering value, the program will make it easier for Motorola’s broad base of channel partners to conduct business with Motorola and take advantage of new opportunities to increase their revenue, company officials said.
The introduction follows the integration of Motorola’s enterprise mobility business and government and public-safety business into the EMS business in early 2009. PartnerEmpower will comprise three program tracks reflecting Motorola EMS’ three core technology areas — wireless network solutions, mobility and radio. These tracks will be rolled out in stages during the next 18 months, and existing channel partners will be gradually and seamlessly transitioned into the appropriate track without business interruption. In the meantime, existing programs will remain unchanged.
“When [mobile radio channel partners] want to expand their portfolios beyond radios to WLAN because a lot of their customers are looking for it, they can invest and get certified to sell WLAN or figure out who they should partner with to sell that solution,” said Mark Kroh, vice president of North America channels, Motorola EMS. “Our message is to deliver an expanded portfolio and figure out who to partner with.”
In particular, the program will help channel partners succeed through a focus on specialization and certification. The new program tracks will include opportunities for certification in key areas, along with the opportunity to earn designation as a PartnerEmpower specialist or elite specialist. These designations will not only provide channel partners with access to an incremental set of program benefits, but also will enable companies to differentiate themselves from competitors while demonstrating their value-add to customers and prospects, Motorola officials said.
Kroh said Motorola is also rolling out a dealer registration program at the end of 2010 for its two-way radio partners. “This allows us to ensure the business goes where the value is created,” he said. “For a channel partner working on a deal for months and the customer comes out with a request for proposals (RFP), that partner will generate a certain level of preference in terms of pricing. It creates an incentive to be in front. They will have pricing or support and other benefits awarded them.”
Your comments are welcome, click here.
Copyright © 2000 - 2010, Pandata Corp., All Rights Reserved.
Privacy Policy and Legal Statement.
|
