Mobotix Chief Sales Officer Dr. Magnus Ekerot discusses the company's Global Network Partner Program with more than 230 integrators, distributors and end users at Mobotix's 2011 West Coast National Partner Conference (NPC).
SEATTLE — Mobotix’s new Global Network Partner Program will protect integrators from losing their projects from other businesses, the company announced at its West Coast National Partner Conference (NPC), held at the W Seattle Hotel, Sept. 25-27.
More than 230 attendees listened intently to Mobotix Chief Sales Officer Dr. Magnus Ekerot as he explained the set up for the new program. The network will have two tiers — Tier 1 one for Authorized Mobotix Dealers (AMD) and Tier 2 for resellers and systems integrators.
The second tier is broken down in three levels, including:
Registered Mobotix Partners (RMP) — As the lowest level in the program, RMPs have no revenue commitments to the company; however, they buy directly from AMDs.
Certified Mobotix Partners (CMP) — Unlike RMPs, CMPs must complete Mobotix’s sales planning and installation seminar to learn the ins and outs of the technology. Additionally, CMPs will have access to demonstration equipment to enhance sales. CMPs must sell $50,000 worth of Mobotix products annually and must attend NPCs.
Advanced Mobotix Partners (AMP) — The highest level in the tier, AMPs have the similar requirements to CMPs, however, this group must sell $100,000 worth of the company’s products annually. To meet its sales goals, this group will create an annual business plan with Mobotix. Additionally, AMPs must attend the NPC and the International Partner Conference (IPC).
“The key to our success lies within Tier 2,” Ekerot said. “Integrators and installers need to receive Mobotix training; they need to know about new products and how to win projects.”
During his presentation, Ekerot mentioned several benefits of the network, including training, sales and technical support, and lead sharing. However, when Ekerot spoke of margin stability, it set the room abuzz.
“Maintaining a stable margin is very important. All of you are counting the margins that you see on paper, and you’re not discussing net margin,” he said. “It’s fascinating because this market is maturing and becoming very interesting, and you don’t have a 30 to 35 percent growth. We want to see that you can always be guaranteed a stable net margin.”
Other topics that sparked the crowd’s interest included project tracking and project protection. In order for its partners to have a fair shot in the market, Mobotix will allow integrators to list any upcoming jobs on the company’s Web portal. The listing will include the project’s location, products involved and the project’s duration.
“When we track these projects, we can see who it’s been listed for so people can’t just vacuum clean the market,” Ekerot said. “We want all people taking part in the program to benefit.”
By tracking the proposed job, it will also help the company to prevent another integrator from taking the project at the last minute.
“I’m sure most of you have worked on a project that you’ve invested your time and money in and then someone has taken it,” Ekerot explained.
“We’re going to help you protect that job because we’ll know which projects you’ve claimed, and we will be able to grant project support from pricing.”
In order to avoid taking clients away from its integrator partners, Mobotix will only sell its products through its AMDs and never directly to the end user, Ekerot emphasized. The company also stressed that it would not accept a partner who predominantly sells products on the Web, which caused integrators to applaud.
“We are fighting that because we see people that have a day job and then they go home and sell products out of their garages and they destroy the rest of the people,” Ekerot said. “We’ll be keeping track of this through our sales out reports.”
Expected to launch next month, Mobotix representatives will only choose a select group of partners to participate in the program, Mobotix General Manger of the Americas Steve Gorski told SSI.
“I think many companies embrace quantity over quality, and we’re just the opposite,” Gorski said. “We want a select group of partners and that applies to both distributors and resellers. In fact, with this channel partner program, we’re going to be weeding a few out. Coupled with the channel partner program, everybody can sell the product and make healthy margins and be successful.”
Other conference highlights included technical workshops, case study presentations and an overview of Mobotix products, including the Q24 Hemispheric camera and the much-anticipated T24 IP Video Door Station. So, when should integrators expect the T24’s release?
“We won’t release a product unless it’s really good and we can stand behind it,” Ekerot told SSI. “It would be the simplest thing for us to release the T24 and probably reduce some of the negative comments of why we haven’t launched it. But when we release it, it will be really good.”
Ashley Willis is associate editor for SECURITY SALES & INTEGRATION. She can be reached at (310) 533-2419.