worldwide sales webinar ml 900/ml910 rugged notebook mw800/mw810 mobile workstations june 12, 2007
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Worldwide Sales Webinar
ML 900/ML910 Rugged NotebookMW800/Mw810 Mobile Workstations
June 12, 2007
Agenda
• Rules of Engagement• Roll-Out • Product Availability• SPIFF Details• Registering Opportunities in SFDC• Product Introduction
Rules of Engagement
• What Motorola products should EMb sell?• Should we use EMb or Motorola channels? • How can we implement this worldwide
– Compensation– Deals desk– Education
Cross sell roll out plans
Announce Motorola products selected for EMb
Cross sell contact points – US/Canada – Michael Patten– EMEA – Jonathan Bellwood– APAC – Susan Toh– Latin America - TBD
Product Availability MatrixProduct Category SAP US/Canada EMEA LA APAC
Booked by EMB
Mobile devices•ML900/910 •MW800/810
June
Configurations Orderable End of May
Sold Direct or through EMb channels
ML 900 –
End of June
Under
review
Under review
MOT CHANNELS ONLY TO START
Wireless Broadband•Orthogon•Canopy•Mesh
July Sold through MOT WiBB channels
EMb partner must sign up for WiBB program
Orthogon –
End of May
Canopy –
June
Under review Orthogon
Canopy
Mesh
Under review Orthogon
Canopy
Mesh
2 way Radio Products Q3 Sold through MOT Radio channels DTR 2430
DTR 2450
Under review Under review
Motorola Software Q3 N/A MotoLocator –
July
N/A N/A
UNDER REVIEW
HC700 JuneProduct Manager - Amnon Ish-Hurwitz Anji Curry - Amnon Ish-
HurwitzAmnon Ish-Hurwitz
Handset Accessories Under
review
Good Technologies Under
review
Moto “Q” Under
review
N/A = Not Applicable
Motorola to EMb SPIFFCompensation “SPIFF” plan
– Deal Minimum $50,000 (US) $20,000 (EMEA/APAC/LA & Canada)– Opportunity must be net new business
• Confirmed by Motorola sales counterpart– Opportunities needs to be registered in SFDC
• Effective on opportunities identified from April 1, 2007• Start to enter in SFDC of April 21st
– Eligible reps to be paid • HTAM/TAM/SDAM/OEM • CAM (if involved in the opportunity)• SE compensation plan details currently being finalized
– No quota relief – Must be 80% of YTD bookings at quarter end plan to get paid – Will hold bonus until above is met (ends Dec 31, 2007 no hold
over)– Cap at $75K for the year
Mobile Devices• Mobile Laptop (ML)• Mobile Workstation (MW)• AVAILABLE IN SAP • ML (30 configurations) & MW (5 configurations)• Currently English only • Can be sold Direct or through partners• Talk with your CAMs• Enter in SFDC for SPIFF approval• Peter Barris will confirm with Motorola Schaumburg that the
opportunity is new business– Accept or reject
• SPIFF• 3% HTAM/TAM/SDAM/OEM for net sales value• With CAM involvement:
– 2% HTAM/TAM/SDAM/OEM 1% to CAM• SE compensation plan details currently being finalized
Registration and Approval
New fields to register a Cross Sell opportunity
AM will set SPIFF flag to “Yes”
Approver will set flag to Yes or No
AM will automatically be notified via email
Next Steps 30 – 60 Days
• Establishing a dedicated page on Sales Insight – FAQ’s– Marketing materials– Resource identification
• Education schedule for Laptop• SE training – June 6-7• Distribution Webinar – May 13• Partner Webinar – May 20• Availability of ML demo units
– SEs demo units – Disti Tech demo units ordered
Final Thoughts
Cross-Sell Program is transitional and ends 12/31/07
Identify net new business for Motorola products
If you close business, you will get paid
Contact
Michael.Patten@motorola.com
508-424-3526
EMb Product Integration to EMb Motorola Sales
Joe Hayden, Strategic Sales Integration
Final Thoughts• Tremendous opportunity to get paid for learning and
selling outstanding products and solutions• Identify net new business for Motorola and EMb products• Take full advantage of the tremendous potential that was
created from the merger of two great companies. • Get out fast - Cross-Sell Program is effective 4/1/07 and
ends 12/31/07• If you are having difficulty with systems, processes, or
fulfillment, don’t let that stop you from selling …
There will be a few hiccups, but remember 1 + 1 = 3
Rugged Mobile Computing Portfolio
ML900 / ML910 Rugged Notebooks
&
MW800/ MW810 Mobile Workstations
ML SeriesRugged Notebook Designed for Mobile Workers Docking Station for Vehicle Use Portability with Extra Security
MW SeriesRugged Fixed-Mount Computer Designed for Mission-Critical Vehicles Versatile Three-Piece Design Flexible I/O Choices for Your Fleet
Both are Optimized For: Computing Power Wireless Connectivity Use in Harsh Environments Sunlight Readability Operating Temperatures Peripheral Support Ease of Use
Rugged Mobile Computing Portfolio
Enterprise Market OpportunitiesField Service
UtilitiesTelco/CableService/Repair
Field Sales
Transportation
Manufacturing
Warehouse/DC
Health Care
Rugged Mobile Computing Portfolio
Device-Based
Single user
Availability away from vehicle
Vehicle-Based
Single or Multiple users
Double dutyDual display option
Mobile routing
Rugged Mobile ComputersMobile database access
(Work order Dispatch, CRM, etc)
Mobile network access
Immediate information exchange
Harsh working conditions
Mobile data collection
Customer Needs
Rugged Mobile Computing Portfolio
Key Features• Windows XP O/S• Up to 4 Integrated Wireless Radio Options
• Wide Area RF (EVDO Rev. A, HSDPA or DataTAC)• 802.11abg• Bluetooth (standard)• Optional integrated GPS
• 500 NIT High-Bright Touchscreen Display standard• MIL-STD-810F Compliant (harsh use/conditions)• Magnesium alloy housing – fully sealed• TPM v1.2 and 500+ DPI Fingerprint Scan Security• Backlit keyboard (Full Travel or Rubber)
Key Specifications• Intel Core Duo 1.66GHz Processor• 512MB RAM (up to 4GB)• 60 or 80GB Hard Drive (up to 120GB)• RJ-11 V.90/92 Modem
• 13.3” Widescreen WXGA Touchscreen • Flexible I/O – 3 USB 2.0, Serial, Digital Video • CDRW / DVDRW Dual Drive optional• Vehicle Docking Station & Office Dock• Optional RF Pass through (WAN & GPS)
ML910 - Rugged Notebook (Available 3Q07)
Product Capabilities Summary
Rugged Mobile Computing Portfolio
MW800 – Rugged Fixed-Mount ComputerProduct Capabilities Summary
Key Features• Fully Rugged
– MIL-STD-810F compliant– Operates from -22ºF to 158ºF (-30C to +70C)
• Fixed Mount for Mission–Critical Vehicles• Three-Piece Design• CPU Options (F5207, F5217)
– Win XP Pro– Pentium-M up to 1.8GHz– Up to 1GB RAM, 80GB HD
– Hard Drive Heater is Standard– Internal options for:
• GPS• WLAN 802.11b/g• WAN
– Dual Display Support Options– Video Input Port
• Display Options– Bluetooth Available in 12.1″ Displays– 350 or 1200 NIT Brightness Options– User Programmable Buttons– Emergency Key
• Removable backlit keyboard
Rugged Mobile Computing Portfolio
MW810 - Rugged Fixed-Mount Computer (Available 3Q07)
Product Capabilities Summary
Key Features• Versatile 3-Piece Design• Flexible F5208 CPU with I/O Expansion Options• Up to 4 Integrated Wireless Radio Options
– Wide Area Network RF– EVDO Rev A, HSDPA, or DataTAC
– WLAN 802.11abg– GPS or GPS/Dead Reckoning– Bluetooth Optional in 12.1″ Display
• MIL-STD-810F Compliant (harsh use/conditions)• Type II PCMCIA Slot
Specifications• Intel® Core™2 Duo Processor Options• 512MB RAM (Options up to 2GB)• 80GB Hard Drive Now Standard
• Hard drive heater is aksi standard• Flexible I/O – See Next Page• Win XP Pro
• 12.1″ High-Contrast XGA Touchscreen– 1200 and 350 NIT Options– User Programmable Buttons – Multi-Function Setting Control Knob
• Full Travel Backlit Keyboard
Rugged Mobile Computing Portfolio
Rugged Mobile Computing PortfolioMW810 – Product Capabilities Summary continued
Flexible I/O Choices
MW810 CPU I/OPCMCIA Card Type II
Microphone In, Audio Out
Power Input - Vehicle Battery (12V or 24V)
Plus: Port options shown in table below
MW810 12.1″ DisplaysBluetooth Module - Optional
3 USB 2.0 - Standard (1 for keyboard, 2 general purpose)
I/O Expansion Board Options CPU without Expansion Board (Option VA00383)
CPU with Comm & Video Expansion Board
(Option VA00385)
CPU with Serial & USB Expansion Board(Option VA00384)
RS232 1 2 4
CPU USB 2.0 2 3 4
Ethernet LAN RJ45 1 GbE (1000 BASE-T) 1 GbE + 2 100 BASE-T (10/100) 1 GbE (1000 BASE-T)
Secondary Display Interface No Yes - DVI No
Video Input 1 Standard Composite Video input (CVBS) port (PAL or NTSC)(CVBS) port (PAL or NTSC) (CVBS) port (PAL or NTSC)
1 Standard Composite Video input 1 Standard Composite Video input
ML/MW List Pricing
Model List Price Discount Structure
ML 900/910 $5200 - $7000 38%
MW 800/810
CPU
Display(s)
Keyboard(s)
~$3500
$1700 - $2800
$ 245
28%
Competitive Advantage – MW Series
MW Series (MW800/MDR800/MM1000)
Win XP Pro OS (differentiator from VC5090)
Wider Operating Temperature Range
From -22F to 158F (-30C to +70C); heated hard drive
Thrives in High Vibration Environments
3-D Shock-Mounted Hard Drive
Multiple Vehicle Tracking Options
Internal GPS and Dead Reckoning modules available
Easy To Use Display
8 User Programmable Buttons, Emergency Key
Supports Multiple Users
Dual Display Option
Private Data Network Support
Internal as well as External DataTAC radio options
Rugged Mobile Computing Portfolio
Competitive Advantage – MW Series continued
MW810 Adds:
Superior Processor Options for More Power
Intel® Core™2 Duo Processor Options at 1.66GHz and 2.16 GHz
More Memory
Up to 2GB RAM
Enhanced I/O Flexibility
One CPU, Multiple I/O Expansion Boards
Enhanced Component Sealing
All 3 Pieces (CPU, Display, Keyboard) are IP54
Supports More Vehicle Types
12 or 24V Operation
Rugged Mobile Computing Portfolio
Motorola Data911 Datalux L-3
Data as of April 2007 MW810 M5 Tracer MobileVu
Weight 8.8 lbs (CPU); 6.6 lbs (1200 NIT Display) 5 lbs (CPU), X lbs (Display); 3.5 lbs power supply 6.0 lbs 21 lbs CPU
Dimensions 2.8" x 7.4" x 9.4" (CPU)
10.6" x 11.5" x 1.9" (12.1" Display)
2.5" x 5.75" x 12.5" (CPU) 11.0" x 9.625" x 1.5" (Display)
2.5" x 5.75" x 6.5" (Power Supply)11.96" x 9.75" x1.67"
14.5" (w) [16" w/latches] x 16.5" (d) [21.5" w/handle and cable guard] x 6.2" (h) [6.7" w/handle]
Processor
Intel® Core™2 Duo (Merom) T7400 4MB L2 2.16 GHz 667 MHz (Option) or 1.66GHz 2MB L2 667 MHz (Std) or
Intel® Celeron® M 430 1 MB L2 1.73 GHz 533 MHz (Option)
Pentium M 1.8 GHz or Celeron M 1.5 GHz
Intel® Pentium M, 1.8 GHz 2 MB (Option) or Intel® Pentium M, 1.6 GHz 1 MB (Std) or
Intel® Pentium M 1.4 GHz 2 MB (Option) orIntel® Celeron M, 1.3 GHz 512 KB (Option)
Celeron M 1.3 GHz or Pentium M 1.8 GHz
Hard Drive Size80GB w/Heater (Std), or
4GB Flash Drive20GB (Std), up to 80GB available 40GB (Std), up to 80GB available 40GB (Std), up to 80GB available
RAM512MB (Std)
Expansions to 2GB512MB (Std)
Expansions to 1GB256MB (Std)
Expansions to 1GB512MB (Std)
Expansions to 2GB
DurabilityDesigned, tested to meet MIL-STD-810F, see MW810
spec sheet; Operating Temp. -30C to+70C
Shock: 100g; Vibration 1g; Relative humidity 5% to 95% (non-condensing);
Operating Temp. -25C to +66C
Claims CE, MIL-STD-810F (no details published though); Operating Temp. -20C to +55C (w/optional extended
range hard drive)
MIL-STD-810F; Humidity to 95%, non-condensing; Shock and vibration = Random 3G RMS, 5-1000 Hz; Operating
Temp. -20C to +60C
Screen Options 12.1" XGA 1200NIT, or 350 NIT 15.0", 12.1" XGA 1200 NIT and 8.4" SVGA options 12.1" XGA 12.1" SVGA, 1500NIT
Video Memory Dynamic allocation of 64MB to 224 MB (Shared) 8MB up to 64MB video memory (Shared) not in spec sheets
Private Wide AreaIntegrated and external RD-LAP options; integrated EVDO
Rev.A (Verizon) and HSDPA/UMTS (AT&T/Cingular) options
No No No
Personal Area Network Bluetooth (Optional, w/12.1" display only) not in spec sheets not in spec sheets Bluetooth (Optional)
Wireless Lan 802.11 abg (Optional) External only 802.11 bg (Optional) 802.11g (Optional)
GPS Optional internal GPS or Dead Reckoning module Optional internal GPS External only Optional internal GPS
USB Portsup to 4 on CPU depending on expansion board selected;
minimum includes 2 on CPUPlus: 3 on Display (2 general purpose, 1 for keyboard)
4 4 4
PC Card Slots 1 Type II PCMCIA Card Bus on PCMCIA two Type II or one Type III 1 PCMCIA/Card Bus Type I or II Optional PCMCIA and IrDA ports
MiniPCI Slots 2 miniPCI slot not mentioned in specs 1 mini PCI slot, type 3A or 3B 1?
Serial Portsup to 4 depending on expansion board selected; minimum
includes 13 1 6
Firewire Ports 0 2 0 0
DVI Video Out 1 for secondary display with optional expansion board 0 1 0
VGA Video Out 1 for primary display Two (Secondary Analog VGA port available) 0 1
Composite Video In 1 Mobile Digital Video optional expansion board No (but note Video-DataBrick CPU product pending) 1
Ethernet 10/100up to 3 on CPU depending on expansion board selected,
minimum includes 1 GbE1 1 1 GbE
Ignition Sense Yes (via Aux Port) not mentioned in specs not mentioned in specs not mentioned in specs
MW810 Direct Competitors (Fixed-Mount XP)
MW810 vs. Panasonic CF-30– CF-30 is typically lower-priced than MW Series (difference varies by config.)CF-30 is typically lower-priced than MW Series (difference varies by config.) MW810 has two Intel® Core™2 Duo processor options at 1.66GHz (T5500) and
2.16GHz (T7400), which is more powerful than notebooks using Core Duo 1.66GHz. “Core 2 Duo computers outperform Core Duo computers on tasks across the board, from rendering graphics and video to spell-checking documents. The speed improvement varies widely, but on average it's about 30 percent.” (http://tech.yahoo.com/blogs/null/8263?comment_start=6&comment_count=20)
MWs have a 1200 NIT display option vs. Panasonic CF30’s 1000 NIT spec. MW’s resistive, tempered glass touchscreen is standard. MW displays have a built-in emergency key and 8 user programmable softkeys for one-touch shortcuts. Backlit keyboard is easily removed from mount for laptop typing.
MW is fully rugged, and performs well in high-vibration and extreme temperature environments (-30C to +70C).
More I/O: MW has more USB, serial, LAN ports; plus dual display options. MW’s Dead Reckoning GPS option is another key differentiator in dense urban areas.
Many notebooks are left in vehicle docks 24 x 7, so the perceived advantage of portability is not always realized.
SUMMARY: MW offers high-end computing power, higher brightness display, more I/O for peripherals, roofmount antennas for WAN/WLAN, and outstanding ergonomics. For mission critical vehicles and other fixed-mount use cases, consider MW.
Rugged Mobile Computing Portfolio
Competitive Advantage Summary - Rugged Mobile ComputersStrong history of manufacturing durable mobile data computers
Many long-term, repeat customers
Experienced, responsive Service and Support teams
Focus on Durability
Designed and tested with tough environmental specificationsMIL-STD-810F plus Motorola's 12M
Wireless Expertise
Motorola has a strong history of industry firsts in wireless technology
ML and MW systems are designed for use with public and private wireless networks
Wide range of wireless modems and GPS, dead reckoning options
Optimized to support Mobile VPN deployment
Rugged Mobile Computing Portfolio
ML Series vs. Panasonic CF30CF30 appears on paper to be close to ML Series for MIL-SPEC810F
CF30 has a Core Duo 1.6GHz Processor, 13.3” 500 NIT display and is 8.2lbs
CF30 lacks 128MB Dedicated video memory (vs ML910) and 1280x800 display resolution (vs ML910)
SUMMARY: By spec, CF30 is a close match to ML Series with prices from the low-$3000s and up. ML910’s combination of display/video functionality provides one solid differentiator. Another is the broader data offering (DataTac & Mesh) and system solution capabilities.
-----------------------------------------------------------------------------------------ML900 Differentiators: ML910 Additional Differentiators:- Embedded DataTac & Mesh options - Core Duo 1.6GHz Processor- System Solutions – MVE, ALPR, etc - 13.3” 1280x800Widescrn Display- UMTS, GPS, DataTac, Mesh - 128MB Dedicated video memory - 500 NIT Display
Rugged Mobile Computing Portfolio
ML Series vs. Itronix XR-1XR-1 appears on paper to be close to ML Series for MIL-SPEC810F
XR-1 has a Core Duo 1.83GHz Processor, 12.1” 500 NIT display and is 6.8lbs stripped down
XR-1 lacks 128MB Dedicated video memory (vs ML910) and 13.3” display (vs ML900 or ML910)
SUMMARY: By spec, XR-1 is a close match to ML Series with prices from the low-$3000s and up. Motorola Engineering testing shows the XR-1 has flimsy plastic exterior doors and weak construction, leaving many wondering whether the XR-1’s MIL-SPEC810F compliance is legitimate.-----------------------------------------------------------------------------------------ML900 Differentiators: ML910 Additional Differentiators:- Full MIL-SPEC810F Compliance - Core Duo 1.6GHz Processor- Backlit kybds, Touchscreen - 13.3” 500NIT Widescrn Display- UMTS, GPS, DataTac, Mesh - 128MB Dedicated video memory
- Complete Security Package
Rugged Mobile Computing Portfolio
ML Series vs. Dell Latitude ATG
ATG is a semi-rugged device meeting only MIL-SPEC 810F for vibration, humidity, altitude, dust - no shock, drop, water compliance
ATG has a Core Duo 1.83GHz Processor, 14.1” 500 NIT display and is 6.26lbs but stripped down with only a 6-cell battery
- ATG does not have backlit keyboards, UMTS option, GPS option, touchscreen or a handle
SUMMARY: ATG is not mission-critical rugged or functional but offers some sellable advantages including ASPs in the mid-$2000s. Dell has resorted to a trunk-mount config in some situations to offset their touchscreen and backlighting deficiencies. Dell will offer flexible service/exchange packages in some situations.-----------------------------------------------------------------------------------------ML900 Differentiators: ML910 Additional Differentiators:- Full MIL-SPEC810F Compliance - Core Duo 1.6GHz Processor- Backlit kybds, Touchscreen - 13.3” 500NIT Widescrn Display- UMTS, GPS, DataTac, Mesh - Complete Security Package
Rugged Mobile Computing Portfolio
ML-Series Competitive Matrix
MW800 Series Mobile WorkstationsOrders accepted through August 1, 2007
Customer Requested Ship Dates (CRSD) on or before September 30, 2007
Service/support through September 30, 2012
MW Series – Transition DatesMW810 Mobile Workstation
Orders accepted beginning June 2007
Customer Requested Ship Dates (CRSD) on or after September 30, 2007
Rugged Mobile Computing Portfolio
ML900 Series NotebooksOrders accepted through at least August
1, 2007 (or as long as inventory remains.)
Service/support through September 30, 2012
ML Series – Transition Dates
ML910 Series Notebooks Orders accepted beginning June 2007
Customer Requested Ship Dates (CRSD) on or after September 30, 2007
Rugged Mobile Computing Portfolio
Contact Info & Next Steps
For more information, contact
Michael Patten
Tel: 508-424-3526
Micahel.Patten@motorola.com
Marketing Questions:
Sheldon Safir
TEL: 631-680-5162
Sheldon.Safir@motorola.com
Rugged Mobile Computing Portfolio
•Repurposing/Creating Collateral– Based on current materials– Availability targeted at June 30– Additional materials being created
• Sales Guide
• Application Brief
• Snapshot
• Sales Presentation
•Internet Information– New landing page on Insight for Cross Sell Products
• Includes all marketing materials
• Contact information
– Will include appropriate materials on Partner Hallway•Demand Generation
– Currently in proposal stage– Not in current budget
Rugged Mobile Computing Marketing
Questions
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