1. MOBOTIX AG
MOBOTIX Global Partner Network
MOBOTIX International Channel Program
Version: Tier1 Partner
1
Uwe Barthelmes • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

2. MOBOTIX AG
Channel Structure
2
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

3. International Channel Structure
IT Security Electricians Others*
MOBOTIX AG
MOBOTIX Distributor
Integrator Reseller Installer
END CUSTOMER
3 *Telecommunication, Alarms Centers, Service Providers,
Infrastructure, etc.
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

4. MOBOTIX AG
Partner Types
4
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

5. MOBOTIX Certified Channel Partners
Tier 1 Level: 1. Authorized MOBOTIX Distributor (AMD)
Tier 2 Level: 2. Advanced MOBOTIX Partner (AMP)
3. Certified MOBOTIX Partner (CMP)
4. Registered MOBOTIX Partner (RMP)
5. Unregistered MOBOTIX Partner (UMP)
5
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

6. MOBOTIX International Partner Program
MOBOTIX AG
AMD
(Authorized MOBOTIX Distributor)
CMP RMP UMP
AMP
(Certified (Registered (Unregistered
(Advanced
MOBOTIX Partner)
MOBOTIX MOBOTIX MOBOTIX
Partner) Partner) Partner)
END CUSTOMER
6
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

7. MOBOTIX AG
Commitments
7
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

8. AMD = Authorized Mx Distributor
Commitments of AMD
• Training’s:
- 1 Wake-up per Month
- 1 Sales Training per Month
- 1 SPI (Sales-/Planning-/Installation Workshop) per Month
• Provide 1st level technical support to partners
- Support capability: 8 hours per working day
- Minimum of 2 persons are fully trained (highest level of certification)
• Provide monthly Sales Out Report to MOBOTIX --> Basis for
partner level accreditation and kick-back payments
• Provide a yearly business plan to MOBOTIX
• Provide stock inventory on a quarterly basis
8
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

9. AMP = Advanced Mx Partner
Commitments of AMP
• Agreed anticipated turnover of >100kEuro for 12 month period with AMD of his choice and one alternative
distributor according to recommended discount level A
• Full certification (numbers below are min.)
Sales Training - 1 per company
Sales-/Planning-/Installation Workshop - 1 per company
Starter Seminar - 2 per company
Basic Seminar - 2 per company
Access Control Seminar (when available) - 2 per company
Advanced Modules (e-campus) - 2 per company
All Product Launch / Update / Review Webinar, etc. - 2 per company (test score min. of 70%)
• Main business is not web-shop based
• IPC / NPC Participation 1 x per annum
• Offer sales / technical support
• Support capability: 8 hours per working day
• Provide a yearly business plan based on Mx Template with defined KPI’s, etc.
• NDA with MOBOTIX for Beta testing and confidential information (IPC/NPC)
• MOBOTIX as mini-site on Company Website
• Demo Equipment (minimum 2 models)
• Project reporting based on Mx Template
• End-User Survey (minimum 5 End-User suggestions for Satisfactory Survey)
• Minimum 2 Case Study per year
9
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

10. CMP = Certified Mx Partner
Commitments of CMP
• Agreed anticipated turnover of >50kEuro for 12 month period with AMD of his
choice and one alternative distributor according to recommended discount level B
• Full certification (numbers below are min.)
Sales Training - 1 per company
Sales-/Planning-/Installation Workshop - 1 per company
Starter Seminar - 1 per company
Basic Seminar - 1 per company
Access Control Seminar (when available) - 1 per company
All Product Launch Webinar & Online Basic Review - 1 per company per year
• Main business is not web-shop based
• IPC / NPC Participation 1 x per annum
• Offer sales / technical support
• MOBOTIX as mini-site on Company Website
• Demo Equipment (minimum 2 models)
10
• Minimum 1 Case Study per year
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

11. RMP = Registered Mx Partner
Commitments of RMP
• Purchases via AMD of his choice and one alternative
distributor according to recommended discount level C
• Full certification (numbers below are min.)
Sales Training - 1 per company
Sales-/Planning-/Installation Workshop - 1 per
company
• Main business is not web-shop based
11
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

12. Partner Commitments
Partner Commitments UMP RMP CMP AMP
agreed turnover level with AMD optional optional mandatory mandatory
Sales Training optional optional mandatory mandatory
Sales-/Planning-/Installation Seminar optional mandatory mandatory mandatory
Starter Seminar optional optional mandatory mandatory
Basic Seminar optional optional mandatory mandatory
Advanced Seminar (online) optional optional recommended mandatory
Online Update Seminars (ongoing training) optional optional mandatory mandatory
Online Product Launch Seminars (ongoing optional optional mandatory mandatory
training)
Demo equipment optional recommended mandatory mandatory
Internal allocation of sales and tech. optional recommended mandatory mandatory
support
MOBOTIX on own website optional recommended mandatory mandatory
MOBOTIX NPC and/or IPC attendance optional optional mandatory mandatory
Project reporting optional optional recommended mandatory
End user survey optional optional recommended mandatory
Case study commitment optional optional recommended mandatory
Annual business plan to MOBOTIX optional optional recommended mandatory
No Webshop as prime business model optional mandatory mandatory mandatory
12 (MAP)
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

13. MOBOTIX AG
Benefits
13
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

14. AMP = Advanced Mx Partner
Benefits of AMP
• Recommended discount level A on MSRP = 15-20-25 (Basic - IT - Secure)
• MX Certificate
• MXeCampus Log-in
• Use of MX LOGO, Partner LOGO, HiRes MX Images
• BDM Support on customer visits
• Project Protection/Registration
• Marketing Support from Mx
• Inclusion in MOBOTIX website under “Partner”
• Leads and Referrals direct from MX
• Invitation to IPC at MOBOTIX HQ
• Advanced Replacement
• MOBOTIX Technical Support Reaction (email or phone call) <2 hours
• Optional Field Support
• Remote Desktop Support
14
• Signed Partner Agreement with MOBOTIX
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

15. CMP = Certified Mx Partner
Benefits of CMP
• Recommended discount level B on MSRP = 10-15-20
(Basic - IT - Secure)
• MX Certificate
• MXeCampus Log-in
• Use of MX LOGO, Partner LOGO, HiRes MX Images
• Project Protection/Registration
• Invitation to IPC at MOBOTIX HQ
• MOBOTIX Technical Support Reaction (email or phone
call) <1 working day
15
• Signed Partner Agreement with MOBOTIX
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

16. RMP = Registered Mx Partner
Benefits of RMP
• Recommended discount level C on MSRP = 5-10-15
(Basic - IT - Secure)
• MX Certificate
• MXeCampus Log-in
• Use of MX LOGO, Partner LOGO, HiRes MX Images
• Project Protection/Registration
• MOBOTIX Technical Support Reaction (email or phone
call) - Standard
• Signed Partner Agreement with MOBOTIX
16
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

17. Partner Rewards/Benefits
Partner Benefits UMP RMP CMP AMP
MOBOTIX Partner Discount Level D C B A
MOBOTIX Issued Certificate NO YES YES YES
On Line Training Program NO YES YES YES
Use of MX LOGO, Partner LOGO, HiRes Images NO YES YES YES
BDM Support on customer visits NO YES YES YES
Project Protection/Registration NO YES YES YES
Inclusion in MOBOTIX website under “Partner” NO YES
Marketing Support from Mx NO YES
Leads and Referrals direct from MX NO YES
Invitation to IPC at MOBOTIX HQ NO YES YES
Advanced Replacement NO YES
PR Support for Case Studies/Advertising NO YES
MOBOTIX Technical Support Reaction (email or phone Standard Standard <1 working day <2 hours
call)
Optional Field Support NO YES
Remote Desktop Support NO YES
Signed Partner Agreement with MOBOTIX NO YES YES YES
17
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

18. MOBOTIX AG
MAP Program
18
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

19. MAP Program
Objective of the MAP Program (Minimum
Advertised Price Program):
• Maintain the integrity of the Mx Channel Partner
program by ensuring advertising of MOBOTIX
products remains consistent and stable
19
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

20. MOBOTIX AG
Discount/Rebate Model
20
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

21. Back-end Rebate
Back-end Rebate
• Base discount is deducted from MSRP at PO from
Distributor (SEC 25%, IT 15%, Basic 0%)
• Monthly Credit Note to Distributor by MX after
receipt of SalesOutReport
Value of the Credit is dependent upon the Partner
Level of Tier 2 partner (AMP 14%, CMP 9%, RMP 5%,
UMP 0%)
Available for all models (SEC, IT, Basic)
21
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com

22. Recommended Discount Levels* of Tier 2
Discount Recommendation for indirect Tier 2 Partners (on MX
MSRP)
Model/ Discount WEB/
Secure IT
Partner Level Basic
AMP A 25 20 15
CMP B 20 15 10
RMP C 15 10 5
UMP D 10 5 0
*Recommendation in % of relevant MSRP (Manufacturer Suggested Retail Price)
22
Uwe Barthelmes • June 2011 • MOBOTIX AG • The HiRes Video Company • D-67722 Langmeil • www.mobotix.com