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Motorola Case Study2017-08-08T14:54:36+00:00

The Client

Motorola Mobility develops Android smartphones and Bluetooth accessories to keep people and businesses connected. Its comprehensive portfolio also includes tablets, end-to-end video and data delivery, and management solutions (set tops and data-access devices).

Motorola Mobility turned to 151 Advisors to help its newly formed Enterprise Group develop their enterprise marketing channel strategy and then design, create and execute on building a national reseller channel and distribution program.

The Challenge

The focus of the project was to position Motorola Mobility as a leader in the enterprise and vertical market channels by executing a plan to identify, qualify premier value-added channel partners who would stock, bundle and distribute Motorola smartphones and the Zoom tablet product.

The 151 team designed and created all of the components needed for the launch and deployment of a successful program. The 151 team used its executive-level industry connections to introduce the offers to leading distributors and resellers, and as a result, Motorola Mobility executed agreements with Ingram Micro, Synnex and CDW.

Engagement & Execution

  • Researched the top vertical markets and VAR targets for reseller partnerships
  • Developed a distributor channel awareness campaign for enterprise resellers that included demo units, product overviews, sales tools and a product/software roadmap
  • Designed and rolled out a new ISV and VAR program to attract new enterprise channel partners
  • Conducted analysis on carrier activation pricing and commission strategy with detailed financial analysis
  • Created a reseller portal for Motorola channel partner management and marketing teams
  • Executed partnership outreach to leading distributors and resellers to develop the enterprise sales channel

The Results

  • Within 6 months of the engagement, 151 Advisors secured partnership agreements with Ingram Micro, Synnex and CDW as national channel partners for Motorola Mobility’s enterprise
  • Thousands of smartphone and tablet devices sold through the Enterprise Reseller Program which was developed and implemented by the 151 Advisors team
  • Motorola Mobility continues to expand its channel strategy and distribution program based on the design supplied by 151 Advisors

              

“The 151 team designed and created all of the components needed for the launch and deployment of a successful Program”