PARTNEREMPOWER PROGRAM GUIDE - Motorola Solutions

PartnerEmpower ProgramPROGRAM GUIDESECTION 8PRODUCT ACCESSOVERVIEWWith an extensive range of products available, Motorola Solutions carefully manages PartnerEmpower member product access.Within PartnerEmpower, access depends on participation in a certain technology area as well as on product class.Motorola Solutions has grouped its products into a set of six different classes. Reflecting our focus on competency,this product access approach enables us to map products with the companies most prepared to deliver on customerrequirements for those products. While some products are available to resellers that are not authorised channel partners,the majority are available only to PartnerEmpower members. PartnerEmpower members gain access to specific classes ofproducts based on their competency, capabilities and focus.This approach benefits both PartnerEmpower members and Motorola Solutions by:- Enhancing customer satisfaction. The product access model is designed to ensure that the right PartnerEmpowermembers are equipped with appropriate product access to better serve and support customers.- Rewarding competency. Motorola Solutions grants access to key products to PartnerEmpower members that haveinvested resources in developing high-value expertise.- Creating a higher level playing field. PartnerEmpower members with sophisticated skills and knowledge will competewith “like” companies, elevating the overall level of competency for companies selling Motorola Solutions products.- Recognising investment. The product access model recognises PartnerEmpower members that have invested indeveloping specific expertise.In addition, access to a certain product also enables PartnerEmpower members to resell new Motorola Solutions servicescontracts and services contract renewals associated with that product. Motorola Solutions’ channel-ready service offeringsare designed to meet each end user customer’s needs –and provide an opportunity for PartnerEmpower members not only todrive revenue but also to help them meet PartnerEmpower revenue goals.PRODUCT ACCESSAs a PartnerEmpower member, your company has access to products and associated services in all six productclasses. All PartnerEmpower members must achieve any product-specific training requirements associated with productsin Class 4 and above in order to access those products. As aPartnerEmpower Value Added Distributors, you are responsiblefor adhering to and enforcing PartnerEmpower product access requirements, providing products only to companies that havemet the proper product access criteria.PAGE 21