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Motorola Unveils First Wireless Specialization in PartnerEmpower Program

Motorola Inc. announced Monday the Motorola Wireless Network Solutions (WNS) Track, the first specialization in its new PartnerEmpower Channel Program launched for the combined Motorola Enterprise Mobility business in mid-March.

The other two tracks – radio and mobility – are expected to be rolled out over the next 18 months.

The WNS track, which is for Motorola partners that specialize in wireless broadband, WLAN, security and VoIP technologies and solutions, is designed to reward channel partners for competency in wireless technologies and success in developing a wireless practice. It will include opportunities for certification in areas such as wireless network design and implementation, wireless security or holistic network management, along with the opportunity to earn designations as a WNS Specialist or WNS Elite Specialist. Later, Motorola will offer partners an opportunity to specialize by vertical industry, Kalman said.

Gregg Kalman, MSSI vice president of North American WNS Channels, Motorola Enterprise Mobility Solutions, said specialization is increasingly important as the breadth of technologies increases. He said the program should offer partners a chance to differentiate themselves even among Motorola dealers.

Kalman said the courses and testing details will be released to partners over the next 120 days. Partners will have one year – until April 2011 – to complete the requirements to maintain their current designation or to advance to a higher level. Motorola temporarily slotted all partners into Authorized, Specialist or Elite Specialist categories based on their current certifications and sales revenue, Kalman explained.

Going forward, each level will have certain certification and revenue requirements. Authorized partners must sell $25,000, Specialists must sell $250,000 and Elite Specialists must sell $500,000. However, Kalman said partners can double their revenue component by registering the deals in the new deal registration system. This is the first time the vendor has had deal registration for its indirect sales partners. Kalman said counting the revenue twice is one way to incent use of the tool and to acknowledge partners that are involved in creating opportunities, not just fulfilling them. In addition, the company expects deal registration to increase its visibility into the sales funnel.

The WNS Track will be rolled out in stages worldwide, with wireless channel partners in North America becoming the first group to be transitioned to the new program; partners in the other regions will be migrated within 18 months.


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