Motorola Rounds Out Partner Program With Radio, Mobile Tracks

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Between wireless LAN archirecture announcements and new smartphone debuts, it's been a busy week so far for Motorola. And the company isn't ignoring its solution provider partners, either. Motorola on Wednesday debuted two new tracks in its PartnerEmpower channel program, focused on its radio and mobile solutions business.

The new tracks, officially called Radio Solutions and Mobile Solutions, cover partners who sell Motorola's two-way radio, RFID, mobile computer, bar code scanning and other product sets, including the legacy Symbol business.

Motorola Enterprise Mobility Solutions (EMS) debuted PartnerEmpower in March. It's a full overhaul of Motorola's channel program -- set to be phased in over an 18-month period -- that now awards solution providers points based on their success in metrics like volume sales, customer satisfaction and vertical market expertise. It then assigns them to program tiers -- Bronze, Silver, Gold, Platinum -- with commensurate margin rewards, based on those points.

In April came the first of the three main tracks, focused on wireless network solutions.

"We have three very diverse partner communities, and we're creating a framework whereby they can expand their footprint with Motorola," said Mike deVente, vice president, North America channels, mobile solutions. "A lot of partners miss engagement opportunities and we're finding that a partner can extract a lot more profitability if they're in a program that works around where their commitments are."


Next: Incentives For Partner Growth

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