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2012 Kick Off Motorola Attack Plan. Proprietary Information. Agenda Motorola who? Why focus on Motorola High level attack plan Tools and support at your.

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Presentation on theme: "2012 Kick Off Motorola Attack Plan. Proprietary Information. Agenda Motorola who? Why focus on Motorola High level attack plan Tools and support at your."— Presentation transcript:

1 2012 Kick Off Motorola Attack Plan

2 Proprietary Information. Agenda Motorola who? Why focus on Motorola High level attack plan Tools and support at your disposal Action items 2

3 Proprietary Information. Motorola WAS Wireless Craig Mathias Report … perhaps the only company on this planet that can do everything wireless, … that should put and keep them on top of wireless like Cisco is on top of networking 2008 Craig Mathias Report MOTOROLA………..

4 Proprietary Information. Where did it all go? 4 NetworksMobilitySolutions

5 Proprietary Information. Why Motorola A.The largest vendor in our specific market I.With estimated PtP and PtMP sales of $180m II.Estimated 50% of revenues come from North America B.The best match to Alvarion – closest Apples to Apples I.Portfolio – PtP and PtMP, Licensed / UL, frequencies, NMS II.Brand – high end, top player in the industry III.Presence – in all regions, many countries, large Channel IV.Markets – active in all verticals 5

6 Proprietary Information. C.The easiest to beat 1.Lost the brand – Cambium what? 2.Clear product advantage – Extreme, 4motion, Ultra, Compact, Wavion In performance In abundance of innovation 3.Owned by financial holdings, not a vendor/value add ownership 4.The transition period is proving very painful 5.Sales force desertion / frustration 6.Channel desertion / confusion – channels approaching us 7.Target market US Military 8.Pricing advantage in some cases – product and country based 9.Lost additional products leverage – Tetra, Astra, WiFi, Hand held's, Phones Why Motorola 6

7 Proprietary Information. 7

8 High-level Attack Plan 1.Approach your Distributors – growing our share with existing channel 2.Approach Motorola customers with expansion plans 3.Motorola partner days worldwide 4.Approach Moto Distributors that didnt diversify till now (loyal to Ex-brand) 5.Arrange one-day workshops – get to know Alvarion products 6.Focus on new portfolio – ULTRA, Extreme, Compact, Wavion 7.Offer a Dual Vendor approach 8.Bundle solutions to make the marketing & pricing more attractive 9.HQ to provide channel database, chase them all 10.Six-month focus – campaign from January to June 11.Manage regional plans monthly & follow-up actions

9 Proprietary Information. Tools Designated Materials Why move materials – product comparison and competitive analysis, ROI calculators, RFP templates, Starter kits Motorola Partner welcome kit Webinar for Moto partners Activities Telemarketing (from HQ) Channel database research Motorola partner days worldwide – agenda, materials, funded Technical trainings One-day tech workshops – get to know Alvarion products, FOC – up to 2 per country (pre-approved) 50% off designated local CASS and public trainings 9

10 Proprietary Information. Tools – Commercial Pricing Demo and Starter Kits – discounted pricing – additional 10% Bundle PtP links with VL / Extreme solution – special offers Trade-in campaign – REPLACE a Moto network and get additional 10% discount on list price Others Designated COOP funds for Distributors and new partners SPIFFs for sales people in Distributors and SIs/VARs New partner program – Deal registration, Rebate policy Upgraded to highest level rebate program, from $50k Special promotions upon request, 10

11 Proprietary Information. Action Items 11 Build a plan and track Know materials and tools Recruit Channels Talk to common Distributors in February Talk to Moto Loyal Distributors in February Partners – call / meet 10 in Q1 Road show – Moto partner days - 1 in Q1 Trainings – 2 in Q1

12 Thank You Name: Ian Walter Phone:


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