AT&T Pumps $300M Into New Partner Financing Program, Other Channel Resources


Bruce Flitcroft, CEO and founder of Alliant Technologies, a Morristown, N.J.-based solution provider and AT&T partner, said that his AT&T business is poised for big growth in 2014, as customers continue to embrace AT&T's new go-to-market strategy.

"Out of our 10 biggest deals we are quoting right now, I would say seven of them involve AT&T. It was a slow start, and it took a while before customers could wrap their head around this new go-to-market, but once they started to get their head around it, they started to realize how powerful it is," Flitcroft told CRN. "It's exciting, and it's starting to really ramp up for us."

Flitcroft said he expects Alliant's AT&T business to grow an "awful lot" in 2014. "We had three of the Fortune 2000 companies sign up under this new program with us last year," he said. "We are looking at 12 of them signing up this year. That is a huge acquisition of new logos for us."

Robert Hogg, co-founder and executive director at Ancero, a Mount Laurel, N.J.-based solution provider and AT&T partner, also said he expects big growth in his AT&T business in 2014. He also noted how Ancero's partnership with AT&T is creating net new opportunities for Ancero, outside of its traditional portfolio of managed and data center services.

"Our AT&T outlook for 2014 is pretty strong. We have a very full funnel, and we are being warmly received by the market we serve, which is really the midmarket and below," Hogg said. "And what's really interesting is how we are sparking some unique, new discussions with our clients. We are a full-service provider, so to be able to provide all those connectivity options that clients need really helps to round out our product set and to do more for our clients."

The launch of AT&T Partner Exchange last year underscored the continued convergence between the IT and telecom channels, as traditional solution providers look to cloud and carrier services as a way to build out annuity-based business models.

Other telecom titans, including Comcast and Verizon, also have been building out their partner bases to include more IT-focused VARs over the past year.

McCorcle said AT&T Partner Exchange today boasts roughly 110 solution provider partners, and that AT&T has no plans of stopping there.

PUBLISHED FEB. 25, 2014