PROGRAM GUIDE RESELLERS

Transcription

1 PROGRAM GUIDE RESELLERS EMEA

2 TABLE OF CONTENTS SECTION 1 Welcome page 3 SECTION 2 Program Structure page 4 SECTION 3 Reseller Requirements & Criteria page 10 SECTION 4 Reseller Benefits Page 12 SECTION 5 Sales & Competency page 16 SECTION 6 Additional Documents page 18 APPENDIX A APPENDIX B APPENDIX C APPENDIX D APPENDIX E APPENDIX F Definitions Reseller Zones Product Access and Specialization Table Contact Information & Key Online Resources Documentation Matrix Direct Purchase Documentation Matrix Reseller page 19 page 20 page 22 page 24 page 26 page 27 For further details on the benefits and requirements featured in this Program Guide, please visit Partner Central. Motorola Solutions may cancel or modify the Motorola Solutions PartnerEmpower Program rules, benefits, terms and criteria or any part thereof as detailed herein at any time in its sole option and discretion. PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 2

3 SECTION 1 WELCOME ENABLING BUSINESS GROWTH TOGETHER At Motorola Solutions, we recognize the critical role played by our channel partners. As one of our primary conduits to customers, you help organizations employ our technology in innovative ways. You bring deep insight into market needs. You team with other companies to create the end-to-end solutions today s customers demand. You offer essential professional services. That s why we re focused on ensuring your company s success through the Motorola Solutions PartnerEmpower Program ( Program / PartnerEmpower Program ). The Program is the foundation for how we go to market together with our channel partners around the world and positions you for business growth through access to business tools that help you drive sales and insights that enable you to take advantage of new opportunities. In this guide, you ll learn how the Program empowers your company through: GROWTH VALUE DIFFERENTIATION EXPERTISE We re focused on helping you expand your business, compete more effectively, build critical relationships with other companies in our channel ecosystem and improve your profitability The Program s structure rewards you for investing in your relationship with Motorola Solutions Your status in the Program helps you differentiate your business from competitors and take advantage of new opportunities We help you build competency through world-class training and certification, and we reward that competency through recognition and enhanced benefits We designed the PartnerEmpower Program to enable you and Motorola Solutions to better respond to today s evolving marketplace. The Program is driven by careful study of industry best practices along with ongoing feedback from our channel partners. We look forward to working with you. Together, we will provide customers with innovative solutions that connect individuals with information and colleagues in the moments that matter. We hope you ll take advantage of all that the PartnerEmpower Program has to offer your business. PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 3

4 SECTION 2 PROGRAM STRUCTURE OVERVIEW The PartnerEmpower Program is structured to enable Motorola Solutions to successfully team with a wide array of channel partners in delivering innovative, market-leading solutions to our mutual customers. Through the Program, we meet the unique needs of different business models and reward channel partners for investing in the expertise critical to serving customer needs. Resellers ascend through the Program s three levels as they develop and demonstrate their expertise and in turn, earn access to an increasingly greater set of Program Benefits. PROGRAM STRUCTURE FOR RESELLERS SALES COMMUNITY The PartnerEmpower Program s sales community encompasses two channel partner types that play a distinct role in delivering our products and services to customers. We reward each channel partner type s unique contribution through a set of distinct Program Benefits. Reseller: A channel partner that buys products, software or solutions from a Motorola Solutions Distributor, or, in some cases, directly from Motorola Solutions, and resells them to a customer; may integrate products and services into a solution and enhance the solution with professional services or third party applications ( Reseller ). Distributor: A channel partner that sells products and services primarily to Resellers and provides sales and technology support, training, order fulfillment, stocking inventory, Reseller financing, deep technology expertise and more ( Distributor ). This Program Guide summarizes the structure of the PartnerEmpower Program for Resellers. A high-level overview of key Program documents for both our Direct Purchase Resellers and Resellers is laid out in Appendix E (Direct Purchase Resellers) and Appendix F (Resellers). PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 4

5 TECHNOLOGY SEGMENTS Motorola Solutions products, software and services that are included in the PartnerEmpower Program have been categorized into groups representing related products, software and services within the Motorola Solutions product portfolio, known under the Program as Technology Segments. Participation in the PartnerEmpower Program is granted by Technology Segment. Each Technology Segment has sub-segments of particular product groups, some of which are subject to additional access and training requirements ( Technology Sub-Segments ). The PartnerEmpower Program in Europe, Middle East and Africa (EMEA) has six Technology Segments: and Commercial Radio (PCR), TETRA, P25, Software and Solutions, Vertex Standard and Business & Consumer Radio (Unlicensed Radio). Resellers must participate in at least one Technology Segment and may participate in multiple segments. To participate in a segment, Resellers must apply for participation in that segment. Information about the products that fall under the Technology Segments can be found in the table below: PROFESSIONAL & COMMERCIAL RADIO (PCR) MOTOTRBO MOTOTRBO Radio Series MOTOTRBO TETRA TETRA DIMETRA TETRA Radio Series P25 ASTRO 25 ASTRO 25 Radios SOFTWARE & SOLUTIONS WAVE Work Group Communications SI Series Video Speaker Microphones SCADA Public Safety LTE VERTEX STANDARD Vertex Standard Digital Radios Vertex Standard Portable Radios Vertex Standard Mobile Radios UNLICENSED RADIO Unlicensed Business Twoway Radios Consumer Twoway Radios PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 5

6 PRODUCT ACCESS Access to Motorola Solutions products depends on participation in the appropriate Technology Segment or Technology Sub-Segment and a particular product s access classification. With an extensive range of products available, Motorola Solutions has categorized its technically complex products as Restricted. Access to Restricted products requires specific technical capabilities that are detailed in the Product Access and Required Accreditation document found in Appendix C Product Access and Specialization Table. Technology Segments, Technology Sub-Segments and Product Access can be seen in the table below. TECHNOLOGY SEGMENT TECHNOLOGY SUB-SEGMENT PRODUCT ACCESS & Commercial Radio (PCR) PCR Capacity Max Open Restricted TETRA TETRA Open TETRA DIPM TETRA DIPC Qualified TETRA DIPC Accredited Restricted Restricted Restricted P25 P25 Open P25 Infrastructure Restricted Software & Solutions SCADA Open WAVE 3000 WAVE 5000 Open Restricted Vertex Standard Vertex Standard Open Unlicensed Radio Business Radio Open (Restricted for Direct purchasing) Consumer Radio Open (Restricted for Direct Purchasing) PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 6

7 PROGRAM LEVELS Motorola Solutions recognizes Resellers for the success of their Motorola Solutions relationship through four PartnerEmpower Program Levels Registered, Silver, Gold and Platinum ( Program Levels ). A Reseller enters the Program as a Registered Reseller in their allocated Zone and advances to Silver, Gold and then Platinum based on the Reseller s total combined revenue across all the Technology Segments in which the Reseller participates. There is no minimum revenue threshold requirement for becoming a Motorola Solutions Registered Reseller. The Reseller may join the Program and then advance through the Program Levels when it meets the minimum revenue threshold for its Zone. Reseller has met the highest revenue threshold in the PartnerEmpower Program Reseller has met the second revenue threshold in the PartnerEmpower Program Reseller has met the first revenue threshold in the PartnerEmpower Program Entry level into PartnerEmpower Program participating in at least one Technology Segment PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 7

8 ZONES Resellers are assigned to a Zone based on the country of their business location as specified in their PartnerEmpower application. Each Zone has revenue thresholds for Silver, Gold and Platinum Program Levels that a Reseller is required to meet in order to move up through the Program Levels. These Zone thresholds are set out below. Motorola Solutions reserves the right to change threshold levels from time to time on sixty (60) days written notice. D R AF T A full list of Zones can be found in Appendix B. PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 8

9 SPECIALIZATION Specialization enables Resellers to gain greater market differentiation by demonstrating a significant level of competency and success in a particular Technology Segment. Although achieving Specialization is not a Program requirement, the PartnerEmpower Program provides a mechanism to support the development of Reseller expertise, providing technology specialization levels, training and channel identifiers to Resellers who invest in the competency of their employees. Resellers can progress through three levels of technology specialization by meeting the specified requirements. The requirements for technology specialization in each Technology Segment or Technology Sub-Segment can be found in Appendix C Product Access and Specialization Table. The training and/or business requirements are specific to each Technology Segment and Technology Sub-Segment. The Technology Specialization level of a Reseller may change throughout the year, dependent on the number of training certifications achieved by the Reseller company. For more details, refer to Section 5 Sales & Competency. NOTE: Resellers with a Registered Program Level are not eligible for a Technology Specialization. Technology Specialization is only available to Resellers with a Silver, Gold or Platinum Program Level. Reseller has achieved advanced product training or met the specialization requirements for specified Technology Segment (or Technology Sub-Segment) Reseller has completed product training or met the specialization requirements for specified Technology Segment (or Technology Sub-Segment) Reseller has sold Motorola Solutions products and has access to Motorola Solutions sales and product training. PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 9

10 SECTION 3 PROGRAM REQUIREMENTS & CRITERIA OVERVIEW Your company s status in the PartnerEmpower Program depends on compliance with baseline membership criteria and meeting Program Level revenue thresholds. Motorola Solutions reviews the progress of Resellers against the Program criteria annually in Q1 through an evaluation of achievements against the Program Level requirements ( Annual Program Review or APR ). Please note that Program Level demotions only take place at the time of the Annual Program Review. Program Level promotions may take place at any time of year. If you believe your company is eligible for promotion prior to the APR, please contact your Channel Account Manager ( CAM ) or the Motorola Solutions partner support team. Periodic progess reports will be made available to Resellers to enable them to monitor progress against the Program Level requirements. MEMBERSHIP REQUIREMENTS PARTNER TYPE: Reseller Resellers participating in the PartnerEmpower Program must meet the baseline membership requirements set out in this section on an ongoing basis. In addition, they must comply with all of the terms of their relevant PartnerEmpower Program Terms and Conditions or Reseller Agreement, as appropriate. MEMBERSHIP REQUIREMENTS PartnerEmpower Program Application New Resellers must complete the PartnerEmpower Program application process, indicating their desire to participate in at least one Technology Segment, and answer questions about their business model. For details, please contact the Partner Support Team. PartnerEmpower Resellers that are already admitted to the Program and wish to participate in additional Technology Segments must visit the online PartnerEmpower application and indicate their wish to expand their relationship (Relationship Change) with Motorola Solutions. Acceptance of Motorola Solutions PartnerEmpower Terms and Conditions Resellers purchasing exclusively through Distribution must accept the Motorola Solutions PartnerEmpower Program Terms and Conditions. These documents detail the requirements for acceptance into a specific PartnerEmpower Technology Segment and/or Technology Sub-Segment. Direct Purchase Resellers must accept the Motorola Solutions Reseller Agreement, which details the requirements for acceptance into a specific PartnerEmpower Technology Segment and/or Technology Sub- Segment. Compliance with Marketing Guidelines Resellers must comply with the Motorola Solutions marketing guidelines as updated from time to time. Affiliates If a Reseller is part of a group of companies that meets the affiliate guidelines documented by Motorola Solutions, the PartnerEmpower Program will group such companies in the same community in the program. Further detail on the rules surrounding affiliates will be available in January Resellers and their affiliates are required to inform Motorola Solutions in the event of any shareholding changes such that it would change Motorola Solutions consideration of an affiliation. ALL RESELLERS PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 10

11 MEMBERSHIP REQUIREMENTS Up-to-Date Channel Partner Profile Resellers must provide current and accurate information about their company, its offerings and its personnel ( Channel Partner Profile ) to facilitate effective lead referral, ensure correct Partner Finder directory information and support communications. This information must be updated at least annually. Resellers must provide up-to-date information on any changes in ownership. Designated Motorola Solutions Business Development Contact Resellers must designate a business development resource to engage with Motorola Solutions to drive business planning and field-level engagement, ensure effective usage of PartnerEmpower benefits and manage the Motorola Solutions pipeline. This resource does not need to be dedicated to Motorola Solutions, but should be committed to the success of Motorola Solutions business. Accurate End-User Point of Sale Data Resellers must provide accurate information on their end-users per the requirements of their Distributor or Motorola Solutions. Motorola Solutions Visibility on Corporate Web Site Resellers shall promote their expertise and their relationship with Motorola Solutions as a member of the PartnerEmpower Program on their corporate website. (Note: If Resellers include logos for other manufacturers partner programs, text about their relationship with other manufacturers or descriptions of other manufacturers on their corporate web site, they must promote their relationship with Motorola Solutions in an equivalent manner.) Help Desk Support (Pre/Post-Sales) 1 Resellers must provide Help Desk Support to address basic how-to queries and questions about product functionality from their customers. Information on how customers can contact the Help Desk must be easily accessible on the channel partner s web site and/or in documentation. Minimum support to be provided is 8 hours a day, 5 days a week. Business Premises The Reseller shall maintain suitable office premises. Requirement to Maintain Reports For the purposes of product recall, safety changes, repairs under warranty, audit rights and any other lawful purposes, the Reseller must undertake the following: To keep at its principal place of business the serial numbers of products sold, delivery dates and names and addresses (including country) of other Resellers and End-User Customers to whom they were sold; and To provide relevant information to Motorola Solutions for inspection upon request in writing; and To provide reasonable access to Motorola Solutions to the premises where these records are held. Monthly Sales-Out Reporting (Direct Purchasing Requirement) Platinum Resellers must capture accurate sales-out data for their sales. A point of sale report in the format prescribed by Motorola Solutions must be provided on a monthly basis. Motorola Solutions reserves the right to modify the reporting requirements from time to time with sixty (60) days prior written notice. Further guidance on sales-out reporting can be found in the point of sale operational guide, which will be available in January Monthly Forecast (Direct Purchasing Requirement) To assist with manufacturing planning, Resellers must provide Motorola Solutions with a written rolling quarterly forecast, at the request of their Motorola Solutions CAM. 1 Motorola Solutions training courses can help Resellers improve their help desk support competency levels. ALL RESELLERS (Direct Purchase Resellers only) (Direct Purchase Resellers only) PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 11

12 SECTION 4 PROGRAM BENEFITS OVERVIEW As a PartnerEmpower Reseller, you gain access to a strong set of benefits designed to help you drive revenue growth, strengthen your market presence, operate your business more effectively and achieve a significant return on investment on your relationship with Motorola Solutions, as detailed below ( Program Benefits ). Access to these benefits is tiered, with some benefits accessible only to Resellers that have achieved higher status in the PartnerEmpower Program. This approach rewards companies for the success and scope of their relationship with Motorola Solutions. In addition, please note that some benefits do not apply to all Program Levels as indicated below. Motorola Solutions reserves the right to cancel or amend Program Benefits at any time. BENEFITS PARTNER TYPE: Reseller A checkmark indicates that Resellers have access to the benefit; Eligible indicates that Resellers may have to meet additional requirements to access the benefit. Contact your Channel Account Manager or the Partner Support Team for details on eligibility criteria for specific benefits. Relationship Benefits BENEFITS REGISTERED SILVER GOLD PLATINUM Motorola Solutions Channel Account Manager Support Collaborate more effectively with Motorola Solutions. To ensure a productive business relationship, Motorola Solutions provides a central point of contact to facilitate collaboration and joint business development. Partner Support Team Dedicated multi-lingual team. The Partner Support Team is available to assist our channel partners with queries related to their participation in the PartnerEmpower Program, how to access tools and other Program information. Partner Central Portal Access the information and tools you need. Resellers have access to an array of sales, marketing and technical resources on Partner Central. The comprehensive site also includes Program information, the latest news and much more. Administrator Dashboard Manage your relationship. This online tool enables your company's designated relationship administrator ( PartnerEmpower Administrator ) to update your company's Channel Partner Profile, manage team members' contact information, designate access to online tools and more. Program Progress Reports Track your progress. Motorola Solutions provides you with a PartnerEmpower Program progress report that details your company s achievements as a PartnerEmpower member, including visibility into your company s current status within the Program. Eligible Eligible PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 12

13 BENEFITS REGISTERED SILVER GOLD PLATINUM Channel Partner Resources Discover opportunities. Webinars, newsletters, s and events provide Resellers with information essential to building successful relationships with Motorola Solutions, Distributors and End User customers. Product/Technology Roadmaps Be proactive. Motorola Solutions provides Resellers with insight into its product roadmap, facilitating channel partner planning. Eligible channel partners can influence the development of products and services by providing input into the product roadmap. This also helps to ensure that products evolve to meet marketplace needs. Partner Advisory Council Ensure that the PartnerEmpower Program evolves with your needs. Partner advisory councils are important forums for soliciting feedback on how Motorola Solutions can better serve the needs of channel partners. Nominated by their Channel Account Manager, members provide input on Motorola Solutions strategy, Program benefits and requirements, Reseller resources and more. Empower Circle Be rewarded for success. An all-expense-paid annual trip rewards our most successful Resellers not only for their significant contributions to Motorola Solutions revenue, but also for their investment in the relationship and their dedication to customer satisfaction. Direct Purchasing Contract Platinum Partners can apply for a Reseller Agreement subject to meeting direct purchasing criteria. Further information will be available in January Exclusive Access at Channel Partner Events Make the most of Motorola Solutions events. Resellers can gain special access to events, which facilitates networking with other top channel partners, offers the opportunity to meet keynote presenters, increases visibility with Motorola Solutions senior executives, yields insight into market trends and more. Eligibility varies by event. Compensation Benefits PartnerEmpower Platinum Partner Incentive Program Earn rebate for meeting reward target. Resellers are eligible to receive rebates for achievements against specific performance targets, such as sales of specific technologies or sales in certain markets. Goals are established and subject to approval by the Motorola Solutions distribution management team. PartnerEmpower Point of Sale Reporting Rebate Program Be rewarded for fulfilling reporting requirements. A quarterly rebate program recognizes Resellers for providing accurate and complete point of sale reporting on a monthly basis. Further details will be available in January Marketing Benefits* Eligible Eligible Eligible Eligible Eligible Eligible Eligible (Priority) Pre-Packaged Marketing Programs Jumpstart marketing. Ready-to-go marketing programs help capture new sales opportunities. Specialized agencies and negotiated preferential rates help Resellers tap into marketing best practices and build marketing momentum. PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 13

14 BENEFITS REGISTERED SILVER GOLD PLATINUM Marketing Development Fund (MDF) Expand your marketing resources. MDF-funded activities enhance marketing investments. Covering a broad range of marketing and business development activities, these funds are awarded on a case-bycase basis at the discretion of Motorola Solutions channel management and marketing based on proposals submitted by channel partners. Further information on MDF will be available in January Partner Finder Increase marketplace exposure. Motorola Solutions online directory of PartnerEmpower members, Partner Finder, enables Resellers to boost their visibility, generate leads and promote their expertise to customers, other Motorola Solutions channel partners and the Motorola Solutions sales team. Priority in search results is based on technology specializations. Motorola Solutions Branding Tools Leverage the powerful Motorola Solutions brand. Resellers can align their company with the Motorola Solutions brand through two resources. Designed for use in marketing and sales materials, the Motorola Solutions channel partner logo can be customized with a Reseller s status in the Program and areas of specialization. Similarly, a comprehensive set of Motorola Solutions marketing materials can be customized with a Reseller s logo, contact information and messaging. Social On-Demand Build awareness and generate demand. With this tool, Resellers can more easily develop content for their Facebook, LinkedIn or Twitter accounts. Relevant social media content helps to build social marketing success, create interaction with prospects and influence decision makers. Content Syndication Extend your reach. Resellers can strengthen their web presence with product content developed by Motorola Solutions, simply by adding code to their website. Content can be customized by selecting the products and services to be featured. Public Relations Support Enhance your presence in the media. Motorola Solutions collaborates with Resellers on a variety of public relations activities, including press interviews, media events, trade shows and press releases. These efforts can help to drive leads and raise market exposure for both Motorola Solutions and Resellers. Joint Case Study Development Promote your successes. Motorola Solutions works with Resellers to promote key wins and customer success stories through case study development. In general, Motorola Solutions looks for successful implementations that align with Motorola Solutions market strategy, resulting in efficiency and productivity improvements, include recognizable customer names, present end-to-end solution implementations, etc. If selected for promotion by Motorola Solutions, a customer win/implementation may be developed into a full case study or a mini profile. Motorola Solutions may also promote the success story to media as a potential bylined article. * Resellers must comply with the Motorola Solutions Marketing Guidelines as updated from time to time Eligible Eligible Eligible Eligible Eligible Eligible Eligible Eligible Eligible (Priority) PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 14

15 BENEFITS REGISTERED SILVER GOLD PLATINUM Sales Benefits Demo Program (available Q2 2017) Access discounted products. Motorola Solutions demo equipment program will enable Resellers to access heavily discounted products to drive product sales. Details will be available in Deal Registration (available Q2 2017) Leverage additional sales support. Deal registration will enable Motorola Solutions to recognise and react to a Reseller s pre-sales investment in a sales opportunity. Details will be available in Sales Leads Increase revenue. Access qualified leads generated by Motorola Solutions through demand generation campaigns. Leads are allocated through the Administrator Dashboard, making it easy to learn about new prospects and take action. Sales Training & Certification Empower your sales team. Motorola Solutions offers Resellers a wide array of sales training courses and certification on both individual products and product portfolios. Both online courses and instructor-led courses are available. Charges may apply. Sales Tools Get the information needed for successful selling. Motorola Solutions provides Resellers with a full array of sales tools for every step of the sales cycle. These online tools include presentations for training sales personnel, customer-facing presentations, brochures, application briefs, white papers, videos and more. Promotions Take advantage of opportunities for growth. Resellers can drive revenue and compete more effectively with special promotions available through their Distributors, which may include product discounts. Get more information on promotions via Partner Central or by talking to your Distributor. Sales Incentive Program EmpowerRewards (available Q2 2017) Reward your team and drive sales. A new incentive program will reward your sales staff for their success in selling select products. Details will be available in January Benefits Eligible Eligible Eligible Eligible Training & Certification Empower your technical team. Motorola Solutions offers Resellers a wide selection of technical training courses and certification on both individual products and product portfolios. Both online courses and instructor-led courses are available. Charges may apply. PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 15

16 SECTION 5 SALES & TECHNICAL COMPETENCY BUILDING EXPERTISE Channel competency is a core component of the architecture of the PartnerEmpower Program and a key market differentiator for any Reseller. Motorola Solutions offers a comprehensive curriculum featuring a broad array of training courses, along with a certification program that validates the expertise of individual team members in specific Technology Segments and Technology Sub-Segments. The certification framework is structured to enable students to build upon and strengthen their knowledge. As a PartnerEmpower Program member, you have access to Motorola Solutions many sales and technical certifications to ensure you can meet the needs of today s customers and achieve a Technology Specialization level in recognition of that investment. Certifications include optional courses and required exams. The majority of online courses are available at no charge and take approximately one hour to complete. Experienced individuals can skip most online training courses and move directly to the exams, which will speed up the certification process. To register for certification, visit My Learning Dashboard, an online tool that makes it easy to browse courses, register for certification and track certification progress. You can access My Learning Dashboard from Partner Central (via the empowering tools box on the home page) without logging in again. Please note that charges may apply to certification and training courses. Students begin with the first step, portfolio certification, and then move on to the two levels of Sales and Certification ( and, as defined in the table below). Completion of the sales and technical certifications satisfy the product access specialization requirements as detailed in the Required Accreditation document found in Appendix C Product Access and Specialization Table. PORTFOLIO CERTIFICATION Portfolio Certification validates knowledge of the product portfolio in a specific Technology Segment, ensuring that your team understands the full set of products in the portfolio and possesses basic product knowledge critical to sales success. This certification is a pre-requisite to move on to the -level sales and technical certification. SALES & TECHNICAL CERTIFICATION CERTIFICATION LEVEL ASSOCIATE: Sales Certification Certification GOAL Enhancing product knowledge Builds knowledge and confidence on products and solutions built upon Motorola Solutions technology Demonstrates how to position products in a complex sale Illustrates how to set and meet customer expectations PROFESSIONAL: Sales Certification Certification Expanding skills and capability Demonstrates how to select the best combination of products and applications within a product family to meet customer needs Shows how to incorporate products and applications into an optimally designed system certification is a pre-requisite for certification. PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 16

17 Please Note: Achievement of certification is associated with an individual team member, not the Reseller company. If the individual who has completed the certification leaves your company, you have three (3) months to organize for another individual to complete the certification to maintain your product access or Technology Specialization status. If the certification for an individual expires, the individual has one month in which to re-certify. The Technology Specialization level of a Reseller may change throughout the year, dependent on the number of training certifications completed by individuals within the company. OTHER LEARNING OPPORTUNITIES In addition to the training associated with certification, Motorola Solutions offers a wide variety of training courses designed to build channel partner sales and technical competency. All channel partner personnel are encouraged to take advantage of these offerings. Training offerings include: Technology overview courses Vertical market overview courses Sales skills development courses All courses are available via My Learning Dashboard. New courses are added on an ongoing basis. For further guidance, please see the Training Operational Guide, which will be available in January PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 17

18 SECTION 6 ADDITIONAL DOCUMENTS The benefits and requirements of the Program have been outlined in this guide. More detailed operational guides and other guideline documents have been created. These documents will be available on Partner Central in January PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 18

19 APPENDIX A Definitions Reseller Agreement means the Motorola Solutions Reseller Agreement, including all applicable Schedules and addenda ( Agreement ). Affiliate means an entity directly or indirectly controlling or controlled by one of the Parties. For the purposes of this definition, control shall mean direct or indirect ownership of more than 25% of the voting stock, limited liability company interest, general partnership interest or voting interest in any such corporation, limited Liability Company or partnership. Channel Account Manager means your Motorola Solutions account manager ( CAM ). Distributor shall mean a channel partner that sells products and services primarily to Resellers and provides sales and technology support, training, order fulfillment, stocking inventory, Reseller financing, deep technology expertise and more ( Distributor ). End User Customer means the ultimate purchaser or user of the products/services for its own use and not for resale. Partner Central means the Motorola Solutions partner portal giving Program members access to Program-related tools and resources. Program means the PartnerEmpower Program. Program Level shall mean a Reseller s Program level (Registered, Silver, Gold or Platinum), these levels being dependent on the Reseller achieving a particular revenue threshold as defined by Motorola Solutions. Products means the products manufactured or supplied by Motorola Solutions to which the Reseller has access either directly or via a Distributor. Reseller means a channel partner that buys products, software or solutions from a Motorola Solutions Distributor, or, in some cases, directly from Motorola Solutions, and resells them to a customer; may integrate products and services into a solution and enhance the solution with professional services or third party applications ( Reseller ). Restricted Products means such products, software or services identified as restricted in the Product Access and Required Accreditation document available on Partner Central. Services mean the services delivered by Motorola Solutions in accordance with the Reseller Agreement. Technology Segment shall mean a group of related products and services within the Motorola Solutions product portfolio. Technology Sub-Segment shall mean a sub- group of related products and services within a Technology Segment. Zones shall mean a geographical area, defined by Motorola Solutions, for the purposes of establishing revenue thresholds that a reseller is required to meet in order to move up through the Program levels. PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 19

20 APPENDIX B Reseller Zones ZONE 1 ZONE 2 ZONE 3 Belgium Afghanistan Albania Denmark Angola Algeria Egypt Bahrain Armenia Finland Belarus Austria France Bulgaria Azerbaijan Germany Cameroon Benin-Dahomey Iraq Chad Bosnia And Herzegovina Ivory Coast Czech Republic Botswana Kenya Ethiopia Burkina Faso Kuwait Gabon Burundi Netherlands Georgia Cape Verd Nigeria Ghana Central African Republic Norway Hungary Congo Oman Iceland Congo Democratic Republic Pakistan Ireland Croatia Poland Israel Cyprus Qatar Italy Djibouti Russian Federation Jordan Equatorial Guinea Saudi Arabia Kazakhstan Eritrea South Africa Lebanon Estonia Sultanate of Oman Libya Gambia Sweden Libyan Arab Jamahiriya Greece Uganda Luxembourg Guinea United Arab Emirates Madagascar Guinea Bissau United Kingdom Mauritius Kosovo Namibia Kyrgyzstan Palestine Latvia Republic of Ireland Lesotho Romania Liberia Rwanda Lithuania Senegal Macedonia Slovenia Malawi Spain Mali Tanzania Malta Turkey Mauritania Turkmenistan Moldavia Ukraine Yemen Montenegro Morocco Mozambique Niger Portugal PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 20

21 Republic of Congo Sao Tome and Principe Serbia Sierra Leone Slovakia Somali Republic South Sudan Sudan Switzerland Tadzhikistan Tajikistan Togo Tunisia Uzbekistan Western Sahara Zambia Zimbabwe PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 21

22 APPENDIX C Product Access and Specialization Table Technology Product Access Specialization Certification Sales Certification Segment Commercial Radio (PCR) TETRA P25 Sub- Segment PCR Type Open Number of Certified Employees Required Capacity Max Restricted 1 Level Number of Certified Employees Required - Number of Certified Employees Required - Sales Specialist 2 2 ERYTA0001 Elite Specialist Elite Specialist - Cap Max 2 2 ERYTP ERYTP0007 Number Title Number Title and Commercial Radio MOTOTRBO MOTOTRBO Capacity Max ERYSA0001 ERYSP0001 TETRA Open Specialist 2 2 ERDTA0001 TETRA ERDSA0001 TETRA IP 1 Micro Specialist 2 ERDTA DIPM TETRA - Restricted DIPM TETRA IP Elite Micro Specialist 2 ERDTP DIPM TETRA IP Compact 1 Specialist 2 ERDTP DIPC - TETRA - Level 1 Restricted DIPC TETRA IP Compact Elite Specialist 2 ERDTP DIPC - Level 2 ASTRO P25 Open Specialist 2 2 ERSTA0001 ERSSA0001 ASTRO P25 - Infrastructure Restricted 1 Elite 2 2 OR Specialist OR and Commercial Radio Sales and Commercial Radio Sales TETRA Sales ASTRO Sales ASTRO Sales PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 22

23 Technology Product Access Specialization Segment Software & Solutions Vertex Standard Unlicensed Radio Sub- Segment SCADA Public Safety LTE WAVE 3000 Type Open Number of Certified Employees Required Level Number of Certified Employees Required Number of Certified Employees Required Sales Specialist 2 2 ERCTA0021 Elite Specialist 2 2 ERCTP0021 Open Specialist 2 2 TBC Open WAVE 5000 Restricted 1 Vertex Standard Business Radio Consumer Radio Open Open (Restricted for Direct Purchasing*) Open (Restricted for Direct Purchasing**) * Business Radio Direct Purchasing Criteria - $2M annual revenue achieved - Have facilities in place to buy in volume (i.e., shipping container purchasing) Elite Specialist - WAVE 3000 Elite Specialist - WAVE EAGTP EAGTP0002 Specialist 2 2 ERVTA0001 Elite Specialist 2 2 TBC Specialist 2 ERXTA0001 Certification ** Consumer Radio Direct Purchasing Criteria - $2M annual revenue achieved - Have facilities in place to buy in volume (i.e., shipping container purchasing) Sales Certification Number Title Number Title SCADA SCADA LTE WAVE 3000 WAVE 5000 Vertex Standard Radio Vertex Standard Business Radio ERCSA0021 ERCSP0021 TBC EAGSP0001 EAGSP0002 ERVSA0001 TBC TBC = To be Confirmed SCADA Sales SCADA Sales LTE Sales WAVE 3000 Sales WAVE 5000 Sales Vertex Standard Radio Sales Vertex Standard Sales OR = On Request (see Training Operational Guide) PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 23

24 APPENDIX D Contact Information & Key Online Resources CONTACT INFORMATION: PARTNER SUPPORT The Partner Support Team is a special channel partner relationship help desk. Contact the Partner Support Team for assistance with any aspect of doing business with Motorola Solutions, such as accessing online tools, understanding Program requirements, taking advantage of Program Benefits, updating your account information, maintaining your Channel Partner Profile and much more. partners.ea@motorolasolutions.com In-country Phone Numbers United Kingdom: / Austria: Denmark: France: Germany: Israel: Italy: Lithuania: Netherlands: Norway: Portugal: Russia: Spain: Czech Republic: South Africa: KEY ONLINE RESOURCES Partner Central Phone Numbers by Language English: +44 (0) French: +33 (0) German: +49 (0) Hebrew: Italian: Polish: (in country only) Russian: (in country only) Spanish: (in country only) Partner Central serves as your central hub for access to all essential channel partner information. This comprehensive site features: PartnerEmpower Program guides and related resources Details on Program Benefits Marketing and sales tools Event details and on-demand webinars Login using your PartnerEmpower User ID and password. For login assistance, contact the Partner Support team. PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 24

25 My Learning Dashboard As the entry point to Motorola Solutions collection of training and certification courses in the Learning Management System (LMS), My Learning Dashboard helps you build knowledge and skills through access to a broad set of online and instructor-led training. This site facilitates sales and technical certification, in addition to providing students with an at-aglance view of certification status as well as personalized training recommendations. You can access My Learning Dashboard from Partner Central (via the empowering tools box on the home page) without logging in again. OPERATIONAL GUIDES Resellers can access Motorola Solutions operational guides that document the core processes for business transactions and tools in the PartnerEmpower Program. These guides will be available in January PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 25

26 APPENDIX E Documentation Matrix Direct Purchase Resellers Contact Information & Online Resources Appendix A Definitions Appendix D Contact Information & Online Resources Agreement Program Guide Appendix B Reseller Zones Appendix E Documentation Matrix Direct Purchase Appendix C Product Access & Specialization Table Schedule 1 Direct Purchase Terms Service Terms Operational Guides Appendix A Special Terms Table Appendix B Discounts Appendix F Documentation Matrix Reseller PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 26 Contact Information & Online Resources Purchasing Op Guide Training Op Guide Point of Sale Op Guide Demo Program Op Guide Deal Registration Op Guide

27 APPENDIX F Documentation Matrix Resellers Appendix A Definitions Appendix D Contact Information & Online Resources Terms & Conditions (online) Appendix B Reseller Zones Program Guide Appendix E Documentation Matrix Direct Purchase Appendix C Product Access & Specialization Table Operational Guides Appendix F Documentation Matrix Reseller Service Terms Purchasing Op Guide Training Op Guide Point of Sale Op Guide Demo Program Op Guide PARTNEREMPOWER PROGRAM FOR RESELLERS EMEA 27 Deal Registration Op Guide