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Exec changeover as Motorola increases vertical focus

Exec changeover as Motorola increases vertical focus

Vincent Chiappazzo has replaced Paul Blinkhorn as Australia/New Zealand managing director for Motorola’s enterprise mobility business, with Blinkhorn taking up the Asia Pacific vice president role.

Chiappazzo announced this change at a recent Auckland event attended by more than 50 partners. He also gave details on the company’s focus on key vertical markets including retail; transport, logistics, distribution and management; field mobility; and healthcare.

Motorola plans to appoint an Asia Pacific business development manager in each of these areas in the next six months. It also wants to be more involved in targeting each vertical market in the second half of this year, says Chiappazzo.

“We need to better understand the application solutions partners have that we can take to our markets, especially with the focus on verticals, and go out proactively to some of those verticals with [partners’] solutions.”

The company has invested in a distribution facility in Penang, Malaysia, in a bid to shorten lead times on products shipped locally, rather than have them sent from the US.

It also plans a global roll-out of a new “Power of the Partner” initiative in the next six months, which was recently announced in the US. Chiappazzo had few details, but says it is designed to raise the profile Motorola’s partner solutions among customers.

Local partners are also being offered a recently-developed set of free, online training courses under the Motoset programme. These involve certification in either technical or sales tracks on each of Motorola’s technologies and how to position them against competitor’s offerings.

The company reviews its partners’ certification level each October and requires staff to be certified in key technologies including RFID and AirDefense.

In addition, the refreshed Partner Select Hallway portal offers partners an online resource library that includes whitepapers and case studies.

Motorola wouldn’t give details on its financial performance in the first half of the year, but says the company is ahead of where it planned to be.


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