The FINANCIAL — Motorola, Inc. (NYSE: MOT) on March 8 unveiled the Motorola PartnerEmpower(TM) Program, which brings together all Motorola Enterprise Mobility Solutions (EMS) partners under a single channel program framework.
With a focus on driving growth, enabling specialization and delivering value, the PartnerEmpower Program will make it easier for Motorola's broad base of channel partners to conduct business with Motorola and take advantage of new opportunities to increase their revenue.
"The introduction of PartnerEmpower is a key aspect of the integration of Motorola's Enterprise Mobility business and Government and Public Safety business, which were combined to become the EMS business in early 2009. PartnerEmpower will comprise three distinct program tracks reflecting Motorola EMS' three core technology areas – wireless network solutions, mobility and radio. These tracks will be rolled out in stages over the next 18 months, and existing government, public safety and enterprise channel partners will be gradually and seamlessly transitioned into the appropriate track without business interruption. In the meantime, existing programs will remain unchanged," Motorola informs.
"Building on the foundation of Motorola's award-winning, channel-centric go-to-market methodology and programs, PartnerEmpower further extends our strong commitment to our worldwide base of partners," said Janet Schijns, vice president of global channels, Motorola Enterprise Mobility Solutions. "With a single channel program, Motorola is enhancing our relationship with channel partners, focusing our attention on benefits and resources that offer the most value to partners, and establishing processes and competency programs that help partners go to market more profitably. At the same time, PartnerEmpower will help us build greater marketing momentum to support partner demand generation and more easily promote the critical role that our channel partners play in driving better information and better results for customers with our solutions."
PartnerEmpower is also designed to help Motorola better support evolving customer needs. In particular, the program will help channel partners succeed with today's customer base through a focus on specialization and certification. The new program tracks will include opportunities for certification in key areas, along with the opportunity to earn designation as a PartnerEmpower Specialist or Elite Specialist. These designations will not only provide channel partners with access to an incremental set of program benefits, but also will enable companies to differentiate themselves from competitors while demonstrating their value-add to customers and prospects.
"PartnerEmpower is designed to enhance customer value and deliver bottom-line benefits to our North American channel partners," said Mark Kroh, vice president of North America channels, Motorola Enterprise Mobility Solutions. "With PartnerEmpower's emphasis on certification and specialization, our customers can be assured that when they work with a Motorola channel partner, they are partnering with a highly talented resource that can help solve some of their toughest challenges. At the same time, with PartnerEmpower, our North American channel partners have greater opportunities to succeed with Motorola with a more robust program that offers added benefits and resources and provides them with a significant return on their relationship with Motorola."
Like its predecessor programs, PartnerEmpower will demonstrate Motorola's commitment to its resellers, independent software vendors (ISVs), dealers and other partners through best-in-class marketing, sales and technical benefits, tools, support and promotions that are designed to help channel partners generate more revenue, gain efficiencies and serve customers more effectively. Another key feature of PartnerEmpower is the strength of its combined global channel partner network, which offers essential opportunities for collaboration among PartnerEmpower members in delivering advanced, end-to-end solutions to customers.
"The PartnerEmpower Program is an important evolution in the relationship between Motorola and its partners," said Gary Fish, CEO, FishNet Security. "By making it easier for us to conduct business with Motorola and gain recognition for our investment in developing specialization, PartnerEmpower will help us build sales momentum, enhance our position in the marketplace and pave a path toward growth."