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According to Schansman, Adtran's enterprise business is above a $140 million run rate and has had a strong year in the context of overall year-on-year growth by Adtran. It's still a small piece compared to Adtran's service provider infrastructure-focused businesses -- Schanman's enterprise group accounts for "low 20 percent" of Adtran's revenue pie, he said -- but its major product areas are growing and newer product investments are starting to bear fruit.
It's been two years, for example, since Adtran entered the unified communications market with its NetVanta UC suite of products.
"It's just now becoming interesting and significant and more a bigger part of the business," he said. "If you look at the NetVanta 7100, the appliance-based PBX, that product is doing well and it gives a play with those VARs. I don't have the breadth of product today that will displace Cisco, Avaya and ShoreTel, but I can come at the VARs and say this is good for this segment of your market. That resonates."
Adtran is spending the next few months focused on building VAR business around new opportunities, including those presented by its recent acquisition of virtual wireless LAN specialist Bluesocket.
Watch for more partner program resources in the new year, said Cole, including lead generation tools. Along with those will come a push by Adtran to re-engage with some its less-performing partners, with the idea that a lot of partner relationships are worth reexamining rather than simply cutting loose.
"We're into re-energizing. We have partners we know that can do better today, and we've identified those partners in an attempt to re-ignite the fire that was there when we first brought them on board," Cole said. "What we don't want to do is simply write them off. There are diamonds in the rough that are doing good things and can do good things for us."