PARTNEREMPOWER PROGRAM GUIDE - Motorola Solutions

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PartnerEmpower ProgramPROGRAM GUIDESECTION 5SYSTEM INTEGRATORCRITERIA &REQUIREMENTSOVERVIEWYour company’s participation in PartnerEmpower as a System Integrator depends on compliance with baseline requirementsas outlined below. Compliance with these business conditions will be reviewed regularly. For all new PartnerEmpowermembers who join on or after January 1, 2013 will have their compliance set to January 31 of the year in which at least 12months of participation has passed. Motorola Solutions will make resources available to help you monitor your compliancewith program requirements.SYSTEM INTEGRATOR CRITERIAPlease refer to your PartnerEmpower System Integrator’s Agreement Terms and Conditions for complete details.CRITERIAEND USER SALESSystem Integrators may only sell Motorola Solutions products to entities that are end users. They may not sell toentities such as distributors, resellers, system integrators, solution providers, agents, brokers, catalogue wholesalersand direct marketers.REPAIR/BREAK-FIX OPERATIONSUnless otherwise specified in the applicable addenda/schedules, revenue 1 generated by the operation of a Repair/Break-Fix service, specifically on Motorola Solutions equipment, will not contribute to the achievement of thresholdsfor each technology area in which a System Integrator is participating. Service must be provided by an authorisedservice center.SALES OF “NOT NEW” EQUIPMENT 2Unless otherwise specified in the applicable addenda/schedules, the sale of “not new” Motorola Solutions productsand offers to sell “not new” Motorola Solutions product(s) will not contribute to the revenue1 threshold below foreach technology area in which a System Integrator is participating. Exceeding the threshold may disqualify the SystemIntegrator from PartnerEmpower. For purposes of the program, Motorola Solutions equipment shall be considered“not new” if:- It is acquired from existing customer installations, liquidations, bankruptcies, lease terminations or expirationsand any other similar resources, that at any point in its lifecycle has been used by an end user, used asdemonstration equipment or considered defective (per manufacturer’s specification).- At one time or another has been loaded with software, sold to, leased, rented or shipped to any party by theoriginating party and then returned, whether it was used or not.INTERNET PRICE ADVERTISINGAs specified in the Motorola Solutions Internet Price Advertising (IPA) Policy, System Integrators may not advertisepricing of specific Motorola Solutions products online except in the Shopping Cart area of an e-commerce site or on apassword-protected Internet site.CONSULTATIVE SALES MODELSystem Integrators must execute the majority of their sales through a consultative sales approach in which interactionwith the customer is either face-to-face, by phone, by electronic communication or by any other one-on-onecommunication method.1Includes revenue generated by any wholly/partially-owned subsidiary and/or by an affiliate.2“Non-refurbished” (i.e., products that have not been updated with any hardware, software or repair work since they were originally shipped by Motorola Solutions) trade-inproducts and demo equipment after six months from purchase date are excluded and may be sold as “used,” not as refurbished or new.PAGE 14
PartnerEmpower ProgramPROGRAM GUIDEREQUIREMENTSALL SYSTEMINTEGRATORSMOTOROLA SOLUTIONS TERMS & CONDITIONSACCEPTANCE OF MOTOROLA SOLUTIONS PARTNEREMPOWER PROGRAM SYSTEMINTEGRATOR TERMS AND CONDITIONS AND APPLICABLE ADDENDASystem Integrators must accept the PartnerEmpower Program System Integrator Terms andConditions as well as any applicable addenda/schedules. These documents specify whichPartnerEmpower technology area(s) the System Integrator is participating in, specify theauthorised territory, and detail the requirements for acceptance and annual requalificationinto PartnerEmpower.BUSINESS/CONTRIBUTION REQUIREMENTSANNUAL REVENUE/INFLUENCE THRESHOLDSystem Integrators must commit to and attain minimum annual targets for MotorolaSolutions revenue generation (or influence in situations where the PartnerEmpowermember does not transact or fulfill a sale but has influence over the hardware decision orgenerates the demand for Motorola Solutions products). (Includes revenue generated byany wholly/partially-owned subsidiary and/or affiliate)SALES EXPECTATIONSSystem Integrators must commit to and attain minimum annual growth targets forMotorola Solutions revenue generation (includes influence revenue).Revenue > $50MAND 80% of thatcorporate revenueis derived from aspecific verticalmarketYoY growth target(10% growth) insubsequent yearsdocumented inbusiness plan.PORTFOLIO SALES ENABLEMENT TRAININGA minimum of 2 designated personnel within each System Integrator’s organisation mustcomplete portfolio sales enablement training for each technology area in which they areparticipating.UP-TO-DATE PARTNER PROFILESystem Integrators must provide current and accurate information in their Channel PartnerProfile to ensure correct Partner Locator information, facilitate referrals and supportcommunications. This profile must be updated at least annually.SALES-OUT DATA/INFLUENCE REPORTINGSystem Integrators must provide accurate sales-out data based on specifications providedby distributors or Motorola Solutions.MonthlyPARTNER SUPPORT REQUIREMENTSLEVEL I HELP DESK SUPPORT (PRE/POST-SALES)System Integrators must provide Level I Help Desk Support 3, 4 to address basic “how-to”queries and questions about high-level product functionality from their customers. Thespecifics for Help Desk availability and services expected of each System Integrator arespecified in the System Integrator’s custom terms and conditions mutually agreed on byMotorola Solutions and the System Integrator.GUARANTEED CALL BACKSystem Integrators must respond to their customers’ inquiries within a reasonabletimeframe by phone, email or other support method.PAGE 15
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PARTNEREMPOWER PROGRAM GUIDE - Motorola Solutions

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