The document discusses MOBOTIX AG's global partner network and channel structure. It outlines five tiers (levels) of certified channel partners - Authorized MOBOTIX Distributor, Advanced MOBOTIX Partner, Certified MOBOTIX Partner, Registered MOBOTIX Partner, and Unregistered MOBOTIX Partner. It details the commitments, benefits, and recommended discount levels associated with each partner tier. The goal of the partner program is to maintain a stable channel structure and pricing model for distributing MOBOTIX products worldwide.
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1. MOBOTIX AG
MOBOTIX Global Partner Network
MOBOTIX International Channel Program
Version: Tier1 Partner
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Uwe Barthelmes MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
2. MOBOTIX AG
Channel Structure
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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 CUSTOMER
3 *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 Types
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Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
5. MOBOTIX Certi鍖ed Channel Partners
Tier 1 Level: 1. Authorized MOBOTIX Distributor (AMD)
Tier 2 Level: 2. Advanced MOBOTIX Partner (AMP)
3. Certi鍖ed MOBOTIX Partner (CMP)
4. Registered MOBOTIX Partner (RMP)
5. Unregistered MOBOTIX Partner (UMP)
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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
(Certi鍖ed (Registered (Unregistered
(Advanced
MOBOTIX Partner)
MOBOTIX MOBOTIX MOBOTIX
Partner) Partner) Partner)
END CUSTOMER
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Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
7. MOBOTIX AG
Commitments
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Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
8. AMD = Authorized Mx Distributor
Commitments of AMD
Trainings:
- 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 certi鍖cation)
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 basis
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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 certi鍖cation (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 de鍖ned KPIs, etc.
NDA with MOBOTIX for Beta testing and con鍖dential 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 year
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Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
10. CMP = Certi鍖ed 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 certi鍖cation (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)
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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 certi鍖cation (numbers below are min.)
Sales Training - 1 per company
Sales-/Planning-/Installation Workshop - 1 per
company
Main business is not web-shop based
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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 mandatory
12 (MAP)
Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
13. MOBOTIX AG
Bene鍖ts
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Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
14. AMP = Advanced Mx Partner
Bene鍖ts of AMP
Recommended discount level A on MSRP = 15-20-25 (Basic - IT - Secure)
MX Certi鍖cate
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 Support
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Signed Partner Agreement with MOBOTIX
Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
15. CMP = Certi鍖ed Mx Partner
Bene鍖ts of CMP
Recommended discount level B on MSRP = 10-15-20
(Basic - IT - Secure)
MX Certi鍖cate
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 day
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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
Bene鍖ts of RMP
Recommended discount level C on MSRP = 5-10-15
(Basic - IT - Secure)
MX Certi鍖cate
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 MOBOTIX
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Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
17. Partner Rewards/Bene鍖ts
Partner Bene鍖ts UMP RMP CMP AMP
MOBOTIX Partner Discount Level D C B A
MOBOTIX Issued Certi鍖cate 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 YES
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Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
18. MOBOTIX AG
MAP Program
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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 stable
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Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
20. MOBOTIX AG
Discount/Rebate Model
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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)
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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)
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Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com