MC3100 Partner Brief - Janus Barkod Teknolojileri

MC3100 Partner Brief - Janus Barkod Teknolojileri
partner brief
MC3100 Partner Brief
Executive Summary
Mobility solutions continue to be a key priority in
retail and warehousing, helping companies hone
their competitive edge by reducing cycle times
and mistakes, increasing worker productivity and
throughput. The MC3100 Series from Motorola
brings seamless anytime mobility to key-based
applications inside the four walls — in the aisles
of the retail store, in the warehouse, on the
loading dock and out in the yard. With this robust
and affordable mid-range device, your retail and
warehouse customers will have the power to do
more with less, reducing costs while boosting
customer satisfaction and the bottom line.
Building on the category leading Motorola MC3000
mobile computer, the MC3100 Series leverages
Motorola’s new Mobility Platform Architecture (MPA)
2.0, offering advanced computing power, industryleading data capture options, enhanced security and
superior ergonomics. The rugged and ergonomic
device easily integrates into your customer’s existing
technology environment — 802.11a/b/g supports
deployment on virtually any wireless LAN. And
backward compatibility with the entire MC3000
accessory ecosystem plus the ability to easily port
existing applications developed for the MC3000
and other Motorola mobile computers provides a
cost-effective upgrade path to the latest in mobile
computing technology for the very large MC3000
installed base.
The MC3100 is purpose-built for demanding
environments within the enterprise walls. Its rugged
specifications meet applicable MIL-STD and IEC
specs for drop, tumble and sealing, dramatically
reducing repair costs and downtime. The
Polycarbonate Insert Mold Decorated (IMD) keypad
greatly improves keypad durability. In addition,
compatibility with Motorola’s Mobility Suite provides
comprehensive management solutions that drive
device management costs to a new low. The result
is an exceptional return on investment (ROI) and low
total cost of ownership (TCO).
New features include Motorola’s Interactive Sensor
Technology (IST), enabling leading edge motionbased applications such as power management,
free-fall event logging and dynamic screen
orientation. In addition, the ability to utilize the
motion-based data in custom applications allows
your customers to maximize the value of motion
sensing technology. And a new rugged audio jack
ensures voice quality for wired headsets, providing
support for voice-directed applications, such as
voice picking.
The MC3100 also offers enhanced security.
Support for FIPS 140-2 combines with support for
the most advanced wireless LAN encryption and
authentication algorithms, enabling compliance with
the most stringent industry regulations, including
sensitive government applications. And an integrated
UHF Gen 2 RFID tag in the MC3100 allows any
enterprise customer who has already deployed
RFID portals or handhelds to automatically track the
movement and location of their mobile computers
for real-time inventory and enhanced accountability
— right out of the box.
Six different models are available, providing your
customers with the flexibility to meet the specific
needs of their applications and end users. Form
factors include a straight-shooter for standard
scanning, gun for scan-intensive applications
or a rotating turret that enables user to adjust
scanning position. All three models offer a choice
of operating systems: Microsoft Windows Mobile
6.X Classic for a familiar and intuitive interface that
reduces training time or Windows CE 6.0 Pro for
a robust programming environment that supports
the development of rich custom applications. And
all models are available with a variety of keypads,
allowing your customers to meet the needs of
virtually any application — from heavy text entry to
calculator-style numeric data.
The MC3100 also offers industry-leading high
performance scanning. Your customers can choose
between the Symbol SE950 1D laser scanner or the
Symbol SE4500 1D/2D imager. The SE950 enables
rapid and accurate capture of all 1D symbologies,
while the revolutionary SE4500 redefines imaging
technology — offering laser-like performance on 1D
bar codes and equally stunning performance on 2D
bar codes.
Last, the MC3100 presents an excellent opportunity
to update the large existing MC3000 installed base.
The MC3100 is 100 percent compatible with the
existing MC3000 accessory ecosystem, allowing
customers to leverage their existing investment
mobility investment. And since Motorola’s mobile
computers are all built on a common platform
— including the MC3000 — existing applications can
be seamlessly migrated to the MC3100. The result
is the ability to offer your customers the advantages
of the latest in mobile computing technology — at a
lower cost.
The market opportunity
Following is an assessment of the total available
market, as well as the product positioning by market
application, geography, company size and more.
What the experts are saying
Recent reports from leading technology research
firms, Gartner Group, VDC Research Group and
Forrester Research, show that mobility solutions
remain a priority for today’s enterprises due to their
ability to help companies better navigate through
tough financial times by cutting costs, increasing
worker productivity and efficiency and improving
throughput. All three research firms cite continued
growth in the industry, illustrating the resilience of
the mobility market — even in a down economy.
For example, Gartner1 sees continued growth in
the rugged mobile computing market, predicting
a 5 percent increase to $3.15 billion in 2009.
Gartner expects “slow but steady market growth
in the range of 8% to 13% compounded annually,
punctuated by occasional periods of rapid growth
brought on by new technologies.”
In the same Gartner report, Motorola received the
highest vendor rating — ‘Strong Positive’ — which is
defined as a company that is viewed as a provider of
strategic products, services and solutions, with:
•
Customers who are continuing with planned
investments
•
Potential customers who consider this vendor a
strong choice for strategic investments
According to VDC Research Group2, “the
fundamentals in this market remain sound, especially
considering the material productivity benefits to be
gained and the increase in strategic importance of
mobile and wireless investments among enterprise
and government organizations.” The company
predicts an anticipated increase from $2.686 B in
2008 to $3.294 B in 2013 — just over 22 percent in
five years.
Motorola Mobility Architecture eXtensions (MAX)
The MC3100 Series incorporates several Motorola Mobility Architecture eXtensions (MAX) — a set of
Motorola unique features that allows your customers to maximize the value of Motorola mobile computers
through a superior return on investment (ROI) and total cost of ownership (TCO). Motorola MAX turbo
charges Motorola mobile computers, driving ease-of-use, ease-of-management, flexibility, modularity and
lifecycle to new heights.
The MC3100 offers the following Motorola MAX features:
Motorola MAX Rugged
With MAX Rugged, you can count on a device built for the most demanding business environments. All
MAX Rugged devices offer three specifications:
• Mechanical stress testing — a drop specification performed across the entire temperature range
• Mechanical endurance testing — a tumble specification that defines the number of consecutive
drops the device can endure
• Environmental sealing
Motorola MAX Secure
MAX Secure provides your customers with an array of security features that ensures secure
communications in the most sensitive environments — including government and public safety.
Features include:
• FIPS 140-2 certification
• Fusion 3.0 or higher, which provides support for:
– virtually all of today’s wireless LAN authentication and encryption protocols
– Cisco CCXv4
– many value-add security features over either Motorola or Cisco WLAN infrastructure
Motorola MAX Sensor
Motorola MAX Sensor offers true enterprise class Interactive Sensor Technology (IST) that
allows today’s businesses to more fully leverage the value of motion sensing technology. The
integrated accelerometer enables dynamic screen orientation and improved power management —
and the open architecture allows organizations to access and integrate accelerometer data into
customized applications.
Motorola MAX Data Capture
With MAX Data Capture, your customers can count on advanced data capture functionality, including:
best-in-class 1D laser scanners and 2D imagers. In addition, with MAX Data Capture, your customers
won’t have to choose between data capture functions — they can integrate the data capture options
needed to best serve their business, all in a single Motorola mobile computer.
Strong upgrade opportunity
The MC3100 offers an excellent upgrade opportunity for the MC3000’s existing base of more than 750,000
customers. Many in this large installed base may be looking to upgrade their mobility solution and take
advantage of the MC3100’s many advantages — including the more powerful platform, the new SE4500 2D
imager engine, MPA 2.0 architecture, and enhanced rugged design. Motorola’s common platform ensures
that custom applications created for the MC3000 or other Motorola mobile computers can be easily ported
to the MC3100 devices and the MC3100 is also backward compatible with the entire MC3000 accessory
ecosystem. As a result, you can offer your MC3000 customers the opportunity to migrate to the latest
mobility technology, without the high costs and complexity typically associated with such an upgrade.
Market positioning: competitive products
As the chart below illustrates, the MC3100 Series allows you to offer your customers a great value — more
features and superior performance at a lower cost.
Price Performance Comparison: MC3100
Figure 1
Target markets and applications
The MC3100 Series is targeted at the following
markets and users.
Market
Applications
Retail
•
•
•
•
•
•
•
•
Warehouse management
Price audits/changes
Store receiving
Picking and putaway
Inventory management
In-store communications
Voice-directed applications
Label printing
•
•
•
•
•
•
Warehouse management
Picking and putaway
Returns processing
Voice-directed applications
EDI transactions
Yard management
Users:
Receiving dock
personnel, warehouse
personnel, supervisors,
in-store personnel
Warehouse/
distribution
Users:
Warehouse personnel,
loading-dock personnel,
supervisors
Government: Federal
and State & Local
• Warehouse management
• Asset management
• Voice-directed applications
Users:
Warehouse personnel,
loading-dock personnel,
supervisors
Target customer: prospect titles
During the sale of the MC3100, you can expect to
work with several key players:
Primary decision makers:
• CIO
•
Director of IT
Other players:
• Business Line VP or Director (for example:
customer service or warehouse operations)
•
RFP Project Manager/Purchasing Director
Business proposition
This section outlines the investment required to
sell the MC3100 Series, the revenue opportunities
associated with hardware and accessories, as well
as the incremental revenue opportunities associated
with software application development and advanced
services.
Your investment
The investment required by Motorola business
partners to sell the MC3100 is summarized in the
following chart:
Description
Approximate Cost
Motorola Sales Tools
Available at no cost
Certification Costs
Not required
Cost for Demo Units
Available for purchase
Market opportunity by company size
Figure 2:
Market Pyramid for MC3100: 2009/2010
Figure 3:
Market Pyramid for MC3100: 2011/2012
Tier 3:
30%
Small
Businesses
(1-99 employees)
Midsize companies
(100-999 employees)
Enterprise
(1000+ employees)
Tier 3:
35%
Small
Businesses
(1-99 employees)
Tier 2:
50%
Tier 1:
20%
Midsize companies
(100-999 employees)
Tier 2:
40%
Tier 1:
25%
Enterprise
(1000+ employees)
Hardware revenue: devices and accessories
The following charts list the available MC3100 Series configurations, as well as the available accessories
and peripherals.
For a complete and up-to-date list of all available configurations for the MC3100 Series, please refer to
Solution Builder.
Customer Order P/N
Description
Discount
Category
List Price
Rotating Turret Models
MC3100-RL3S01E00
Batch, Bluetooth, Limited Audio, Rotating Head, 1D
Laser SE950, Color-touch display, 38 Key, Standard
Capacity Battery, CE 6.0 Pro, 128MB RAM/256MB
ROM, English, World Wide
1A
$1,295
MC3190-RL2S02E0W
802.11 a/b/g, Bluetooth, Full Audio, Rotating Head, 1D
Laser SE950, Color-touch display, 28 Key, Standard
Capacity Battery, CE 6.0 Pro, 128MB RAM/512MB
ROM, English, World Wide excluding United States
1A
$1,595
MC3190-RL3S02E0W
802.11 a/b/g, Bluetooth, Full Audio, Rotating Head, 1D
Laser SE950, Color-touch display, 38 Key, Standard
Capacity Battery, CE 6.0 Pro, 128MB RAM/512MB
ROM, English, World Wide excluding United States
1A
$1,595
MC3190-RL2S12E0W
802.11 a/b/g, Bluetooth, Full Audio, Rotating Head, 1D
Laser SE950, Color-touch display, 28 Key, Standard
Capacity Battery, WM 6.1 Classic, 128MB RAM/512MB
ROM, English, World Wide excluding United States
1A
$1,645
MC3190-RL4S12E0W
802.11 a/b/g, Bluetooth, Full Audio, Rotating Head, 1D
Laser SE950, Color-touch display, 48 Key, Standard
Capacity Battery, WM 6.1 Classic, 128MB RAM/512MB
ROM, English, World Wide excluding United States
1A
$1,645
MC3190-RL3S02EIW
802.11 a/b/g, Bluetooth, Full Audio, Rotating Head, 1D
Laser SE950, Color-touch display, 38 Key, Standard
Capacity Battery, CE 6.0 Pro, 128MB RAM/512MB
ROM, English, Interactive Sensor Technology, World
Wide excluding United States
1A
$1,620
MC3190-RL3S02E0U
802.11 a/b/g, Bluetooth, Full Audio, Rotating Head, 1D
Laser SE950, Color-touch display, 38 Key, Standard
Capacity Battery, CE 6.0 Pro, 128MB RAM/512MB
ROM, English, United States only
1A
$1,595
MC3190-RL4S12E0U
802.11 a/b/g, Bluetooth, Full Audio, Rotating Head, 1D
Laser SE950, Color-touch display, 48 Key, Standard
Capacity Battery, WM 6.1 Classic, 128MB RAM/512MB
ROM, English, United States only
1A
$1,645
MC3190-RL3S02EIU
802.11 a/b/g, Bluetooth, Full Audio, Rotating Head, 1D
Laser SE950, Color-touch display, 38 Key, Standard
Capacity Battery, CE 6.0 Pro, 128MB RAM/512MB
ROM, English, Interactive Sensor Technology, United
States only
1A
$1,620
MC3190-SL3H02E0W
802.11 a/b/g, Bluetooth, Full Audio, Straight Shooter, 1D
Laser SE950, Color-touch display, 38 Key, High Capacity
Battery, CE 6.0 Pro, 128MB RAM/512MB ROM, English,
World Wide excluding United States
1A
$1,645
MC3190-SI2H02E0W
802.11 a/b/g, Bluetooth, Full Audio, Straight Shooter, 2D
Imager SE4500, Color-touch display, 28 Key, High
Capacity Battery, CE 6.0 Pro, 128MB RAM/512MB
ROM, English, World Wide excluding United States
1A
$1,795
Straight Shooter Models
Customer Order P/N
Description
Discount
Category
List Price
Straight Shooter Models, contd.
MC3190-SI3H02E0W
802.11 a/b/g, Bluetooth, Full Audio, Straight Shooter, 2D
Imager SE4500, Color-touch display, 38 Key, High
Capacity Battery, CE 6.0 Pro, 128MB RAM/512MB
ROM, English, World Wide excluding United States
1A
$1,795
MC3190-SI4H02E0W
802.11 a/b/g, Bluetooth, Full Audio, Straight Shooter, 2D
Imager SE4500, Color-touch display, 48 Key, High
Capacity Battery, CE 6.0 Pro, 128MB RAM/512MB
ROM, English, World Wide excluding United States
1A
$1,795
MC3190-SL3H02E0U
802.11 a/b/g, Bluetooth, Full Audio, Straight Shooter, 1D
Laser SE950, Color-touch display, 38 Key, High Capacity
Battery, CE 6.0 Pro, 128MB RAM/512MB ROM, English,
United States only
1A
$1,645
MC3190-SI3H02E0U
802.11 a/b/g, Bluetooth, Full Audio, Straight Shooter, 2D
Imager SE4500, Color-touch display, 38 Key, High
Capacity Battery, CE 6.0 Pro, 128MB RAM/512MB
ROM, English, United States only
1A
$1,795
MC3190-SI4H02E0U
802.11 a/b/g, Bluetooth, Full Audio, Straight Shooter, 2D
Imager SE4500, Color-touch display, 48 Key, High
Capacity Battery, CE 6.0 Pro, 128MB RAM/512MB
ROM, English, United States only
1A
$1,795
MC3190-GL3H02E0W
802.11 a/b/g, Bluetooth, Full Audio, Gun, 1D SE950,
Color-touch display, 38 Key, High Capacity Battery, CE
6.0 Pro, 128MB RAM/512MB ROM, English, World
Wide excluding United States
1A
$1,795
MC3190-GL4H02E0W
802.11 a/b/g, Bluetooth, Full Audio, Gun, 1D SE950,
Color-touch display, 48 Key, High Capacity Battery, CE
6.0 Pro, 128MB RAM/512MB ROM, English, World
Wide excluding United States
1A
$1,795
MC3190-GL3H12E0W
802.11 a/b/g, Bluetooth, Full Audio, Gun, 1D SE950,
Color-touch display, 38 Key, High Capacity Battery, WM
6.1 Classic, 128MB RAM/512MB ROM, English, World
Wide excluding United States
1A
$1,845
MC3190-GI3H02E0W
802.11 a/b/g, Bluetooth, Full Audio, Gun, 2D SE4500,
Color-touch display, 38 Key, High Capacity Battery, CE
6.0 Pro, 128MB RAM/512MB ROM, English, World
Wide excluding United States
1A
$1,945
MC3190-GI2H12E0W
802.11 a/b/g, Bluetooth, Full Audio, Gun, 2D SE4500,
Color-touch display, 28 Key, High Capacity Battery, WM
6.1 Classic, 128MB RAM/512MB ROM, English, World
Wide excluding United States
1A
$1,995
MC3190-GI3H12E0W
802.11 a/b/g, Bluetooth, Full Audio, Gun, 2D SE4500,
Color-touch display, 38 Key, High Capacity Battery, WM
6.1 Classic, 128MB RAM/512MB ROM, English, World
Wide excluding United States
1A
$1,995
MC3190-GL2H02EIW
802.11 a/b/g, Bluetooth, Full Audio, Gun, 1D Laser
SE950, Color-touch display, 28 Key, High Capacity
Battery, CE 6.0 Pro, 128MB RAM/512MB ROM, English,
Interactive Sensor Technology, World Wide excluding
United States
1A
$1,820
Gun Models
Customer Order P/N
Description
Discount
Category
List Price
Gun Models, contd.
MC3190-GL3H02E0U
802.11 a/b/g, Bluetooth, Full Audio, Gun, 1D SE950,
Color-touch display, 38 Key, High Capacity Battery, CE
6.0 Pro, 128MB RAM/512MB ROM, English, United
States only
1A
$1,795
MC3190-GL4H02E0U
802.11 a/b/g, Bluetooth, Full Audio, Gun, 1D SE950,
Color-touch display, 48 Key, High Capacity Battery, CE
6.0 Pro, 128MB RAM/512MB ROM, English, United
States only
1A
$1,795
MC3190-GL3H12E0U
802.11 a/b/g, Bluetooth, Full Audio, Gun, 1D SE950,
Color-touch display, 38 Key, High Capacity Battery, WM
6.1 Classic, 128MB RAM/512MB ROM, English, United
States only
1A
$1,845
MC3190-GL4H12E0U
802.11 a/b/g, Bluetooth, Full Audio, Gun, 1D SE950,
Color-touch display, 48 Key, High Capacity Battery, WM
6.1 Classic, 128MB RAM/512MB ROM, English, United
States only
1A
$1,845
MC3190-GI3H02E0U
802.11 a/b/g, Bluetooth, Full Audio, Gun, 2D SE4500,
Color-touch display, 38 Key, High Capacity Battery, CE
6.0 Pro, 128MB RAM/512MB ROM, English, United
States only
1A
$1,945
MC3190-GI3H12E0U
802.11 a/b/g, Bluetooth, Full Audio, Gun, 2D SE4500,
Color-touch display, 38 Key, High Capacity Battery, WM
6.1 Classic, 128MB RAM/512MB ROM, English, United
States only
1A
$1,995
MC3190-GL2H02EIU
802.11 a/b/g, Bluetooth, Full Audio, Gun, 1D Laser
SE950, Color-touch display, 28 Key, High Capacity Battery, CE 6.0 Pro, 128MB RAM/512MB ROM, English,
Interactive Sensor Technology, United States only
1A
$1,820
MC3100 Accessories
Customer Order P/N
Description
Discount
Category
List Price
Cradles
CRD3000-1001RR
Single Slot Serial/USB Cradle with Spare Battery
Charging Only. Requires power supply (KT-14000-148R)
and country specific 3 wire grounded AC line cord, order
USB (25-68596-01R) or RS232 (25-63852-01R) cables
separately
1A
$160.00
CHS3000-4001CR
Four Slot Charge Only Cradle Only. Purchase power supply
(50-14000-241R), DC Line cord (50-16002-042R) and
country specific 3 wire grounded AC line cord separately
1A
$259.00
CRD3000-4001ER
Four Slot Ethernet Cradle Only. Purchase power supply
(50-14000-241R), DC Line cord (50-16002-042R) and
country specific 3 wire grounded AC line cord separately
1A
$509.00
Batteries and charging accessories
21-32665-45AR
MC3000 UBC Adapter; accommodates standard and high
capacity battery pack
1A
$90.00
UBC2000-I500DR
UBC 4 Slot base: Includes PS 50-14000-242R and DC
cable 50-16002-011Must Order US AC Line Cord
(23844-00-00R) separately
1A
$180.00
UBC2000-45AR
UBC KIT: Contains UBC Base (UBC2000-I500DR) and 4
UBC Adapters (21-32665-45AR)
1A
$275.00
Customer Order P/N
Description
Discount
Category
List Price
Batteries and charging accessories
SACX000-4000CR
MC50, MC70 and MC3000 4 slot battery charger.
Charges spare standard and high capacity batteries.
Includes shim for MC70. Requires 50-14000-148R PS
and country specific AC line cord
1B
$200.00
SACX000-410CR
MC70, MC50 and MC3000 4 slot charger kit, includes
charger and power supply. Order country specific 3 wire
grounded AC line cord separately
1B
$258.00
SACX000-411CR
MC70, MC50 and MC 3000 4 slot charger kit, includes
charger power supply
1B
$245.00
KT-32665-02R
Power supply kit for UBC adapter, Includes PS 50-140010013R, DC cable 50-16002-004R, and 4 rubber feet
1A
$100.00
50-14000-249R
Power Supply for charging cable
1B
$35.00
KT-14000-148R
Power Supply for Single Slot Cradle
1B
$45.00
50-14000-241R
Power Supply for 4-Slot Cradle
1A
$100.00
23844-00-00R
US AC Line Cord, 7.5FT 3 wire 1A
$10.00
50-16000-182R
Line Cord for 50-14000-249R PS (2 Wire)
1A
$5.00
50-16002-042R
DC Line Cord for Four Slot Cradles
1A
$41.00
BTRY-MC3XKAB0E
MC3000/MC3100 2740 mAh Spare Battery
1A
$68.00
BTRY-MC31KAB02
MC3100 4800 mAh Spare Battery
1A
$90.00
BTRY-MC3XKAB0E -10
MC3000/3100 2740 mAh Spare Battery; package of 10
1A
$476.00
BTRY-MC31KAB02-10
MC3100 4800 mAh Spare Battery; package of 10
1A
$630.00
25-67868-03R
USB Client Communication and Charging Cable
1A
$70.00
25-67869-03R
CBL: Charge, USB-Host
1A
$90.00
25-63852-01R
RS232 Cable for cradle
1A
$22.00
25-68596-01R
USB Client Communication Cable for CRD3000. This
cable connects between the MC3000 Serial Cradle and
the host system
1A
$17.00
25-67866-03R
RS232 Communication and Charging Cable
1A
$70.00
25-91514-01R
CBL ASSY: MC3000, ZEBRA ROAD WARRIOR PTR
1A
$105.00
25-67873-03R
MC3000 Auto Charge Cable 12V
1A
$150.00
25-70103-03R
MC3000 Charge Only Cable
1A
$55.00
25-91512-01R
MC3000 O’Neil MF2T Printer Cable
1A
$70.00
25-91513-01R
MC3000 Zebra QL Printer Cable
1A
$95.00
25-91514-01R
MC3000 Zebra Road Warrior Printer Cable
1A
$105.00
25-124389-01R
Headset Adapter cable: MC3100 2.5mm jack with unique
locking screw to bare wires
1A
TBD
25-124411-01R
Headset Adapter cable: MC3100 2.5mm jack with unique
locking screw to Headsets like VXI and RCH50
1A
TBD
Cables
Customer Order P/N
Description
Discount
Category
List Price
Soft goods
11-69293-01R
Fabric holster secures to a belt and includes shoulder
strap
1A
$65.00
8710-050005-01R
Plastic Holster secures to a belt
1A
$10.00
11-72959-04R
Rubber Boot for MC3090 Gun for both imager and laser
configurations
1A
$7.00
11-70899-04R
Rubber Boot for MC3000 for the brick imager
configuration
1A
$7.00
BOOTSCANTURRETR
Rubber Boot for MC3000 for the brick rotating head laser
configuration
1A
$10.00
11-76201-01R
Fabric Holster for MC3090 Gun for both imager and laser
configurations
1A
$70.00
SG-MC3021212-01R
Fabric Holster for MC3090 Gun for both imager and laser
configurations
1A
$70.00
11-08062-01R
Belt for Holster (11-64896-01)
1A
$32.00
SG-MC3123242-01R
Spare MC3100 Gun hand strap
1A
TBD
SG-MC3123243-01R
Spare MC3100 Turret and Straight Shooter hand strap
1A
TBD
MSR
1A
$250.00
KT-82057-03R
Screen protector; pack of 3
1A
$25.00
8710-050006-01R
Wall Mount Cradle Bracket for mounting Four-Slot
Cradles Only
1A
$35.00
KT-128372-01R
Kit: MC3100 1X battery door
1A
TBD
KT-128373-01R
Kit: MC3100 2X battery door
1A
TBD
KT-128374-01R
Kit: MC3100G 2X battery door 1A
1A
TBD
11-128366-01R
Audio jack cover for straight shooter, package of 5
1A
TBD
11-128366-02R
Audio jack cover for Rotate/Turret, package of 5
1A
TBD
11-128366-03R
Audio jack cover for Gun, package of 5
1A
TBD
KT-32665-01R
Kit: Wall Mount, UBC2000
1A
$26.00
Snap-on
MSR3000-100R
Miscellaneous
10
Software revenue
Application development provides a strong revenue
opportunity for software partners and system
integrators. Many customers will require the
development of new end-user or other supporting
software in order to develop meaningful enduser solutions — such as inventory management,
warehouse management, pricing lookup, receiving,
and more.
In addition, the MC3100 Series is compatible with
Motorola’s flagship mobile device management
solution, Mobility Services Platform (MSP), providing
an additional sales opportunity. With MSP, your
customers can easily and cost-effectively stage,
provision, monitor and troubleshoot MC3100 Series
and other Motorola mobile computers, all from a
single centralized console.
Integration and services revenue
Selling Enterprise Mobility Services as part of the
complete solution provides you with a significant
opportunity to earn more revenue and increase your
profit margin. Motorola’s flexible, channel-ready
services are structured to allow for a seamless
lifecycle model, fostering complete customer
satisfaction and reduced overall service delivery
costs. Enterprise Mobility Services agreements
deliver ongoing support and maintenance post
deployment, helping to ensure maximum uptime and
peak system performance for your customers. When
you resell Motorola’s Enterprise Mobility Services,
you ensure your customers get the services they
need — when they need them.
Industry research shows that customers are more
likely to select service plans when they’re bundled
with a hardware quote. As our partner in selling
Motorola products, it benefits you, as well as your
customer, to include Motorola’s industry-leading
services into each sale. There’s no better way to
give your customers total service peace of mind by
ensuring their investment is protected.
Key selling points
In this section, we take a look at the key product
differentiators of the MC3100 Series and questions
that can help you qualify an MC3100 sales opportunity.
Differentiators
Following are the key competitive advantages of the
Motorola MC3100 Series:
•
Rugged design: The MC3100 Series offers a
great balance between ergonomics and rugged
design. The device is able to withstand multiple
4-foot drops (1.2 meters) to concrete across
the entire temperature range, survive 500 1.64
ft. (0.5 meter) tumbles at room temperature
and has an IP54 sealing rating against dust and
moisture. In addition, the MC3100 features a
new Polycarbonate Insert Mold Decorated (IMD)
keypad to greatly improve keypad durability.
•
Multiple form factor options to meet diverse
business needs: Only the MC3100 Series offers
your customers the ability to select among three
form factors — rotating turret, straight shooter
and gun — operating systems, keypads and
scan engines.
•
Superior ergonomics: While the MC3100
features advanced computing power and data
capture capabilities, it also leverages the field
proven and popular lightweight ergonomic design
of the MC3000 family.
– Rotating turret: an adjustable scan head has
three scanning positions for Left, Right, and
Front scanning, allowing the user to adjust the
scanning position to suit the task for maximum
comfort and productivity.
– Straight shooter: offers a light and small
form factor.
– Gun: optimally balanced where the center of
mass is located at the grip location. This allows
for superior control and comfort.
•
Motorola MPA 2.0 best-of-breed platform:
Motorola’s new MPA 2.0 platform provides the
latest best-in-class technology architecture. The
MC3100 features one of the fastest processors
in its device class, robust memory and large
expandable user-accessible memory. As a result,
the platform offers the power to support advanced
applications in this mid-range device class.
11
•
•
•
12
Motorola MAX Sensor — enterprise-class
motion sensing: The MC3100 is the only
device in its class to offer Interactive Sensor
Technology — and true enterprise class
interactive sensing applications. Right out of
the box, the device offers the most common
feature, dynamic screen orientation, as well
as an array of power management features.
In addition, the ability to access and integrate
accelerometer data into customized applications
allows enterprises to more fully leverage the
value of sensing technology, such as a ‘mandown’ application to improve employee safety
or the ability to track the number of device
drops to improve employee accountability.
Motorola MAX Secure: The MC3100 is the
only device in its class to offer FIPS 140-2
certification in addition to the latest encryption
and authentication protocols, ensuring
protection for even sensitive government
data. The MPA 2.0 platform includes Fusion
3.0, which provides support for virtually all
of today’s wireless LAN authentication and
encryption protocols, including; WPA2 (Personal
or Enterprise), 802.1x; EAP-TLS; TTLS (CHAP,
MS-CHAP, MS-CHAPv2, PAP or MD5); PEAP
(TLS, MSCHAPv2, EAP-GTC); LEAP, EAPFAST (TLS, MS-CHAPv2, EAP-GTC). Windows
Mobile 6.X Classic provides additional security
features. And the availability of Motorolatested and validated 3rd party Virtual Private
Networks (VPNs) ensures the end-to-end
secure transmissions required in government
applications and to meet regulatory mandates
for PCI in retail operations, HIPAA in healthcare
organizations and more.
Motorola MAX Data Capture: The MC3100
offers best-in-class advanced data capture
technology, providing support for either a 1D
laser scanner or 2D imager. The Symbol SE950
1D laser scanner enables rapid and accurate
capture of all 1D symbologies — including
damaged and poor quality bar codes. And the
world class 2D imager sets a new standard for
2D imaging, providing aggressive performance
and extraordinary scan speeds on both 1D and
2D bar codes, as well as the ability to capture
direct part marks, still images and documents.
As a result, your customers can benefit from
the versatility of 2D imaging without having to
sacrifice scan performance.
•
High Resolution Display: The MC3100
display (320 by 320 resolution) provides 30
percent greater resolution than QVGA displays
— offering greater detail when viewing text or
video. A resistive touch panel is standard on all
configurations allowing customers to incorporate
touch input into their applications.
•
Investment protection: Enterprise Mobility
Services are one of the top differentiators
of Motorola products. Customers rely on
Motorola to keep their businesses running. Help
them protect that investment with the most
complete services Motorola has ever offered.
For the MC3100, customers can protect their
investment with Service from the Start with
Comprehensive Coverage. This unique service
sets the standard for post-deployment support by
covering normal wear and tear, as well as internal
and external components damaged through
accidental breakage. It also entitles customers
to the technical software support and software
downloads they need to help keep their device
operating at peak performance levels. And should
the MC3100 require repair, Motorola will replace
missing or damaged styluses, screen protectors,
hand straps and battery doors (where applicable)
for no additional charge at the time the device is
returned to the service center. There’s no better
way to give your customers total peace of mind.
•
Motorola Mobility Suite Software
– World-class centralized device management:
The MC3100 is compatible with Motorola’s
Mobility Suite, providing your customers with
extraordinary centralized control of the MC3100
and other Motorola mobile computers,
improving security and driving device
management costs to a new low. For example,
Mobility Services Platform (MSP) enables
remote staging, provisioning, monitoring and
troubleshooting of all your customer’s Motorola
mobile computers, regardless of where in the
world they are located.
– Mobile Application Utilities: Motorola’s
Mobile Application Utilities provide a variety
of functions to help enterprises maximize the
value of Motorola devices.
» Terminal Emulation (TE) enables the rapid,
easy and cost-effective extension of
mainframe based solutions by allowing
mobile users to access applications on host
systems. Terminal Emulation (TE) clients
are available for the MC3100 and TE is prelicensed on the MC3190-G configurations.
•
Who is the intended user group (for example,
warehouse personnel, loading dock personnel)?
•
What applications are you looking to create (new)
or mobilize (existing)?
•
Are your mobile workers currently using mobile
computers? If so:
» AppCenter protects worker productivity
by enabling enterprises to control which
software applications and device features
are accessible to mobile workers. AppCenter
is available for MC3100 devices at no
additional charge.
– Which manufacturer and model?
– Is the device performing to your enterprise
standards from both a processing power and
durability point of view?
– What do you see as the benefits and limitations
of this device?
» PocketBrowser substantially reduces
application development costs by enabling
the rapid development of robust mobile webbased applications that incorporate advanced
data capture functionality, such as bar code
scanning, RFID, signature capture and more.
– How easy is it to manage the mobile devices
(initial provisioning, updating of firmware
and configuration, troubleshooting)? Does
management of the mobile devices create any
internal issues?
» Mobile Security: The Motorola Mobility Suite
Uncover the opportunity and areas where the
includes a Mobile Virtual Private Network
strengths of the MC3100 are key selling points:
(MVPN) for secure communications. The
SSL Mobile VPN (AirBEAM Safe) allows
• How important are device size and ergonomics?
enterprises to leverage the power of mobility
Will the device be used in scan-intensive
by providing mobile workers with easy-toapplications?
use secure wireless access to the Internet,
corporate intranet and applications — without • In what type of environmental conditions will the
devices be used?
compromising security.
For more information on Motorola’s Mobility Suite
of software products, please visit:
www.motorola.com/mobilitysuite
•
Do you find environmental issues such as
extreme temperature fluctuations, water/
moisture humidity and excessive vibration an
issue with your current technologies? (Note that
this is a primary source of failure for consumer
grade devices. As a result, rugged devices
are significantly less expensive to operate and
maintain, and offer a 4-5 year life span vs. the 2-3
year lifecycle of consumer grade devices. Source
- VDC and Gartner research)
•
What is the repair rate on your existing mobile
technology? (Note that consumer grade devices
can have a repair rate greater than 40 percent.)
•
Do you have ‘plug-in devices’ that connect to
your existing mobile devices, such as bar code
scanners, wireless cards, cameras and document
scanners? (These plug-in devices represent a
significant source of failure when the device
is dropped.)
Qualifying your customer
The following questions will help uncover underlying
needs that can be addressed with the Motorola
MC3100 Series.
Uncover the business problem:
•
•
What business problem are you trying to solve,
what business process are you trying to improve
or what business initiative are you trying to
accomplish through the use of a mobile device?
Are you still running a primarily “paper based”
inventory management system? What benefits
would you realize if you could replace paper with
real-time processes and automate data capture to
eliminate the opportunity for data errors?
13
•
What bar code symbologies do you need to
support? Do you require 2D bar code imaging
now or in the future? Do you need to capture
direct part marks?
•
Have you deployed or are you planning to deploy
RFID? Would your organization benefit from the
ability to automatically track the movement and
location of MC3100 devices?
Uncover the technical environment:
•
What security protocols are currently in use?
•
What security protocols are required in your
mobility solution?
•
What back-end systems will you need
to integrate?
Service related questions:
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:
•
Providing expert product repair and telephone
technical support
•
Ensuring they get the most value from their
Motorola investment
•
Protecting their investment in our technology
•
What level of post-sales service and support do
you expect?
The following Enterprise Mobility Services are
available to keep the MC3100 Series operating at
peak performance throughout its lifecycle:
•
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?
Service from the Start is a prepaid Service
Center Support program that delivers priority
telephone support and rapid turnaround times for
products in need of repair. Service from the Start
agreements provide multiple years of seamless
coverage at significant cost savings when
purchased alongside the hardware.
•
Do you regularly download software updates for
your devices?
•
•
If we could offer you a service plan that covers
your MC3100 investment from accidental
breakage for a one-time upfront cost, would you
be interested?
Service Center Support enhances warranty
coverage by providing rapid turnaround times
for products in need of repair. Service Center
Support agreements include telephone
access to our technical support resources for
troubleshooting and give customers the peace
of mind of knowing their equipment is expertly
repaired to its original factory specifications.
Services opportunity
As our partner in selling Motorola products, you can
benefit from offering your customers a complete
solution that includes Enterprise Mobility Services.
14
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.
Customer
Services
Service from
the Start —
Bronze with
Comprehensive
Coverage
Service from the
Start — Gold with
Comprehensive
Coverage
Service Center
Support — Bronze
Service Center
Support — Gold
Motorola
Enterprise
Mobility Software
Support
Service Description
• Multiple years of seamless coverage at a
one-time cost
• Coverage includes:
– Normal wear and tear
– Internal and external components
damaged through accidental breakage
– Select accessories that ship together with
the MC3100
» Includes styluses, screen
protectors, hand straps and battery
straps where applicable
• Depot repair with 3-day in-house turnaround
time for Bronze-level service
• Advance device replacement for Gold-level
service
• Full access to technical support resources
• Rights to download software releases and
supporting documentation
• Seamless coverage, renewable in one- or
three-year increments
• Depot repair with 3-day in-house turnaround
time for Bronze-level service
• Advance replacement for Gold-level service
• Full access to technical support resources
• Rights to download software releases and
supporting documentation
• Full access to technical support resources
• Rights to download software releases and
supporting documentation
Time of
Purchase
Up front with
the hardware
(prepaid) or
within 30 days
thereafter
Length of
Coverage
Service Part
Number
Three years
SSB-MC31XX-30
Five years
SSB-MC31XX-50
Three years
SSG-MC31XX-30
Five years
SSG-MC31XX-50
One year
SCB-MC31XX-10
Three years
SCB-MC31XX-30
One year
SCG-MC31XX-10
Three years
SCG-MC31XX-30
One year
SWS-EMHW-0250-10
SWS-EMHW-1000-10
SWS-EMHW-5000-10
Three years
SWS-EMHW-0250-30
SWS-EMHW-1000-30
SWS-EMHW-5000-30
Five years
SWS-EMHW-0250-50
SWS-EMHW-1000-50
SWS-EMHW-5000-50
Any time
Any time
Part numbers and pricing are subject to change. Please refer to Solution Builder for the most up-to-date information
and global pricing.
You have an excellent opportunity to upsell Service from the Start
programs with the MC3100. Service from the Start guarantees a
specific level of support for your customers’ mission-critical mobility
operations. Customers can pay “a little now” for extended services or
pay “a lot later” in the event of a repair and lost downtime.
15
Sales tools
This section details the product classification, where you can find additional information, available training
and certification programs, and dates of availability.
Key dates
Rev. A: October 12
First Customer Ship (FCS): October 26
Product announcement (press release): November 2
General availability (GA): November 25
Sales and reference materials
For the latest information and sales support materials, please visit the following resources:
Partner Hallway:
http://www.symbol.com/partner-reception
MC3100 Series Product Home:
http://www.motorola.com/mc3100
Enterprise Mobility Services:
Public: http://www.motorola.com/business/services
Partners: http://www2.symbol.com/osp/nac/partner_select/product_services/services/index.html
Internal: http://compass.mot.com/go/embservices
Training:
http://edu.symbol.com
Solution Builder:
http://sb.symbol.com/sb641/en/US/partnerMkt/SB
Product classification
The MC3100 is a Class 2 product
Training and certification
Training and certification are not required to sell the MC3100.
16
Why Motorola
When it comes to delivering mobility solutions your customers can
depend on, turn to the company chosen by enterprises around the
world in nearly every industry — Motorola. Every day, companies of
nearly every size — from a majority of the Fortune 500 companies
to small to medium size organizations — count on Motorola to
streamline processes and maintain a competitive edge. When you
choose Motorola enterprise mobility solutions, you choose a leader
that offers over 30 years of experience in bar code reading, mobile
computing and wireless infrastructure technology development
and deployment — including a long history of industry firsts. When
you choose Motorola’s mobility solutions, you give your customer
the power to drive inefficiencies out of business operations — and
productivity and profitability in.
Contact information
For more information on how the MC3100 and other Motorola
enterprise mobility solutions can help your customers, please contact
us at 1.800.722.6234 or +1.631.738.2400, or visit us on the web at:
www.motorola.com/mc3100
17
partner brief
MC3100 Partner Brief
FOOTNOTES
1.
Gartner, Inc.; MarketScope for the ‘Ruggedized’ Handheld-Computer Market;
ID Number G00163482; William Clark, Ken Dulaney, Tim Zimmerman; 12/15/08
2.
VDC Research Group; Press Release: Following a Difficult 2008 Enterprise Mobility
Device Vendors Face Further Market Contraction; 06/11/09
motorola.com
Part number PB-MC3100. Printed in USA 10/09. MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names
are the property of their respective owners. ©Motorola, Inc. 2009. All rights reserved. For system, product or services availability and specific information within your
country, please contact your local Motorola office or Business Partner. Specifications are subject to change without notice.
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