PAGE 14
PARTNER BRIEF
WEARABLE PRODUCT FAMILY
QUALIFYING YOUR CUSTOMER
The following questions will help uncover underlying
needs that can be addressed with the Motorola
Wearable Product Family:
Uncover the opportunity and areas where the
strengths of Motorola’s Wearable Product
Family are key selling points:
• What is your company’s inventory accuracy? Order
cycle turnaround time? Shipping accuracy? Cost of
shipping/transaction error?
• Do your workers handle boxes, goods, packages,
and products?
• Are workers currently using handheld scanners or
terminals, and if so…
– Is it burdensome for workers to holster these
devices to handle boxes or goods?
– Would productivity improve if workers could
easily handle items while interacting with the
mobile computer?
– Do handheld devices ever incur damage while
they are set aside?
• Do you need/use voice-based and text-based picking
in different parts of your warehouse?
• Could you benefit from a flexible solution that
supports both voice-directed applications, as well as
full computing for rich error and exception handling?
– If your customer is not interested in a full
computing platform, then position the voice-
dedicated WT41N0 VOW with a qualified partner
and RCH51 headset (the latter only if supported by
the voice partner’s application).
• Do workers need to wear their terminal/scanner
throughout their entire shift? Are device comfort and
ergonomics key concerns?
• In what type of environmental conditions will
the devices be used, and in how many different
temperature zones?
• In what lighting conditions will the devices be used?
• Will workers need to use voice-directed applications
in noisy environments?
• What types of bar codes are used throughout your
enterprise — 1D, 2D, PDF417? Do you have a need
today or anticipate a need in the future to capture 2D
and PDF417 codes?
• Will workers share parts of the wearable system
— for example the rugged headset or ring scanner?
Would you and your employees appreciate the
increased hygiene that user-replaceable parts deliver?
Uncover any upgrade opportunity:
• Do you currently have RS1, WS1200, or SRS-1 ring
scanners deployed with the WSS10xx wearable?
• Where (in what departments), how are they being
used, and what specific applications are in use?
Service-related questions:
• What level of post-sales service and support do
you expect?
• How long can you afford to be without your product?
• Is turnaround time flexible? Is cost more important
than turnaround time?
• What is the impact of downtime on your business?
• Do you regularly download software updates for
your devices?
• If we could offer you a service plan that covers your
investment from accidental breakage for a one-time
upfront cost, would you be interested?
ENTERPRISE MOBILITY SERVICES
OPPORTUNITY
As our partner in selling Motorola products, you can
benefit from offering your customers a complete
solution that includes Enterprise Mobility Services.
Selling services up front with the product results in
a higher attachment rate. In addition, it provides a
unique opportunity to increase your profit margin while
providing a renewable revenue stream for your business.
Motorola’s flexible, channel-ready services are designed
to give your customers the services they need — when
and where they need them. In addition, Enterprise Mobility
Services benefit your customers’ businesses by:
Comments to this Manuals