2017 Partner Program Guide Details


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AT&T Partner Exchange
AT&T Partner Exchange


Address2900 West Plano Parkway
Plano, TX
75075
Worldwide Headquarters208 S. Akard Street, Dallas, TX 75202
URLhttp://www.att.com
US Headquarters Phone800-351-7221
CEORandall Stephenson
Year Company Founded1885
Division Created2012
Fiscal Year EndsDecember
Worldwide Channel ChiefBrooks McCorcle, President, AT&T Partner Solutions
Began Serving In This Role10/2012
North American Channel Chief Randall Porter, Vice President, Sales and Partner Management
Began Serving In This Role10/2012
North American Channel ChiefSue Galvanek, Vice President, Marketing, Pricing & Product Solutions
Company SizeEnterprise
Indirect Revenue As A Percentage Of Total Corporate RevenueDo not wish to disclose
Products Or Service Specialties
As-A-Service Utility ModelCloud Hosting
Enterprise Networking Infrastructure
Enterprise Wireless LANs
Infrastructure as a Service (IaaS)
Network Connectivity
Security - Network Security Appliances and Software
SMB Networking Hardware
Tablets
Program and Tier Information
Year Channel Program Was Established 2012
North American Channel Program ManagerBrooks McCorcle, President, AT&T Partner Solutions
Program Manager Emailtd6510@att.com
North American PartnersN/A
New North American PartnersN/A
Top TierAT&T Partner Exchange -- Platinum Elite
North American PartnersN/A
Worldwide PartnersN/A
Tier 2AT&T Partner Exchange -- Platinum
North American PartnersN/A
Worldwide PartnersN/A
Cloud Involvement, Products, And Solutions
 Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
 Our products are used to enable off-premise Cloud Solutions
 Our products are used to build hybrid Private Cloud Solutions
 Our existing partner program supports our cloud products/services
Does your partner program offer extra points of margin/discount/rebatesfor 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
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?No
How does this channel program motivate/support its resellers?
 Automation systems & partner portal development
 Awards for innovation
 Awards for sales
 Development of training & certification programs/curriculum
 Direct deposit funds
 Discount promotions
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Low-interest financing
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Product demo program
 Rebates
 SPIFFs
 Sales enablement
 Tiered discounts
Services Attach
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 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
 Automated transaction process for billing/licensing and provisioning
 Partner Incentive Programs
 APIs, Enablement Playbook, Investment Development Funds
Does your partner program offer a residual revenue program (maintenance, software or professional services), 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?Determined on a case by case basis
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?
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
 Case by Case Determination
 Deal Registrations
What does your partner program offer to partners in an effort to help expand their businesses?
 Business transformation training
 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
 Joint marketing planning
 APIs, Certifications, Investment Development Funds, Third-party as a Service Offerings (such as Billing, Marketing and Network Operations Center, Enablement Playbook, Order Status Toola and Annual AT&T Partner Exchange Summit, Support Center
What types of training does your partner program offer?
 On Demand web based training/certification from any location (Self Serve)
 ILT (instructor lead training)
 Face to face training/certification
 Boot camp
 Boot camp
 Blogs/Message boards
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingFree for all partners
High Level CertificationFree for all partners
How often does your partner program require re-certification or renewal for partners?Once every 13 to 24 months
Are partners required to pay a fee to join at the minimum or basic level of this partner program?No fee
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?Annual revenue commitment
Which requirements must be met for a partner to join the minimum tier or basic level of this partner program?
 Certified/accredited sales staff
 Executive sponsorship by vendor senior management
 Business planning requirements
 Marketing plan
 Revenue commitment
 Valid website
 Actively transacting partner
 Signed Partner Agreement
 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 teh AT&T Partner Exchange program must contain specific AT&T branding
What are this channel partner program's offerings?
 Pre-sales support
 Post-sales support
 Post-sales 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 partners briefed on new or upgraded product launches?1 month to less than 4 months before solution provider customers
What does your company's partner program portal/web site provide?
 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 views based on profiles
 Deal Registration
 A selection of marketing campaigns partners can order and have executed for them
 Access to API Platform, Enablement Playbook, Innovation Ecosystem and access to third parties who can help them transform their business
What types of hands-on marketing support does your partner program provide?
 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
 Marketing as a Service, Ongoing webinars focused on marketing, Annual Partner Exchange Summit, Regional Events
How does your partner program inform and educate your partners?
 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
 Monthly Newsletter, Webinars, Newsroom, Social Engagement, Regional Events
What criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Sales volume
 Tier-based
 Proposal-based
 MDF marketing plan in place
What does this partner program allow partners to spend MDF on?
 Appointment setting
 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, socialcontent, blogs, solution briefs, etc.
 Direct Mail
 Public relations
 Website development and management
 Activities that generate leads
 Branding and thought leadership campaigns
 Direct and Digital Marketing Campaigns. Most activities that build brand awareness and demand generation for funnel growth. Offer Investment Development Funds to enable activities no 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 partnersNot Offered
Generates leads which are turned over to partnersNot Offered
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsAll partners
Provides tools on portal for partners to drive their own demandAll partners
Do partners need to meet specific lead management criteria or training in order to receive and continue to receive leads?No

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