2018 Partner Program Guide Details


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AT&T Alliance Channel


Address1 AT&T Way
Bedminster
NJ
07921
U.S. HQ phone number800-351-7221
Worldwide HQ Address208 S Akard, Dallas, TX 75202
Web Site URLhttp://www.att.com/alliance
CEOJohn Donovan
Year Company Founded1885
If applicable, when was your division created?1998
Company SizeEnterprise
Worldwide Channel Chief
Full NameZee Hussain
TitleChannel Chief - AT&T Partner Solutions
Date began serving in this role10/2017
North American Channel Chief
Full NameKevin Leonard
TitleVice President - Alternate Channels
Date began serving in this role11/2008
Channel Program Information :
Name of North American Channel ProgramAT&T Alliance Channel
Year this Channel Program was established1998
North American Channel Program ManagerKevin Leonard
Program Manager TitleVice 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
OverallBusiness 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 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 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 partnersNot Offered
Generates leads which are turned over to partnersAll partners
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsNot Offered
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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