1. Mobile Computing for Hazardous Locations
Update: Q3/2011 1

2. Agenda Compensation New Product Overview Partnering with BARTEC
Summary

3. Recap: Channel to market
Motorola Solutions and BARTEC deliver mobile computing products to different markets
Motorola sells Haz Loc mobile computing products to the US Government (Federal, State and Local levels)
AIT IV contract
BARTEC sells to the commercial enterprise
Many common resellers/business partners

4. Compensation About Compensation and Quota Retirement
Motorola sales associates do receive compensation and quota retirement for Haz Loc business closed through BARTEC
Credit is given at the price BARTEC purchases product from Motorola Solutions
BARTEC provides Sales-Out data back to Motorola on a monthly basis

5. Compensation Model Haz-Loc
Product flow
Moto Bartec base units
Bartec HAZ-Loc dev
UL: C1D1; ATEX Z1+Z2
Partner
End-user
Sales out report
The compensation of a MOTO SR
is based on the sales out report
MOTO finance receive from Bartec.
To make sure that the compensation will be done right
Finance need accurate data of the Partner/End User.
Useful is to have visibility of the deals in SF.com
MOTO EMEA
finance
Data sent from EMEA Finance
to Regional commissions Teams
MOTO Sales
Commission is paid at 100% of Bartec OEM buy price
from Moto NOT Bartec/partner sell out pricing
These sales will retire quota
HTAM/TM and CAM Paid

6. Deal Registration

7. Haz Loc credit summary
Key steps to ensure credit for Haz Loc opportunities:
Register deals into SalesForce.com
Liaise with BARTEC – help facilitate the business
Sales-out data reported to sales finance on a monthly basis
Opportunity reported by BARTEC when product ships to the End Customer
Credit provided to sales team

8. New Haz Loc Products
MC9190-G
MC75A
MC959x

9. Highlights Product specifications
Haz Loc certified configurations maintain all the environmental and functional specifications of their respective standard (non-Haz Loc) families
Visually identifiable as Haz Loc configurations using a colored keypad overlay
Motorola or BARTEC branded, respective to channel to market

10. Certifications
MC959x
UL Class I, II, III, Division 2, Groups A, B, C, D, F, G
ATEX Zone 2/Zone 22
UL Class I, Division 1
ATEX Zone 1
MC75A
MC9190-G
In development.
PMB will announce availability.

11. Resources available Posted to MotoSMART
Marketing materials
Motorola product data sheets reflect Haz Loc certifications in Regulatory Specifications table
BARTEC data sheets for all three Haz Loc product families
Government focused Motorola Mobile Computing brochure for Haz Loc certified products
BARTEC overview presentation
Recent Product Marketing Bulletins
Sales reference
Compensation model detail
Instructions for registering deals in SalesForce.com
Posted to MotoSMART

12. About BARTEC
Regarded as worldwide experts in developing and obtaining certification for Explosion Protected devices.
Self-certifying for Zone 2.
Core business fundamentals focus on Chemical, Oil & Gas and Pharmaceutical markets.
Collaborated to develop Motorola Haz Loc rated products :
MC9090Ex
MC9060Ex
PDT8100
PDT2800
PDT68XX
P370Ex
P302Ex

13. Key BARTEC Contacts EMEA APAC The Americas
Guy Brillouet (Belgium-based)
Tel: +32 (13)
APAC
Jeffrey Ling (Singapore-based)
Tel: +65 (6762) 5030
The Americas
Tim Thul (US-based)
Tel: +1 (480)
International sales network details can be found at:

14. How to engage with BARTEC
Contact Bartec early in the sales cycle.
Confirm the sales strategy.
Targeted Partner/s
Competitive positioning
Customer value
Bartec engages with Partner.
Top 3 concerns
Commitment to the industry
Product continuity
Comprehensive support

15. Summary Three new Haz Loc certified product families
MC959x, MC75A, MC9190-G
Motorola and BARTEC deliver Haz Loc mobile computers to different customers/markets
Motorola sells to US Government, BARTEC to the commercial enterprise
Key BARTEC contacts facilitate BARTEC engagement within each region to pursue opportunities
Motorola sales teams receive compensation and credit for Haz Loc wins through BARTEC

16. Questions? The Americas Tim Thul (US-based)
Tel: +1 (480)

17. MC9190-G System: Design and Ergonomics: Display: Connectivity:
Latest PXA MHz
256MB RAM / 1GB Flash
Microsoft Windows Mobile 6.5 Classic
Microsoft Windows CE 6.0
User accessible SD/MMC Slot for expansion
Design and Ergonomics:
Superior Rugged Design
Straight shooter scanner and imager for optimal scanning experience
Integrated RFID tag for asset management
Display:
3.7" Color VGA
Visible in a variety of lighting conditions
Connectivity:
WLAN: a/b/g w/ CCXv4 & FIPS 140-2
WPAN: Bluetooth v2.1
USB 2.0 (Host/Client) or RS232
Keypad Entry:
Modular Keypads w/ 6 keypad options
Front Scan Trigger Buttons
Data Capture:
1D standard (SE960)
Extended range (Lorax) laser
2D Imager Standard range (SE-4500) or optimized for Driver’s License (SE4500-DL)
Long range imager (SE-4600)
DPM (SE-4500HD)
Battery:
2200 mAh Li-Ion Battery
State of charge and State of Health via software pre-loaded
Battery is the I/O connector
New I/O port with every replacement battery provides better reliability
Voice Support:
VoWLAN
2.5mm Audio connector
High-quality Speaker
Superior Ruggedness:
Multiple 6 ft drops to concrete across the operating temperature range
mtr tumbles at room temperature
IP64 sealed
-20C to +50C operating temperature
Condensation Resistant configurations
Support for IST:
Display / Power Management
Free fall detect Indicators

18. MC9500 System: Design and Ergonomics: Connectivity: Display:
Latest PXA MHz
128MB RAM / 512 MB Flash
256MB RAM / 1GB Flash*
Windows Mobile 6.x Classic and Professional
MicroSD Slot for expansion
Design and Ergonomics:
Slimmer, lighter than products in its class
Contoured for Full Shift Comfort Grip
15-degree scan angle for optimal scanning experience
Finger perch
Multiple hand positions
Programmable LEDs
Connectivity:
Modular 3.5G WAN: HSDPA or EVDO Rev A
WLAN: a/b/g w/ CCXv4 & FIPS 140-2
WPAN: BT 2.0 w/EDR (radio is BT 2.1 capable)
Integrated GPS
IrDA; USB 1.1 Full Speed for I/O
Display:
3.7" Color VGA
Visible in all lighting conditions
Keypad Entry:
Optimized for one-handed operation
Modular Keypads w/ 4 keypad options
Side & Front Scan Trigger Buttons
Function keys on the primary layer
Data Capture:
1D scanner (SE950) or
2D Imager (SE4500 / Blockbuster)
3MP color camera for hi-quality video, image, or document capture
Accessory eco-system:
New I/O interface location
Natively built for wall-mount
Increased Terminal Density
Voice Support:
VoWAN, VoWLAN
Rugged Audio connector
High-quality Speakerphone
Speaker phone, Headset and Handset modes
Supported by Motorola TEAM Client (2010)
Support for IST:
Display / Power Management
Free fall detect Indicators
Dynamic screen orientation
Superior Ruggedness:
Multiple 6 ft drops to concrete across the operating temperature range; meets/exceeds MIL-STD 810G
meter tumbles at room temperature
IP67 sealed
Battery:
4800 mAh Smart Battery
State of Charge Indicator
State of Health Indicator

19. MC75A System: Design and Ergonomics: Display: Connectivity:
Latest PXA MHz
256MB RAM / 1GB Flash
Windows Mobile 6.5 Classic and Professional
User accessible SD/MMC Slot for expansion
Design and Ergonomics:
Straight shooter scanner and imager for optimal scanning experience
Display:
3.5" Color VGA
Visible in a variety of lighting conditions
Connectivity:
WAN: HSDPA or CDMA EVDO Rev A
WLAN: a/b/g w/ CCXv4 & FIPS 140-2
WPAN: BT 2.0 w/EDR (radio is BT2.1 capable)
Integrated GPS
IrDA; USB 1.1, RS232
Keypad Entry:
QWERTY or Numeric keypad option
Front and Side Scan Trigger Buttons
Optimized for one-handed operation
Data Capture:
1D scanner (SE950) or
2D Imager (SE4500)
3MP color camera for hi-quality image capture
Battery:
3600 or 4800 mAh Li-Ion Battery
Voice Support:
VoWAN, VoWLAN
High-quality Speakerphone
Speaker phone, Headset and Handset modes
Supported by Motorola TEAM Client
Support for IST:
Display / Power Management
Free fall detect Indicators
Accessory eco-system:
Backwards compatible with existing MC70 accessories
Snap-on accessory suite
RFID, Biometric finger swipe & smart car reader, Magnetic Stripe Reader, Debit card reader
Broad array of Motorola and 3rd party accessories/ peripherals
Supported on the Universal Accessory System (2010)
Superior Ruggedness:
5 ft drop to concrete at room temperature
Multiple 4 ft drops to concrete across the operating temperature range
1000 ½-meter tumbles at room temperature
IP54 sealed
-20C to +50C operating temperature

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