| Executive |
Steven L. Harvey
|
| Award | Top 100 |
| Company Name | ADTRAN |
| Title | Vice president of sales |
| Years At Company | 10 |
| Years In Channel | 21 |
| Reports To | Danny J. Windham, president and COO |
| Top Priority for 2006 | To form strong partnerships with resellers that serve the SMB market with internetworking and IP telephony solutions. We redesigned our programs to help increase profitability for our partners and increase margin opportunity. |
| Top Business Challenge | To lead the WAN market while aggressively expand into the LAN and IP telephony markets. We have an attractive product suite, including gigabit and power-over-Ethernet switches along with a new family of IP gateways that are designed to complement our access routers and security appliances. |
| Top Opportunity | VoIP: We have a comprehensive portfolio of networking products that have been specifically designed for the SMB market, including a unique all-in-one VoIP solution that simplifies the installation and support of a converged voice/data network. This is a tremendous opportunity for the channel as this product suite directly addresses the needs of SMB customers. |
| Best Part of Channel Program | The addition of specialization tracks for our partners to earn increased margin, retain profitability, gain access to products, and have protected selling opportunities is the most exciting element of our program. ADTRAN understands the importance of partner profitability and designed our program from the ground up so that these product certification efforts are rewarded. |
| Best Decision In the Last 12 Months | Redesigned our channel program to focus on product expertise and higher rewards for certified resellers. The channel organization was expanded to include several new regional channel account manager and sales engineer positions that have increased support for partners. |
| Miles Traveled in 2005 | 150,000 |
