PHONE+: How will your experience help you as your focus widens from North America to the global channel?
Mark Kroh: I’ve had the great honor of teaming with Motorola’s channel partners for the last two decades and I take those great experiences with me every step of the way. While every geography has its unique requirements, challenges and opportunities for partnering, what remains constant is our shared desire to deliver customer success. Whether our channel partners are in Singapore, Montana, Spain or Mexico, we share the same goal and that is to ensure that we exceed our customers’ expectations and deliver solutions that make a difference in our customers businesses.
P+: What are the most pressing needs to address for Motorola’s Enterprise Mobility Solutions channel?
MK: Our partnering methodology is one of a profitable and trusted business relationship that is focused on business growth. To achieve that trusted relationship status and drive profitability for and with our partners, we need to continue to develop and deliver best-in-class channel programs, comprehensive learning platforms, technological leadership and product innovation. Our recently announced PartnerEmpower Program demonstrates our continued commitment to our channel partners. This single, global channel partner program reaches across all of Motorola’s EMS channel partners and provides a consistent framework resulting in a more productive and efficient relationship.
P+: What plans do you have to grow your partner base in number and as a percentage of revenue, and do you have any targets in these areas?
MK: Our channel-centric go-to-market strategy includes a C2 methodology: Coverage and Capacity. While the majority of our business is transacted through our channel partners, we do not have a “destination” or a target number that dictates where the percentage of our revenue should flow through. Rather, our coverage and capacity strategy is a “journey” that evolves with the ever changing market trends and needs.
