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110727 mx gpn_t1_en Presentation Transcript

  • 1. MOBOTIX AG MOBOTIX Global Partner Network MOBOTIX International Channel Program Version: Tier1 Partner1 Uwe Barthelmes • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 2. MOBOTIX AG Channel Structure2 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 3. International Channel Structure IT Security Electricians Others* MOBOTIX AG MOBOTIX Distributor Integrator Reseller Installer END CUSTOMER3 *Telecommunication, Alarms Centers, Service Providers, Infrastructure, etc. Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 4. MOBOTIX AG Partner Types4 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 5. MOBOTIX Certified Channel Partners Tier 1 Level: 1. Authorized MOBOTIX Distributor (AMD) Tier 2 Level: 2. Advanced MOBOTIX Partner (AMP) 3. Certified MOBOTIX Partner (CMP) 4. Registered MOBOTIX Partner (RMP) 5. Unregistered MOBOTIX Partner (UMP)5 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 6. MOBOTIX International Partner Program MOBOTIX AG AMD (Authorized MOBOTIX Distributor) CMP RMP UMP AMP (Certified (Registered (Unregistered (Advanced MOBOTIX Partner) MOBOTIX MOBOTIX MOBOTIX Partner) Partner) Partner) END CUSTOMER6 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 7. MOBOTIX AG Commitments7 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 8. AMD = Authorized Mx Distributor Commitments of AMD • Training’s: - 1 Wake-up per Month - 1 Sales Training per Month - 1 SPI (Sales-/Planning-/Installation Workshop) per Month • Provide 1st level technical support to partners - Support capability: 8 hours per working day - Minimum of 2 persons are fully trained (highest level of certification) • Provide monthly Sales Out Report to MOBOTIX --> Basis for partner level accreditation and kick-back payments • Provide a yearly business plan to MOBOTIX • Provide stock inventory on a quarterly basis8 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 9. AMP = Advanced Mx Partner Commitments of AMP • Agreed anticipated turnover of >100kEuro for 12 month period with AMD of his choice and one alternative distributor according to recommended discount level A • Full certification (numbers below are min.) Sales Training - 1 per company Sales-/Planning-/Installation Workshop - 1 per company Starter Seminar - 2 per company Basic Seminar - 2 per company Access Control Seminar (when available) - 2 per company Advanced Modules (e-campus) - 2 per company All Product Launch / Update / Review Webinar, etc. - 2 per company (test score min. of 70%) • Main business is not web-shop based • IPC / NPC Participation 1 x per annum • Offer sales / technical support • Support capability: 8 hours per working day • Provide a yearly business plan based on Mx Template with defined KPI’s, etc. • NDA with MOBOTIX for Beta testing and confidential information (IPC/NPC) • MOBOTIX as mini-site on Company Website • Demo Equipment (minimum 2 models) • Project reporting based on Mx Template • End-User Survey (minimum 5 End-User suggestions for Satisfactory Survey) • Minimum 2 Case Study per year9 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 10. CMP = Certified Mx Partner Commitments of CMP • Agreed anticipated turnover of >50kEuro for 12 month period with AMD of his choice and one alternative distributor according to recommended discount level B • Full certification (numbers below are min.) Sales Training - 1 per company Sales-/Planning-/Installation Workshop - 1 per company Starter Seminar - 1 per company Basic Seminar - 1 per company Access Control Seminar (when available) - 1 per company All Product Launch Webinar & Online Basic Review - 1 per company per year • Main business is not web-shop based • IPC / NPC Participation 1 x per annum • Offer sales / technical support • MOBOTIX as mini-site on Company Website • Demo Equipment (minimum 2 models)10 • Minimum 1 Case Study per year Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 11. RMP = Registered Mx Partner Commitments of RMP • Purchases via AMD of his choice and one alternative distributor according to recommended discount level C • Full certification (numbers below are min.) Sales Training - 1 per company Sales-/Planning-/Installation Workshop - 1 per company • Main business is not web-shop based11 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 12. Partner Commitments Partner Commitments UMP RMP CMP AMP agreed turnover level with AMD optional optional mandatory mandatory Sales Training optional optional mandatory mandatory Sales-/Planning-/Installation Seminar optional mandatory mandatory mandatory Starter Seminar optional optional mandatory mandatory Basic Seminar optional optional mandatory mandatory Advanced Seminar (online) optional optional recommended mandatory Online Update Seminars (ongoing training) optional optional mandatory mandatory Online Product Launch Seminars (ongoing optional optional mandatory mandatory training) Demo equipment optional recommended mandatory mandatory Internal allocation of sales and tech. optional recommended mandatory mandatory support MOBOTIX on own website optional recommended mandatory mandatory MOBOTIX NPC and/or IPC attendance optional optional mandatory mandatory Project reporting optional optional recommended mandatory End user survey optional optional recommended mandatory Case study commitment optional optional recommended mandatory Annual business plan to MOBOTIX optional optional recommended mandatory No Webshop as prime business model optional mandatory mandatory mandatory12 (MAP) Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 13. MOBOTIX AG Benefits13 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 14. AMP = Advanced Mx Partner Benefits of AMP • Recommended discount level A on MSRP = 15-20-25 (Basic - IT - Secure) • MX Certificate • MXeCampus Log-in • Use of MX LOGO, Partner LOGO, HiRes MX Images • BDM Support on customer visits • Project Protection/Registration • Marketing Support from Mx • Inclusion in MOBOTIX website under “Partner” • Leads and Referrals direct from MX • Invitation to IPC at MOBOTIX HQ • Advanced Replacement • MOBOTIX Technical Support Reaction (email or phone call) <2 hours • Optional Field Support • Remote Desktop Support14 • Signed Partner Agreement with MOBOTIX Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 15. CMP = Certified Mx Partner Benefits of CMP • Recommended discount level B on MSRP = 10-15-20 (Basic - IT - Secure) • MX Certificate • MXeCampus Log-in • Use of MX LOGO, Partner LOGO, HiRes MX Images • Project Protection/Registration • Invitation to IPC at MOBOTIX HQ • MOBOTIX Technical Support Reaction (email or phone call) <1 working day15 • Signed Partner Agreement with MOBOTIX Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 16. RMP = Registered Mx Partner Benefits of RMP • Recommended discount level C on MSRP = 5-10-15 (Basic - IT - Secure) • MX Certificate • MXeCampus Log-in • Use of MX LOGO, Partner LOGO, HiRes MX Images • Project Protection/Registration • MOBOTIX Technical Support Reaction (email or phone call) - Standard • Signed Partner Agreement with MOBOTIX16 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 17. Partner Rewards/Benefits Partner Benefits UMP RMP CMP AMP MOBOTIX Partner Discount Level D C B A MOBOTIX Issued Certificate NO YES YES YES On Line Training Program NO YES YES YES Use of MX LOGO, Partner LOGO, HiRes Images NO YES YES YES BDM Support on customer visits NO YES YES YES Project Protection/Registration NO YES YES YES Inclusion in MOBOTIX website under “Partner” NO     YES Marketing Support from Mx NO     YES Leads and Referrals direct from MX NO     YES Invitation to IPC at MOBOTIX HQ NO   YES YES Advanced Replacement NO YES PR Support for Case Studies/Advertising NO YES MOBOTIX Technical Support Reaction (email or phone Standard Standard <1 working day <2 hours call) Optional Field Support NO YES Remote Desktop Support NO YES Signed Partner Agreement with MOBOTIX NO YES YES YES17 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 18. MOBOTIX AG MAP Program18 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 19. MAP Program Objective of the MAP Program (Minimum Advertised Price Program): • Maintain the integrity of the Mx Channel Partner program by ensuring advertising of MOBOTIX products remains consistent and stable19 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 20. MOBOTIX AG Discount/Rebate Model20 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 21. Back-end Rebate Back-end Rebate • Base discount is deducted from MSRP at PO from Distributor (SEC 25%, IT 15%, Basic 0%) • Monthly Credit Note to Distributor by MX after receipt of SalesOutReport Value of the Credit is dependent upon the Partner Level of Tier 2 partner (AMP 14%, CMP 9%, RMP 5%, UMP 0%) Available for all models (SEC, IT, Basic)21 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com
  • 22. Recommended Discount Levels* of Tier 2 Discount Recommendation for indirect Tier 2 Partners (on MX MSRP) Model/ Discount WEB/ Secure IT Partner Level Basic AMP A 25 20 15 CMP B 20 15 10 RMP C 15 10 5 UMP D 10 5 0 *Recommendation in % of relevant MSRP (Manufacturer Suggested Retail Price)22 Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com