Honeywell Performance Partner Program EMEIA Region The Strongest Partner Program in the Industry At Honeywell Scanning & Mobility, we’re obsessed with improving workflow performance. We’ve seen how even small changes in a highly scalable environment can make huge improvements across the entire enterprise. With our channel partners, we design fluent, agile workflows that enable customers to effectively manage data and assets, optimise operational performance and processes, and drive business success. With new and evolving technologies, services and customer expectations, the automatic identification and data capture (AIDC) industry is experiencing significant changes that make deep customer insight, skill, dedication, and above all, collaboration essential. That’s why our Partners are so important to us and why a consultative, thorough approach to developing the new Honeywell Performance Partner Program was crucial. CONTENTS Partnering with Honeywell 4 The Performance Partner Program 4 Performance Partner Program Requirements 5 Performance Partner Program Benefits 6 Marketing Solutions to Drive Business Growth 7 In developing the Performance Partner Program, we worked closely with our Partner community to ensure we created a Program second to none. We’ve taken the best facets of our previous channel programs and added new features and benefits to deliver an integrated, future-minded Partner Program. The Honeywell Performance Partner Program is designed to optimally support you in growing your business. We believe that together we can lead change while achieving tremendous business success. 2 Honeywell Scanning & Mobility | Performance Partner Program 3 Partnering with Honeywell Performance Partner Program Tiers Performance Partner Program Requirements As a technology solutions leader, we truly value our channel community. As a Honeywell Partner, you are instrumental in ensuring the customers’ needs are understood and expectations are exceeded. Our commitment to you and passion for winning together is reflected in the new Honeywell Performance Partner Program, which enables you to: Your Perfomance Partner Program tier is based on a number of criteria which are outlined in more detail in the “Requirements” table and include revenue, business planning and sales and technical accreditations. Minimum Requirements • Benefit from the reach and reputation of the Honeywell global brand • Enjoy equitable discounts and incentives • Take advantage of our sales, marketing and technical expertise and support resources • Be protected and supported in your projects • Have confidence in the consistency of our Program, which has clearly defined and applied policies At Honeywell, we design leading technologies that create fluent, agile workflows to optimise processes, improve operational performance and thereby drive our customers’ success. Since 2007 we have been on an aggressive investment path to becoming a leading provider of hardware, software and services in the data collection and information management industry. Now positioned as a market leader, our product portfolio is the broadest in the industry. What’s more, the portfolio is comprised of innovative products and solutions developed with extensive customer insight and application expertise. Simply put, our solutions enable our Partners to compete with confidence, and win. Honeywell will conduct an official review of Partner Performance on an annual basis and will also monitor performance throughout the year. As you meet higher level requirements we will be happy to discuss promotion to the next tier at any time during the year. The highest tier recognises exceptional technical and sales abilities along with the achievement of required revenue thresholds, and rewards these assets with maximum benefits. • Complete application and partner profile • Provide name of company and all affiliated companies • Realise less than 50% of revenue from online sales Platinum Gold Silver √√√ √√ √ <50% Online Revenue √ √ √ Quarterly Business Review √ Bi-Annual - Collaborative & Business & Marketing Planning Quarterly Bi-Annual - Field Sales Force √ √ √ Trained & Accredited Sales Staff 4 2 1 Trained & Certified Technical Staff 2 1 1 Offer End User Technical Support √ √ √ Named Marketing Resource √ Optional - √√ √ - POS Reporting (on request) √ √ √ Lead Reporting √ √ √ Utilisation of Partner Tools √ √ √ Achieve Annual Revenue Threshold Access to Market Development Funds (MDF) This tier is for Partners who have developed an increased knowledge of Honeywell solutions and achieved target revenue thresholds. Gold Partners receive a wide range of Program benefits. Tiered Benefits that Grow • Commit to keeping partner website, linking to Honeywell website or using Honeywell’s content syndication tool with Your Business The Honeywell Performance Partner Program is designed to provide you with the right set of benefits to meet your business needs. As your commitment to Honeywell grows you will be able to move up the Partner tiers and access additional features. Each partner tier features a set of benefits – tools, pricing discounts and growth rebates, plus sales, service and marketing support – designed to help you grow your business in partnership with Honeywell. 4 The Silver tier is the entry level of the Performance Partner Program, enabling Partners with smaller annual Honeywell revenues to access key benefits that will enable business growth. Honeywell Scanning & Mobility | Performance Partner Program 5 Honeywell Performance Partner Program Benefits The Performance Partner Program brings members our strongest line-up of benefits to help you grow your business profitably with Honeywell. As well as tiered financial benefits, the Program provides a wide range of value-add tools to assist you at every stage of the sales cycle. Platinum Pricing Discount Project Registration Growth Rebate Demo Program Leads Partner Portal Access SFDC Licenses Training MDF Funding Program Logo Use Collaborative Business Planning Partner Advisory Council Service Support Marketing Support Partner Support Partner Event Access to NPI Exclusive Promotions 6 Gold Silver √√√ √√ √ √ √ √ √√ √ - Up to 70% Discount off List Price Up to 70% Discount off List Price Up to 70% Discount off List Price √√ √ - √ √ √ √√ √ Web Interface In Person, Online Online Online 1.5% Rule of thumb, as merited As merited on approved QBR No (on approved plans for selected growth targets only) √√ √ - Quarterly Bi Annual Tied to MDF √ By Invitation - Phone, Email Email Email Channel Marketing Manager, Partner Concierge Partner Concierge Partner Concierge Partner Manager, Solutions Architect Inside or territory sales Distributor √ By Invitation By Invitation BDU Program, Information Information Information √ By Invitation By Invitation Marketing Solutions Driving Business Growth Honeywell understands the value of and need for marketing support as a strategic component of our Performance Partner Program. We have industry leading programs and tools to help you generate best-in-class marketing campaigns that drive customer acquisition and retention and deliver genuine business growth. Honeywell supports Partners in every stage of the sales cycle from generating and converting leads, to protecting your business and providing the right pricing to close the deal. These benefits are all exclusive to Performance Partner Program members. Marketing Development Funds (MDF) Honeywell understands the value of your contributions to our business. Project Registration rewards Partners who engage Honeywell early in the sales cycle, and provide value added solutions. Honeywell will continue to provide funding to support marketing activities that create demand, generate leads and grow our mutual business through our new MDF Program. MDF funding will be allocated to lead generation activities that show strong ROI potential and support the collaborative business plan. Project Registration & Pricing Support In competitive situations, Partners can also apply for further discount to help win deals involving comparable products from other vendors. Lead Generation Demo Program We allocate a significant proportion of our annual marketing budget to generating leads for our Partners. As a Performance Partner Program Platinum or Gold member you will have access to leads generated from the wide range of campaigns we implement. The new Honeywell Demo Program provides deep discounts on products for use in customer and event demonstrations, demo centres, training and proof of concept activities. Honeywell Partner Concierge Partner Concierge is a ground-breaking marketing resource for our Partners, enabling you to cost-effectively target, develop, customise and execute a wide range of powerful and effective marketing campaigns. Concierge includes all of Honeywell’s end user marketing campaign assets (which are free of charge for you to co-brand), along with a wide range of marketing consultancy and delivery services to help build strategic marketing plans that deliver measurable ROI. www.partnerconcierge.com Automatic Website Content Integrated Salesforce.com Platform Salesforce.com is Honeywell’s integrated management system, through which our Partners can access a variety of tools to drive their business including: • Collaborative business planning • Project Registration Discount, Demo discount and deal support • MDF funding and lead management • Training & Accreditation Training & Accreditation Alongside the new Program we are launching a new suite of training and accreditation opportunities to complement your business and train your workforce. This will include online and classroom based sales and technical training. Honeywell’s content syndication platform vastly reduces the time and resources required to release new and updated content about Honeywell solutions to your website. Requiring minimal set up, our solution automatically updates your website and serves as an active marketing tool, generating leads for you. Honeywell Scanning & Mobility | Performance Partner Program 7 For more information on our products: www.honeywellaidc.com Honeywell Scanning & Mobility Nijverheidsweg 9-13 5627 BT Eindhoven The Netherlands +31 40 711 00 41 www.honeywell.com © 2014 Honeywell International Inc.