2016 Partner Program Guide Details



AT&T Alliance Program
AT&T Alliance Program

Address208 S. Akard St
Dallas, TX
75202
URLhttp://www.att.com/alliance
Phone800-351-7221
CEORandall Stephenson
Year Company Founded1885
Year Division Created1998
In what month does your fiscal year end?December
Worldwide Channel Chief Date Began serving in this Role11/2008
North American Channel Chief Full NameKevin Leonard
North American Channel Chief TitleVice President Alternate Channels
North American Channel Chief Date Began Serving in this Role11/2008
Name of North American Channel ProgramAT&T Alliance Program
Year this Channel Program was established1998
Name of North American Channel Program ManagerKevin Leonard
Program Manager TitleVice President Alternate Channels
Program Manager Email Addressah788n@att.com
Products and services in which your company specializes and the sales models that apply: One-time product purchase and resell (either hardware or software)Business intelligence and analytics
Cloud hosting
Cloud tools and management
Disaster recovery business continuity
Enterprise file sync and share
Enterprise networking infrastructure
Flat panel displays
Infrastructure as a service IaaS
Network connectivity
Platforms as a service PaaS
SDN Software defined Networking
Security data loss prevention
Security endpoint protection
Security Identity and access management
Security network security appliances and software
Tablets
Unified communications
Video conferencing
Virtualization networking server storage
WAN optimization/WAN acceleration
Size CategoryLARGE
Indirect RevenueDo not wish to disclose
North American Partners N/A
New North American Partners N/A
Tier NamesAT&T Solution Providers
Number of North American Partners in Top Tier N/A
North American Partners in Tier 2 N/A
North American Partners in Tier 3 N/A
North American Partners in Tier 4 N/A
North American Partners in Tier 5 N/A
North American Partners in Tier 6 N/A
North American Partners in Tier 7 N/A
Worldwide Partners in Top Tier N/A
Worldwide Partners in Tier 2 N/A
Worldwide Partners in Tier 3 N/A
Worldwide Partners in Tier 4 N/A
Worldwide Partners in Tier 5 N/A
Worldwide Partners in Tier 6 N/A
Worldwide Partners in Tier 7 N/A
Which of the following best describes your company’s Cloud involvement, products, and solutions?
Our products are sold as a Cloud Service where the vendor is the Service Provider
 Our products are used to enable Off-premise Cloud Solutions
 Our products are used to build Hybrid Private Cloud Solutions
Does your existing partner program support your company’s Cloud products/services?Our existing partner program supports our cloud products/services
Sales Support
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales?No
Does your partner program compensate partners for deals registered by one partner but closed by another or lost-deals to partners that did not obtain registration?No
Does your partner program offer extra points of margin/discount for registered deals?
 Deal registration NOT APPLICABLE to our business
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Deal registration NOT APPLICABLE for our products/services
How does this channel program motivate/support its resellers?
 Awards for sales
 Discount promotions
 Field Channel account manager coverage
 Financial rewards
 Incentive programs
 Inside Channel account manager coverage
 Joint marketing planning
 Loyalty programs
 Marketing resources
 MDF/Co-op
 Online tools
 Partner portal
 Product demo program
 Qualified leads
 SPIFFs
 Sales enablement
 Training
Is it possible for a Solution Provider to attach services to your product/service beyond typical maintenance and/or break-fix?Yes
Thinking about a typical sale in which a Solution Provider is able to attach services to your product/service, is the amount they are able to attach:Attach services that are about the same cost as your solution
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit?
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
Does your partner program offer a residual revenue program, recurring revenues or annuity streams that enable partners to create a long-term year after year revenue stream?No
Does your partner program offer demonstration units or evaluation licenses?
By request only
What does this program typically charge your partners for demo units or evaluation licenses?
Other alternative (Please explain)
 Case by case basis
By what criteria are partner tiers for this partner program determined
 Sales/Revenue volume
How are partner discounts determined? Please select all that apply.
 Not Applicable
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
Business transformation training to help partners capture more of the services market
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 MDF
 Leads
 Referrals
 Joint marketing planning
What types of training does your partner program offer? Please select all that apply.
On Demand web based training/certification from any location (Self Serve)
 ILT (instructor lead training)
 Road shows
 Boot camp
Is there a cost to partners for training and/or certification?
Free for all partners
 Free for all partners
 Free for all partners
How often does your partner program require re-certification or renewal for partners?Once per year
Are partners required to pay a fee to join at the minimum or basic level of this partner program?
No fee
Does this fee vary based on any of the following?
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?Annual revenue commitment
Please indicate which of the following requirements must be met in order for a partner to join the minimum tier or basic level of this partner program? Please select all that apply.
 Revenue commitment
Does this channel partner program offer: Please check all that apply.
Pre-sales support
 Post-sales support
 Post-sales services support
 Technical support
 Local account/field reps
 Escalation procedures for rules of engagement
 Dedicated account team
How much time in advance of their customers are solution provider A177partners briefed on new or upgraded product launches?1 month to less than 4 months before solution provider customers
Does your company utilize a partner advisory council that provides your company with constructive feedback on your partner program and/or channel issues?Yes
Does your company’s partner program portal/web site provide: Please select all that apply.
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Ability for partners to syndicate your content to their website
Which of the following types of hands-on marketing support does your partner program provide? Please check all that apply.
 One to many marketing support via internal partner marketing managers
How does your partner program inform and educate your partners? Does your partner program provide any of the following: Please select all that apply.
Hosts a conference specifically for partners
 Hosts a sales conference for direct sales and partners together
 Conducts online webinars and conferences
 Provides funding to partners to attend industry conferences
 Publishes regular newsletters
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing partners
Which of the following criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing? Please select all that apply.
Sales volume
 Business plan
 Discretionary based on specific product focus
 Discretionary based on specific vertical/customer focus
 Discretionary based on channel accountmanager approval
What does this partner program allow partners to spend MDF on? Please select all that apply.
 Print advertising
 Digital advertising
 SEO
 Sales Training
 Technical training/certification
 Customer seminars/road shows
 Online webinars
 Demo equipment
 Events: industry conferences, workshops, etc.
 Telemarketing/outbound sales calling
 Newsletters
 Email marketing
 Co-branded merchandise
 Content development (case studies, social content, blogs, solution briefs, etc.
 Direct Mail
 Public relations
 Website development and management
 Social media enablement
 Activities that generate leads
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?Yes
What percentage of your MDF/Co-op goes unspent on a quarterly basis?1-10%
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partners.Not Offered
Generates leads which are turned over to partners.All partners
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programs.Not Offered
Provides tools on portal for partners to drive their own demand.All partners

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