ADTRAN Partner Program. Enterprise Division USA and Canada

Transcription

1 ADTRAN Partner Program Partner Program

2 Partner Program Overview The ADTRAN Partner Program provides one of the most compelling partner-centric channel models in the industry today. Our program is more than a mere channel program it s a framework for business success. As a designated ADTRAN Partner, you play an important role in our success. Your skills, technical expertise, and customer service are key to ensuring that our mutual customers are more than just satisfied with their ADTRAN solution. Becoming an ADTRAN Partner gives you unprecedented access to a market-leading technology portfolio in key growth areas such as: Frame Relay Access T3 Access Wireless Access T1/E1 Access Bandwidth Management Fiber Access IP Access Routing ISDN Access Internet Security DDS Access Ethernet Switching Remote Access/Telecommuting Integrated Access Performance Monitoring Our partner program goals include mutual profitability, long-term partnership, collaborative thinking, and rewards for commitment. Our commitment is to provide high-quality, cost-effective products and help you design the solutions that meet your customers needs while preserving your profitability. ADTRAN products may be sold in the United States and Canada only. Partners must obtain approval to sell ADTRAN products outside the United States and Canada. ADTRAN maintains a strict non-compete policy, directing all possible revenue to our partners. Your competition will not include factory-direct business in the ADTRAN Enterprise space. Today, the channel fills 95% of our Enterprise business. The ADTRAN Partner Program offers numerous Partner designations based on the partner s individual business plan: Connectivity Partner Systems Integrator Access Partner Direct Marketing Partner Premier Partner Federal Government Reseller Carrier Partner Certified Wireless Dealers The ADTRAN Partner Program offers numerous Partner designations based on the partner s individual business plan: Connectivity Partner Systems Integrator Access Partner Direct Marketing Partner Premier Partner Federal Government Reseller Carrier Partner Certified Wireless Dealers ADTRAN

3 ADTRAN Partner Programs At-a-Glance The ADTRAN Partner Program offers you a graduated suite of compelling benefits depending on your partner designation. Regardless of where you fit into ADTRAN s flexible partner program, we make doing business easy and profitable. Contract Required Minimum Volume Program Guide Financial Incentives Marketing Development Funds (MDF) Rebates Target Vertical Market Rebates SPIFs Seed Unit/Evaluation Programs Sales Representation Dedicated Channel Support Representative Regional Field Support Where to Buy Listing Marketing Support Logo Usage Product Marketing Kits Product Image Library Marketing Development Funds (MDF) Literature Quarterly Partner Mailing Newsletters Partners Secure Website Price Lists Leads Training ADTRAN-based Technical Training On-site technical Training Webinars Regional Seminar Computer-based Training Certification Program Technical Support Pre-sales Phone Support Post-sales Phone Support ACES Installation and Maintenance Connectivity Partner Access Partner $50,000 Hybrid Systems Integrator Federal Government Reseller Premier Access Partner $250, ADTRAN 2

4 ADTRAN Connectivity Partner Program Becoming an ADTRAN Connectivity Partner is the first step in developing a relationship with ADTRAN. A Connectivity Partner may purchase ADTRAN products and services for resale through distribution, receive regular product information and communication directly from ADTRAN, and have access to a dedicated Channel Support Representative (CSR). As an ADTRAN Partner, you can provide your customers with more than 1,000 solutions to meet most any networking need. ADTRAN offers network professionals the opportunity to advance their education through ADTRAN product certifications. Two levels of certification are available: for Technical representatives, ADTRAN Certified Solutions Expert (ACSE), and for Sales Representatives, ADTRAN Certified Solutions Professional (ACSP). There is no contract or minimum volume commitment required to enter at the Connectivity Partner level. Our entry-level program provides all the basics to successfully market and sell ADTRAN products and services. Requirements Applications and Profiles Potential Connectivity Partners must complete an easy on-line Partner Profile to earn consideration for ADTRAN Connectivity Partner status. Target Customer Base By choosing synergistic products you design a solution for your customers that addresses your particular market focus. ADTRAN products may be sold in the United States and Canada only. Partners must obtain approval to sell ADTRAN products outside the United States and Canada. Benefits Start-up Kit Upon enrollment as a Connectivity Partner, you will receive a start-up kit loaded with tools such as price lists, catalogs, contact information, and much more to help kick-start your ADTRAN selling efforts. Vertical Market Rebates Immediate rebates are passed through National Distribution when eligible end users are identified (education, federal, state, and local governments). Dedicated Channel Account Manager ADTRAN provides a technical Channel Account Manager (CAM) to keep partners current on product announcements and key applications. The CAM will get to know your business and specialties. They will craft custom strategies to make integrating ADTRAN products and services successful. Dedicated Channel Support Representative ADTRAN provides dedicated Channel Support Representatives (CSRs) to facilitate communication with ADTRAN corporate headquarters. The CSR is your connection to the various departments and services at ADTRAN. They maintain a database of your company contacts, distribute quarterly price lists and coordinate regional reseller seminars. Seed Unit Program ADTRAN offers Connectivity Partners rebates on two products for testing and evaluation purposes during the first year of enrollment. Sourcing Options ADTRAN products are available through National Distribution. Distribution Partners can be located on the ADTRAN website under Where to Buy. Product Promotions ADTRAN will periodically offer promotional rebates on select products. SPIFs ADTRAN will periodically offer promotional SPIFs to Partner s sales representatives and/or technical resources in accordance with a format acceptable to all parties. ADTRAN University Seminars and Reseller Expos ADTRAN will provide periodic regional events for partners. These events are designed to introduce new products, provide product updates, and maintain communication with partners. ADTRAN Price Lists ADTRAN provides an updated price list each quarter in the quarterly partner mailing. Partners may also receive an electronic copy. Requests should be sent to channel.sales@adtran.com ACES: ADTRAN Custom Extended Services ADTRAN partners are eligible to sell and represent ADTRAN Custom Extended Services (ACES). With this comprehensive and flexible installation and maintenance services program, customers are guaranteed immediate access to fully trained, ready-to-assist, technical experts ADTRAN

5 Customer Service ADTRAN is fully staffed with knowledgeable experts that solve customer product concerns, provide support documentation, and arrange installation and maintenance services. Pre-sales Inquiries and Applications Support Applications engineers are available Monday through Friday, 7:00 a.m. to 6:00 p.m. CST, to design a solution using ADTRAN products that meet your network needs and provide Visio network diagrams. They help you select the correct ADTRAN product for specific service offerings and prepare parts lists. Toll-free: (800) Post-sale Support Technical support engineers are available Monday through Friday, 7:00 a.m. to 7:00 p.m. CST, to provide answers to your questions, help with configuration, and assist in resolving any technical issues you may be experiencing. Additional hours are covered to support scheduled events and service affecting emergencies. Toll-free: (888) Please have serial number available. Marketing ADTRAN Logo Use As an ADTRAN partner, you may download the ADTRAN logo for use on websites, collateral, advertising, business cards, and exhibit booths. Product Marketing Kits As ADTRAN introduces new product families, marketing kits are created to support the partners end user marketing efforts. These kits contain product information, direct mail, , telemarketing scripts, customer presentations, and other tools to create interest and demand for the products. Product Image Library ADTRAN maintains a product image library of Visio shapes and stencils, high and low resolution jpeg photos of ADTRAN products. The library may be accessed at Product Presentation Library ADTRAN will make available product and corporate presentations to support partner selling efforts. ADTRAN Speakers at Your Events Benefit from the expertise and market experience of an ADTRAN representative. Upon request and depending on availability, ADTRAN will send a speaker to your custom event. Combined with your business messages, a strong solution statement is key to selling ADTRAN ADTRAN 4

6 TM Internetworking Solutions TM TM License-Free Fixed Wireless Solutions Network Convergence Solutions VPN VPN/Internet Security Solutions The NetVanta 2000 Series INTEGRATED ACCESS The ATLAS Series WIRELESS The TRACER Series ACCESS ROUTING The NetVanta 3000 Series Internetworking Solutions ETHERNET SWITCHING The NetVanta 1000 Series ADTRAN Literature ADTRAN literature is available in reasonable quantities at no charge. Seminar Development Assistance ADTRAN has numerous solution presentations suitable for end user and reseller audiences. We ll give you guidance on content and the best ways to get well-qualified prospects in your audience. Training ADTRAN brings its internetworking and telecommunications expertise to you through a variety of training options. From traveling regional seminars, to classroom instruction at ADTRAN training facilities, or web-based training from your own office, ADTRAN University provides training solutions for today s dynamic businesses. ADTRAN Certification Program ADTRAN offers network professionals the opportunity to advance their education through ADTRAN product certifications. Two levels of certification are available: For technical representatives, the ADTRAN Certified Solutions Expert (ACSE), and for sales representatives, ADTRAN Certified Solutions Professional (ACSP). Communications Quarterly Partner Mailing ADTRAN partners receive a quarterly mailing containing the current price list, new product announcements, promotions, new collaterals, press releases, and more. ADTRAN Newsletter Award-winning ADTRAN quarterly newsletters help you stay up-to-date on the industry and ADTRAN. ADTRAN will also provide creative assistance to partners that want to build their own newsletter for their customer base. Password Protected Partner Website All ADTRAN partners will have access to the secure partner website. The secure site offers a range of marketing collaterals, press releases, events, promotions, competitive information, and presentations ADTRAN

7 Connectivity Partner Seed Unit Program Get Connected Today! It s Free! To become an ADTRAN Connectivity Partner, complete the form below. If you need assistance, please call 800 9ADTRAN and ask to speak to a Channel Sales Representative. Executive Contact First Name Last Name Title Phone Number Fax Company Profile Company Name Corporate Address City State Zip Code Website Principle Vendor Lines Years in Business Annual Revenue Target Vertical Market, please select one of the following: Agriculture/Mining/Petroleum/Chemicals Construction/Engineering/Architecture Education/University Federal Government/Military Finance/Banking/Accounting Health/Medical/Pharmaceutical Insurance/Real Estate/Legal Key Systems Interconnect Manufacturing/Design Media/Entertainment/Broadcast Retail/Wholesale State/Local Government Transportation Technology/Software Developement Utilities/Energy If referred to the Connectivity Partner Program by a Distributor, please select one of the following: Comstor Ingram Micro Interlink Communication Solutions Sprint North Supply Tech Data Westcon This form can also be found online at ADTRAN 6

8 The Network Access Company ADTRAN, Inc. 901 Explorer Boulevard Huntsville, AL P.O. Box Huntsville, AL voice fax General Information 800 9ADTRAN Pre-Sales Technical Support Where To Buy Post-Sales Technical Support (888-4ADTRAN) ACES Installation & Maintenance Services ACES Training voice fax International Inquiries voice fax For the regional office nearest you, visit ADTRAN is an ISO 9001, ISO 14001, and a TL 9000 certified supplier. All trademarks and registered trademarks mentioned in this publication are the property of their respective owners. Five-year product warranty applies only to products sold in North America. For information on ADTRAN s global warranty, visit ADTRAN believes the information in this publication to be accurate as of publication date, and is not responsible for error. Content subject to change without notice. Copyright 2004 ADTRAN, Inc. All rights reserved. EN637B