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 |
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