PARTNEREMPOWER PROGRAM GUIDE - Motorola Solutions

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PartnerEmpower ProgramPROGRAM GUIDESYSTEM INTEGRATOR REQUIREMENTS (continued)REQUIREMENTSALL SYSTEMINTEGRATORSCERTIFICATION REQUIREMENTSSALES COMPETENCYSystem Integrators must achieve a specific number of Motorola Solutions salescertifications in each technology area in which they are participating. Visit the LearningManagement System at http://learning.motorolasolutions.com/ to register for certification.TECHNICAL COMPETENCYSystem Integrators must achieve a specific number of Motorola Solutions technicalcertifications in each technology area in which they are participating. Visit the LearningManagement System at http://learning.motorolasolutions.com/ to register for certification.2 Sales Professionalcertifications in eachtechnology area1 TechnicalProfessionalcertification in eachtechnology areaMARKETING & SALES REQUIREMENTSINTEGRATED MOTOROLA SOLUTIONS BUSINESS AND MARKETING PLANWorking in conjunction with their Motorola Solutions Account Manager (AM), SystemIntegrators must develop an annual Motorola Solutions business and marketing plan,detailing Motorola Solutions-related business and marketing strategies and objectives.Updated quarterly, the plan must address all PartnerEmpower technology areas in whichthe System Integrator is participating. Annual plans are due January 31 of each year.DESIGNATED MOTOROLA SOLUTIONS BUSINESS DEVELOPMENT CONTACTSystem Integrators must designate business development resources to engage withthe Motorola Solutions AM and sales team to drive business planning and field-levelengagement, ensure effective usage of PartnerEmpower benefits and manage the SystemIntegrator’s Motorola Solutions pipeline. This resource does not need to be dedicated toMotorola Solutions full time, but should be accessible to the Motorola Solutions teamand should be compensated on the success of the System Integrator’s Motorola Solutionsbusiness.MOTOROLA SOLUTIONS VISIBILITY ON CORPORATE WEB SITESystem Integrators should promote their expertise and their relationship with MotorolaSolutions as a member of PartnerEmpower on their corporate website. (Note: If SystemIntegrators include logos for other manufacturers’ partner programs, text about theirrelationship with other manufacturers, or descriptions of other manufacturers on theircorporate web site, they should also promote their relationship with Motorola Solutions inan equivalent manner.)3Unresolved Level I issues are considered Level II only after basic troubleshooting configuration and “how-to” assistance is provided. Level II support issues are usually defined asin-depth operating system or product functionality questions that may require engineering assistance. Environment and application troubleshooting, advanced configuration andengineering escalations may be employed.4“Motorola Solutions training courses can help System Integrators improve their help desk support competency levels. Motorola Solutions reserves the right to conduct scheduled,periodic quality audits to measure and assess Level I support provided by System Integrators. The purpose of these audits is to help diagnose any root cause behind issuesand provide resolution. Audits may be triggered by either an increase in the number of calls coming into Motorola Solutions’ Level II Support that have not been appropriatelydiagnosed at Level I, or an increase in the number of Level I calls comiorsoirectly into the Motorola Solutions support center from the System Iotegrator’s customers, or customersatisfaction issues.PAGE 16
PartnerEmpower ProgramPROGRAM GUIDESECTION 6SYSTEM INTEGRATORBENEFITSOVERVIEWAs a PartnerEmpower System Integrator, your company gains access to a strong set of benefits designed to help you driverevenue growth, strengthen your market presence, operate your business more effectively, and achieve significant ROI onyour relationship with Motorola Solutions.Please note that Motorola Solutions reserves the right to cancel or amend program benefits at any time.SYSTEM INTEGRATOR BENEFITSContact your Motorola Solutions Account Manager or the Partner Interaction Center for details on eligibility criteria forspecific benefits.BENEFITSALL SYSTEMINTEGRATORSProduct Access BenefitsPRODUCT ACCESSBring your customers market-leading products. System Integrators gain access to MotorolaSolutions products in the technology area(s) in which they are participating, based oncompetency, capabilities and focus, as represented by the PartnerEmpower Product Accessframework. All products are placed into one of six different product classes, each with aspecific set of access requirements. This approach maps products to the PartnerEmpowermembers most equipped to deliver on customer requirements for those products.(For details on requirements for each product class, see the Product Access section of thisguide.)Product accessbased on specificrequirements foreach product classCompensation BenefitsPROMOTIONSTake advantage of opportunities for growth. System Integrators can drive revenue andcompete more effectively through special programs that may include solution promotions,incentive programs and product discounts. These programs, which are designed to drivegrowth in certain markets or for specific products, may include targeted sales forceincentives, back-end rebates, upfront incentives, or demand-generation activities for selectMotorola Solutions products, services or solutions.DEMO EQUIPMENT DISCOUNTSGain discounted access to Motorola Solutions products. System Integrators may purchaseMotorola Solutions products from the distributor of their choice at high discounts, subjectto availability. These products may be used for sales demonstrations or for developmentpurposes. Annual unit purchase limits are defined as part of this program and vary byProgram Level. Check with your distributor for details or visit your channel partner portal.EligibleEligibleRelationship BenefitsMOTOROLA SOLUTIONS ACCOUNT MANAGER (AM) SUPPORTCollaborate more effectively with Motorola Solutions. To ensure a productive businessrelationship, Motorola Solutions provides a central point of contact. System Integratorscollaborate with their AM on business development planning and activities and canleverage the AM for assistance with any aspect of their Motorola Solutions relationship.EligiblePAGE 17
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