INTRODUCING THE PROGRAM VALUE AND OPPORTUNITY COME TOGETHER

Transcription

1 INTRODUCING THE PROGRAM VALUE AND OPPORTUNITY COME TOGETHER January 2016

2 Dear Channel : There s never been a better time to be a Zebra channel partner. In Q2 2016, we will launch the Zebra Connect program ( Connect ) our new global channel program that brings together our entire channel into a single program built to drive your success. Designed with the input of our channel partners around the world, Connect draws on the strengths of our current award-winning channel programs, sfirst and Empower, in best supporting and serving the needs of the many different types of channel partners we work with. Through Connect, we re focused on helping you: Grow your business and increase your profitability Differentiate your company in the marketplace Tap into new opportunities in Enterprise Asset Intelligence Deliver the solutions your customers want Do business with us more easily We built Connect with flexibility in mind, enabling you to participate based on your business model, whether you focus on one Zebra product line or our entire portfolio. This flexibility allows us to reward you for the value you provide to our mutual customers from your industry expertise and your technical capabilities, to your solution insight, to your product delivery capabilities and beyond. As a valued Zebra channel partner, you already play a critical role in our go-to-market strategy. With Connect, we are paving the way for an even more successful collaboration! HOW DO I BECOME A PARTNERCONNECT MEMBER? We ve made it easy to transition from the sfirst or Empower programs into Connect. Most resellers and ISVs will follow three simple steps: 1) Accept new Terms and Conditions 2) Accept related legal addenda 3) Update your company information in our records That s all it takes. Details are on page 6. Page 2

3 WHAT S DRIVING PARTNERCONNECT? Commitment to the customer and to the channel impacts every aspect of Connect. ZEBRA PRINCIPLES OF PARTNER ENGAGEMENT Zebra channel partners are vital to Zebra s business and our focus on customer delight. Our partners bring 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-to-shoulder with our partners to create unique customer value through our combined capabilities, expertise and offerings. We invest in our channel partners success. We help partners pursue new opportunities; we help partners deepen their skills; we support partners that 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, to an environment of trust and cooperation, and to 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 partners participate in said opportunities. WHAT BENEFITS DOES PARTNERCONNECT OFFER? As a member of Connect, you get access to powerful benefits designed to help you grow your business and reward you for your investment in the relationship. You can get complete details on the benefits available to your company in the Program At-A-Glance for your track, available on your partner portal. Some of these benefits may include: Resellers Case Study Development Customizable Marketing Assets Deal Registration Demo Equipment Discounts Industry Market Data Marketing Support Performance Rebate Product Discounts/Recommended Discounts Seed Units Strategic Go-to-Market Support ISVs Application Directory Listing Application Testing Case Study Development Development Consulting Developer Events Developer Technical Support Community Enterprise Application Marketplace Listing Free Demo/Development Kits Influence Rewards Marketing Support Page 3

4 PROGRAM STRUCTURE: REWARDING YOUR VALUE When it comes to serving customer needs, you provide unique value. We ve designed Connect to recognize that value. The program comprises several different program tracks that are custom-built for different partner business models. Several tracks feature multiple tiers that reflect different levels of success and investment in the relationship. Through this approach, we enable your company to differentiate itself in the marketplace. Just as importantly, we re able to reward you through a targeted set of program benefits that help you achieve your business goals. s at the highest tiers can take advantage of the strongest set of benefits. For details on the participation requirements and benefits associated with each track and tier, review the Track At-A-Glance summaries, available on your partner portal. Distributors: Authorized Distributors play an essential role in bringing our products to market by selling Zebra products to resellers and providing value-added support such as training, order fulfillment and financing. DISTRIBUTOR TRACK Resellers: Connect features four tracks for the different types of resellers in our channel ecosystem: Business Track members typically focus on hardware-based sales revenue. Solution Track members are characterized by a balanced mix of hardware, software and services revenue. Broadline Technology Resellers* are companies that offer customers a broad portfolio of IT products through both online and off-line sales methods. Business Track Premier Business Business Solution Track Premier Solution Solution BROADLINE TECHNOLOGY RESELLER TRACK* Registered Resellers are companies that resell Zebra products but do not meet the requirements for one of the other reseller tracks. REGISTERED RESELLER TRACK Complementary s: Many partners don t resell our products but advise customers on their solution purchases. The initial launch of Connect includes a track for Independent Software Vendors (ISVs). In the future, we ll introduce tracks for Independent Hardware Vendors (IHVs), consultants and systems integrators. ISV TRACK Premier ISV ISV Registered ISV * The Broadline Technology Reseller Track applies to North America only. Page 4

5 RESELLER SPECIALIZATION: VALUING EXPERTISE Developing expertise in a particular technology requires significant investment. With Connect, we reward resellers for that investment through five different product specializations. These specializations are available to resellers that meet requirements specific to that technology, such as revenue generation. Some specializations offer one level of participation Advanced Specialist while others offer two levels of participation Specialist and Advanced Specialist to recognize resellers for their achievements. PRODUCT SPECIALIZATIONS Card Printers Print Engines RFID Supplies Wireless Networks Participation in one or more specializations gives you the opportunity to further differentiate your business and stand apart in the marketplace. It also unlocks an additional set of benefits designed to drive further success with the sale of that product portfolio, such as additional product discounts, a differentiated channel partner identifier and high visibility on our online channel partner directory for searches on that technology. HOW DOES PRODUCT ACCESS WORK IN PARTNERCONNECT? With the introduction of Connect, we re simplifying product access for our resellers. In other words, you can access most products across our entire portfolio, which not only enables you to deliver the complete solutions customers want, but also helps you more easily expand your revenue and your relationship with Zebra. PRODUCT ACCESS CATEGORY Open Program Specialist Product- Specific ACCESS A large percentage of our products are available to all Connect resellers as well as resellers not participating in the program. Many products, including most of our mobile computers and our access points, are available to Connect members only. Select products are available only to resellers that have achieved specialization. Select products are available only to resellers that have completed product-specific training. ZEBRA PRODUCT PORTFOLIO Open Program Specialist Product-Specific Page 5

6 MAKE THE MOVE TO PARTNERCONNECT TODAY We want you to stay focused on selling and on serving your customers. That s why we ve made sure that the transition to Connect is simple. PROGRAM ASSIGNMENT Every current Zebra channel partner has been assigned status in Connect. Your company has already been contacted or will soon be contacted about this assignment. Using revenue data from a 12-month timeframe, we ve assigned each reseller status in Connect. Resellers For larger resellers, we determined placement in the Business Track or Solution 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. See the Transition FAQ on your partner portal for revenue thresholds for each of the track tiers. Companies with smaller annual revenue generation achievements (less than $100,000 USD) were assigned status as a Registered Reseller. Companies that are currently Direct Market Resellers in the Empower Program were assigned status as a Broadline Technology Reseller*. Resellers were also assigned status as a Specialist or Advanced Specialist in one or more specializations, as appropriate. * The Broadline Technology Reseller Track applies to North America only. ISVs Distributors We ve assigned each ISV status in Connect as a Registered ISV, ISV or Premier ISV. All current distributors have been assigned status as an Authorized Distributor. PROGRAM TRANSITION For most resellers and ISVs, transition is conducted online in a simple three-step process that 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: Accept the official Zebra Connect Program Master Terms and Conditions Accept the appropriate Connect legal addenda Update your 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 date of program launch. If you don t complete the transition, your company will not be able to maintain its status as a Zebra channel partner. NOTE: If your company is a distributor or a reseller that purchases directly from Zebra: Zebra will work closely with you to guide you through the steps of your transition, which include agreeing to a Connect addendum and updating your company information in our records. We ll be in touch directly to help you get started. PROGRAM LAUNCH In Q2, the Connect program officially launches, replacing sfirst and Empower. All program requirements come into effect on that date, and benefits are available. Your company will have 12 months to meet the requirements for the program status it was assigned. If at any time your company achieves the requirements for a higher program tier or a specialization level, you can be promoted. Page 6

7 RESOURCES AND LEARN MORE RESOURCES We re here to help you through every step of the transition to the Connect program. We ve created a special section on your existing partner program portal where you can get all the details you need. In conjunction with the launch of Connect, we ll be debuting an all-new partner portal, with all the information you need about the program, channel resources, product sales tools, events and much more. Stay tuned for details. QUESTIONS? If you have any questions about Connect or the transition process, contact your Channel Account Manager, your distributor or the Interaction Center in your region. HOW CAN I LEARN MORE? Visit your current partner portal for complete information on Connect: At-A-Glance views of requirements and benefits for all tracks and specializations On-Demand Webinar and FAQs with everything you need to know about Connect and the transition process Transition Guide and tutorial outlining each step of the transition process Profile Checklist listing all of the info you ll need on hand to update your company information At the time of program launch, full Program Guides as well as additional FAQs about doing business as a Connect member will be available 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.