2016 Partner Program Guide Details



AT&T Partner Exchange¨
AT&T Partner Exchange¨

Address2900 West Plano Pkwy
Plano, TX
75075
Worldwide HQ Address208 S. Akard St., Dallas, TX, 75202
URLhttp://www.att.com
Phone800-351-7221
CEORandall Stephenson
Year Company Founded1885
Year Division Created2012
In what month does your fiscal year end?December
Worldwide Channel Chief Full NameBrooks McCorcle
Worldwide Channel Chief TitlePresident Ð AT&T Partner Solutions
Worldwide Channel Chief Date Began serving in this Role10/2014
North American Channel Chief Full NameBrooks McCorcle
North American Channel Chief TitlePresident Ð AT&T Partner Solutions
North American Channel Chief Date Began Serving in this Role10/2012
Name of North American Channel ProgramAT&T Partner Exchange¨
Year this Channel Program was established2012
Name of North American Channel Program ManagerRandall Porter and Sue Galvanek
Program Manager TitleVP Ð Business Development, AT&T Partner Exchange and VP Ð Marketing, Pricing and Product Solutio
Program Manager Email Addressah788n@att.com
Products and services in which your company specializes and the sales models that apply: As-a-service utility model (for either managed or cloud service delivery) Cloud hosting
Enterprise networking infrastructure
Enterprise wireless LANs
Infrastructure as a service IaaS
Network connectivity
Security network security appliances and software
SMB networking hardware
Tablets
Size CategoryLARGE
Indirect RevenueDo not wish to disclose
North American Partners N/A
New North American Partners N/A
Tier NamesAT&T Partner Exchange Ð Platinum Elite
 AT&T Partner Exchange Ð Platinum
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?Not Applicable
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?
Yes, depending on the product
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Yes, in less than 24 hours
How does this channel program motivate/support its resellers?
Awards for innovation
 Awards for sales
 Direct deposit funds
 Discount promotions
 Field Channel account manager coverage
 Financial rewards
 Incentive programs
 Inside Channel account manager coverage
 Joint marketing planning
 Low-interest financing
 Marketing resources
 MDF/Co-op
 Online tools
 Partner portal
 Product demo program
 Qualified leads
 Rebates
 SPIFFs
 Sales enablement
 Tiered discounts
 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 typically less than the cost of your solution
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit?
Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Self-provisioning license portal
 Automated transaction process for billing/licensing and provisioning
 Other (please specify)
 APIs, Enablement Playbook, Investment Development Funds
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?Yes
Does your partner program offer demonstration units or evaluation licenses?
For all partners
What does this program typically charge your partners for demo units or evaluation licenses?
More than 75% off list / No Fee
By what criteria are partner tiers for this partner program determined
Joint business plan
 Sales/Revenue volume
 Certifications
 Technical skills
 Solutions expertise
How are partner discounts determined? Please select all that apply.
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
 Other (Please specify)
 Training, certification and operational metrics
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
 Provide training and advice about incorporating Cloud Solutions into current offerings
 Provide training in order to simplify the concept of hosted and managed services for VARs
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Marketing concierge services
 Solutions selling
 MDF
 Post-sales services enablement training
 Leads
 Joint marketing planning
 Other (please specify)
 APIs, Certifications, Investment Development Funds, Third-party As A Service Offerings (such as Billing, Marketing and Network Operations Center), Enablement Playbook, Order Status Tool, and Annual AT&T Partner Exchange Summit
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)
 Face to face training/certification
 Road shows
 Boot camp
 Blogs/Message boards
 Authorized training partners (distributors)
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.
 Certified/accredited sales staff
 Executive sponsorship by vendor senior management
 Business planning requirements
 Marketing plan
 Revenue commitment
 Valid website
 Actively transacting partner
 Other (please specify)
 Have a Network Operations Center, provide 24x7 Tier 1 Support; be capable of performing circuit design and implementation, billing, credit and collections; All products in the AT&T Partner Exchange program must contain specific AT&T branding (e.g. powered
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.
A catalogue of trusted, 3rd party marketing agencies to support partner marketing
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Database for peer partnering
 Account management
 Portal with customizable dashboard based on profiles
 Ability for partners to syndicate your content to their website
 Deal Registration
 A selection of marketing campaigns partners can order and have executed for them
 Other (please specify)
 Access to API Platform, Enablement Playbook, Innovation Ecosystem and access to third parties who can help them transform their
Which of the following types of hands-on marketing support does your partner program provide? Please check all that apply.
One to one marketing planning with internal partner marketing managers
 One to many marketing support via internal partner marketing managers
 Access to an automated marketing platform
 Full service marketing concierge services via 3rd party providers
 Other (please specify)
 Marketing as a Service, SharedVue, Ongoing webinars focused on marketing, Annual Partner Exchange Summit
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
 Conducts online webinars and conferences
 Provides funding to partners to attend industry conferences
 Publishes regular newsletters
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing partners
 Other (please specify)
 Bi-weekly Newsletter, Webinars, Newsroom, Social Engagement
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
 Tier-based
 Proposal-based
 Other (please specify)
 MDF marketing plan in place
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
 Product catalogues
 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
 Syndication
 Website audit and development
 Activities that generate leads
 Branding and thought leadership campaigns
 Other (please specify)
 Direct and Digital Marketing Campaigns. Most activities that build brand awareness and demand generation for funnel growth. Offer Investment Development Funds to enable activities not related to marketing.
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.All partners
Provides tools on portal for partners to drive their own demand.All partners

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