motorola attack plan
DESCRIPTION
Motorola Attack Plan. Agenda. Motorola who? Why focus on Motorola High level attack plan Tools and support at your disposal Action items. Motorola WAS Wireless. MOTOROLA………. - PowerPoint PPT PresentationTRANSCRIPT
2012 Kick Off
Motorola Attack Plan
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Agenda
• Motorola who?
• Why focus on Motorola
• High level attack plan
• Tools and support at your disposal
• Action items
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Motorola WAS Wireless
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2008 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 ..………
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Where did it all go?
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Networks MobilitySolutions
Solutions
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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
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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
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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 didn’t 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
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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
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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
• SPIFF’s for sales people in Distributors and SI’s/VAR’s
• New partner program – Deal registration, Rebate policy
• Upgraded to highest level rebate program, from $50k
• Special promotions upon request,
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Action Items
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• 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
