Page 3 of 3
Motorola partners said one of the big key changes made by Motorola Solutions this year was a revamp of its deal registration process. Earlier this summer, Motorola lowered the threshold on its deal registration program and changed the deal registration financial rewards to line up with points awarded in Empower.
The exact deal thresholds to qualify vary depending on Empower partnership levels. But Motorola lowered the requirements to participate in deal registration by an average of 55 percent across Empower's various tracks, according to a spokesman, and the number of partner requests to use Motorola Solutions' deal registration has tripled since then, with more requests logged for the program in the first two months of the change than in all of 2010.
Because of the breadth of Motorola's partner community, even its established VARs have trouble protecting deals if all their competition comes down to price wars, said Excalibur's Jenkins. That explains why the deal registration changes have been so warmly received.
"I would like to see them bring more of that to the table," Jenkins said. "A deal reg that gives me a 15-point or 20-point advantage is something that allows us to do our job with confidence. I've got to look at my margins and my overhead and expenses, and that's all stuff you can't cover with just two or three points of margin."
"Frankly, we have a great-set up with Motorola Solutions being one of their big partners already," added Barcodes' Nettesheim. "But I do believe when you have solution partners versus people just pushing out mass volumes of product -- when you give those partners better discounts and benefits than you do your non-value-add partners -- you're better. Differentiating between partners is more important now."
Barcodes' Motorola business is up more than 20 percent year over year, Nettesheim said, and that growth is spread evenly among Motorola Solutions' major business lines. The big year-on-year gainer, he said, is interest from customers in RFID, though mobility, scanning and wireless products are all growing.
One of the best things Motorola Solutions could do now, he said, is to drive more cross-sell opportunities for partners that have more than one Motorola specialty.
"Look at it as a solution provider," Nettesheim said. "Wireless combined with mobility, for example. I want to bring all of the pieces together with my clients."
Excalibur's growth specific to Motorola products has doubled in the past year, Jenkins said, and Motorola Solutions accounts for more than 60 percent of Excalbur's overall sales.
But Jenkins agreed that Motorola could stand to have its various product sets more tightly integrated.
"When they finally get all these products working on the same platform, I think you're probably going to see easily the strongest offering and by far the broadest offering in the marketplace," Jenkins said. "This is not a game that started yesterday and I think now we're starting to see the results of some of the planning they did. We're very high on this."
<< Previous | 1 | 2 | 3