The document provides an overview of Motorola's new AP 8200 Series 802.11ac access points. Key points include: - The series includes the AP 8222 for high-density public environments and AP 8232 with modular capabilities. - They support the latest 802.11ac standard for faster wireless speeds as well as legacy standards. - The access points can be deployed standalone or centrally managed through Motorola controllers and management software. - The management software provides advanced features like content caching, virtual machine management, and analytics. - 802.11ac is forecast to become the dominant wireless standard as it provides gigabit speeds to support increasing mobile use. - The access point series

1. Product overview/Benefits
Target Market/Applications
Market Opportunity
Configurations/Accessories
BUSINESS PROPOSITION
Features/Benefits
Key Selling Points
Uncovering opportunities
Qualifying Questions
Support services
Global Services
Materials/classification/training
Sales Tools
AP 8232
Executive Summary
AP 8200 SERIES
Partner Brief
AP 8222

2. Product overview/Benefits
Features/Benefits
Uncovering opportunities
Qualifying Questions
Support services
Global Services
Materials/classification/training
Sales Tools
PAGE 1
Key Selling Points
• AP 8222 Access Point. The AP 8222 delivers
blazing fast Wi-Fi wireless access in public
and customer-facing environments. Its internal
Configurations/Accessories
• AP 8232 Modular Access Point. Designed for
general enterprise use, the AP 8232 features a
dual 802.11ac/802.11n radio for an easy upgrade
path to 802.11ac. The access point features a
unique modular design where customers can
snap on up to two different USB application
modules at a time. The AP 8200 Series family of
modules includes 3G/4G/LTE redundant backhaul,
a dedicated intrusion detection and a “green”
environmental light sensor. Your customers get
a multi-function access point that supercharges
their WLAN with a new level of capacity, new
level of performance and new level of flexibility.
BUSINESS PROPOSITION
At launch, the AP 8200 Series 802.11ac portfolio
consists of two products:
With Motorola’s 5th generation 802.11ac access points,
your customer’s WLAN can support an unprecedented
number of users and applications — including voice
and video — allowing them to confidently deploy BYOD
initiatives as well as empower new workgroups with
mobile devices and new mobile applications. As they
add users and increase the volume of data travelling
over the WLAN, they get the peace of mind that comes
from knowing their network is ready and waiting. And
support for both 5 GHz and 2.4 GHz radios means the
AP 8222 and AP8232 also support all the legacy
802.11a/b/g/n clients already in place today. Your
customers don’t need to worry about upgrading every
device to 802.11ac right away.
Target Market/Applications
With Motorola’s new 802.11ac access point family,
the AP 8200 Series, your customers are equipped
to accommodate the growing number of mobile
devices as well as increasing mobile application
complexity. These access points leverage 802.11ac,
also known as fifth generation Wi-Fi, to provide a
wireless performance boost capable of delivering
data at desktop speeds — up to four times the speed
of 802.11n. Yet, the access points also support a 2.4
GHz radio to ensure backward compatibility with
every Wi-Fi-enabled mobile device in your customer’s
environment today.
Unmatched bandwidth for unmatched
network and application performance
Market Opportunity
Every day, more workers are using more mobile
devices to stay connected to the people and
information they need to get the job done fast —
and right. At the same time, mobile applications are
becoming bandwidth-heavy: video calls are replacing
voice calls and today’s data applications are often
rich with multimedia. As a result, there are more
devices and more traffic constantly pressuring the
performance of the enterprise wireless LAN. And
these trends are further exacerbated by Bring Your
Own Device (BYOD) policies, where one employee
may carry two or three Wi-Fi-enabled devices.
antennas and sleek and sophisticated housing
blend right into the most design-conscious public
areas. Whether your customers need to serve
shoppers in a retail store, hotel guests or patients
and their visitors in a hospital, the AP 8222 delivers
Wi-Fi speeds up to four times the speed of 802.11n,
improving scalability —making it even easier to
sale your network to support bandwidth heavy
applications and more users.
Executive Summ ary
Executive Summary
Platform highlights for the AP 8222 and AP 8232 include:
• Dual radio 802.11.ac and 802.11n
• 3 spatial stream 3x3 MIMO for maximum throughput
• Support for both legacy and emerging Power Over
Ethernet (PoE) standards, allowing your customers
to get the advantages of 802.3at — more power for
the device — without requiring the upgrade of wired
network infrastructure.
• Load balancing, pre-emptive roaming and rate scaling
• Gap-free security (plug-in intrusion detection module for
AP 8232; one radio can be used for intrusion detection
for AP 8222)
• Can be used in stand-alone mode or centrally managed
from NOC

3. Product overview/Benefits
Target Market/Applications
Configurations/Accessories
Features/Benefits
Uncovering opportunities
Support services
PAGE 2
Sales Tools
• One View Management: WiNG 5.5 provides rich
hierarchical management of the entire network. For
example, a retailer can start with a macro view to
see all stores, all NX Series controllers and their
adopted access points and drill down into a specific
store as well as a specific access point in that
store. In addition, controllers can adopt controllers.
For example, the NX9500 in the NOC can adopt an
NX4500/NX6500 controller in a store, providing
Materials/classification/training
• Content caching: With video now a commonplace
application, enterprises need a means to protect
WLAN networks from the performance degradation
that can occur as a result of video applications. With
WiNG 5.5, customers can cache video content to
enable video applications that won’t impact network
performance. The WiNG 5.5 operating system offers
highly configurable content caching on Motorola’s NX
Series controllers, which offer a half a terabyte drive
with a definable cache. Content can be cached either
at headquarters or locally. Two modes are available:
policy and adaptive
Global Services
WiNG 5.5 offers support for 802.11ac, along with
many new features that provide major benefits to
your customers. Following is an overview of the most
important features.
• Content caching analytics: This feature makes
content caching even more valuable. All the requests
for video content from any mobile device are
captured and sent to the NX Series controller —
either the NX4500/NX6500 in the local location or
the NX9500 in the NOC. This information allows IT to
determine the type of content users are requesting
and the related bandwidth requirements, which
in turn helps hone content caching rules to better
protect network performance and maximize the
value of the content caching feature. These valuable
analytics can reveal that videos need to be saved
in the cache longer, or cache space needs to be
increased on certain days (such as Saturday and
Sunday in a retail store).
Qualifying Questions
The AP 8222 and AP 8232 are part of our WiNG 5 family
of WLAN infrastructure. They are “network aware”,
able to work in concert with all other Motorola WiNG
5 controllers and access points to define the route that
will enable the fastest and most robust path for every
transmission. The access points can be deployed in
standalone mode, or can be adopted by our controllers
for easy centralized management. No matter how many
access points and controllers your customers need, or
where in the world they are located, they can deploy,
monitor, troubleshoot and manage them all from a
single location.
Key Selling Points
Enabling QoS, security and mobility at the access points
also provides a higher level of network survivability and
more flexibility on how the network is architected and
deployed. Customers will get more network capacity,
more resilience, more flexibility and a better quality of
experience. And because fewer wireless controllers are
needed, the solution delivers all these benefits at less cost.
–– Adaptive mode. The intelligent Adaptive mode
searches the cache first whenever a video is
requested. In the event it is not available, once the
video is downloaded, customers can determine if
they want to save that video for a pre-determined
period of time, such as a day or a week. In addition,
a white-listing functionality allows customers to
specify where content can and cannot originate
from — for example, a rule might state that any
video from YouTube is acceptable, while content
from a small website should never be cached. This
allows the caching function to adapt to whatever
content is being viewed at the time, while still
protecting the network against content from
questionable sources.
BUSINESS PROPOSITION
With the emergence of 802.11n, Motorola innovated a
paradigm shift to address the needs of a new wireless
era. WiNG 5 WLAN distributes intelligence throughout
the network so that traffic can flow directly, without
bottlenecking at the wireless controller or burdening the
wired network. And the WiNG 5 solution enforces QoS,
security and mobility services for all traffic, even when
it doesn’t go through the controller, which is unique to
our solution.
–– Policy mode. Policies are highly configurable.
For example, if a store rolls out a new ‘How-to’
video for shoppers or a new training video for
employees, those videos can be loaded on the
store’s local drive, where requests to view will
not impact bandwidth. Videos can be loaded in
the store itself, or in the event the store does not
have local IT support, IT can load the video from a
remote location.
Market Opportunity
Introducing WiNG 5.5: the latest
distributed architecture from Motorola
Executive Summ ary
partner brief
AP 8222/AP 8232

4. Support services
Global Services
Materials/classification/training
Sales Tools
The Market Opportunity
Following is an assessment of the market, as well as the
product positioning by market application, company size
and more.
WLAN passes $4B in Annual Revenue1
According to Infonetics Research, worldwide WLAN grew 4
percent quarter over quarter to 1.1B in quarterly revenue —
propelling 2012 to a new annual high. This marks the third
year of 20 percent annual growth.
Compared with sales of wireline network gear, the WLAN
market is a bright spot in the networking market, achieving
record sales despite lingering economic concerns. Infonetics
attributes this growth to the usual wireless demand drivers:
more wireless devices, BYOD and mobility.
In addition, Infonetics reported that revenue outgrew
AP shipments in CY12, indicating a shift to higher end
equipment. Annual AP shipments have doubled in the past
five years.
The following section is sourced from Infonetics Research, Wireless LAN Equipment and WiFi
Phones Market Size, Share, and Forecasts: 4Q12. February 2013.
PAGE 3
Uncovering opportunities
• Beamforming to increase the effective range/coverage
Qualifying Questions
• Multiuser MIMO (to be available in the second phase
of 802.11ac): MU-MIMO allows an access point to
send multiple frames to multiple clients at the same
time over the same frequency spectrum (much like a
wireless switch).
Features/Benefits
• Improved modulation resulting in increased bandwidth/
capacity
Key Selling Points
• Wider channels: Increased from the maximum of
40 MHz in 802.11n to 80 MHz and even 160 MHz
(optional) for an increase of speeds of 117 percent and
333 percent, respectively
Configurations/Accessories
On a technical level, key enhancements supported by
802.11ac include:
BUSINESS PROPOSITION
Existing 802.11 Wi-Fi standards operate in the 2.4 GHz
band (802.11b and 802.11g), the 5 GHz band (802.11a),
or both 2.4 and 5 GHz (802.11n). 802.11ac operates
strictly in the 5 GHz. The 5 GHz band is typically
cleaner, without the interference common at 2.4 GHz,
including older Bluetooth devices, cordless phones, and
microwave ovens. 802.11ac is backwards compatible
with other 802.11 technologies (i.e. 802.11n) that operate
in the 5 GHz band.
• Faster downloads with low-lag Gigabit speeds
Opportunity
As the fifth generation Wi-Fi, 802.11ac is a faster
and more scalable version of 802.11n. It’s designed to
counter the explosion of mobile devices and increased
bandwidth demands by delivering higher levels of Wi-Fi
that are on par with Gigabit Ethernet. In essence, 802.
ac provides a very high data rate by using a much
wider spectrum; it’s twice as fast as 802.11n and three
streams will deliver speeds up to 1.2 Gbps.
• A better experience for each client, as well as more
bandwidth available to support more simultaneous
video streams
Market
What is 802.11ac?
• Significant improvements in the effective number of
clients supported by an access point
Target Market/Applications
• Virtual Machine (VM) Management: Hypervisor
is integrated into the NX Series of controllers,
providing a virtualized environment that is available
for hosting Virtual Machines. With WiNG 5.5, not
only can you host VM-based applications — from
a firewall, voice gateway and WAN optimization
to a POS — but you can also manage them from a
single centralized location. For example, if a retailer
is running a POS system on a VM in the NX Series,
that POS application can be deployed in hundreds of
stores with the literal press of a button, instead of
requiring a person to physically purchase and set up
the POS system in the many individual stores — a
potential saving of hundreds if not thousands of
IT hours. In addition, while each VM has its own
management interface, WiNG 5.5 provides the APIs
required to feed the data from those individual
management systems into WiNG 5.5, with just
a simple configuration. Now, instead of trying to
aggregate the data across systems manually, it is
automatically aggregated for IT, providing a single
pane of glass into the entire network. The result?
A substantial decrease in equipment costs and
management time, and a substantial increase in
network management simplicity.
From a business perspective, 802.11ac offers the
following benefits:
Product overview/Benefits
complete remote control over every piece of WLAN
infrastructure in the network from the NOC. The
NX9500 can control the local NX4500/NX6500 local
controllers as well as all the access points connected
to those local controllers.
Executive Summary
partner brief
AP 8222/AP 8232

5. Product overview/Benefits
Target customer: prospect titles
Primary decision makers:
The market forecast for 802.11ac
–– CIO and Director of IT
While 802.11n began as a niche product in 2009 (and less
than half of the access points sold in 2010 supported
802.11n), the standard has become mainstream today.
In 4Q12, nearly 90 percent of the access points sold
supported 802.11n.
–– CFO
–– VP Operations
Configurations/Accessories
Features/Benefits
Uncovering opportunities
Support services
Sales Tools
Tier 2: 20%
Midsize company
(101-999 employees)
Tier 1: 70%
ENTERPRISE
(1,000+ employees)
Figure 1: WLAN Equipment Units and Revenue by Product Type
Revenue shown in US$ millions
Quarterly
Interactive
APs
Materials/classification/training
Tier 3: 10%
SMALl/midsize
(1-100 employees)
The AP 8200 Series 802.11ac portfolio is ideal for this
transitioning environment. A dual 802.11ac/802.11n
radio offers an easy upgrade path to 802.11ac for early
adopters of 802.11ac. And customers looking to upgrade
their access points from 802.11b/g are free to leverage
the portfolio’s 802.11n support today, knowing that they
already have the infrastructure in place to move to the
higher speeds of 802.11ac at any point.
Independent
APs
Global Services
Market opportunity by COMPANY size
Qualifying Questions
–– COO
Key Selling Points
–– CMO
BUSINESS PROPOSITION
Influencers:
According to Infonetics, 802.11ac will begin nibbling away
at 802.11n’s dominance in 2014. And assuming a similar
growth trajectory as seen with 802.11n, 802.11ac could
account for more than 60 percent of AP shipments by 2017
[Figure 2].
Category
Opportunity
Target Market/Applications
Target customers for the AP 8222 and AP 8232 include
early adopters of 802.11ac technology and early customers
across verticals looking to upgrade their WLAN from
legacy 802.11a/b/g networks. During the sale process, you
can expect to work with several key players:
Market
As shown in Figure 1, Independent AP shipments fell
14 percent in an otherwise growing market, marking
a shift toward centrally managed WLAN architecture.
Interactive APs grew 34 percent over the same time
frame. Note that the AP 8200 Series access points
are highly flexible — they can stand alone, self
manage in small numbers as well as report to a central
management resource.
Executive Summary
partner brief
AP 8222/AP 8232
Annual
Metric
4Q11
3Q12
4Q12
4Q12
vs.
3Q12
4Q12 vs.
4Q11
CY11
CY12
YoY
Units
512,097
415,805
350,062
-16%
-32%
1,979,787
1,709,256
-14%
Revenue
$68
$54
$57
7%
-16%
$264
$325
-11%
Units
1,277,559
1,767,510
1,786,503
1%
40%
4,858,557
6,496,565
34%
Revenue
$475
$605
$602
0%
27%
$1,729
$2,240
30%
Source: Infonetics Research, Wireless LAN Equipment and WiFi Phones Quarterly Worldwide and Regional Market
Share, Size, and Forecasts: 4Q12
PAGE 4

6. Product overview/Benefits
Target market and applications
AP 8222
AP 8232
Uncovering opportunities
Support services
Materials/classification/training
Sales Tools
Figure 2: Access Points by Technology Type
Global Services
• Very high speed connectivity for manifest and route planning
download
• Optional modules for Video surveillance and video analysis
• Optional modules for Ambient sensing
NO
Qualifying Questions
Transportation &
Logistics
Features/Benefits
• Very high speed connectivity and capacity for large hospitals for
imaging and video apps
• Optional modules for 24x7 WIPS for HIPAA
• Patient and guest Wi-Fi access with secure BYOD, voice and video
Key Selling Points
Healthcare
• Very high speed connectivity and capacity for large
hospitals for imaging and video apps
• Integrated security and location services
• Patient and guest Wi-Fi access; secure BYOD; voice and
video transport
Configurations/Accessories
• Very high speed connectivity and capacity
• Conference room; auditoriums; venues; integrated
• Security and location services
BUSINESS PROPOSITION
Hospitality
• Very high speed connectivity and capacity for
conference room, auditoriums, venues
• Integrated security and location services
• Aesthetically appealing
100%
80%
Unit Shipments (%)
Opportunity
• Very high speed connectivity and capacity for video
• Integrated security and location services
• Secure BYOD
• Voice and video transport
• Optional modules for Green Operations
• Video surveillance and analytics
• Dedicated 24x7 WIPS for PCI
Market
Retail
• Very high capacity and high speed guest connectivity for
video applications
• Integrated security and location services
• Aesthetically appealing
• Secure BYOD
• Voice and video transport
Target Market/Applications
VERTICAL
MARKET
Executive Summary
partner brief
AP 8222/AP 8232
60%
40%
20%
0%
CY10
CY11
CY12
.11a/b/g
CY13
CY14
.11n
CY15
CY16
CY17
.11ac
Source: Infonetics Research, Wireless LAN Equipment and WiFi Phones Quarterly Worldwide and Regional Market
Share, Size, and Forecasts: 4Q12
PAGE 5

7. Product overview/Benefits
Target Market/Applications
Configurations/Accessories
Features/Benefits
Uncovering opportunities
Support services
Available at no cost
Certification Costs
None
Demo Units
Available for purchase
The many revenue opportunities
The following chart provides a complete list of the
available configurations and pricing for the 802.11ac
access point family.
For a complete list of available configurations, please
refer to Solution Builder.
Part Number
Your own experience, coupled with industry research
shows that customers are more likely to select service
plans when they’re bundled up front with a hardware
quote as part of a complete solution. As our partner in
selling Motorola products, it can benefit you, as well
as your customer, to include Motorola’s exceptional
services into each sale. There’s no better way to give
your customers total service peace of mind by helping to
ensure their investment is protected.
Description
List
Price
Sales Tools
Motorola Sales Tools
Materials/classification/training
Approximate Cost
Global Services
Description
Qualifying Questions
The investment required by Motorola business partners
to sell the AP 8222 and AP 8232 is summarized in the
following chart:
Key Selling Points
Your investment
BUSINESS PROPOSITI ON
This section outlines the investment required to sell
the AP 8222 and AP 8232, the revenue opportunities
associated with hardware and accessories, as well as
the incremental revenue opportunities associated with
enhanced services.
Integration and enhanced services revenue
Leveraging your services portfolio with Motorola’s
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 services are structured to allow
for a seamless lifecycle model, fostering complete
customer satisfaction and reduced overall service
delivery costs. In addition, they deliver ongoing support
and maintenance post deployment, helping to ensure
maximum uptime and peak system performance for
your customers. If you do not offer these services
yourself, you have an opportunity to leverage and resell
Motorola’s Enterprise Mobility Services to help ensure
your customers get the services they need — when and
where they need them.
Market Opportunity
Business proposition
Executive Summary
partner brief
AP 8222/AP 8232
Discount
Category
AP 8232 configurations
AP-8232-67040-WR
3-stream 802.11ac Access Point. External antenna, modularity enabled
Non-US (International version)
1F
$1345
AP-8232-67040-EU
3-stream 802.11ac Access Point. External antenna, modularity enabled
Domain: ETSI (EU version)
1F
$1345
AP-8232-67040-US
3-stream 802.11ac Access Point. External antenna, modularity enabled
Domain: FCC (U.S. version)
1F
$1345
AP 8222 configurations
AP-8222-67030-WR
3-stream 802.11ac Access Point. Internal antenna
Non-US (International version)
1F
$1245
AP-8222-67030-EU
3-stream 802.11ac Access Point. Internal antenna
Domain: ETSI (EU version)
1F
$1245
AP-8222-67030-US
3-stream 802.11ac Access Point. Internal antenna
Domain: FCC (U.S. version)
1F
$1245
1F
$99
AP 8232 and AP 8222 accessories
AP-PSBIAS-2P3-ATR
Single port 802.3at PoE Power Injector
Please see Antenna guide for a list of approved antennas.
PAGE 6

8. Uncovering opportunities
Support services
Global Services
Materials/classification/training
Sales Tools
Benefits
Platform features
802.11ac
Qualifying Questions
Features
Features/Benefits
Following is a summary of the key technical features for the AP 8232 and AP 2222 and what they mean to your customers.
Key Selling Points
Technical features and benefits
Configurations/Accessories
3. Unmatched flexibility to deliver applications
at the edge: The innovative modular design of the
AP 8232 lets your customers add new capabilities by
simply snapping on up to two modules to the base.
The result is a new level of cost efficiency for the
technology infrastructure. Your customers no longer
need to run separate network and power cabling to
add new functionalities. They can simply leverage
the wireless infrastructure they already have.
BUSINESS PROPOSITION
1. Enables a seamless upgrade path to 802.11ac,
while supporting legacy clients: With the
AP 8232/ AP 8222 5th generation 802.11ac Wi-Fi
access points, your customers can support more
mobile devices, more wireless applications and
today’s bandwidth heavy video and multimedia rich
applications — all with blazing speed. The next
generation 1.3Gbps 802.11ac radio provides the
bandwidth to support an unprecedented number of
users and applications at up to four times the speed
of 802.11n. And the second 802.11n radio provides an
easy upgrade path to 802.11ac by ensuring support
for all the mobile devices in use in your customer’s
business today — 2.4 GHz and 5 GHz.
Target Market/Applications
Top three key product advantages for
the AP 8200 Series
Market Opportunity
Following are the top three messages, plus the key
features and benefits that set Motorola Solutions’ AP
8200 Series 802.11ac portfolio apart from its competitors.
2. The right architecture to support significant
increase in bandwidth: The AP 8222 and AP
8232 are part of our WiNG 5 family of WLAN
infrastructure, enabling your customers to reap
all the benefits of 802.11ac — and then some. Our
distributed architecture extends QoS, security and
mobility services to the APs so your customers get
better direct routing and network resilience. That
means no bottleneck at the wireless controller, no
latency issues for voice applications and no jitter in
streaming video.
Product overview/Benefits
Key selling points
Executive Summary
partner brief
AP 8222/AP 8232
802.11ac technology builds on advances of 802.11n, offering up to four times the
bandwidth through additional technology advancements:
• Multiple-Input Multiple-Output (MIMO) enables data to be sent in multiple streams
(known as “spatial streams”) to a single device simultaneously to better utilize
bandwidth.
• While MIMO exists in both 802.11n and 802.11ac, the bandwidth per spatial stream is
nearly tripled, increasing from 150Mbps in 802.11n to 433Mbps.
• 802.11ac operates only in the 5 GHz band, interference from 2.4 GHz devices like Bluetooth
headsets and microwave ovens will no longer impact Wi-Fi network performance
As a result, your customer’s WLAN can support an unprecedented number of users and
applications — including voice and video — allowing them to confidently deploy Bring
Your Own Device (BYOD) initiatives.
Dual radio: supports 2.4 GHz and 5 GHz
PAGE 7
Motorola’s 802.11ac access points give your customers an easy upgrade path to 5th
generation 802.11ac Wi-Fi. The 802.11ac radio enables support for new 5 GHz mobile
devices, while the 802.11n radio ensures support for all existing mobile devices —
including legacy 2.4 GHz clients. The radios work together to allow your customers to
migrate to 802.11ac at their own pace — without having to replace their client devices all
at once.

9. Product overview/Benefits
Target Market/Applications
Configurations/Accessories
BUSINESS PROPOSITION
Features/Benefits
Key Selling Points
Uncovering opportunities
Qualifying Questions
Support services
Global Services
Materials/classification/training
Sales Tools
Benefits
Market Opportunity
Features
Executive Summary
partner brief
AP 8222/AP 8232
Platform features, continued
Standard 802.3af/at
Simplifies and reduces total cost of installation using standard Power-over-Ethernet (PoE)
Voice over wireless LAN (VoWLAN)
quality of service (QoS)
Motorola’s 802.11ac access points ensure toll-quality voice, even with many simultaneous
calls on a single access point.
Guest access
Since you can prevent users from accessing authorized networks, sites and applications, it’s
easy to provide hotspot and guest access.
Security
Comprehensive integrated security features:
• Layer 2-7 stateful packet filtering firewall
• AAA RADIUS services
Motorola’s 802.11ac access points secure all your customer’s wireless transmissions,
ensuring compliance with the government or other industry regulations, such as PCI in
retail and HIPAA in healthcare.
• VPN gateway
• Location-based access control
AP 2222: one of the radios can serve as a dedicated
wireless IPS sensor
Offers around-the-clock rogue protection, without the need for standalone hardware and
additional power or Ethernet cabling.
AP 8232: snap-on wireless IPS sensor module
Brings a new level of simplicity and cost-efficiency to dedicated wireless IPS sensor
networks for rogue detection. Customers just need to snap on a module to let the AP 8232
also function as a dedicated wireless IPS sensor. There is no need to purchase and deploy
standalone hardware, and no need to run additional power or Ethernet cabling.
Modules (AP 8232 only)
Modular architecture
The innovative modular architecture of the AP 8232 allows your customers to add new
capabilities by simply snapping on up to two modules to the base. The result is a new level of
cost-efficiency for your technology infrastructure. Customers no longer need to run separate
network and power cabling to add new functionalities to improve operations — they can
simply leverage the wireless infrastructure they already own.
Wireless Intrusion Protection module
Snap-on module enables the AP 8232 to also function as a dedicated wireless intrusion
protection sensor for superior security.
Environmental light sensor module
Snap-on sensor detects when the lights are off and workers have gone home. The information
can be used to automatically power down the access point into low power mode to reduce
access point power consumption by as much as 50 percent when the business is closed.
Helps your customers improve their “green” score and reduce their energy bill.
4G backhaul module
LTE backhaul module provides primary or redundant failover WAN connectivity over the 4G LTE
broadband network for superior network resiliency. Your customers won’t have to worry about
any downtime in the event of a wired network outage.
Superior scalability
WiNG 5 family of WLAN infrastructure
Motorola 802.11ac access points integrate with your customers’ property-wide Motorola
Solutions WiNG 5-based wireless LAN. The access points can be adopted and centrally
managed by Motorola Solutions NX/RFS controllers, further simplifying initial deployment
as well as everyday monitoring and management. No matter how many access points and
controllers your customers need, or where in the world they are located, they can deploy,
monitor, troubleshoot and manage them all from a single location.
Our distributed WiNG architecture extends QoS, security and mobility services to the APs so
your customers get better direct routing and network resilience. That means no bottleneck at the
wireless controller, no latency issues for voice applications and no jitter in your streaming video.
WiNG 5.5
When your customers use our NX/RFS Series controllers to manage their Motorola adaptive
access points, they get:
• Content caching: automatically recognize and cache frequently requested data (such as
a video) on a controller at the local or corporate location to protect network bandwidth
• Content caching analytics: provides visibility into the content users are requesting to
help determine which content to cache and for how long
• One View management: control and manage local NX/RFS controllers as well as the
access points they control, all from a single NX9500 controller in the NOC
PAGE 8

10. Support services
Sales Tools
• What level of post-sales service and support do
you expect?
• Is turnaround time flexible? Is cost more important
than turnaround time?
• What is the impact of downtime on your business?
• What are your security requirements for wireless
communications? Are there any regulations you need
to maintain compliance to, such as PCI?
• Do you want to manage each location individually or
have the entire network centrally managed?
• Do you have the tools, resources and expertise
necessary to manage your devices?
PAGE 9
Materials/classification/training
QUESTIONS FOR SERVICE-RELATED
OPPORTUNITIES:
• If we could offer you a service plan that covers
your AP 8222/AP 8232 investment from accidental
breakage for a one-time upfront cost, would you
be interested?
• Do you need to install access points in public, customerfacing areas where aesthetics are important? (if so,
mention the sleek aesthetics of the AP 8222)
Global Services
• Do you have 802.11b/g/n client devices that use
the 2.4 GHz band in your environment today? How
important is it that these devices are supported by
your next generation Wi-Fi network?
Uncovering opportunities
• How important is the quality and availability of the
voice and HD video services?
–– Are you interested in providing location-based
services, or tracking guests when while they are
in your facility?
Qualifying Qu estions
Uncover the opportunity and areas
where the strengths of the AP 8222 and AP
8232 are key selling points:
–– Are you interested in understanding how many
times they visit your facility, and have notification
when each time they arrive?
Features/Benefits
• Do you intend to support voice and video with your
wireless infrastructure? Does your current network
offer the bandwidth and QoS necessary?
–– Are you interested in understanding what
websites they visit?
Key Selling Points
• Have you implemented, or are you considering
implementing, BYOD policies? If so, how will this
impact your current WLAN infrastructure?
–– How many individual customers/vendors/guests
do you typically have visiting your facilities?
Configurations/Accessories
• How many devices do you have to support on your
network? Do you have dense client environments?
–– Do you want this access to be secure?
BUSINESS PROPOSITION
• How well does your current network infrastructure
support your employees’, guests’, or customers’
wireless access and bandwidth needs?
• Do you intend to allow customers, vendors, and
guests to wireless access?
Target Market/Applications
• Are you looking to upgrade your WLAN from your
legacy 802.11a/b/g network?
Market Opportunity
Uncover the business problem:
• Are you interested in reducing access point power
consumption by as much as 50 percent? (if so, mention
the AP 8232’s Environmental Light Sensor Module)
Product overview/Benefits
Qualifying your customer
Executive Summary
partner brief
AP 8222/AP 8232

11. Product overview/Benefits
Target Market/Applications
Configurations/Accessories
Features/Benefits
Uncovering opportunities
Support services
Motorola’s comprehensive portfolio of Services offerings
is built upon a lifecycle approach to help you at every
phase: Professional, Integration, Support and Managed
Services. We help you with your immediate mobility
needs and to build successful long-term strategies. Our
service-led solutions for video, network security and
resiliency, next-generation command and control and
public safety services, including LTE, TETRA and P25, can
transform technology into powerful solutions.
Service
Delivery
Your ongoing Managed WLAN service will include:
• 24x7x365 live remote monitoring of your WLAN,
including notification to your response team when
actionable events occur, with information that will
help them to take appropriate corrective action
• Routine remote testing and adjustment of the
monitoring solution
• Management of wireless infrastructure configuration
updates and firmware releases, including timely
reports on deployment, exceptions and remediation
actions taken
• Hardware service dispatch of on-site field engineer
(where available) or repair as contracted
• Remote assistance by phone to help your IT technical
support staff investigate WLAN availability issues
• Monthly management reports on WLAN availability
and summary event activity, analysis and trends
For enterprises and government agencies that are
challenged with rising operational costs, increasing
complexity and optimizing efficiency, Motorola’s WLAN
Enterprise Mobility Services allows your customers to:
Management
of AirDefense
Services
Platform
Solution
From the Motorola NOC, we will:
• Install ADSP server software and sensor firmware
updates, as needed
• Maintain up-to-date device inventory, including
adding or deleting Wireless LAN products
• Maintain alarm policies to appropriately
authorize devices and minimize generation of
unexpected alarms
• Manage updates for sites and WLAN infrastructure
devices in the ADSP appliance as your system evolves
• Providing expert product repair and telephone
technical support
• Helping to ensure they get the most value from their
Motorola investment
• Protecting their investment in our technology
• Reduce risk
Sales Tools
Your Motorola customer service manager will be your
single point of contact once the recurring phase of service
delivery begins
Materials/classification/training
Single Point
of Contact
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:
Glo bal S ervic es
Service
Initiation
To establish your Managed WLAN service, we will:
• Assign a project manager to manage logistics and
review the solution with your technical team
• Develop an operational plan, including any Key
Performance Indicators (KPIs)
• Establish connectivity with your network, including
preparing event forwarding server(s) as needed
• Work with your team to transition to your managed
service solution
Qualifying Questions
At a Glance:
Managed WLAN Services — Resolve
Key Selling Points
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.
Managed WLAN – Resolve is part of our full portfolio
of Managed Enterprise Mobility Services, solutions
designed to let you choose the right combination
of expert management, monitoring, security and
optimization for your wireless network and devices.
For customers with special outsourcing needs, we
also provide customized services to help ensure you
get maximum performance from your Wireless LAN.
Ask your Motorola representative about Managed
WLAN solutions.
BUSINESS PROPOSITION
Motorola’s comprehensive portfolio of services is built
upon a lifecycle approach to our customers at every
phase: Plan, Implement and Run. We help both with their
immediate mobility needs and in building successful
long-term strategies. Our deep domain expertise in
government and enterprise technologies, along with more
than 6,100 service professionals and 25,000 world-class
channel partners gives us the unique ability to provide our
customers with best-in-class solutions.
Managed WLAN services
Market Opportunity
Motorola Global Services
Executive Summary
partner brief
AP 8222/AP 8232
• Lower capital investment and operational costs
• Deliver higher grade of service
• Tailor networks to reflect organizational needs
• Free organization to focus on its core mission
PAGE 10

12. Product overview/Benefits
Executive Summary
Target Market/Applications
Market Opportunity
Configurations/Accessories
BUSINESS PROPOSITION
Features/Benefits
Key Selling Points
Uncovering opportunities
Qualifying Questions
Support services
Glo bal S ervic es
Materials/classification/training
Sales Tools
partner brief
AP 8222/AP 8232
AP 8222 Services
Enterprise Mobility
Services
• Includes Comprehensive Coverage
Advance Exchange
Support
Service from the
Start On Site System
Support
• Access to non technical support resources
• Fast response time: Field Service Representative responds on site
next business day
Length of Coverage
Service Part Number
Up front with the
hardware (prepaid)
or within 30 days
thereafter
Three years
SAEX-AP8222-30
Anytime
One year
AEX-AP8222-10
Up front with the
hardware (prepaid)
or within 30 days
thereafter
Three years
SOSS-AP8222-30
Anytime
One year
OSS-AP8222-10
SWS-1APS-LIC-10
SWS-6APS-LIC-10
SWS-8APS-LIC-10
SWS-16APS-LIC-10
SWS-24APS-LIC-10
SWS-36APS-LIC-10
SWS-48APS-LIC-10
SWS-64APS-LIC-10
SWS-100APS-LIC-10
SWS-128APS-LIC-10
SWS-256APS-LIC-10
SWS-512APS-LIC-10
SWS-1000APS-LIC-10
SWS-1024APS-LIC-10
Three years
• Advance replacement of devices requiring repair
Time of Purchase
One year
Service from the
Start Advance
Exchange Support
Service Description
SWS-1APS-LIC-30
SWS-6APS-LIC-30
SWS-8APS-LIC-30
SWS-16APS-LIC-30
SWS-24APS-LIC-30
SWS-36APS-LIC-30
SWS-48APS-LIC-30
SWS-64APS-LIC-30
SWS-100APS-LIC-30
SWS-128APS-LIC-30
SWS-256APS-LIC-30
SWS-512APS-LIC-30
SWS-1000APS-LIC-30
SWS-1024APS-LIC-30
• Includes Comprehensive Coverage
On Site System
Support
• Access to non technical support resources
• Full access to technical support resources
WLAN Software
Support
• Rights to download and use software releases and supporting
documentation
Anytime
• Covers both the APs and the controller when the AP is purchased for
use in dependant or adaptive mode
You have an excellent opportunity to up sell Service from the Start programs with the
AP 8200 Series. Service from the Start programs provide enhanced support for your
customers’ 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.
PAGE 11

13. Product overview/Benefits
Executive Summary
Target Market/Applications
Market Opportunity
Configurations/Accessories
BUSINESS PROPOSITION
Features/Benefits
Key Selling Points
Uncovering opportunities
Qualifying Questions
Support services
Glo bal S ervic es
Materials/classification/training
Sales Tools
partner brief
AP 8222/AP 8232
AP 8232 Services
Enterprise Mobility
Services
Advance Exchange
Support
Service from the
Start On Site System
Support
Up front with the
hardware (prepaid)
or within 30 days
thereafter
Three years
SAEX-AP8232-30
One year
AEX-AP8232-10
Up front with the
hardware (prepaid)
or within 30 days
thereafter
Three years
SOSS-AP8232-30
Anytime
One year
OSS-AP8232-10
SWS-1APS-LIC-10
SWS-6APS-LIC-10
SWS-8APS-LIC-10
SWS-16APS-LIC-10
SWS-24APS-LIC-10
SWS-36APS-LIC-10
SWS-48APS-LIC-10
SWS-64APS-LIC-10
SWS-100APS-LIC-10
SWS-128APS-LIC-10
SWS-256APS-LIC-10
SWS-512APS-LIC-10
SWS-1000APS-LIC-10
SWS-1024APS-LIC-10
Three years
• Includes Comprehensive Coverage
Length of Coverage
Anytime
• Advance replacement of devices requiring repair
Time of Purchase
One year
Service from the
Start Advance
Exchange Support
Service Description
Service Part Number
SWS-1APS-LIC-30
SWS-6APS-LIC-30
SWS-8APS-LIC-30
SWS-16APS-LIC-30
SWS-24APS-LIC-30
SWS-36APS-LIC-30
SWS-48APS-LIC-30
SWS-64APS-LIC-30
SWS-100APS-LIC-30
SWS-128APS-LIC-30
SWS-256APS-LIC-30
SWS-512APS-LIC-30
SWS-1000APS-LIC-30
SWS-1024APS-LIC-30
• Access to non technical support resources
• Fast response time: Field Service Representative responds on site
next business day
• Includes Comprehensive Coverage
On Site System
Support
• Access to non technical support resources
• Full access to technical support resources
WLAN Software
Support
• Rights to download and use software releases and supporting
documentation
Anytime
• Covers both the APs and the controller when the AP is purchased for
use in dependant or adaptive mode
Please visit Solution Builder for the most up to date information on part numbers and pricing. (https://solutionbuilder.motorola.com/)
PAGE 12

14. Product overview/Benefits
Target Market/Applications
Uncovering opportunities
Qualifying Questions
Support services
Global Services
Materials/classification/training
Sal es Tools
Sales and reference materials
Features/Benefits
Solution Builder:
https://solutionbuilder.motorolasolutions.com
Key Selling Points
First Customer Shipment (FCS): 12/2/13
General Availability (Rev A): 12/16/13
Configurations/Accessories
Key dates
Learning Portal:
http://my.mot-solutions.com/portal/site/mu
BUSINESS PROPOSITION
This section details the product classification, where
you can find additional information, available training
and certification programs, and dates of availability.
Partners:
https://partnercentral.motorolasolutions.com/product_
services/services/index.aspx
Market Opportunity
Sales tools
Executive Summary
partner brief
AP 8222/AP 8232
Product classification and certification
For the latest information and sales support materials,
please visit the following resources:
Partner Central:
https://partnercentral.motorolasolutions.com
This is a product requiring training and certification in certain
regions prior to selling. Product access codes for the regions
are as follows:
• North America: Category 2
• EMEA: Category 1 (allows for open selling)
AP 8222 and AP 8232 Product Home:
www.motorolasolutions.com/wlan
• APAC: Category 2
Enterprise Mobility Services:
Public:
http://www.motorolasolutions.com/enterprise/services
• Latin America: Category 2
Training Courses for AP 8200 Series
Course Number
Course Title and Description
Mode
Duration
WSE1614
Enterprise Wireless Sales Enablement
Supports the sales process for selling wireless solutions across various markets
OLT
2 hrs
ASE0201
Access Point Sales Enablement
Positioning of the access points for use whether 802.11ac, indoor, outdoor or multi-purpose
OLT
1 hrs
AAE1304
System Overview for Controllers and Integrated Services Platform
Positioning of the suite of controllers and service platforms and their targeted applications
OLT
1 hr
AEE1607
WLAN Technical Enablement
Foundations for WiNG including architectures, basic setup for demonstration purposes
OLT
3 hrs
WLN1003
Advanced WiNG Features
New repository for learning individual WiNG features across releases (5.3 thru 5.5)
OLT
N/A
WLN2001
Setup and Configure for WiNG 5.x Infrastructure
Supports setting up a complete WiNG system including hands-on simulated labs and self-paced labs
VILT
10 hrs
WEL2307
Design for WiNG 5.x Infrastructure
Scenario based design activities to provide practical experience in all aspects of design
ILT
16 hrs
WEL2304
Deploy for WiNG 5.x Infrastructure
Practical application setting up virtual controller, campus and centralized deployments, along with
installation considerations, optimization, and testing
ILT
20 hrs
WLN2004
NEW: Administration for WiNG 5.x Infrastructure
Supports customer administrators in managing all aspects of a WING system, including using WiNG
capabilities for monitoring and management, as well ADSP tools
ILT
16 hrs
WLN2005
NEW: Service/Troubleshooting for WiNG 5.x Infrastructure
Supports self-servicing customers and partners in resolving common problems within a WiNG environment.
Practical examples and application.
ILT
24 hrs
OLT – Online training
PAGE 13
VILT – Virtual Instructor Led Training
ILT – Instructor Led Training

15. Features/Benefits
Key Selling Points
Uncovering opportunities
Qualifying Questions
Support services
Global Services
Materials/classification/training
Sales Tools
We do this by connecting them to seamless
communication networks, applications and services,
by providing them with real-time information, and
by arming them with intuitive, nearly indestructible
handheld devices.
Configurations/Accessories
We help firefighters see around buildings and police
officers see around street corners. We make supply
chains visible to retailers and entire power grids
visible to utility workers. We provide the situational
awareness first responders need when a moment brings
catastrophe. And we help companies deliver shipments
at the moment they’re promised.
BUSINESS PROPOSITION
For more information on the AP 8232 and AP 8222,
5th generation access points that support more
users, more functionality and lightning fast data at
a lower cost, please contact us at 1.800.722.6234 or
+1.631.738.2400, or visit us on the web at:
www.motorolasolutions.com/wlan
Target Market/Applications
On any given day, every moment matters to someone,
somewhere. And every moment, Motorola Solutions’
innovations, products, and services play essential roles
in people’s lives.
Market Opportunity
Contact information
Product overview/Benefits
Why Motorola Solutions
Executive Summary
partner brief
AP 8222/AP 8232
We help people be their best in the moments that
matter. This is our purpose.
Part number: PB-AP8200SERIES. Printed in USA 10/13. MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M
Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other
trademarks are the property of their respective owners. © 2013 Motorola Solutions, Inc. All rights reserved.