ZEBRA PARTNERCONNECT OVERVIEW & TRANSITION: FREQUENTLY ASKED QUESTIONS

Transcription

1 ZEBRA PARTNERCONNECT OVERVIEW & TRANSITION: FREQUENTLY ASKED QUESTIONS EMEA SECTION 1: PARTNERCONNECT OVERVIEW What is PartnerConnect? Available in Q2 2016, the Zebra PartnerConnect program ( PartnerConnect ) is the new global Zebra channel partner program. PartnerConnect is designed to enable Zebra channel partners to differentiate their expertise, increase their profits and be rewarded for their investments as they grow their business and support our mutual customers, whether they choose to go deep into a few technologies or wide across many technologies. The new program unifies the best of our existing award-winning PartnersFirst and PartnerEmpower partner programs and encompasses an inclusive channel ecosystem that addresses the needs of distributors, ISVs, resellers and other channel partners. Why is Zebra launching a new partner program? Zebra s acquisition of Motorola Solutions Enterprise business in 2014 has presented tremendous opportunity to both Zebra and our expanded channel. One of the most important aspects of the integration of the two organizations is a unified channel. PartnerConnect brings Zebra PartnersFirst members and PartnerEmpower members together in single program designed to help all of our channel partners achieve growth goals as we collaborate to deliver solutions capitalizing on the Internet of Things, mobility and the cloud. Zebra is more committed to its channel than ever before, and the new program will demonstrate the strength of the business and how the channel and Zebra are better together. By delivering a single, market-leading partner program, we are unifying and improving the way that partners interact with Zebra. What s different about PartnerConnect? Existing members of PartnersFirst and PartnerEmpower will recognize many components of the program, as we leveraged the best aspects of these successful programs in the design of PartnerConnect. However, the program design also addresses new strategies such as: - Recognizing different reseller business models. PartnerConnect includes both a Business Partner Track, serving resellers focused on hardware resale, and a Solution Partner Track, designed for resellers with a balanced mix of hardware, software and services revenue. The benefits associated with these tracks reward each partner type for their contribution in meeting the needs of today s customers. - Jumpstarting relationships. We have introduced registered status for both resellers and ISVs. These entry-level designations with no revenue requirements allow channel partners to begin a relationship with Zebra and gain access to resources that will help them grow their Zebra business. - Driving cross-selling through broader product access. PartnerConnect features product access across our entire portfolio, with limited restrictions on access to products and services, making it easy for resellers to expand the scope of a deal and pursue new opportunities. PARTNERCONNECT OVERVIEW & TRANSITION FAQ EMEA

2 What are the key goals behind the development of PartnerConnect? Every aspect of PartnerConnect was designed with these five Principles of Partner Engagement in mind: - Zebra channel partners are vital to Zebra s business and our focus on customer delight. Our partners bring a variety of value-added capabilities that enable us to best serve our joint customers. - We collaborate with our channel partners to provide value for our mutual customers. Zebra works shoulder-toshoulder with our channel partners to create unique customer value through our combined capabilities, expertise and offerings. - We invest in our channel partners success. We help channel partners pursue new opportunities; we help them deepen their skills; we support partners who invest in Zebra; and we enable partners to respond to changing market needs. - We strive to provide the industry s best channel partner experience. We are committed to efficient systems and processes that lower the cost and complexity of doing business together, an environment of trust and cooperation, and a culture of meaningful collaboration. - We work with our channel partners to seize the opportunities presented by Enterprise Asset Intelligence. The mega trends of workforce mobility, the Internet of Things and the cloud present unique growth opportunities. Zebra is committed to helping our channel partners participate in this opportunity. How does the new program help channel partners succeed? PartnerConnect enables partner growth and success by focusing on three key areas: Opportunity - Maintaining our commitment to sell with and through partners - Rewarding the unique value that different channel partners provide to customers - Helping partners take advantage of new growth opportunities in Enterprise Asset Intelligence - Enabling partners to differentiate their business - Providing access to the broad Zebra solution portfolio, strengthening partners offerings to customers Profitability - Providing each channel partner an opportunity to grow their relationship with Zebra based on their business model - Helping partners compete more effectively - Helping partners build and expand profitable solutions-focused capabilities, such as service and solution delivery - Rewarding partners for their investments in key competencies - Offering a rich set of financial benefits, including product discounts/recommended discounts, incentives, deal/influence registration and promotions Simplicity - Making it easy for channel partners to do business with Zebra - Implementing clear rules of engagement How did Zebra approach the design of the new program? In developing PartnerConnect, we spent significant time talking to our channel partners. In fact, we conducted more than 600 interviews with distributors and channel partners and held many meetings with our Partner Advisory Councils around the world to better understand partner needs, partner ideas and how the market is evolving. We also gathered input from Zebra executives, sales leaders and sales teams, and we studied industry best practices. The result is a program that is tailored to meet the needs of different business models and recognizes both performance and investment in technical capabilities and innovative solutions. Why didn t Zebra just move all channel partners into either PartnersFirst or PartnerEmpower? The need to integrate the PartnersFirst channel with the PartnerEmpower channel offered us the unique opportunity to step back and explore improved ways to collaborate with our newly combined channel, taking advantage of market opportunity and aligning strategies to the changing market. Rather than trying to fit all channel partners into an existing structure, we developed a new program that would best meet the needs of our entire new channel ecosystem. However, because PartnerConnect does leverage the strengths of both the PartnersFirst and PartnerEmpower programs, partners will be familiar with many aspects of the program. PARTNERCONNECT OVERVIEW & TRANSITION FAQ EMEA

3 With the launch of a single program, will there be any advantages to those resellers that are currently members of both PartnersFirst and PartnerEmpower? In terms of program structure and transition process, there are no advantages to companies that are currently members of both programs. However, one of the key highlights of PartnerConnect is access to products across the entire Zebra portfolio. Resellers that currently participate in both programs are likely already familiar with Zebra s full portfolio, making it easier for them to quickly respond to new sales opportunities that cross many technologies. However, we will be offering many training opportunities that will help the sales personnel of our PartnerConnect members get up to speed on new product areas, and we encourage channel partners to take advantage of the many product resources available on the partner portal. How long will Zebra s current programs remain in effect? The PartnersFirst and PartnerEmpower programs will remain in effect for Zebra partners until the date of the PartnerConnect program launch in Q Does the transition to PartnerConnect have any impact on Zebra partners that also participate in the Motorola Solutions PartnerEmpower Program? No. For Zebra partners that are also a Motorola Solutions channel partner, the Zebra transition to PartnerConnect has no impact on their status in the Motorola Solutions PartnerEmpower Program. The Motorola Solutions PartnerEmpower Program will continue to remain in effect. Is the program structure the same across all geographies? PartnerConnect was designed as a global framework, but it will be customized to align with channel partner and marketplace needs in different geographies. What brand will be marketed toward customers as part of the new program? The launch of a new partner program does not impact our current corporate or product branding strategy. We will work to build customer awareness of the new PartnerConnect program through visibility on our corporate web site, a press release and a media relations campaign. In addition, channel partners will be provided with access to a customizable channel identifier that will enable them to promote their status as a member of PartnerConnect in both sales and marketing activities, further increasing market awareness. How will channel partners be migrated to the new program? Please see the Program Transition FAQs in section 3 for transition details. Will Zebra recruit new channel partners to be part of the new program? Zebra will recruit channel partners based on the needs of local markets. Where do I learn more about PartnerConnect? There are a number of resources on your partner portal: - Transition Overview Brochure (program and transition highlights) - Transition Guide (a step-by-step guide to the transition process) - Partner Profile Checklist (information needed to update your Partner Profile as part of the transition process) - Track At-A-Glance Summaries (list of track requirements and benefits) - Specialization At-A-Glance Summaries (list of specialization requirements and benefits) PartnerEmpower members can access these resources at this link: PartnersFirst members can access these resources at this link: If you have any questions about PartnerConnect, please contact your Channel Account Manager, your distributor or the Partner Interaction Center. PARTNERCONNECT OVERVIEW & TRANSITION FAQ EMEA

4 SECTION 2: PROGRAM STRUCTURE How is PartnerConnect structured? Our channel partners provide value to end customers in different ways, and PartnerConnect supports partners accordingly. PartnerConnect comprises three different channel partner communities. Each community includes one or more tracks, based on partner business model. Some tracks are composed of two or three tiers: Distributor Community Authorized Distributor Track Reseller Community Solution Partner Track (Solution Partners, Premier Solution Partners) Business Partner Track (Business Partners, Premier Business Partners) Registered Reseller Track Complementary Partner Community Independent Software Vendor (ISV) Track (Registered ISV, ISV Partner, Premier ISV Partner) Independent Hardware Vendor (IHV) Track (future) Consultant Track (future) System Integrator Track (future) The track structure allows us to best accommodate the different needs of the partners we work with, while the tiers allow us to reward partners for their success and investment in the relationship. Just as important, the tracks and tiers enable our partners to differentiate themselves in the marketplace. Members of each track must meet a set of unique requirements and in turn, will gain access to a rich set of benefits designed to best support their business model. What are registered partners? PartnerConnect includes a registered designation for both resellers (the Registered Reseller Track) and ISVs (the Registered ISV tier). These designations are characterized by minimal requirements, making it easy for companies to participate in the program and establish a relationship with Zebra. Registered partners receive access to baseline program benefits and can ascend in the program once they meet the necessary requirements. What is the Authorized Distributor Track? The Authorized Distributor Track is designed for companies that sell Zebra products to resellers and provide resellers with a variety of value-added support, such as training, order fulfillment and financing. There is one tier of participation in the Authorized Distributor Track. Authorized Distributors must meet a specific set of requirements, and are eligible for benefits and incentives that recognize the important role that Authorized Distributors play in enabling our partner ecosystem. What is the Business Partner Track? The Business Partner Track is designed for companies that resell Zebra products, with a focus on hardware-based sales revenue. There are two tiers of participation in the track: Business Partner and Premier Business Partner. The key requirement for a reseller to achieve the higher tier is demonstrating greater commitment to Zebra and success with selling its offerings. Business Partner Track members must meet a specific set of additional requirements, and are eligible for benefits focused on driving leads and closing sales. What is the Solution Partner Track? The Solution Partner Track is designed for companies that resell Zebra products and have a balanced mix of hardware, software and services revenue. There are two tiers of participation in the track: Solution Partner and Premier Solution Partner. The key requirement for a reseller to achieve the higher tier is demonstrating greater commitment to Zebra and success with selling its offerings. Solution Partner Track members must meet a specific set of additional requirements, and are eligible for benefits focused on driving leads and closing sales. PARTNERCONNECT OVERVIEW & TRANSITION FAQ EMEA

5 What s the difference between a Business Partner and a Solution Partner? PartnerConnect recognizes different channel partner business models through the various program tracks. Members of both the Business Partner Track and the Solution Partner Track meet customer needs through their extensive industry experience and expertise in the Zebra portfolio. Business Partner Track members typically focus on hardware resale, while members of the Solution Partner Track typically drive revenue through a combination of hardware, software and services. What is the Registered Reseller Track? The Registered Reseller Track is designed for companies that resell Zebra products but that do not meet the specific requirements for one of the other reseller tracks. All resellers that are new to PartnerConnect begin their relationship with Zebra as a Registered Reseller, and then can move up to either the Business Partner Track or Solution Partner Track upon meeting the appropriate requirements. There is one tier of participation in the Registered Reseller Track. These companies must meet a minimal set of requirements, and receive access to a set of baseline program benefits. Can a reseller qualify for the Solution Partner Track by close collaboration with an ISV? One of the key requirements for participation in the Solution Partner Track focuses on revenue source: At least 30% of the reseller s annual revenue must come from the delivery of professional services and/or the distribution of either the reseller s own enterprise software applications or third-party enterprise software applications. If the reseller s relationship with an ISV enables it to meet these criteria, and if the reseller meets the other Solution Partner Track requirements, then it is eligible for status in the track. What is the ISV Track? The ISV Track is designed for companies that develop software applications for use on Zebra products. These companies typically drive demand for Zebra products through their applications, and often play an influence role in the sales process. There are three tiers of participation in the track: Registered ISV, ISV Partner and Premier ISV Partner. These tiers recognize the increasing scope and scale of an ISV s contribution in the PartnerConnect ecosystem. The key requirement for achieving the higher tiers is pipeline influence revenue amount or number of approved influence registrations. Track members must meet a specific set of additional requirements, and are eligible for benefits focused on improving the application development process and enabling successful application sales. Can individual developers participate in PartnerConnect? No. The ISV Track is open only to established companies that develop commercially available software for Zebra products. However, recognizing that there are many freelance developers and developers employed by Zebra customers that may be interested in accessing development resources, Zebra will introduce a community for developers outside of the program at a later date. Can channel partners be members of multiple tracks? Yes, in some situations. Specifically, companies that both resell hardware and develop their own software applications could be a member of the Registered Reseller Track or the Solution Partner Track as well as the ISV Track. What are PartnerConnect specializations? Through PartnerConnect, we reward partners for the unique value they provide to customers. One of the key ways we do this is through a set of specializations focused on specific Zebra product and service portfolios. The product-focused specializations include: - Card Printers Specialization - Print Engines Specialization - RFID Specialization - Supplies Specialization - Wireless Networks Specialization Specializations are open only to members of the following tracks: Solution Partner Track, Business Partner Track, and Registered Reseller Track. Some product specializations offer one level of participation (Advanced Specialist), while other specializations offer two levels of participation (Specialist and Advanced Specialist). To participate, resellers must meet a set of requirements, including revenue generated by the sale of specific Zebra product portfolios. PARTNERCONNECT OVERVIEW & TRANSITION FAQ EMEA

6 Participation in these specializations offers partners improved return on investment (ROI) in developing expertise in a certain technology, greater differentiation in the marketplace and additional program benefits that help drive growth. How does my company participate in a product specialization? If your company has significant sales in one of the product specialization areas (card printers, print engines, RFID, supplies or wireless networks), your company may have been assigned status in a specialization as part of the transition process. Your company will be (or already has been) notified about your assigned status in the new PartnerConnect program. If you were not assigned status in a specialization but feel your company meets specialization criteria, you can apply for participation in a specific specialization upon program launch. For more information on the requirements and benefits associated with each product specialization, review the PartnerConnect Specialization At-A-Glance summaries, which are available on your channel partner portal. Can my company participate in more than one specialization? Yes, if it meets the requirements for multiple specializations. Does PartnerConnect include a U.S. Federal Market Specialization, like the PartnerEmpower Program? No. PartnerConnect does not include a specialization for channel partners that sell to the U.S. federal government. What are Complementary Partners? The Complementary Partner community comprises several tracks of channel partners that influence the sale of our products and services, but typically do not resell our products and services. These channel partners play an important role in guiding customer decisions, and in some cases, also provide technology that is integrated with Zebra products to provide comprehensive solutions. The launch of PartnerConnect will include the Independent Software Vendor (ISV) Track. At a later date, Zebra will launch the tracks for the other Complementary Partners: the Independent Hardware Vendor (IHV) Track, the System Integrator (SI) Track, and the Consultant Track. Is participation in PartnerConnect granted by region or globally? Geographical participation depends on program track. For all tracks except the ISV Track, participation is granted on a regional basis. To participate in the program in multiple regions, these channel partners must have a legal entity and physical office in each region. However, members of the ISV Track can request to participate in multiple regions if they actively sell in multiple regions, even if they do not have a legal entity or physical office in the other regions. Are OEM partners included in the program? No. OEM partners are not part of PartnerConnect. Does a reseller need to be a member of PartnerConnect in order to resell Zebra products? No. Resellers that decide not to become a member of the program will still be able to access a restricted portfolio of certain Zebra products through Authorized Distributors. However, these resellers are not able to take advantage of the vast sales, marketing and other benefits and tools available to members of the program. How are requirements structured within PartnerConnect? To participate in a track or specialization in PartnerConnect, channel partners must meet a set of requirements unique to that track or specialization. In tracks and specializations with multiple tiers, channel partners can move to a higher tier by meeting a more demanding set of requirements. For information on the requirements for your track or specialization, please consult the PartnerConnect program At-A-Glance summaries for your track and the various specializations, available on your partner portal. PARTNERCONNECT OVERVIEW & TRANSITION FAQ EMEA

7 Why are there different revenue or influence revenue requirements for different countries? We ve designed PartnerConnect to be flexible, so we can accommodate differences around the world. Recognizing that the market opportunity is different country to country, we have established different annual revenue/influence revenue requirements by country or groups of countries (zones). Please see the PartnerConnect materials, available on your partner portal, for the exact revenue requirements for your country. How are benefits structured within PartnerConnect? PartnerConnect provides a robust set of benefits to program members. These include: - Financial benefits that help channel partners grow their business and build their profitability - Relationship benefits that enable collaboration with Zebra - Sales and marketing benefits that help companies generate leads and close sales - Technical benefits that help companies gain technical insight and meet customer needs We ve carefully customized the benefits to suit the unique needs of participants of different tracks and specializations. Within both the tracks and specializations, additional benefits are available to partners participating at the higher tiers. Through this structure, Zebra recognizes and rewards channel partners for exceptional success and commitment to the relationship. For information on the benefits available to you, please consult the PartnerConnect program At-A-Glance summaries for your track and the specializations, available on your partner portal. SECTION 3: TRANSITION PROCESS What are the different stages of the PartnerConnect launch? The launch of PartnerConnect comprises two stages: Transition & Readiness: Beginning in January 2016, channel partners will be educated about the program, learn about their assigned status in the new program, and take the simple steps necessary to transition into the program. Program Launch Q2 2016: Channel partners that completed the transition process will be official members of PartnerConnect. Upon the launch of the program, the previous Zebra partner programs, PartnersFirst and PartnerEmpower, will no longer be in effect. What are the key steps and dates for the transition process for resellers? If your company purchases products directly from Zebra: In January, we will contact you about your assigned status in the program and your required transition steps. These include signing a PartnerConnect Amendment and updating the information on your company in our records. If your company purchases products from distribution: In January, we will contact you about your assigned status in the program. Shortly thereafter, we will send another communication about your required transition steps. These include agreeing to new Zebra PartnerConnect Program Participation Terms and Conditions and updating the information on your company in our records. For all resellers: The transition steps must be completed by the launch date of PartnerConnect. This date will be announced soon. Program benefits will take effect on the day of launch. What are the key steps and dates for the transition process for ISVs? January 2016: We will contact you about your assigned status in the program. Shortly thereafter, we will send another communication about your required transition steps. These include agreeing to the new Zebra PartnerConnect Program Participation Terms and Conditions and updating the information on your company in our records. Q2 2016: The transition steps must be completed by the launch date of PartnerConnect. This date will be announced soon. Program benefits will be available on this date. Will all existing channel partners be transitioned into PartnerConnect? All existing PartnersFirst and PartnerEmpower members will be invited to transition into PartnerConnect. In order to transition into the program, however, each channel partner will have to complete the PartnerConnect transition steps. PARTNERCONNECT OVERVIEW & TRANSITION FAQ EMEA

8 How were existing resellers assigned status in one of the PartnerConnect tracks? Each transitioning reseller has been assigned status in PartnerConnect as a Solution Partner, Premier Solution Partner, Business Partner, Premier Business Partner or Registered Reseller. For most resellers, we used data from a 12-month timeframe to assign status. - We determined placement in the Business Partner Track or Solution Partner Track based on each partner s business model, as identified by a combination of their Zebra revenue mix, certifications and profile information, as well as insights from regional channel sales managers. We then placed each reseller in a tier based on this data. - Companies with smaller revenue generation achievements were assigned to the Registered Reseller Track. Please note that the criteria used to assign status in the program for transitioning members is different from the new PartnerConnect Program criteria that will go into effect upon the launch of the program. How were existing resellers assigned status in one of the PartnerConnect specializations? Resellers were mapped into PartnerConnect specializations, based on their business model, as identified by a combination of their Zebra revenue mix, certification and profile information, as well as insights from regional channel sales managers. For details on the revenue threshold requirements, please see the Specialization At-A-Glance summaries, available on your partner portal. Please note that the criteria used to assign status in the specializations for transitioning members is different from the new PartnerConnect specialization criteria that will go into effect upon the launch of the program. What if my company does not feel our assigned status in PartnerConnect is correct? All program assignments were made using a standard set of criteria for each type of channel partner. If you have any questions about the data used to establish the program assignment for your company, contact your channel account manager or the Partner Interaction Center. What if I want to participate in additional tracks or specializations beyond those I was assigned to? After the launch of PartnerConnect, you are welcome to apply for participation in additional tracks or specializations. For example, if you are an ISV Partner and would like to become a Registered Reseller, you can complete an online application to expand your relationship with Zebra. This online application will be available after the launch of the program in Q2. What are the exact steps that resellers need to take to transition to PartnerConnect? We have designed the transition process to be as easy and streamlined as possible, so your company can stay focused on selling. If your company purchases products directly from Zebra: We will contact you about your assigned status in the program and about your required transition steps. These include signing a PartnerConnect Amendment and updating your company information in our records. These steps need to be completed by the launch of the program. If your company purchases products from distribution: The transition can be completed in three easy online steps, which should take you 30 minutes or less. Your company will be sent (or has already received) an with instructions and links for transitioning into the program. Once you receive this , simply follow the URL in the to: 1. Accept the official Zebra PartnerConnect Program Master Terms and Conditions 2. Accept the appropriate PartnerConnect legal addenda 3. Update your Partner Profile, which includes company details, company contact information and certification of your company s compliance with anti-corruption laws and its legal and ethical business practices These steps must be completed by the launch date of PartnerConnect. We have developed several resources to assist you in the transition process, available on your partner portal. The Transition Overview includes step-by-step details on the transition process, and the Partner Profile Checklist summarizes the information you ll need to have on hand to update your Partner Profile. What are the exact steps that ISVs need to take to transition to PartnerConnect? The transition can be completed in three easy online steps, which we estimate will take you just 30 minutes or less. Your company will be sent (or has already received) an with instructions and links for transitioning into the program. Once you receive this , simply follow the URL in the to: 1. Accept the official Zebra PartnerConnect Program Master Terms and Conditions 2. Accept the appropriate PartnerConnect legal addenda PARTNERCONNECT OVERVIEW & TRANSITION FAQ EMEA

9 3. Update your Partner Profile, which includes company details, company contact information and certification of your company s compliance with anti-corruption laws and its legal and ethical business practices These steps must be completed by the launch date of PartnerConnect. We have developed several resources to assist you in the transition process, available on the Zebra partner portal. The Transition Overview includes step-by-step details on the transition process, and the Partner Profile Checklist summarizes the information you ll need to have on hand to update your Partner Profile. What are the legal documents that must be agreed to or signed by resellers? How do I complete them? If your company purchases products directly from Zebra: You will need to sign a PartnerConnect Amendment. We will be in touch with you regarding this. If your company purchases products from distribution, you will need to agree to a standard set of Zebra PartnerConnect Program Master Terms and Conditions. Your company will be provided with a URL that will enable you to view and agree to the Terms and Conditions. In addition, all resellers must agree to a Reseller Community Addendum and an Addendum for any specialization they will participate in. Your company will be provided with a URL that will enable you to view and agree to the appropriate addenda. These documents must be signed or agreed to by a company s authorized signatory by the launch date of the program. What are the legal documents that must be agreed to by ISVs? How do I complete them? You will need to agree to a standard set of Zebra PartnerConnect Program Master Terms and Conditions. Your company will be provided with a URL that will enable you to view and agree to the Terms and Conditions. In addition, you must agree to the PartnerConnect Complementary Partner Addendum and the ISV Track Addendum. Your company will be provided with a URL that will enable you to view and agree to the addenda. These documents must be agreed to by a company s authorized signatory by the launch date of the program. What information will I be asked to provide when updating my company s Partner Profile, or company information? It is critical that Zebra has up-to-date information on your company to facilitate collaboration and ongoing communication. In addition, much of the information in the profile is used to populate your company s listing in our online partner directory. For that reason, updating your company information is a key part of the transition process. You will be asked to confirm or add information including: - Company Location Details Company name; address information for your primary location and headquarters - Company Information Details on primary business model - Company Sales & Revenue Information to help us understand your company - Company Contacts Contact information on key roles within your organization - Additional Information Certification of your company s compliance with anti-corruption laws and its legal and ethical business practices The Partner Profile Checklist, available on your partner portal, summarizes the information you ll need to have on hand to update your company information. If I am updating my company information online, do I have to complete the entire Partner Profile at one time? No. If you are updating your company information using our online system, you can select the Finish Later option at any stage to save the information you have input. If you select Finish Later, you will receive an reminder that contains the URL that you can use to return and complete the transition process at a later time. You will also receive reminders from Zebra to complete the transition steps before the program goes live. Please note that data from the particular screen you were on when you selected Finish Later will not be saved. To make sure all of the information you have entered is captured, move to the next screen and then choose Finish Later. Once I complete the transition steps, am I a member of PartnerConnect? No. Your participation does not begin until the official launch of PartnerConnect. I have not received any transition communications, what do I do? All channel partners in PartnersFirst and PartnerEmpower will be invited to transition into PartnerConnect, so if you do not receive your notification by the end of January, please contact the Partner Interaction Center so they can look into the matter. PARTNERCONNECT OVERVIEW & TRANSITION FAQ EMEA

10 I received all the transition communications, but I am not the right person to sign legal documents on behalf of my company. What do I do? Please forward the communication to the right person, and inform the Partner Interaction Center so we can update our contact information. My company and/or contact details are incorrect, what do I do? As part of the transition process you will be asked to update your core company information, please use this opportunity to make sure we hold the correct information in our systems. Alternatively please contact the EMEA Partner Interaction Center, who can assist you in making changes. When will Zebra assess whether my company is meeting the requirements of my track, tier and specializations? Zebra will review each channel partner s achievements against program requirements every 12 months. For those partners that have transitioned from PartnersFirst or PartnerEmpower into PartnerConnect, that review is scheduled to take place approximately 12 months after the launch of the program. This timeframe provides partners with adequate time to meet the requirements of the track, tier and specialization to which they were assigned. For any company that joins the program after the launch of the program, the review will take place at the 12-month mark. Is there a cost to join PartnerConnect? There is no cost to join the new partner program. However, in order to rise to higher levels in the program and gain access to greater benefits, a more significant investment in competency and Zebra s business will be required. Will Zebra be offering any webinars on the transition to PartnerConnect? Yes. Even though the transition process is quite simple, we will be offering self-guided training about the program and the transition process. You will be informed about these offerings via and in your channel partner newsletter. What if I have questions or run into issues during the transition process? We designed the transition process to be as simple and intuitive as possible. If your company purchases from distribution, you may wish to review the Transition Overview, available on your partner portal, for assistance with any step in the online transition process. If you have any questions, please contact the Partner Interaction Center support team. What if I have questions or run into issues during the transition process? We designed the transition process to be as simple and intuitive as possible. You may wish to review the Transition Overview, available on your partner portal, for assistance with any step in the online transition process. If you have any questions, please contact the Partner Interaction Center support team. Proprietary and Confidential ZIH Corp and/or its affiliates. All rights reserved. Zebra and the stylized Zebra head are trademarks of ZIH Corp., registered in many jurisdictions worldwide. All other trademarks are the property of their respective owners. PARTNERCONNECT OVERVIEW & TRANSITION FAQ EMEA