RTM Overview
What are the three Routes to Market?
MSI Led, MR Led, and Open
What year was the Route to Market structure introduced?
2015
What is the team that handles Open Route to Market?
ITS
What is the Route to Market for Sheboygan County Sheriffs Dept, WI for Radio?
Open
T or F: Accounts can have different Routes to Market
True
When did Route to Market involve to represent 3 technology segments?
2026
What is the team that handles MSI Led accounts?
CES (or AEs)
What is the Route to Market for Jefferson County Sheriff, OR for Software?
MR Led
What are the three product sleeves covered by RTM? (be specific)
Mission Critical Voice, Software and Solutions, and Video
What year was the MR Program launched?
2004
Who handles Radio for MR Led accounts?
MR's
What is the MR Company for University of Virginia?
Clear Communications
What percentage of accounts are Open Route to Market?
40%
How would you describe the sales focus when MSI first started?
"Direct to Customer"
Michael is on CES and got a lead for Body Cams for an Open account. What should he do?
Send it to ITS
Who is the specific MR rep for Indianapolis Airport Authority?
Ashton Brandyberry
Why is there a Route to Market?
There are too many accounts for AEs to handle; gets MRs and Inside Sales more involved; MRs are more local to customer
What does the future state of Route to Market hope to increase?
Customer Engagement
Lauren is on CES and got a lead for Body Cams for an MSI Led account. What should she do?
Work on it or send it to her RSM
Who is the MR Company that covers Winona PD, MN for Video?
Guardian Fleet Safety, LLC