AT&T is embracing IT-focused channel partners with a new program, AT&T Partner Exchange, aimed at uncovering opportunities for mobility and managed services, cloud and networking solutions inside the tens of thousands of businesses that rely primarily on solution providers to meet their IT needs.
The telco also will allow solution providers to develop customized solutions that fully integrate with AT&T’s IP network: AT&T is opening up its application programming interfaces (APIs) to allow solution providers to gain visibility into certain AT&T systems, processes and tools to develop tailored, finished solutions for specific business customers, as part of the AT&T Foundry innovation project.
“We’re throwing open the doors to our center of innovation (the AT&T Foundry) and inviting solution providers to work directly with us to create more choices for business customers,” said Brooks McCorcle, president of AT&T’s new Emerging Business Markets organization.
AT&T already has relationships with 700 solution providers, but expects the new program to expand and enhance those relationships and attract new ones.
“Through this new approach and collaboration with solution providers, we expect to rapidly expand our market reach and deliver more tailor-made cloud, mobility managed services and networking solutions to companies across a number of industries,” McCorcle added.
Emerging Business Markets is the first organization to emerge from the AT&T Foundry, tasked with applying innovation principles such as agility, adaptability and collaboration. A&T said that is working closely with solution providers to provide feedback, and test and refine the program’s processes.
“AT&T is doing business differently, by creating a compelling program that makes it easier for solution providers to do business with them and enables us to own the business customer relationship,” said Bruce Flitcroft, CEO and founder of Alliant Technologies, an AT&T partner. “They have simplified processes to fully enable channel partners to deliver a better customer experience.”
In terms of support, the program provides financial rewards such as market development funds and a simple, straightforward rate structure, along with a portal with resources, tools and visibility into AT&T systems. Partners also have access to a dedicated account team, round-the-clock online ticketing and live chat.
