Adtran Enhances Partner Program
ADTRAN is using a familiar formula in a bid to grow sales this year: Develop IP telephony solutions, recruit some strategic partners and take aim at the SMB market.
The VAR Guy heard rumblings in January that ADTRAN was prepping partner program enhancements. Those rumors were fulfilled this week, when the company introduced a mid-tier partner level and unveiled a partner relationship management system to help administer and distribute customer leads.
ADTRAN set the stage for these moves in January, promoting Ted Cole to VP of channel sales. Cole says ADTRAN partners that took advantage of training and certification programs in 2006 grew their businesses 40 percent faster than those who did not participate.
Looking ahead, ADTRAN’s new mid-tier Advantage Partner level gives partners selected entitlements that could increase their SMB profits, he says. Resellers can now choose one of three levels of participation in the program based on an annual revenue commitment: Advantage Plus, Advantage and Registered.
Other program enhancements include a new lower cost online certification option that is self-paced and allows partners to earn product specializations without leaving their desks.