Motorola Internet and Networking Group (ING), together with exclusive local partner Datatec Westcon, is introducing its Infinity Accredited Partner Programme to provide local accredited resellers with proactive marketing, sales, training and technical support. In addition to supporting key resellers already active in networking, Motorola and Datatec Westcon are also targeting organisations that would like to enter this market.
Neil Fairbrother, channel marketing manager of Motorola ING (EMEA), says: "Resellers are a key part of our channel and we are dependent on them to help us achieve our sales objectives for 1999. The Motorola name is widely recognised as a global mega-brand and this accreditation programme is an opportunity for resellers to capitalise on our strength in the networking market." Anthony Emms, Motorola product manager at Datatec Westcon, says: "Datatec Westcon will put the full weight of our sales and marketing machine behind the accredited resellers, helping them to both generate new business leads and close the sale. In return, we are asking resellers to make a commitment to selling Motorola-based networking solutions by ensuring that their staff are fully equipped to do this. We are determined to ensure that our channel has the support and resource it needs to provide the best possible service to customers."
Reseller support will comprise four main elements: service, support, training and marketing. Benefits for the accredited reseller include a dedicated team of Motorola ING specialists at Datatec Westcon. Access to Datatec Westcon's technical support and free access to pre-sales during office hours are further benefits that Datatec Westcon will provide. On the marketing side, the programme will include the provision of sales leads, co-op marketing support, free sales collateral, demonstration products, access to Datatec Westcon marketing staff and trade show support.
Fairbrother continues: "Motorola has developed, and in many cases pioneered, the standards that are driving the future of communications technology. By partnering with us, the resellers can be assured of involvement in leading edge technology that will add to their present product portfolio, increase their margins, and put in place an ongoing revenue stream as future technologies develop."
To qualify as a Motorola Infinity Accredited Partner, a minimum of four people in the company have to be trained. The rigorous programme includes training in all aspects of pre-sales, sales and post-sales and provides reseller staff with a clearly defined approach to selling networking products generally as well as Motorola equipment specifically. Following this, resellers will be required to undergo an annual review to ensure that skills and knowledge remain up-to-date.
Share
Motorola
Motorola is a global leader in advanced electronic systems and services. It liberates the power of technology by creating software-enhanced products that provide integrated customer solutions and Internet access via wireless and satellite communications, as well as computing, networking, and automotive electronics. Motorola also provides essential digital building blocks in the form of embedded semiconductors, controls and systems. Sales in 1998 were $29.4 billion.
Motorola`s Internet and Networking Group (ING) delivers Smart Access Solutions to connect people and organisations in a world of converging communications. ING provides a full complement of wireline and wireless access solutions, including corporate networking, broadband communications, wireless content services and platform software. Please visit www.motorola.com/networking/emea for more information.
Datatec Westcon comprises a merger of former businesses, Datatec Network Division and Lattice Technologies. The recent acquisition of Westcon inc., gives the networking activities an immediate global presence which reinforces Datatec Westcon`s position as a customer-service leader and trendsetter in the SA networking products marketplace. As the largest value added distributor (VAD) of its kind, this complete LAN/WAN networking company provides expertise and support on state-of-the-art networking solutions for resellers and channel partners. Datatec Westcon operates as a full service VAD, offering turnkey support and integration skills and brings together best-of-breed networking products.
Editorial contacts