Motorola Expands Channel For Good Mobile Messaging

In the past, Good Mobile Messaging was available mostly through direct sales, wireless carriers and a handful of VARs that offered Microsoft Exchange or other messaging platforms. Dan Rudolph, Good's director of product marketing said that distribution model limited the platforms' reach.

"This gives us significantly more distribution in our core markets," Rudolph said, adding that Good will be available through Motorola's PartnerSelect VARs early next month. Motorola acquired Good Mobile Messaging in January 2007 and formed the Good Technology Group within Motorola.

Being able to integrate mobile messaging into a wider offering gives VARs the ability to offer a broader unified mobility solution that includes devices, data service plans, wireless email and other behind-the-firewall applications. Good Mobile Messaging supports handhelds and smartphones that run Microsoft's Windows Mobile and Palm's mobile operating systems.

Rudolph said Motorola's PartnerSelect VARs will now offer a family of bundled mobile computing solutions comprising Good Mobile Messaging and Good Mobile Intranet on a choice of mobile devices, such as the MC35, MC50 and MC70, devices that stem from Motorola's acquisition of Symbol Technologies in 2006. Good solutions can also be offered on Motorola's Q family of smartphones and a variety of other smartphones from Palm, HTC and Samsung. Resellers can package the bundled solutions with device activations and vertical applications, Rudolph said.

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"It gives them the ability to offer a broader solution and deliver mobility form the shop floor to the corner office," he said. "It has the potential for them to be more strategic with their customers and offer a broader mobility story."

VARs can also boost revenue offering Good by selling the solution under software license or a recurring price.

Plus, Good availability lets Motorola's existing VARs sell a solution compatible with offerings they already have.

Alex Zaltsman, co-founder and managing partner of Exigent, a Morrisville, N.J.-based solution provider, said being able to sell Good Mobile Messaging as part of an overall solution gives him an alternative to Research In Motion's BlackBerry and can help target verticals where BlackBerry isn't the dominant platform.

"There are people who don't like the BlackBerry interface or who want to use a Windows Mobile device," Zaltsman said.

Zaltsman said some verticals, like healthcare, rely heavily on Palm devices or on Windows Mobile applications, making Good a better messaging platform. He said offering an alternative along with Motorola's Q line of devices is a differentiator for Exigent and can create a distinct competitive advantage.

"It will give us choices to offer to our customers," he said.

Good can securely extend IBM Lotus Domino, Exchange, intranets, corporate Web applications and other enterprise systems to various smartphones, devices and networks. Good software and managed services offer over-the-air management.

"Our channel partners and customers have been asking for end-to-end enterprise mobility solutions designed to meet the requirements of both IT and indoor and outdoor mobile workers," said Tom Gleason, vice president of partners and solutions for Motorola's Enterprise Mobility business. "By adding Good Mobile Messaging and Good Mobile Intranet to their portfolios, solution providers and customers will now have streamlined access to a truly comprehensive mobile offering from Motorola."