際際滷

際際滷Share a Scribd company logo
MOBOTIX AG




    MOBOTIX Global Partner Network

       MOBOTIX International Channel Program
              Version: Tier1 Partner


1




          Uwe Barthelmes  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
MOBOTIX AG




                             Channel Structure




2




        Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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
MOBOTIX AG




                                    Partner Types




4




        Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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)

5




         Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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



6




        Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
MOBOTIX AG




                                    Commitments




7




        Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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

8




                Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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
9




               Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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)
10
        Minimum 1 Case Study per year




              Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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



11




            Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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
MOBOTIX AG




                                               Bene鍖ts




13




         Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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
14
        Signed Partner Agreement with MOBOTIX




               Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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
15
        Signed Partner Agreement with MOBOTIX



            Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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
16




            Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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
17




                      Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
MOBOTIX AG




                                      MAP Program




18




         Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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




19




            Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
MOBOTIX AG




                     Discount/Rebate Model




20




         Uwe Barthelmes  June 2011  MOBOTIX AG  The HiRes Video Company  D-67722 Langmeil  www.mobotix.com
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
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

More Related Content

110727 mx gpn_t1_en

  • 1. MOBOTIX AG MOBOTIX Global Partner Network MOBOTIX International Channel Program Version: Tier1 Partner 1 Uwe Barthelmes MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
  • 2. MOBOTIX AG Channel Structure 2 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 4 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) 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 (Certi鍖ed (Registered (Unregistered (Advanced MOBOTIX Partner) MOBOTIX MOBOTIX MOBOTIX Partner) Partner) Partner) END CUSTOMER 6 Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
  • 7. MOBOTIX AG Commitments 7 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 8 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 9 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) 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 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 11 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 13 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 14 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 15 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 16 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 17 Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
  • 18. MOBOTIX AG MAP Program 18 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 19 Uwe Barthelmes June 2011 MOBOTIX AG The HiRes Video Company D-67722 Langmeil www.mobotix.com
  • 20. MOBOTIX AG Discount/Rebate Model 20 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

Editor's Notes