PARTNEREMPOWER PROGRAM GUIDE - Motorola Solutions
PARTNEREMPOWER PROGRAM GUIDE - Motorola Solutions PARTNEREMPOWER PROGRAM GUIDE - Motorola Solutions
PartnerEmpower ProgramPROGRAM GUIDESECTION 3VALUE ADDEDDISTRIBUTOR CRITERIAAND REQUIREMENTSOVERVIEWValue Added Distributors must accept the terms and conditions defined in their Value Added Distributor Agreement. Thisagreement in conjunction with this program guide, define key business model criteria of companies participating in theValue Added Distributor community. Compliance with these business conditions will be reviewed regularly. For all newPartnerEmpower members who join on or after January 1, 2013 will have their compliance set to January 31 of the year inwhich at least 12 months of participation has passed.VALUE ADDED DISTRIBUTOR CRITERIAPlease refer to your PartnerEmpower Value Added Distributor’s Agreement Terms and Conditions for complete details.CRITERIANO MIXED-MODEL SALESUnless otherwise specified in the applicable addenda/schedules, Value Added Distributors are only allowed to sellMotorola Solutions products to resellers or other PartnerEmpower members. Sales to end-user customers are notallowed, except with prior written approval on annual basis from Motorola Solutions.SALES TO AUTHORISED PARTNEREMPOWER MEMBERSValue Added Distributors may only sell Class 2 and above Motorola Solutions products to companies that are membersof PartnerEmpower with appropriate levels of product access.REPAIR/BREAK-FIX OPERATIONSUnless otherwise specified in the applicable addenda/schedules, revenue 2 generated by the operation of a Repair/Break-Fix service, specifically on Motorola Solutions equipment, may not exceed the threshold below for eachtechnology area in which a Distributor is participating. Service must be provided by an authorised service center.Mobile Solutions 0%Radio Solutions 5%Wireless Networks Solutions 0%SALES OF “NOT NEW” EQUIPMENT 3Unless 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 achievement of the revenue 2threshold for each technology area in which a Distributor is participating. If otherwise, Distributor may disqualify fromPartnerEmpower. 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, Value Added Distributors may notadvertise pricing of specific Motorola Solutions products online except in the Shopping Cart area of an e-commercesite or on a password-protected Internet site.2Includes revenue generated by any wholly/partially-owned subsidiary and/or by an affiliate.3Non-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 6
PartnerEmpower ProgramPROGRAM GUIDEREQUIREMENTSALL VALUE ADDEDDISTRIBUTORSMOTOROLA SOLUTIONS TERMS & CONDITIONSACCEPTANCE OF MOTOROLA SOLUTIONS PARTNEREMPOWER PROGRAMDISTRIBUTOR TERMS AND CONDITIONS AND APPLICABLE ADDENDAValue Added Distributors must accept the PartnerEmpower Program Distributor Terms andConditions as well as any applicable addenda/schedules. These documents specify whichPartnerEmpower technology area(s) the Value Added Distributor is participating in, anddetail the requirements for acceptance and annual requalification into PartnerEmpower.BUSINESS/CONTRIBUTION REQUIREMENTSANNUAL REVENUE COMMITMENTValue Added Distributors must commit to a minimum annual revenue target for eachtechnology area in which they are participating. These targets are identified in an annualbusiness plan developed jointly by each Distributor and Motorola Solutions. Progressagainst targets is assessed at quarterly business reviews.Value Added Distributors are encouraged to include a Motorola Solutions Services revenuegoal of x%. Services revenue is defined as revenue generated from the sale of servicescontracts and services contract renewals as a percentage of Motorola Solutions hardwaresold. Motorola Solutions and the Value Added Distributor will review the Distributor’sperformance against this metric as part of the quarterly review process.Track x%Mobile Solutions 7%Radio Solutions 5%Wireless Networks Solutions 5%INVENTORY LEVELSValue Added Distributors must maintain target inventory levels. These levels are set jointlyby each Value Added Distributor and Motorola Solutions and are based on the Value AddedDistributor’s role, the technology areas in which it is participating, and anticipated marketdemand.PORTFOLIO SALES ENABLEMENT TRAININGA minimum of 2 designated personnel within each Value Added Distributor’s organisationmust complete portfolio training for each technology area in which they are participating.UP-TO-DATE VALUE ADDED DISTRIBUTOR PROFILEValue Added Distributors must provide current and accurate information in their ChannelPartner Profile to ensure correct Partner Locator information, facilitate reseller referralsand support communications. This profile must be updated at least annually.SALES-OUT AND INVENTORY REPORTINGValue Added Distributors must capture accurate sales-out data at the time of resale toresellers. This information, along with details on inventory status, must be provided toMotorola Solutions on a regular basis. Specifications for reporting can be found on yourchannel partner portal.TrackFrequencyMobile SolutionsWeeklyRadio SolutionsMonthlyWireless Networks Solutions WeeklyMONTHLY FORECASTValue Added Distributors must provide the Motorola Solutions account manager with arolling quarterly forecast and update the forecast on at least a monthly basis.DEMO EQUIPMENT PROGRAM PARTICIPATIONValue Added Distributors must participate in the PartnerEmpower Demo EquipmentPurchase Program, providing PartnerEmpower members with discounted access to productsfor demo and development purposes.PAGE 7
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PartnerEmpower Program<strong>PROGRAM</strong> <strong>GUIDE</strong>SECTION 3VALUE ADDEDDISTRIBUTOR CRITERIAAND REQUIREMENTSOVERVIEWValue Added Distributors must accept the terms and conditions defined in their Value Added Distributor Agreement. Thisagreement in conjunction with this program guide, define key business model criteria of companies participating in theValue Added Distributor community. Compliance with these business conditions will be reviewed regularly. For all newPartnerEmpower members who join on or after January 1, 2013 will have their compliance set to January 31 of the year inwhich at least 12 months of participation has passed.VALUE ADDED DISTRIBUTOR CRITERIAPlease refer to your PartnerEmpower Value Added Distributor’s Agreement Terms and Conditions for complete details.CRITERIANO MIXED-MODEL SALESUnless otherwise specified in the applicable addenda/schedules, Value Added Distributors are only allowed to sell<strong>Motorola</strong> <strong>Solutions</strong> products to resellers or other PartnerEmpower members. Sales to end-user customers are notallowed, except with prior written approval on annual basis from <strong>Motorola</strong> <strong>Solutions</strong>.SALES TO AUTHORISED <strong>PARTNEREMPOWER</strong> MEMBERSValue Added Distributors may only sell Class 2 and above <strong>Motorola</strong> <strong>Solutions</strong> products to companies that are membersof PartnerEmpower with appropriate levels of product access.REPAIR/BREAK-FIX OPERATIONSUnless otherwise specified in the applicable addenda/schedules, revenue 2 generated by the operation of a Repair/Break-Fix service, specifically on <strong>Motorola</strong> <strong>Solutions</strong> equipment, may not exceed the threshold below for eachtechnology area in which a Distributor is participating. Service must be provided by an authorised service center.Mobile <strong>Solutions</strong> 0%Radio <strong>Solutions</strong> 5%Wireless Networks <strong>Solutions</strong> 0%SALES OF “NOT NEW” EQUIPMENT 3Unless otherwise specified in the applicable addenda/schedules, the sale of “not new” <strong>Motorola</strong> <strong>Solutions</strong> productsand offers to sell “not new” <strong>Motorola</strong> <strong>Solutions</strong> product(s) will not contribute to the achievement of the revenue 2threshold for each technology area in which a Distributor is participating. If otherwise, Distributor may disqualify fromPartnerEmpower. For purposes of the program, <strong>Motorola</strong> <strong>Solutions</strong> 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 <strong>Motorola</strong> <strong>Solutions</strong> Internet Price Advertising (IPA) Policy, Value Added Distributors may notadvertise pricing of specific <strong>Motorola</strong> <strong>Solutions</strong> products online except in the Shopping Cart area of an e-commercesite or on a password-protected Internet site.2Includes revenue generated by any wholly/partially-owned subsidiary and/or by an affiliate.3Non-refurbished” (i.e., products that have not been updated with any hardware, software or repair work since they were originally shipped by <strong>Motorola</strong> <strong>Solutions</strong>) 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 6
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