Motorola eyes significant growth in India
How important is India market for you?
India is a key strategic market for Motorola and we see significant growth in our market penetration for mission-critical technologies and enterprise mobility solutions.
Motorola has the most complete portfolio of wireless solutions in the industry. We have been at the forefront of providing mission-critical communication solutions and products for over 75 years now, and have invested in developing these technologies and solutions which are available across diverse markets. We are a key trusted partner of public safety agencies, government and enterprise customers worldwide, including India.
What are the growth opportunities for you?
We see growth opportunities for our mission-critical technologies and solutions not only to meet the public safety and security needs of government but also deliver business-critical solutions to help enterprise customers improve their productivity, safety and profitability.
Municipalities, public safety agencies, other government agencies, hospitality, public transport, large enterprises, healthcare systems, educational institutions, infrastructure segment and many others are looking for robust, reliable, scalable, secure and cost- efficient systems to protect lives and assets. These systems must also meet the stringent standards that ensure significant improvements in security systems, functionalities and results.
In India, we have won contracts to equip three international airports in India (Delhi, Bengaluru and Hyderabad) with the state-of-the-art TETRA digital radio communication network to improve operational efficiency and achieve failsafe communications to ensure passenger safety and security.
And through our wide channel network in India, many large and small enterprises, commercial organizations are using our two-way radios for seamless communications on the ground.
How do you plan to tap this market?
We plan to continue investing in innovation and product design to meet the practical needs of mission-critical communications and business-critical communications, while delivering new technology features and future focussed capabilities.
We will remain focussed on our existing customers and explore avenues to break new ground and extend our engagements with new market verticals in line with the developments in the market. In some cases where the market is not yet ready, we or our partners will proactively go out and share expertise to grow potential opportunities.
In our business, our channel partners are a significant asset and are our “partners in progress”. A critical part of our channel strategy is to share our technical expertise and knowledge with our partners and follow a standards-based approach to certifying our partners. Our tenet is to put together a win-win proposition for our partners as well as us; and together serve the best interests of our end-customers.
Given the global recession, you think it is the right time to invest in India?
In the current economic climate, we are all the more focussed on our strategic priorities, which is to help our customers and partners achieve greater operational efficiency and productivity through the breadth of our wireless portfolio in India.
We believe that in such tough economic times, our customers and partners are looking for two things: first is innovation – in terms of product and solutions that will add value to their business not only in terms of operational efficiency and cost efficiency but also safeguard their investments by placing them ahead in the technology curve. The second is trust – as in a trusted partner with a proven track record who can help them face the emerging business and economic challenges better.
In India, we work with over 100 partners. In April, we launched the Premier Partner Programme (PPP) in India. This is the industry’s first regional accreditation for radio communications channel business. The objective of the new programme is to drive a long-term channel foundation and, most importantly, it will help to enhance our channel partners’ competitive position to drive growth and maintain profitable business relationships to gain incremental market share.
What are the verticals you are targeting?
Governments, public safety first responders and commercial and industrial enterprises alike, all demand access to real-time information, everywhere.
What is your marketing and distribution structure?
There is a two-step channel where our distributors work with us to support our resellers. To encourage and support our resellers, we have launched the Premier Partner Programme. The overall structure of the programme constitutes:
The Exclusive Partner Programme for the distinguished few: Available by invitation only, the programme starts right at the top of the pinnacle and confers the highest level of recognition and rewards elite channel partners, who are often leaders in the markets and have demonstrated consistent and long-term commitment to Motorola and the two-way radio business.
With two levels of certification, second-tier channel partners enjoy increasing benefits for increasing level of commitments – Premier Platinum and Premier Gold.
As Premier Partners, they are recognized as a Motorola Consultative Reseller who provides highly-developed professional services to our customers. They bear the unique programme identifiers in the corporate stationery, shop front and public credentials which Motorola customers recognize as the symbol of prestige reserved for the premier partners.