Motorola Confidential Restricted MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are...
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torola Confidential Restricted MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. PAGE 1 Mobile Computing for Hazardous Locations Update: Q3/2011
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Transcript of Motorola Confidential Restricted MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are...
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. PAGE 1
Mobile Computing for Hazardous Locations
Update: Q3/2011
PAGE 2
Agenda
Compensation
New Product Overview
Partnering with BARTEC
Summary
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
Recap: Channel to market
• Motorola Solutions and BARTEC deliver mobile computing products to different markets
• Motorola sells Haz Loc mobile computing products to the US Government (Federal, State and Local levels)• AIT IV contract
• BARTEC sells to the commercial enterprise• Many common resellers/business partners
PAGE 3
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. PAGE 4
Compensation
• About Compensation and Quota Retirement
• Motorola sales associates do receive compensation and quota retirement for Haz Loc business closed through BARTEC
• Credit is given at the price BARTEC purchases product from Motorola Solutions
• BARTEC provides Sales-Out data back to Motorola on a monthly basis
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
Compensation ModelHaz-Loc
MOTO Sales
MOTO EMEAfinance
Partner End-user
Product flow
Sales out report
Data sent from EMEA Financeto Regional commissions Teams
Moto Bartec base units Bartec HAZ-Loc dev UL: C1D1; ATEX Z1+Z2
The compensation of a MOTO SR is based on the sales out reportMOTO finance receive from Bartec.
To make sure that the compensation will be done rightFinance need accurate data of the Partner/End User.
Useful is to have visibility of the deals in SF.com
HTAM/TM and CAM Paid
Commission is paid at 100% of Bartec OEM buy price from Moto NOT Bartec/partner sell out pricingThese sales will retire quota
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
Deal Registration
PAGE 6
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
Haz Loc credit summary
• Key steps to ensure credit for Haz Loc opportunities:• Register deals into SalesForce.com• Liaise with BARTEC – help facilitate the business• Sales-out data reported to sales finance on a monthly
basis• Opportunity reported by BARTEC when product ships to the End
Customer
• Credit provided to sales team
PAGE 7
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
New Haz Loc Products
PAGE 8
MC9190-G MC959xMC75A
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
Highlights
• Product specifications• Haz Loc certified configurations
maintain all the environmental and functional specifications of their respective standard (non-Haz Loc) families
• Visually identifiable as Haz Loc configurations using a colored keypad overlay
• Motorola or BARTEC branded, respective to channel to market
PAGE 9
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
• MC959x• UL Class I, II, III, Division 2, Groups A, B, C, D, F, G• ATEX Zone 2/Zone 22• UL Class I, Division 1• ATEX Zone 1
• MC75A• UL Class I, II, III, Division 2, Groups A, B, C, D, F, G• ATEX Zone 2/Zone 22
• MC9190-G• UL Class I, II, III, Division 2, Groups A, B, C, D, F, G• ATEX Zone 2/Zone 22
Certifications
PAGE 10
In development.PMB will announce availability.
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
Resources available
• Marketing materials• Motorola product data sheets reflect Haz Loc certifications in
Regulatory Specifications table• BARTEC data sheets for all three Haz Loc product families• Government focused Motorola Mobile Computing brochure for Haz
Loc certified products• BARTEC overview presentation• Recent Product Marketing Bulletins
• Sales reference• Compensation model detail• Instructions for registering deals in SalesForce.com
PAGE 11
Posted to MotoSMARThttp://compass.mot-solutions.com/go/302501846
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
About BARTEC
Regarded as worldwide experts in developing and obtaining certification for Explosion Protected devices.• Self-certifying for Zone 2.
Core business fundamentals focus on Chemical, Oil & Gas and Pharmaceutical markets.
Collaborated to develop Motorola Haz Loc rated products :–MC9090Ex
–MC9060Ex
–PDT8100–PDT2800–PDT68XX–P370Ex
–P302Ex
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
Key BARTEC Contacts
EMEAGuy Brillouet (Belgium-based)
Email: [email protected]
Tel: +32 (13) 67 23 08
APACJeffrey Ling (Singapore-based)
Email: [email protected]
Tel: +65 (6762) 5030
The AmericasTim Thul (US-based)
Email: [email protected]
Tel: +1 (480) 699-1840
PAGE 13
International sales network details can be found at: www.bartec-group.com
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
How to engage with BARTEC
• Contact Bartec early in the sales cycle.• Confirm the sales strategy.
• Targeted Partner/s• Competitive positioning• Customer value
• Bartec engages with Partner.• Top 3 concerns
• Commitment to the industry• Product continuity• Comprehensive support
PAGE 14
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
Summary
• Three new Haz Loc certified product families• MC959x, MC75A, MC9190-G
• Motorola and BARTEC deliver Haz Loc mobile computers to different customers/markets
• Motorola sells to US Government, BARTEC to the commercial enterprise
• Key BARTEC contacts facilitate BARTEC engagement within each region to pursue opportunities
• Motorola sales teams receive compensation and credit for Haz Loc wins through BARTEC
PAGE 15
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
Questions?
The AmericasTim Thul (US-based)
Email: [email protected]
Tel: +1 (480) 699-1840
PAGE 16
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
MC9190-G
System: Latest PXA320 Processor @ 806 MHz 256MB RAM / 1GB Flash Microsoft Windows Mobile 6.5 Classic Microsoft Windows CE 6.0 User accessible SD/MMC Slot for expansion
Display: 3.7" Color VGA Visible in a variety of lighting conditions
Battery: 2200 mAh Li-Ion Battery State of charge and State of Health via
software pre-loaded Battery is the I/O connector New I/O port with every replacement
battery provides better reliability
Data Capture: 1D standard (SE960) Extended range (Lorax) laser 2D Imager Standard range (SE-4500) or
optimized for Driver’s License (SE4500-DL)
Long range imager (SE-4600) DPM (SE-4500HD)
Connectivity: WLAN: 802.11a/b/g w/ CCXv4 & FIPS 140-2 WPAN: Bluetooth v2.1 USB 2.0 (Host/Client) or RS232
Keypad Entry: Modular Keypads w/ 6 keypad options Front Scan Trigger Buttons
Voice Support: VoWLAN 2.5mm Audio connector High-quality Speaker
Superior Ruggedness: Multiple 6 ft drops to concrete across the
operating temperature range 2000 1-mtr tumbles at room temperature IP64 sealed -20C to +50C operating temperature Condensation Resistant configurations
Design and Ergonomics: Superior Rugged Design Straight shooter scanner and imager for
optimal scanning experience Integrated RFID tag for asset
management
Support for IST: Display / Power Management Free fall detect Indicators
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
MC9500
Data Capture: 1D scanner (SE950) or 2D Imager (SE4500 / Blockbuster) 3MP color camera for hi-quality video, image,
or document capture
Voice Support: VoWAN, VoWLAN Rugged Audio connector High-quality Speakerphone Speaker phone, Headset and Handset modes Supported by Motorola TEAM Client (2010)
Superior Ruggedness: Multiple 6 ft drops to concrete across the operating
temperature range; meets/exceeds MIL-STD 810G 2000 1-meter tumbles at room temperature IP67 sealed
Connectivity: Modular 3.5G WAN: HSDPA or EVDO Rev A WLAN: 802.11a/b/g w/ CCXv4 & FIPS 140-2 WPAN: BT 2.0 w/EDR (radio is BT 2.1 capable) Integrated GPS IrDA; USB 1.1 Full Speed for I/O
System: Latest PXA320 Processor @ 806 MHz 128MB RAM / 512 MB Flash 256MB RAM / 1GB Flash* Windows Mobile 6.x Classic and Professional MicroSD Slot for expansion
Display: 3.7" Color VGA Visible in all lighting conditions
Keypad Entry: Optimized for one-handed operation Modular Keypads w/ 4 keypad options Side & Front Scan Trigger Buttons Function keys on the primary layer
Design and Ergonomics: Slimmer, lighter than products in its class Contoured for Full Shift Comfort Grip 15-degree scan angle for optimal
scanning experience Finger perch Multiple hand positions Programmable LEDs
Accessory eco-system: New I/O interface location Natively built for wall-mount Increased Terminal Density
Support for IST: Display / Power Management Free fall detect Indicators Dynamic screen orientationBattery:
4800 mAh Smart Battery State of Charge Indicator State of Health Indicator
Motorola Confidential Restricted
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
MC75ASystem: Latest PXA320 Processor @ 806 MHz 256MB RAM / 1GB Flash Windows Mobile 6.5 Classic and Professional User accessible SD/MMC Slot for expansion
Superior Ruggedness: 5 ft drop to concrete at room temperature Multiple 4 ft drops to concrete across the operating
temperature range 1000 ½-meter tumbles at room temperature IP54 sealed -20C to +50C operating temperature
Connectivity: WAN: HSDPA or CDMA EVDO Rev A WLAN: 802.11a/b/g w/ CCXv4 & FIPS 140-2 WPAN: BT 2.0 w/EDR (radio is BT2.1 capable) Integrated GPS IrDA; USB 1.1, RS232
Data Capture: 1D scanner (SE950) or 2D Imager (SE4500) 3MP color camera for hi-quality image capture
Voice Support: VoWAN, VoWLAN High-quality Speakerphone Speaker phone, Headset and Handset modes Supported by Motorola TEAM Client
Display: 3.5" Color VGA Visible in a variety of lighting conditions
Battery: 3600 or 4800 mAh Li-Ion Battery
Keypad Entry: QWERTY or Numeric keypad option Front and Side Scan Trigger Buttons Optimized for one-handed operation
Support for IST: Display / Power Management Free fall detect Indicators
Design and Ergonomics: Straight shooter scanner and imager for
optimal scanning experience
Accessory eco-system: Backwards compatible with existing MC70 accessories Snap-on accessory suite
RFID, Biometric finger swipe & smart car reader, Magnetic Stripe Reader, Debit card reader
Broad array of Motorola and 3rd party accessories/ peripherals
Supported on the Universal Accessory System (2010)
Motorola Confidential Restricted
THANK YOU…
MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved.
iProtect Classification as Appropriate
