Motorola looks to unite channel

Landi: We need specialised networking resellers

Motorola is banking on its “state of the art” new channel programme to attract big systems integrators and wireless specialists.

Last week, the vendor announced it is bringing its numerous mobility and communications channel schemes under its Partner­Empower programme. The new framework will contain three technologically specialised tracks, based around mobile computing, radio and wireless networking.

PartnerEmpower will unite up to 5,000 partners and vertically specialised tracks will be mapped onto the technological specialisations over the next 18 months.

Marco Landi, EMEA vice president of channels at Motorola Enterprise Mobility Solutions, said the priority in wireless was to build a skilled channel.

“We need specialised networking resellers,” he said. “We need to evolve the type of partner [we work with] and we need global systems integrators.”

He revealed the radio channel scheme was traditionally less structured, with 200 distributors in the region, many using a hybrid resale model.

“We will look to differentiate the distributors that add value versus [those with a]mixed model, to create a pure distribution model,” Landi added.

“We are not looking to reduce numbers, but differentiate between the integrators and the distributors.”

Bruce Hockin, head of business strategy at distribution partner Avnet, said: “Moto­rola is building messages for verticals for which it has a great product but has not touched. This will open a lot more doors to our customers.”