ADTRAN U.S. ADvantage Partner Program Overviewportal.adtran.com/pub/Library/Channel...

ADTRAN® U.S. ADvantage Partner Program Overview

Smart Solutions for a Connected World.

n Internet Access

n Branch Office Connectivity

n Unified Communications

n IP Telephony/VoIP

n Network Convergence

n Secure Communications

n Disaster Recovery

n Bandwidth Upgrades

n Wireless LAN

n Gigabit-to-the-Desktop

n Remote SOHO/Telecommuter

Business Networking Solutions for:

2 www.adtran.com n 800 9ADTRAN

The ADTRAN ADvantage Partner Program is designed to

support your business and reinforce the value you take to market.

By enlisting in this program, you gain access to a wealth of

networking expertise that can be channeled into revenue

generating deals. With so many technology areas to cover

today, who can claim to be an expert in each? Now you can

access the networking expertise of an entire organization that

specializes in today’s most advanced business networking

technologies for enterprise and carrier applications — everything

ranging from small-to-medium business (SMB) networking to

distributed enterprise and branch office connectivity.

Working Toward a Common GoalAt ADTRAN, we view every channel relationship as a partner-

ship, and we take our responsibilities in that partnership

seriously. We consider each partner critical to reaching

customers, and remain committed to making a difference

whenever possible. We constantly strive toward the common

goals of developing new opportunities, securing new business,

and improving partner profitability.

An Develop revenue opportunities

n Secure new business

n Grow profitability

DTRAN®isauniquecompanythatpresentsauniqueopportunity

foreachprospectivepartner. You might be a value-added reseller

providing an over-distributed solution from another vendor or

working with a multitude of clients to address mission-critical voice

and data systems. Wherever you fit, wherever you work, there is a

place for you as an ADTRAN partner.

ADTRAN U.S.ADvantage Partner Program Objectives

ADTRAN U.S. ADvantage Partner Program

A beneficial partnershipfor solution providers

Tap into the expertise of an entire team of networking

specialists with the click of a button.www.adtran.com/join

VAR Business givesthe ADTRAN ADvantage

Partner Program itsprestigious channel awards.

2009

you receive a notable financial incentive — one that

enables you to bid at a lower price than your competi-

tors and still maintain a healthy profit margin. This

program is part of our continuing commitment to

protect and increase profit for partners helping to

grow ADTRAN’s market share.

Multiple Management OptionsAll NetVanta products run the standard ADTRAN

Operating System (AOS). The AOS offers a standard

Command Line Interface (CLI) that mimics the widely

adopted, industry de facto standard. the sequence

of commands to configure similar devices is almost

identical, vertually eliminating training costs associ-

ated with re-learning a new operating system.

Network ManagementADTRAN’s n-Command® is a suite of managed services

software and network productivity tools for NetVanta

and Total Access-based networks. The system aids IT

administrators in daily network operation and configu-

ration allowing them to quickly adapt to networking

changes, make better use of limited resources, evaluate

network performance, and save time and money.

We work hard to maintain a program that

rewards partners for their effort and investment;

one that supports open sourcing options and world-

class technical support before and after the sale.

We maintain a strict channel-fulfillment policy,

directing all possible revenue to partners. Product

is readily available through many well-known

national distributors.

Hassle-free Network Design AssistanceDesigning a network and protecting your value is

tough in today’s world of big business. At ADTRAN,

we make it simple. If you have a question about an

ADTRAN solution, just give us a call — toll-free. Our

experienced pre-sales support staff stands ready to

help you choose a product, design a solution, or

strategize a sale. It’s the kind of help you need to lead

with the right products, design in future enhance-

ments, and present the best return-on-investment

for your customer.

An Exclusive Program for ADTRAN PartnersThe deal registration program is available exclusively

to ADvantage Plus and ADvantage partners selling

business networking solutions. By leading with

ADTRAN products, and by registering the deal,

ADTRAN NetVanta Solutions

3www.adtran.com n 800 9ADTRAN

A partnership with ADTRAN enables you to respond to your customers’ networking needs —with the right solutions, the right knowledge, and the right value proposition to address

virtually any networking challenge.

Modular Access RouterNetVanta 3000, 4000, 5000

Fixed-port Access RouterNetVanta 3100

IP Business Gateways forBusiness Trunking

Total Access 900/900e Series

Ethernet SwitchNetVanta 1200s and 1500s

IP Business Gateway forTrunking and Hosted VoIP

NetVanta 6000 Series

Multiservice Access RouterNetVanta 3448, 3458, 1335

Wireless Access PointNetVanta 150

IP Communication Platformwith IP Phones

NetVanta 7100, 7060, IP 700 Series

NetVanta Unified Communications

SubmitADTRANPartner

ApplicationOnline

SilverPartner

RegisteredPartner

ADvantagePlus

Partner

QualificationCriteria

Training and Certification Criteria

ADvantagePartner

ADvantagePartner

IP TelephonySpecialization

InternetworkingSpecialization

Training and Certification Criteria

ADvantagePlus

Partner

Specialization

UnifiedCommunications

Specialization

UnifiedCommunications IP Telephony

SpecializationInternetworkingSpecialization


The ADTRAN U.S. ADvantage Partner Program is your connection to the tools and resources you need to build higher margin solutions into your customers’ networks.

tionship with our company and are recognized and

rewarded for their commitment.

The ADTRANADvantagePartner level is designed

to deliver valuable benefits to help you succeed

and strengthen our mutual relationship. ADvantage

Partners participate at the new mid-tier level in the

partner program with an annual revenue commit-

ment of $25,000. Additional discounts are earned

through network specializations and through

ADTRAN’s deal registration program. Designed

around the specific needs of our partners, it

remains flexible enough to match your own

evolving business model and objectives.

As an ADTRANRegisteredPartner, you gain

access to the resources you need to begin selling

ADTRAN solutions. The Registered level is an entry

level to the program that provides a clear growth

path toward building a stronger relationship with

ADTRAN. Registered Partners complete an online

registration form, and have no revenue requirement.

Levels of partnershipThe ADTRAN ADvantage Partner Program offers

three levels of participation — ADvantage Plus,

ADvantage, and Registered. As an ADTRAN

ADvantagePlusPartner, you participate

at the highest level of the program through

a minimum annual revenue commitment

of $100,000. Additional discounts are earned

through network specializations and through

ADTRAN’s deal registration program. ADvantage

Plus Partners commit to an ongoing business rela-

TheADTRAN®U.S.ADvantagePartnerProgramprovides

significantbusinessadvantages. The greater your commitment

to the program, the greater the reward to your business. Under

this program, margins are highest for the partner on the front

lines — the one consistently designing ADTRAN products into

customers’ network solutions.


To sign up as an ADTRAN partner, visit www.adtran.com/joinand complete the brief company profile there, or call 800 9ADTRANand ask for an Inside Channel Account Manager.

www.adtran.com/[email protected]

IP Telephony • The IP Telephony Specialization

for ADvantage Plus and ADvantage Partners

requires certification on the IP Telephony products

featuring the NetVanta 7000 Series of converged

IP voice and data solutions.

Benefits to grow your businessBy partnering with ADTRAN, you gain access to

world-class resources that can improve your

competitive edge. The Program is designed to

deliver valuable benefits that help build and

strengthen your business. A wide array of valuable

tools helps you respond more effectively to the

demands of customers and the marketplace.

Program benefits include comprehensive sales and

marketing support, training and certification, techni-

cal support, lead generation, margin enhancements,

market development funds, and much more.

Technical support • Gain priority access to pre-

sales technical support during sales and customer

deployment cycles, including enhanced online

service and telephone service. ADTRAN’s technical

support organization is highly rated by customers

as responsive and effective in troubleshooting and

problem resolution.

Secure partner zone • Developed and continu-

ously enhanced for your benefit, the ADTRAN

Partner Zone provides 24x7 access to resources that

help sell and support ADTRAN solutions, including

sales and marketing tools, product launch kits,

pricing information, and much more. This easy-to-

use, password-protected portal also provides

training, materials and other services to help you

develop new revenue opportunities.

Professional specializationADvantage Plus and ADvantage Partner s are

eligible for professional specialization in core areas

of expertise based on technology focus and market

reach. Completing one or more professional

specializations allows you to gain the high degree

of technical proficiency necessary to properly sell,

configure, and install ADTRAN solutions. Specialized

partners become eligible for additional program

benefits, such as financial incentives, additional

leads, and greater market development funds. Each

specialization carries its own set of requirements.

Specialization tracks

Internetworking • The Internetworking

Specialization for ADvantage Plus and ADvantage

Partners requires certification on NetVanta® routers,

switches, IP Business Gateways and Wireless Access

Points (WAPs).

Unified Communications • The Unified

Communications Specialization for Advantage Plus

and Advantage partners requires certification on

the NetVanta Unified Communications solutions.

Make the Connection

The Benefits of Specializationn Build technical competency

n Differentiate yourself in the marketplace

n Increase revenue

n Receive additional program benefits


By joining with ADTRAN, you gain access to a wide range of proven networking solutions backed by a team of networking professionals dedicated to growing your business.

Sales and marketing resources • We offer

best-in-class resources for sales and marketing

programs tailored to your business needs and

designed to maximize your success. Numerous

joint marketing opportunities help you effectively

market the ADTRAN product line to both new and

existing customers.

Training • A well-trained team is critical to

continued success in meeting customer expecta-

tions. The ADTRAN ADvantage Partner Program

includes an extensive training curriculum consisting

of sales and technical training courses. Each course

is designed to supply the knowledge and credibility

you need to effectively sell and support ADTRAN

solutions and services. Training options include

instructor-led classes, Webinars, and regional semi-

nars, as well as self-paced online courses available

through the ADTRAN partner portal.

Market development funds • These funds

are designed to help extend partner marketing

efforts in cooperative lead-generation activities,

such as advertising, seminars, email or direct mail

campaigns, and more. Funds are awarded based on

partner business and marketing planning with the

ADTRAN Channel Account Manager.

Leads • ADTRAN supports the sales efforts of

channel partners through the development of

demand creation programs to increase partner

visibility to targeted customers and prospects.

ADvantage Plus partners receive access to qualified

leads through joint marketing, corporate and

distributor programs.

Communications • ADTRAN Partners receive

priority access to information on product and

program announcements, updates, regional

seminars, promotions, and more.

Partner Benefits At-A-Glance

Requirements ADvantage Plus ADvantage Registered

Partner agreement l l l

Revenue Commitment $100,000 $25,000 $0

Sales Reporting l l l

Partner Profile l l l

Annual Qualification l l

Business Plan l l

Specialization l Optional

Benefits

Support

ADTRAN Field Territory Manager l

ADTRAN Inside Channel Account Manager (ICAM) l l

Access to Pre- and Post-sales Support l l l

Priority Access to Pre- and Post-sales Support l

Specialized Partners

Free Self-paced Technical Training l l l

Free Web-based Sales Training l l l

Participation in Beta Programsl


Brochures and Sales Tools l l l

Access to Partner Portal l l l

Marketing Resources l l l

Demo Unit Program l Specialized Partners

Growth and Profitability

Access to Sales Leads l


Partner Locator Representationl


Eligible for Specialization Discounts l l

Deal Registration l l

Product Promotions l l l

Proposal-based Marketing Development Funds (MDF)

l

Communications

Advance Product Information (Road Map) l Specialized Partners

Welcome Kit l l l

Eligible for Partner Council l l

Ongoing Communications and ADTRAN News l l l

Regional Seminars l l l

Customer Satisfaction

Five-year Product Warranty l l l

ADTRAN Custom Extended Services (ACES) l l l


ADTRAN: Networking Solutions that WorkADTRAN, Inc. is a leading global supplier of networking

and communications equipment with an innovative port-

folio of more than 1,700 solutions for use in the last mile

of today’s telecommunications networks. Widely deployed

by carriers, distributed enterprises and Small- to Medium-

sized Businesses (SMBs), ADTRAN solutions enable voice,

data, video, and Internet communications across copper,

fiber, and wireless network infrastructures. Our solutions

are currently in use by every major U.S. service provider

and many global ones, as well as by thousands of public,

private and governmental organizations worldwide.

ADTRAN At-A-Glance 2009 Revenue: $484 million

Product Portfolio: >1,700 solutions

User Geography: Installed in over 50 countries

Product Warranty: Five-year

Quality Certifications: ISO 9001 ISO 14001 TL 9000

ADTRAN, Inc.Attn: Enterprise Networks901 Explorer BoulevardHuntsville, AL 35806

P.O. Box 140000Huntsville, AL 35814-4000

256 963-8000256 963-8699 fax

General Information800 [email protected]

ADTRAN is an ISO 9001, ISO 14001, and a TL 9000 certified supplier.

EN779J March Copyright © 2010 ADTRAN, Inc. All rights reserved. ADTRAN, NetVanta, and Total Access are registered trademarks of ADTRAN, Inc. All other trademarks mentioned in this document are the property of their respective owners.

Channel Sales Representatives800 9ADTRAN (800 923-8726)[email protected]

Where To Buy877 [email protected]/where2buy

Pre-sales Support800 [email protected]

Post-sales Support888 4ADTRAN (888 423-8726)[email protected]

ACES Helpdesk888 874-ACES (888 874-2237)[email protected]

To download a searchable version of the ADTRAN Enterprise Networks Catalog, visit www.adtran.com/ecatalog

Smart Solutions for a Connected World. Smart Solutions for a Connected World.

TL19.1270

ADTRAN U.S. ADvantage Partner Program Overviewportal.adtran.com/pub/Library/Channel...

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