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CRN Interview: AT&T Channel Chief On Why Partners Need Recurring Revenue And How They Can Help Shape A Software-Defined Future

"We are moving from a hardware-centric business to a software business ... We want to make sure we have a vibrant, high-growth channel if we are going to make that transition," said Zee Hussain, channel chief of AT&TPartner Solutions.

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Going Big With Partners

AT&T spent the end of 2017 rolling out big channel changes. From bringing its three distinct partner programs under one leader, to opening more accounts up to the channel, to introducing a new compensation model that includes recurring revenue opportunities, the Dallas-based carrier plans to spend 2018 "doubling and tripling down" on its revamped channel strategy.

The channel chief of AT&T Partner Solutions, Zee Hussain, gives CRN the scoop on AT&T's new partner program structure, the investments the carrier is making on its indirect sales unit, where the next technology opportunities are for solution providers, and how recent legislation could impact the channel.

Here are excerpts from the conversation, and read more about how AT&T is standing behind its revamped channel strategy here.

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