2014 Partner Programs Guide Details


ADTRAN, Inc.
ADvantage Partner Program

Five Star Program Award Winner -- 2014
Company Information
Address901 Explorer Boulevard
Huntsville
Alabama
35806
1-800-923-8726
URLwww.adtran.com
CEOThomas R. Stanton
Year Company Founded1986
North American Channel ChiefTed Cole
Vice President, VAR Channel Sales
Vendor Size CategoryMidsize
Total Revenue$100M - $1B
Indirect Revenue Percentage91% to 100%
Program Information
Name of Channel ProgramADvantage Partner Program
Year Program Established2006
Number Channel Field Sales Reps North America31
Number Inside Channel Sales Reps North America8
Total North American Partners3,847
Number of New North American Partners306
Top Tier NameADvantage Plus 129
North American Partners Top Tier3,847
Worldwide Partners Top Tier3,847
Tier 2 NameAdvantage 176
Tier 3 NameRegistered 3542
Market Segment Specializations
Cloud Hosting
Cloud Infrastructure
Network Connectivity Services
Managed Services
Networking Hardware and Wireless
SMB Networking Hardware including Wireless LANs and Voice
Unified Communications
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
Time Frame For Communication of Deal Registration Approval or DenialYes within 72 hours
Program Offerings To Support Resellers
Low Interest Financing
SPIFs
Rebates
Discount Promotions
Qualified Leads
Awards For Sales
Awards For Innovation
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
Loyalty Programs
MDF/Co-Op
Product Demo Program
Sales Enablement
Tiered Discounts
Training
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersMore than $3, up to $4
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Partner Services Value Based Pricing
Case Studies
Offer Residual Revenue ProgramYes
Demonstration Units OfferedYes for any partner level
Demonstration Unit Charges51%-75% off list
Criteria To Determine Partner Tiers
Sales Volume
Certifications
Technical Skills
Specialization
Criteria To Determine Partner Discounts
Tiered Discounts
Target Achievemnt
Growth Rate Attainment
Program Offerings To Help Partners Expand Businesses
Business Transformation Training
Help Horizontal VARs Enter Vertical Markets
Training Advice On Incorporating Cloud Solutions
Eligibility To Sell Vendor Services
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Tools To Identify Selling Opportunities
Solutions Selling
Other Help
State, Local and Education
Training Offerings
Web Based
Instructor Led
Face To Face
Roadshows
Bootcamps
Blogs And Message Boards
Costs for trainingPartner pays a percentage
Recertification RequirementsOnce every 25 to 60 months
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramNo revenue commitment necessary
Requirements To Join Program
Other Requirements
Partner profile criteria aligned with successful partner practices
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
Escalation Procedures For Rules Of Engagement
Dedicated Account Team
Clearly Defined Division Between Direct and Indirect
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
Database For Peer Partnering
Automated Rebate Processing
Account Management
Portal Is Customizable Based On Profiles
Managed Services Community
Online Tools
Configuration Tools
Troubleshooting Tools
Online Marketing Tools Offered To Partners
Self Service Email Marketing Tools
Self Service Tools For Cobranded Collateral
Hands-On Marketing Support Offered To Partners
One To One Marketing
Other Hands On Marketing Support
Full-scale enablement site including demand generation tools
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
Channel Managers Responsible For Education
full-scale enablement program
Requirements for MDF/Coop Marketing
Proposal Based
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Advertising
Training
Promotions
Webinars
Events
Telemarketing
Appointment Setting
Marketing Support
Email Marketing
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF QuarterlyNone
Partner Lead Support Offered
Generates Leads And Initiates SalesTop Tier and 2nd Tier Partners Only
Generates Leads Which Are Given To PartnersTop Tier and 2nd Tier Partners Only
Drive Demand Directly To Partners Through MDFAll partners All Levels
Tools On Portal For Partner To Drive Their Own DemandAll partners All Levels
Access To Dedicated Program ManagerYes, every partner has access to a dedicated partner program manager