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Motorola Enterprise Mobility – SME partners enable end-to-end solutions |
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Motorola Enterprise Mobility partners with SME specialist software providers to manage its wireless and broadband operations. Tarek Hassaniyeh is regional channel manager Motorola Enterprise Mobility that recently acquired Symbol Technologies Inc in January 2007. Tarek comments on the criteria for channel partner excellence that makes for an enduring and profitable relationship providing support to its retail customers in the market.
Motorola Enterprise Mobility is currently providing cross sector solutions to the warehousing, logistics, retail, government and oil and gas industries. By acquiring Symbol technologies Inc, Motorola enables its customers to have access to business-critical information anytime, anywhere through a mobile workforce that can deploy information in real time using cutting-edge, end-to-end products and services, coupled with application-specific solutions from a vast channel partner network.
By combining complementary technology portfolios, deep industry-specific domain knowledge, sales channels and customer bases Motorola’s enterprise mobility business addresses the entire range of enterprise mobility needs from the shop floor to |
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the corner office, providing workers with access to information out in the field, in the factory, at cash registers, at a patient’s bedside and throughout the supply chain. The end result is seamless information exchange across functions, geographies and devices that allow employees who interact with business systems to move information from Point of Sale (POS) to Point of Business.
Portfolio
Our Enterprise Mobility’s device portfolio ranges from mobile office devices like the Motorola Q to rugged mobile and wearable computers from Symbol. The new business will be a leader in enterprise wireless infrastructure (WLAN), field network solutions, bar code scanning, radio frequency identification (RFID) solutions and network design and management software, including security applications. A comprehensive mobility management platform will enable CIOs and IT leaders to secure and manage mobile devices across the enterprise.
Motorola’s Mobility Formula
CM2 (CM squared or to the power of 2) Capture, Move, manage
We follow the CM2 formula that commands and integrates various elements to provide seamless management of information. Capture information with a small phone, barcode, scanner, rugged and rigid device. Move this information along Wimax or wireless network or GPRS so that this transfer can be secure. This is then combined with the ability to manage the device remotely if there is a new feature or orientation to be upgraded, without any interruption to the mobile user’s operation in the field. This lowers cost and offers greater Return on Investment (ROI).
Partner Select Programme
Motorola’s Partner Select Programme includes small, medium and large organizations and provides a value add service to them in terms of training, knowledge on hand – held technologies and certification of products through an online portal, the Motorola University that provides class room and online based courses. The program ensures that the group of companies can leverage Motorola’s technology, innovation and sizable product portfolio to help their customers by offering significant new revenue opportunities and helps a sales team sell more successfully into new and existing accounts. It also enables the sales team to go-to-market faster and more strategically and drives profitability while reducing expenses. Some of our clients are the “mom and pop’ stores and the smaller Co-Ops and we rely on our smaller partners to have “reach” and to penetrate smaller and even more rural areas. Motorola continually tracks whom it is supplying to as the end user, through the entire supply channel. Motorola also provides partners with training and marketing support. We regularly take road-shows around the region to demonstrate our products and inform on emerging technologies and trends to interest and solicit prospective partners. Next year road-shows will travel around the UAE, to KSA, Egypt and Kuwait.
Specalists needed
Motorola has up to 50 SME integrator partners in the Middle East region. We look at feasibilities to partner companies with specific expertise that can provide a total solution. A total solution includes middleware, software, people and resources. Experts in retail could be a specialist Voice over IP solution provider, an inventory specialist or a company such as Track IT Dubai that has been an exemplary small start -up company to provide RFID solutions for the retail market. Motorola looks towards a partnership fit, which is complementary be it with a company consisting of 5 to 20 to 200 people. A partner may be a company that may specialise in a simpler solution, such as fixed asset tracking, to one providing a mega CRM application. SMEs have the advantage of being able to offer flexibility in terms of service and support, over larger organisations. Reaction time is faster and decisions can be made quickly. Another value add with small partners is that they can offer differentiation and tailor make an application or integration system to suit the individual retailer or other client. We have to keep in mind that not every retailer has the same specific requirement as every other or will run the same system, otherwise they cannot retain a competitive edge and this is where the partner value add comes in. Motorola has a big name and there is much trust and confidence invested in us by our clients; the same is extended to our partners whom we select with great care so we can maintain continuity in standards and solutions.
Opportunities for Partnerships
I feel that in the near future, Motorola will be looking for partners’ applications in the Field Services segment that will follow from growth in the construction sector and companies will need to invest into technologies to provide post construction services. There will also be a requirement for greater investment in transportation and logistics, where warehousing units will need to expand in response to market demands. |
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| Case Study |
| One such local Startup partner is Track IT Solutions that is a specialist RFID (Radio Frequency Identification Device) application provider based at Dubai Internet City. |
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How To |
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| Prepare a great Business Plan |
| A business plan is like a route map to your destination that you can actually implement. Such a plan helps in four ways. It gives your business a sense of direction... |
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| The key elements of a Business Plan |
| Short and concise plans are better than big and impressive-looking ones. A single A4 page may be all that is necessary. Jargon, far from being compulsory... |
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| Check List |
Be clear in your own mind what you want before attempting to convince others.
Set aside time to think... |
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YourBusiness Magazine © 2007 Dabbagh Information Technology Group Ltd. All Rights Reserved.
Registered in Dubai Media City. No. 30064. Registered office: 122, Building 9, Dubai Media City, Dubai, UAE |
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