Mobotix Partner Program Changes Examined

Author: John Honovich, Published on Oct 02, 2011

In September 2011, Mobotix announced a new partner program that shifts the company's channel approach in favor of stronger protection of dealer/integrators and decreased direct availability of their products online. In this note, we examine the changes and what this means to the market.

We see the program having two aspects - one being a common tactic and one being a more aggressive one. The common one is to support multiple tiers with increased discounts and project registration. The more aggressive aspect is to root out and stop predominatly online resellers with the stated goal of "maintaining a stable margin."

*****, ******* ******** *** ********** ********* ****** *** *** * common ****** ** ** *** *****. ** ***** ******* ***** how **** *** **** ***** ****** **** ****** ************. **** noted:

"** **** *********** * *** (******* ********** *****) ****** *** training ************ ** ****** **** **** ******* ********** ******** **** access ** *** ******* ****. ** **** *** ******* ******** with ********* ***** ******** ***** ** *-******** **** *** **** actively ******* *** ***** ****** ** **** **** *** ******** are *** ***** **** ** **** *********. ****, ** ** find *** *** ****** ** ***** ******** ** *** *******, we **** ***** *** ******** **** * ****** ******* **** have ** ***** ** ******** *** ***** ** **** **** be ******* **** *** *******. *******, ***** ******* ******* ********** protect *** ******* ********* *** ***** *** *********** *** ****** sales ******."

*** ******** *** *** ******* ** ** *** ************ ********, however, **** ************* ** *** ******** ******* ****.

********

*********** **** **** ********. ** ** *** ** *** **** common ***** ****** **********'* ******* *********** * *** **** ** ***************** ******. *** ** *** **** ****** ********/********** ** ***** ********* through ****** ***** ********. ** ** *** * ******* ********* for *** ***** ** **** * ***** *** ***** ********* pricing ****** ****** ******* .

*** ******* ** **********, ** ***** **** ***** *****. **** have * ****** ********* (****, **** **, ***** *** ****** complex) ******* **** ****** ******* ********* *** ********. ** ** a ******* **** ****** ******** **** ************ *********** (****** ** noted ** **** ***** * ****** ** ** *** ***** who **** ******** ******* ******** ** ***** ***). ********, ***** Mobotix **** ** **** * ******** ******** (******* + *********/***), it ** ******** **** *** ** ******** *** ******* ********* by * ****** **********.

** *** ***** ****, *** ******* **** ** **** ******** is ********** *** **** *****. ********** ********** ******* ***** ********* product ***** ** *** ***** ****** ********** ***** ***** **** this ** ****** ******* ****** ******* ************, ************ *** ******* errors.

*** ******* ************ ****** ************* ** *** ***** ****** *** have * **** **** **** ******** **** ******* ** ** is ****** ** ****** ******* *** ******* **** * ******* is ***** **** **** ** ** ***. ** **** ** interesting ** *** *** **** ***** *** ******* ** **** would ** *** ******* ** ****** ******* ** **** **** approach (******** *** ************ **** ******* ******* ***** *** ************* lower *******).

*******, ** **** ** **** ****** ********* *********** ** **** Mobotix, ** ** ***** **** **** **** **** *********** ** propose ******* **** **** ******* **** *** **** ***** *** a ********'* *****. **** ** *** ****** ** ******* *** a ******* *********** ** *********** ****** ****** ********* ********** *** Mobotix ** ****, *********, ****, ***. ***** ******* *** ********** technological ************, *** ******* ************ *** ******** ** *** * fit *** **** ***** *** **** * **** *********** **** and ****** **********.

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