AT&T Alliance Channel
Address | 1 AT&T Way Bedminster NJ 07921 |
U.S. HQ phone number | 800-351-7221 |
Worldwide HQ Address | 208 S Akard, Dallas, TX 75202 |
Web Site URL | http://www.att.com/alliance |
CEO | John Donovan |
Year Company Founded | 1885 |
If applicable, when was your division created? | 1998 |
Company Size | Enterprise |
Worldwide Channel Chief | |
Full Name | Zee Hussain |
Title | Channel Chief - AT&T Partner Solutions |
Date began serving in this role | 10/2017 |
North American Channel Chief | |
Full Name | Kevin Leonard |
Title | Vice President - Alternate Channels |
Date began serving in this role | 11/2008 |
Channel Program Information : | |
Name of North American Channel Program | AT&T Alliance Channel |
Year this Channel Program was established | 1998 |
North American Channel Program Manager | Kevin Leonard |
Program Manager Title | Vice President - Alternate Channels |
Please indicate the products and services in which your company specializes and the sales models that apply: | |
One-time product purchase and resell (either hardware or software) | Tablets WAN optimization/WAN acceleration |
As-a-service utility model (for either managed or cloud service delivery) | Business intelligence and analytics Cloud hosting Cloud tools & management Converged infrastructure Disaster recovery/business continuity Enterprise file sync and share Enterprise networking infrastructure Enterprise wireless LANs IaaS Network connectivity PaaS Security - data loss prevention Security - endpoint protection Security - identity & access management SDN Unified communications Video conferencing Virtualization- networking/server/storage WAN optimization/WAN acceleration |
Overall | Business intelligence and analytics Cloud hosting Cloud tools & management Converged infrastructure Disaster recovery/business continuity Enterprise file sync and share Enterprise networking infrastructure Enterprise wireless LANs IaaS Network connectivity PaaS Security - data loss prevention Security - endpoint protection Security - Identity & access management SDN Tablets Unified communications Video conferencing Virtualization - networking/server/storage WAN optimization/WAN acceleration |
Which of the following best describes your company's 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? | |
We offer deal registration, but do not offer extra points of margin/discount for registered deals | |
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time? | Yes within one week |
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? | No |
How does this channel program motivate/support its resellers? | |
Automation systems & partner portal development | |
Awards for sales | |
Development of training & certification programs/curriculum | |
Discount promotions | |
Field Channel account manager coverage | |
Financial rewards | |
Incentive program | |
Joint marketing planning | |
Low-interest financing | |
Points based reward programs | |
Marketing resources | |
MDF/Co-op | |
Online tools | |
Partner Communication & Recruitment Materials | |
Product demo program | |
Qualified leads | |
SPIFFs | |
Sales enablement | |
Tiered discounts | |
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit? | |
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 as the profit your partners derive from your solution |
Technical Certification Training | |
Partner Services/Solution Selling Training | |
Case Studies demonstrating the value of a total solution sell | |
Partner Incentive Programs | |
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 |
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? | |
Sales/Revenue volume | |
How are partner discounts determined? | |
NOT APPLICABLE | |
Which of the following does your partner program offer to partners in an effort to help expand their businesses? | |
Business transformation training | |
Technical training | |
Sales training | |
Sales tools | |
Vertical market case studies | |
Tools to identify selling opportunities | |
New hire assistance | |
Solutions selling | |
MDF | |
Leads | |
Referrals | |
Joint marketing planning | |
What types of training does your partner program offer? | |
Self-paced sales on-line training | |
Hands-on sales training, including whiteboarding instruction | |
Virtual instructor-led training | |
Virtual technical labs | |
Marketing skills training and/or certification | |
Is there a cost to partners for training and/or certification? | |
Basic Training | Free for all partners |
Advanced Training | Free for all partners |
High Level Certification | Free for all partners |
How often does your partner program require re-certification or renewal for partners? | Once per year |
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? | |
Revenue commitment | |
Signed Partner Agreement | |
Does this channel partner program offer: | |
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 |
Does your company's partner program portal/web site provide: | |
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? | |
One to many marketing support via internal partner marketing managers | |
Access to an automated marketing platform | |
How does your partner program inform and educate your partners? Does your partner program provide any of the following: | |
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 | |
Which of the following criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing? | |
Sales volume | |
Business plan | |
Discretionary based on specific product/vertical/customer focus | |
Discretionary based on channel account manager approval | |
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 | |
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 partnerprogram 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 |
Do partners need to meet specific lead management criteria or training in order to receive and continue to receive leads? | No |
Unedited content provided by vendors.