2014 Partner Programs Guide Details

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AT&T Partner ExchangeSM
AT&T Partner ExchangeSM

Company Information
Address2900 W. Plano Pkwy.
3rd Floor
(210) 821-4105
Worldwide HQ Address208 S. Akard St. Dallas, TX 75202
CEORandall Stephenson
Year Company Founded1885
Year Division Created2012
North American Channel ChiefBrooks McCorcle
President, Emerging Business Markets
Vendor Size CategoryLarge
Total RevenueGreater than $1B
Indirect Revenue PercentageDo not wish to disclose
Program Information
Name of Channel ProgramAT&T Partner ExchangeSM
Year Program Established2013
Number Channel Field Sales Reps North America18
Number Inside Channel Sales Reps North America5
Total North American Partners110
Number of New North American Partners110
Top Tier NamePlatinum: 110
North American Partners Top Tier110
Tier 2 NameGold: 0
North American Partners Tier 20
Tier 3 NameSilver: 0
North American Partners Tier 30
Market Segment Specializations
Cloud Hosting
Cloud Infrastructure
Cloud Platforms
Cloud Security
Cloud Storage
Data Center
Network Connectivity Services
Enterprise Networking and Wireless
Network Security Software
Networking Hardware and Wireless
Notebooks and Mobile Computers
Cloud Product and Program Offerings
Products Sold As A Cloud Service
Products Enable Off-Premise Cloud Solutions
Products Used To Build Private Clouds
Existing Program Supports Cloud Products
Extra Points Of Margin For Registered Deals
Extra points of margin depending product
Extra points of margin depending partner type tier
Extra points of margin depending deal size
Extra points of margin depending monthly revenue
Extra points of margin depending on time sensitive incenties
Time Frame For Communication of Deal Registration Approval or DenialYes, in less than 24 hours
Program Offerings To Support Resellers
Low Interest Financing
Price Protection Plans
Discount Promotions
Qualified Leads
Awards For Sales
Incentive Program
Financial Rewards
Marketing Resources
Partner Portal
Online Tools
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
Inside Channel Account Manager Coverage
Product Demo Program
Sales Enablement
Tiered Discounts
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersUnsure
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Partner Services Value Based Pricing
Case Studies
Partner Incentive Program
Automated Transaction Process
Increase Services Attach: Other
Offer Residual Revenue ProgramNo
Demonstration Units OfferedBy request only
Demonstration Unit ChargesMore than 75% off list/No fee
Criteria To Determine Partner Tiers
Joint Business Plan
Sales Volume
Technical Skills
Solutions Expertise
Criteria To Determine Partner Discounts
Tiered Discounts
Program Offerings To Help Partners Expand Businesses
Business Transformation Training
Training Advice On Incorporating Cloud Solutions
Provide Training On Hosted And Managed Services
Technical Training
Sales Training
Sales Tools
Tools To Identify Selling Opportunities
Marketing Concierge Services
Solutions Selling
Other Help
Training Offerings
Web Based
Instructor Led
Face To Face
Blogs And Message Boards
Costs for trainingFree for all partner tiers
Recertification RequirementsOnce per year
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramAnnual revenue commitment
Requirements To Join Program
Revenue Commitments
Other Requirements
Other Requirements
Other Requirements
24x7 Tier 1 Support
Capable of Billing, Credit & Collections
Network Operations Center and Circuit Design & Implement
Program Offers
Pre Sales Support
Technical Support
Local Account Field Reps
Escalation Procedures For Rules Of Engagement
Dedicated Account Team
Partners Briefed On Product Launches1 month to less than 4 months before customers
Partner Advisory CouncilYes - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Account Management
Portal Is Customizable Based On Profiles
Online Tools
Configuration Tools
Online Marketing Tools Offered To Partners
Self Service Tools For Cobranded Collateral
Hands-On Marketing Support Offered To Partners
One To One Marketing
One To Many Marketing
Access To Automated Platform
Other Hands On Marketing Support
ongoing webinars focused on marketing
Other Information and Education Support Offered To Partners
Host Conference For Partners
Conduct Online Seminars And Conferences
Publishes Regular Newsletters
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Other Educational Tools
Monthly video summaries, newsroom on portal and social media
Requirements for MDF/Coop Marketing
Sales Volume
Tier Based
Other Criteria
Co-Op Marketing Plan in Place (Created by Marketing Consultant, Channel Account Manager and Solution Provider
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Appointment Setting
Marketing Support
Email Marketing
Other Reasons
Direct Mail, anything to drive Solution Provider funnel activity
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF QuarterlyMore than 50%
Partner Lead Support Offered
Generates Leads And Initiates SalesTop Tier Partners Only
Generates Leads Which Are Given To PartnersTop Tier Partners Only
Drive Demand Directly To Partners Through MDFTop, 2nd and 3rd Tier Partners Only
Tools On Portal For Partner To Drive Their Own DemandTop, 2nd and 3rd Tier Partners Only
Access To Dedicated Program ManagerNo dedicated partner program manager