Interview | Mark Self, vice-president, Motorola’s Industry Solutions Group

Among Asia-Pacific countries, Motorola sees

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huge potential in India for its enterprise mobility solutions. The company plans to rollout more India-centric solutions, especially for retail segment. Mark Self, vice-president of Motorola’s Industry Solutions Group, spoke to

N Vasudevan about the firm’s focus and strategies. Excerpts:

Q What are the key verticals Motorola focuses on for its enterprise mobility solutions?

Our enterprise business focuses on manufacturing, transportation & logistics, wholesale trade, retail and hospitality. We deploy our solutions in companies that involve in making, moving, storing, and selling products. We also have key focus on two of the growing verticals – education and healthcare.

Q How significant is Indian market for the enterprise business?

India is growing 4 per cent faster than the more developed economies. India accounts for significant portion of our revenue, though we do not publish figures, an indicative figure would be 10 per cent. In terms of IT spend, the country has been growing at the rate of 7-8 per cent, much faster than the rest.

Q What is the rationale behind partnering with companies like HCL?

Our partnership with Indian companies is to increase our ability to deploy our solutions and enhance our capabilities from sales point and application standpoint, by leveraging on their key strengths.

Q Explain the mobile loyalty solution that you are planning to launch?

The mobile loyalty solution will enable retailers to proactively send offers and incentives to the customer’s mobile. They receive an application with a bar code that acts as mobile loyalty card and can be scanned at the point of sale. This gives the retail supply chain a tool to improve sales, increase rewards redemption, improve customer satisfaction levels, and increase the opportunity for retailers to collaborate more effectively on real-time offers. Also, retailers will be able to attract shoppers and increase store traffic with targeted incentives.