Motorola Solutions outlines unified channel program

Motorola Solutions outlines unified channel program

Desire for a single channel approach has prompted the communications vendor to implement a new channel program in the fourth quarter of this year

Motorola Solutions will bring in a new channel program to tie its three technology segments together more closely.

The communications vendor began trading as a separate entity to Motorola Mobility in January to focus more on the business communications market after Motorola split itself into two companies.

Motorola Mobility Mobility deals exclusively with handsets as well as voice and data solutions to the consumer market.

Radio, wireless and enterprise are the three segments that made up the business side of Motorola each with their own channel programs. Since the business unit split, Motorola Solutions has worked towards unifying the three segments and bringing them together under a single channel approach.

“Previously they have been seen as disparate technologies but now we’re able to put a lot of the solutions together,” Motorola Solutions vice-president of channels in Asia-Pacific, Paul Blinkhorn, said.

The mix between all three technology groups is becoming increasingly evident as radio technology shifts from analogue to digital.

Blinkhorn said some resellers are looking to branch out their business towards different segments but ideally, for Motorola, more partners would look towards the collaboration route. This means resellers with different expertise teaming up to bring customers a broader solution.

It is already happening and the vendor continues to bring resellers together through partner conferences and ‘speed dating’ events.

As part of the plan to unify the Motorola Solutions channel, the vendor will roll out a new partner program in Asia-Pacific called Partner Empower towards in the fourth quarter of 2011. This is a global initiative.

Currently, the three technology segments, which are all experiencing growth, have separate channel programs.

“We are going to preserve the best of those because some great work has been done in terms of how we incentivise the channel but we’re going to put an umbrella on top of these programs and call it Partner Empower,” Blinkhorn said.

Partner Empower will define product access, certification, technology expertise and vertical expertise.

The framework will provide flexibility for partners in one segment to gain expertise in the other technology groups through the appropriate training and certification.

“What this does for the channel is to provide them with an opportunity to differentiate itself,” Blinkhorn said. “There will be a high level of differentiation for our partners and also clarity for our customers.”

Although resellers can be granted access to cross-sell into different technology groups, the vendor stressed it is keener on partner collaboration.

“Many of these partners have been in their own technology for a really long time and the last thing we want to do is to allow them to defocus on that,” he said. “Some of our bigger partners have a desire to sell some other technologies and are willing to make an investment.”

Channel partners that already have certification in a particular field of technology will not have to be re-certified. Partners which belong in various tiers such as platinum or gold will be transferred over across to the new program.

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Tags Motorola MobilityMotorola Solutionsmobile solutionsPartner Empowervoice and data solutions

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