New Adtran channel updates give partners more flexibility

Communication and network equipment-maker Adtran has announced several new enhancements to its channel sales program aimed at increasing revenue and profitability for its business partners.

The biggest enhancement will allow newer partners to “test drive” selling the company’s unified communications and IP telephone solutions – even if they don’t have specialized training on the platform – as long as they only package the products with an installation and maintenance plan.

“As evidenced by these enablement programs, we continue to listen to our partners’ feedback. These enhancements provide an opportunity for Adtran to further assist our partners in closing more, larger solution opportunities at even greater margins,” said Ted Cole, Adtran’s vice president of channel sales for its enterprise networks division.

The company is also launching a new sales incentive program for its partners called “Absolutely Adtran.” The program will offer companies an additional 5 percent discount through the end of the year if they reach certain sales goals.

Other new enhancements to the channel program include lower money payment options for end users, and a new online quote tool.

Adtran’s UC service has enjoyed strong demand over a relatively short life cycle. ChannelWeb reports that the company made its first venture into unified communications by releasing four product lines at the end of 2009, which have already had “good success.”