Transcript AGENDA - Jive Software

Mobile Computing for
Hazardous Locations
Update: Q3/2011
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
Agenda
Compensation
New Product Overview
Partnering with
BARTEC
Summary
PAGE 2
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
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 3
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.
PAGE 4
Compensation Model
Haz-Loc
Product flow
Moto Bartec base units
Bartec HAZ-Loc dev
UL: C1D1; ATEX Z1+Z2
Partner
End-user
Sales out report The compensation of a MOTO SR
is based on the sales out report
MOTO finance receive from Bartec.
MOTO EMEA
finance
To make sure that the compensation will be done right
Finance need accurate data of the Partner/End User.
Useful is to have visibility of the deals in SF.com
Data sent from EMEA Finance
to Regional commissions Teams
MOTO Sales
Motorola Confidential Restricted
Commission is paid at 100% of Bartec OEM buy price
from Moto NOT Bartec/partner sell out pricing
These sales will retire quota
HTAM/TM and CAM Paid
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
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 6
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
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 7
New Haz Loc Products
MC9190-G
MC75A
MC959x
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 8
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
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 9
Certifications
• 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
In development.
• ATEX Zone 1
PMB will announce availability.
• 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
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 10
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
Posted to MotoSMART
http://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.
PAGE 11
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
EMEA
The Americas
Guy Brillouet (Belgium-based)
Email: [email protected]
Tel: +32 (13) 67 23 08
Tim Thul (US-based)
Email: [email protected]
Tel: +1 (480) 699-1840
APAC
Jeffrey Ling (Singapore-based)
Email: [email protected]
Tel: +65 (6762) 5030
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.
PAGE 13
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
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 14
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
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 15
Questions?
The Americas
Tim Thul (US-based)
Email: [email protected]
Tel: +1 (480) 699-1840
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 16
MC9190-G
System:
Design and Ergonomics:





 Superior Rugged Design
 Straight shooter scanner and imager for
optimal scanning experience
 Integrated RFID tag for asset
management
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:
Connectivity:
 WLAN: 802.11a/b/g w/ CCXv4 & FIPS 140-2
 WPAN: Bluetooth v2.1
 USB 2.0 (Host/Client) or RS232
 3.7" Color VGA
 Visible in a variety of lighting conditions
Keypad Entry:
 Modular Keypads w/ 6 keypad options
 Front Scan Trigger Buttons
Data Capture:
 1D standard (SE960)
 Extended range (Lorax) laser
 2D Imager Standard range (SE-4500) or
optimized for Driver’s License (SE4500DL)
 Long range imager (SE-4600)
 DPM (SE-4500HD)
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
Voice Support:
 VoWLAN
 2.5mm Audio connector
 High-quality Speaker
Superior Ruggedness:
Support for IST:
 Display / Power Management
 Free fall detect Indicators
 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
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
System:





Design and Ergonomics:
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
 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
Connectivity:




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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
Display:
 3.7" Color VGA
 Visible in all lighting conditions
Keypad Entry:




Data Capture:
 1D scanner (SE950) or
 2D Imager (SE4500 / Blockbuster)
 3MP color camera for hi-quality video, image, or
document capture
Optimized for one-handed operation
Modular Keypads w/ 4 keypad options
Side & Front Scan Trigger Buttons
Function keys on the primary layer
Accessory eco-system:
 New I/O interface location
 Natively built for wall-mount
 Increased Terminal Density
Voice Support:





VoWAN, VoWLAN
Rugged Audio connector
High-quality Speakerphone
Speaker phone, Headset and Handset modes
Supported by Motorola TEAM Client (2010)
Support for IST:
Superior Ruggedness:
Battery:
 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
 4800 mAh Smart Battery
 State of Charge Indicator
 State of Health Indicator
 Display / Power Management
 Free fall detect Indicators
 Dynamic screen orientation
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.
MC75A
System:




Latest PXA320 Processor @ 806 MHz
256MB RAM / 1GB Flash
Windows Mobile 6.5 Classic and Professional
User accessible SD/MMC Slot for expansion
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
Design and Ergonomics:
 Straight shooter scanner and imager for
optimal scanning experience
Display:
 3.5" Color VGA
 Visible in a variety of lighting conditions
Keypad Entry:
 QWERTY or Numeric keypad option
 Front and Side Scan Trigger Buttons
 Optimized for one-handed operation
Battery:
 3600 or 4800 mAh Li-Ion Battery
Voice Support:




VoWAN, VoWLAN
High-quality Speakerphone
Speaker phone, Headset and Handset modes
Supported by Motorola TEAM Client
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
Support for IST:
 Display / Power Management
 Free fall detect Indicators
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
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.
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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.