Motorola Introduces PartnerEmpower Channel Program

Janet-Schijns motorolaWireless mobile giant Motorola has launched their PartnerEmpower Channel Program. Officially, the Motorola PartnerEmpower Program (PEP)  brings together all of Motorola Enterprise Mobility Solutions (EMS) partners "under a single channel program framework." Here are additional perspectives from Motorola Channel Chief Janet Schijns (pictured).

As you may recall, Motorola has made multiple acquisitions in recent years -- including the Symbol Technologies deal for wireless mobile rugged handhelds and WiFi infrastructure. Fast forward to the present, and PartnerEmpower unifies acquired partner programs under one umbrella.

Like all partner programs, PEP is designed to bolster both value and growth. PEP will also make it easier for Motorola’s channel partners to work with Motorola and leverage opportunities to increase their revenue, the company asserts. The  creation of the  PartnerEmpower Program is also a key aspect of integrating of Motorola’s Enterprise Mobility business and Government and Public Safety business. These were already once combined into the EMS business, early 2009.

PEP is composed of three programs based on Motorola EMS’ tech areas – wireless network solutions, mobility and radio. Over the next 18 months, everything will be officially rolled out and existing government, public safety and enterprise channel partners "will be gradually and seamlessly transitioned into the appropriate track without business interruption." For the time being, however, no existing programs will be unchanged.

Janet Schijns, vice president of global channels, Motorola Enterprise Mobility Solutions stated in the press release that “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."

Over the phone, she noted that "[We're working hard]...specifically with customer satisfaction. Did you solve the problem, or just sell something?" She also noted that Motorola is looking to "honor partners' investments and business model choice. Partners that invest the most time [in their field] get the best benefits"

"[We're rolling out] 4 levels. Bronze, Silver, Gold and Platinum. Platinum will  not be released this year, [but likely 2011].  You have to achieve over time, and we don't want to roll out and be disruptive. Everyone's logically migrating to the program [that suits them] for about a year."

PE will also focus on specialization and certification.  New 'tracks' in the program have opportunities for certification in key areas, and the opportunity to become a PartnerEmpower Specialist or Elite Specialist.  This in turn, give access to an incremental set of program benefits, enabling companies to distinguish themselves among competition.

Managed Services Moves Coming?

A few months ago, Schijns spoke about one such potential certification area -- designed for managed services providers:

With PEP, Motorola partners will have access to marketing, sales and technical benefits, tools, support and promotions. All of it's built to be efficient, and of course, increase the margin for the bottom line buck, Motorola claims.

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