MOBILE SOLUTIONS UPDATE FRANCESCA SALAMONE NA MOBILE SOLUTIONS & ISV PROGRAMS BlueStar Webinar: June 16, 2011 MOTOROLA SOLUTIONS

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. AGENDA PartnerEmpower Review Mobile Solutions Track Review Mobile Solutions Mapping and Transition Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved

PartnerEmpower Review Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. THREE PROGRAM TRACKS Wireless Network Solutions Track Mobile Solutions Track Radio Solutions Track Advanced Data Capture Mobile Computing RFID Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. A FLEXIBLE STRUCTURE TO DRIVE SUCCESS Platinum Silver Gold Additional differentiation reflects a channel partner’s total investment and commitment to Motorola PartnerEmpowerLevels Additional benefits awarded for proven expertise Channel partners gain market differentiation TechnologyMarket Technology Access Channel Partner Type Partnering terms set Product access determined Core benefits awarded BusinessFocus Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved

Motorola Confidential Restricted PARTNEREMPOWER METAL LEVELS Platinum Gold Silver Achieve Authorized level in one or more technologies Achieve Specialist level in one or more technologies Achieve Authorized level in one or more technologies plus combined revenue of $1M Achieve Elite Specialist level in one or more technologies Achieve Specialist level in two or more technologies plus combined revenue of $2M

MOBILE SOLUTIONS TRACK REVIEW Motorola Proprietary and Confidential ©Copyright 2011 Motorola. Solutions Reproduction is forbidden unless authorized in writing. All rights reserved

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. MOBILE SOLUTIONS REVENUE THRESHOLDS Track SegmentLevel Revenue Threshold USCanada** Mobile Computing Elite Specialist$3,000,000$1,500,000 Specialist$500,000$250,000 Authorized$25,000$15,000 Advanced Data Capture Elite Specialist$500,000$250,000 Specialist$200,000$100,000 Authorized$5,000 RFID Elite Specialist$300,000$150,000 Specialist$100,000$50,000 Authorized$5,000 **Canadian partners must have 80% or more in Canadian revenue or they will need to meet US revenue thresholds Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. ONE KEY EXCEPTION Mobile Computing Authorized Member Advanced Data Capture Authorized Member Mobile Computing Specialist Advanced Data Capture Specialist Mobile Computing Elite Specialist Advanced Data Capture Elite Specialist INCLUDES Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. NEW GROWTH INCENTIVE BENEFIT INCENTIVE Tiered, annual, back-end rebate structure that goes directly to the partner All product revenue is eligible including PE and Deal Registration Program will launch in August but will include all 2011 revenue ELIGIBLE PRODUCTS All MCD, ADC and RFID products and accessories (Class I-VI) ELIGIBLE PARTNERS Mobile Computing Elite Specialist, Advanced Data Capture Elite Specialist, RFID Elite Specialist (Specialists that meet Elite Specialist requirements prior to end of Q3 are also eligible) New financial rewards Offered to Elite Specialists that grow over the expected year-over-year rate $ Motorola Proprietary and Confidential ©Copyright 2010 Motorola. Reproduction is forbidden unless authorized in writing. All rights reserved

Growth Incentive Growth above goal of 0% to 2.49%2% rebate Growth above goal of 2.5% to 7.49%3% rebate Growth above goal of greater than 7.5%5% rebate Example If the Mobile Computing growth goal is 10%, and a Mobile Computing Elite Specialist grows its revenue 13% (3 pts over goal), they will receive a rebate of 3% on that incremental revenue. $ New growth incentive benefit Motorola Proprietary and Confidential ©Copyright 2010 Motorola. Reproduction is forbidden unless authorized in writing. All rights reserved

Tools for you to use! Calculator COMING SOON!! $

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. BUILDING EXPERTISE  Partner Training We’ll measure technical and sales competency based on training courses completed. Training will be required Certification will not be required until 2013 Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. TYPES OF MOTOROLA TRAINING Types of Motorola Training Portfolio Access Product Access Training Portfolio Access Mandatory upon joining PartnerEmpower Product Access Required of partners who wish to sell specific products that require certification Track Segment Training Required Curricula to meet interim training requirements Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved

PARTNER MAPPING AND TRANSITION Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. PARTNEREMPOWER LAUNCH TIMELINE June 15 Tier 1 Contract June 17 Distributio n Notificatio n June PartnerEmpo wer Webinars July 1 MS Program Guide, AAG July 15 Transition Deadline August 1 Tier 2 Quotes MS Application live August 26 PS for VARs “Retires” Last day that PS quotes valid August 29 PartnerE mpower for Mobile Solutions LIVE!!!! PAGE 17

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. PARTNEREMPOWER POST- LAUNCH TIMELINE September 2011 Channel Partner Scorecard Partner Portal Dec 2012 CRD#2 Aug 2012 CRD #1 Training Requirements Revenue Attainment January 2013 Certifications Due Q ISV PartnerEmpower Launch PAGE 18

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. s LAUNCH & TRANSITION INTO PARTNEREMPOWER Partners received an notification in mid-April with a link that will direct them to the transition website The partner will transition into PartnerEmpower by accepting the PartnerEmpower Terms & Conditions, MS Addendum AND updating their Partner Contact information online If a partner does not accept the T&Cs, MS Addendum AND update their Partner Profile by July 15, 2011, they will have to reapply as a new partner On August 29, 2011 those partners who have completed their T&Cs and updated their Partner Profile will transition into PartnerEmpower As of August 29, 2011, partners can start to utilize the new Benefits of PartnerEmpower Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved

MOTOROLA, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. © 2011 Motorola Solutions, Inc. All rights reserved. PARTNEREMPOWER - YEAR 1 20 Partners will have 12 months from the transition (August 2011 – July 2012) to meet program criteria for the levels at which they were mapped to REMAIN at the level they were mapped During this time, they will not be moved down levels During this time, they be able to move up levels through proactive process led by partner Motorola will do a second Compliance Review in December 2012 Partners will then be on an calendar Compliance Review (January – December) Motorola Proprietary and Confidential ©Copyright 2011 Motorola Solutions. Reproduction is forbidden unless authorized in writing. All rights reserved

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