Motorola looks for wireless leads

Richard Hudson: We recognise that services need to be at the heart of what we do

Motorola is looking for wireless specialists and ISVs to help increase services revenue and delve deeper into public sector markets.

The vendor’s PartnerSelect channel programme comprises 500 UK VARs across four tiers with distributors including Ingram Micro, Avnet and ScanSource. Motorola also runs a programme for ISVs which has recently been revamped.

Richard Hudson, vice president of channels and solutions for Motorola sales and services, claimed recruiting ISVs was a key target. He added that upping all partners’ revenue from services would be crucial.

“We have traditionally focused on selling product but have recognised the need to put services at the heart of what we do,” he said.

Motorola’s product line-up focuses around four areas: mobile computing, scanning, radio frequency identification and wireless LAN (WLAN). Hudson claimed recruiting skilled wireless VARs, particularly those proficient in voice over WLAN, was another priority.

“Wireless is increasingly important to us,” he said. “Our channel has not traditionally sold that and it is certainly a different skill which requires a different type of partner.”

He stressed that a number of Motorola’s existing mobile computing-specialised VARs could make the leap to WLAN technology. Hudson added that he wanted to drum up more business in the government, healthcare and education spaces.

Bruce Hockin, head of business strategy for Avnet Technology Solutions, claimed Motorola’s traditional reseller base had a great opportunity to get involved in WLAN.

“Bridging that gap is perfectly achievable; it is about extending your technical boundaries,” he said. “Motorola is developing a wide wireless portfolio.”