MAXIMING MOTOROLA REVENUE PER DEVICE SOLD WITH SERVICES AUGUST 16, 2011 DONNA BEYERSDORF DIR., CHANNEL SERVICES MARKETING MOTOROLA SOLUTIONS, INC.

LEVERAGE MOTOROLA PRODUCTS TO EARN ADDITIONAL REVENUE Analysis Training System Design Software Coding StagingIntegration Configuration Motorola Design & Integration Services Motorola Break/Fix Support Services Partner Services Opportunity to Augment with Motorola Services

DESIGNIMPLEMENTATIONMANAGEMENTSECURITYSUPPORT -System Audit -Mobility Strategy Development -IP Network Assessment -IP Network Design -IP Network Integration -System Installation -Project Management -Commissioning -Deployment -Remote Monitoring and Management -Managed Infrastructure and Device Services -Managed WLAN and Managed Wireless Security -Security Services -PCI-specific Security Services -Service from the Start programs -Hardware Support -Software Support MOTOROLA ENTERPRISE MOBILITY SERVICES Professional --- Managed --- Support PARTNERS & MOTOROLA

MOTOROLA SUPPORT SERVICES AT-A-GLANCE (Break/Fix) Software and System Support Mobile Computing Services Scanner Services Advance Exchange Support Enterprise Mobility Software Support Advance Exchange Support On Site System Support For WLAN products Premium RFID On Site System Support TEAM Software Support WLAN Software Support RFID, TEAM and Wireless Services Service from the Start with Comprehensive Coverage 1 Bronze Gold Service from the Start with Device Management Coverage Service Center Support Bronze Gold On Site System Support for the VC5090 Enterprise Mobility Software Support S e r v i c e f r o m t h e S t a r t P r o g r a m s AirDefense Services Platform Software Support Mobility Services Platform (MSP) System Support RF Management Suite Software Support Wireless IPS Software Support Partner Benefits Increased solutions revenue Investment protection for your customer Help to keep the competition out Release you from post-sales support issues Long-term returns:  renewal opportunities  additional touch points to uncover new sales opportunities

MOTOROLA REPAIR SERVICES - THE BASICS ENTITLEMENTSERVICE DELIVERYSTART DATES Warranty Service Agreement (Contract) Flat Rate Repair (T&M) Warranty expired – no service contract On-Site Support Depot Repair - Service Center (Return & Repair) - Advance Exchange ADDITIONAL OPTIONS Comprehensive Cvg Express Shipping Commissioning Battery Maintenance Service from the Start (up- front w/ product) - Available 30 days of original HW purchase - Multi-year with discount Service Center - After 30 days of HW purchase - Post-warranty

ADVANCE EXCHANGE SUPPORT REPAIR MODEL Request for replacement unit is sent to the Motorola service center Customer calls the support center Unit is restored to factory specifications and returned to the Motorola-provided spares pool Replacement unit is shipped to customer via next-business-day delivery Customer ships defective unit to the Motorola service center (within 30 days) Motorola Service Center Customer Motorola Support Specialist

DEPOT REPAIR MODEL REPAIR MODEL Remote triage of device over the phone Customer calls the support center Customer submits RMA and ships device to the Motorola Service Center (Depot) Motorola repairs device and sends repaired unit back to the customer Motorola Service Center Customer Motorola Support Specialist

ON SITE SYSTEM SUPPORT REPAIR MODEL If the Issue Cannot be Resolved Remotely, an FSR is Dispatched the Next Business Day Customer Calls the Support Center Multiple Customer Sites Store A Location Store B Main Office Factory B Factory A Store B Store A Remote Location Motorola Support Specialist FSR

9 Customer Purchased MC9090G Mobile Computer Yes Service from the Start with Comprehensive Coverage - Bronze $366 list price for three (3) years SSB-MC9090G-30 No ENTITLED TO WARRANTY SUPPORT ONLY 1-year product warranty Covers manufacturing defects only 10-day turnaround time for product repair Support for Core Product Software releases (maintenance releases and patches) not included Did customer purchase a service agreement? YOUR CUSTOMER IS COVERED! Includes Comprehensive Coverage, including coverage for missing/damaged styluses, screen protectors and hand straps Three (3)-day depot repair turnaround time Telephone technical support included Software support included Three (3) years of coverage No additional costs Fixed, budgeted costs known upfront $366 list price for 3 years of coverage CUSTOMER-OWNED AND MANAGED SPARES OR FLAT RATE REPAIR — CONSIDERATIONS: Customer purchases/manages spares Additional costs incurred: $2,595 list price per device Requires personnel to manage If repair needed via Motorola service center to replenish spares pool: Flat Rate repair costs — $759 if “major repairs” required Additional charges may apply for extensive damage If customer requires software support, an additional software support contract is required (additional $30 per device for one year). Note: software support is included in a hardware support contract. Unknown, unbudgeted costs SERVICE DECISION TREE: MC9090G

WLAN SOFTWARE SUPPORT SW Support: provides full access to technical support resources entitles customers to download Software Releases helps ensure Motorola’s Products operate at optimal efficiency with the most updated software WLAN warranty Warranty Period for WLAN Products Software (Core Product Software and Other Software) is 90 days from the date of Product shipment by Motorola or download by purchaser (even if product warranty is greater than 90 days.) Outside of, or in addition to warranty, customers can obtain support for Software in one of two ways: Purchase a Hardware support agreement (which includes Software support), OR Purchase a separate WLAN Software-only support agreement (1 year or 3 years) Product availability: RFS 4000, 6000, 7000, 7000FIPS WS 2000, 5100 AP 5131, 5181, 650, 6511, 7131, 7131 FIPS For all Access Points — especially those with lifetime warranty Lead with WLAN Software Support as part of all opportunities. WLAN Software Support offers the only way to get technical support if the customer does not purchase a hardware support contract For controllersLead with Advanced Exchange Support when hardware support is requested – SW Support is included. Onsite support is also available. BEST PRACTICES NEW

MOTOROLA PRODUCT- RELATED ADVANCED SERVICES MCDWLANRFIDMSPTEAMADSP Service from the Start with Device Management WLAN Site Survey RFID Site Survey Standard MSP Commissioning TEAM Standard Commissioning Managed WLAN - Resolve RFID Reader Deployment Service Full MSP Server Commissioning TEAM Standard Commissioning + WLAN Assessment Managed Wireless Security – Detect RFID Technical Consulting: Daily Rate Custom MSP Commissioning Managed Wireless Security – Resolve PAGE 11 Partners who already offer their own professional services should continue to offer their solutions to the marketplace Partners who need to scale/augment their services portfolios can leverage reselling Motorola’s services when/if needed

CULTIVATING AN ANNUITY REVENUE STREAM WITH MOTOROLA SUPPORT SERVICES RENEWALS

$11.4 MILLION 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 SERVICES RENEWALS DOLLARS NOT RENEWED THROUGH N.A. INDIRECT CHANNEL DURING 2010

MOTOROLA PARTNER SERVICES RENEWALS PORTAL Visibility = More $$$ for Partners Enables Partners and Motorola’s Services Renewals Team to work together in a more cohesive fashion Provides Partners with accurate and timely data Visibility into services renewals pipeline and performance

RENEWALS PORTAL – Dashboard View Features Key performance metrics Quarterly pipeline activity Key current quarter deals Historical performance Benefits Partner visibility into upcoming services renewals Informs pipeline, deal and performance discussions with Motorola services renewals team

Features View quote(s) shared by the Motorola renewals team Submit a request for a quote or quote revision Review status of prior workflow requests Benefits Streamline the interaction between the Motorola renewals team, partner and end customer Shorten sales cycles RENEWALS PORTAL — Detail List View PAGE 16

PAGE 17 RENEWALS SUMMARY Eligibility Customers may only purchase a renewal SKU if they had a current, existing Motorola service contract. Renewal allowed within 30 days of an expired contract. Level of Service Maintain same level of service as original contract, including Comprehensive Coverage, if included originally (i.e., eligible Mobile Computers) If the product is not Comprehensive Coverage-eligible, Comprehensive Coverage will not be included in the renewal. SKU Simplification Service contract SKUs includes “-R” to designate a renewal. Discount Partners receive the same discount on renewals as they do on new contracts.

PAGE 18 RENEWALS: BEST PRACTICES Register to Use the Motorola Renewals Portal Designate a Renewals Expert on your staff Sell the longest term service contract available up front with the original product/service sale Lock in customer up-front for multiple years (3/5-years) -Multi-year, larger revenue -Don’t have to renew every year OR

MOTOROLA CONTACTS at VARTECH 2011 Motorola Booth Lunch Networking Table Today 12:30 – 1:20pm Glimmer Ballroom Table 9 PAGE 19 Increasing Revenue with Motorola Services

MAXIMING MOTOROLA REVENUE PER DEVICE SOLD WITH SERVICES AUGUST 16, 2011 DONNA BEYERSDORF DIR., CHANNEL SERVICES MARKETING MOTOROLA SOLUTIONS, INC.