ADTRAN® ADvantage Partner Program Overview

Smart Solutions for a Connected World.

n VoIP-enabled Unified Communications

n IP Telephony

n Ethernet Switching

n Converged Access

n Network Routing

n Network Security and Unified Threat Management

n Managed Network Services

n WAN Access

n Wireless

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 partnership,

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.

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.

n Develop revenue opportunities

n Secure new business

n Grow profitability

ADTRAN® is a unique company that presents a unique opportunity

for each prospective partner. 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 business

networking requirements. Wherever you fit, wherever you work, there

is a place for you as an ADTRAN partner.

ADTRAN ADvantage Partner Program Objectives

ADTRAN 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 gives the ADTRAN ADvantage Partner Program its prestigious channel awards.

Simplified Integration and MigrationInteroperability and QoS features are key when

integrating new equipment into an existing network

or migrating to a new technology. All NetVanta

products are standards-based and easily integrate

into multi-vendor environments. These solutions

offer full QoS capabilities, prioritizing delay-sensitive

applications such as VoIP. Optional standards-based

(802.3af) PoE provides 15.4 watts of power per port

and allows for connectivity to any other standards-

based IP phone or wireless device. The inherent stateful

inspection firewall, provided at no additional charge,

offers critical network protection. These products

also offer affordable dial backup and Virtual Private

Networking (VPN) options.

ADTRAN ValueProviding carrier-class, purpose-built networking

solutions for more than 25 years, ADTRAN solutions

offer cost savings well beyond the initial equipment

purchase. These products are backed by industry-

leading warranties, best-in-class technical support

and unmatched reliability.

For added support, customers can take advantage

of ADTRAN Custom Extended Services (ACES).

ACES offers a variety of optional, fee-based installation

and maintenance services to assist with one-time

or on-going support needs.

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 enhancements,

and present the best return-on-investment for

your customer.

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 elimi-

nating training costs associated 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 configuration allowing them to quickly

adapt to networking changes, make better use of

limited resources, evaluate network performance,

and save time and money.

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

UnifiedThreat

ManagementIP TelephonySpecialization

InternetworkingSpecializationSpecialization

UnifiedCommunications

UnifiedThreat

Management

4 www.adtran.com n 800 9ADTRAN

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

around the specific needs of our partners, it

remains flexible enough to match your own

evolving business model and objectives.

As an ADTRAN Registered Partner, 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.

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 TracksInternetworking • The Internetworking

Specialization for ADvantage Plus and ADvantage

Partners requires certification on NetVanta routers,

switches, IP Business Gateways and Wireless Access

Points (WAPs).

Levels of PartnershipThe ADTRAN ADvantage Partner Program offers

three levels of participation — ADvantage Plus,

ADvantage, and Registered. As an ADTRAN

ADvantage Plus Partner, 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

relationship with our company and are recognized

and rewarded for their commitment.

The ADTRAN ADvantage Partner level is designed

to deliver valuable benefits to help you succeed

and strengthen our mutual relationship. ADvantage

Partners participate at the 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

The ADTRAN ADvantage Partner Program provides significant

business advantages. 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.

5www.adtran.com n 800 9ADTRAN

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

www.adtran.com/joinchannel.sales@adtran.com

Partner Development

Playbook • To ensure success,

ADvantage Plus and ADvantage

Partners work with ADTRAN

Account Managers to create a

partner development plan

containing numerous elements

to prepare your team to effectively

present, sell, market, and support

ADTRAN solutions. By participating

in this program, you gain access to

a wealth of expertise that can be

channeled into revenue generating

deals. Elements of the program

include business planning, sales and technical

training, joint sales calls, Lunch and Learns,

and more.

An Exclusive Program for ADTRAN

Partners • The 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, you receive a notable

financial incentive — one that enables you to

bid at a lower price than your competitors 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.

Secure Partner Zone • Developed and

continuously enhanced for your benefit, the

My 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.

Unified Communications • The Unified

Communications Specialization for Advantage Plus

and Advantage partners requires certification on

the NetVanta Unified Communications solutions.

Unified Threat Management • The Unified

Threat Management Specialization for ADvantage

Plus and ADvantage partners requires certification

on the NetVanta 2000 Series security appliances.

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,

technical 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.

Deal Registration • The deal registration

program is available exclusively to ADvantage Plus

and ADvantage partners selling business networking

solutions. By leading with ADTRAN solutions, and by

registering the deal, you receive a notable financial

incentive – one that enables you to bid at a lower

prices than your competitor and still maintain a

healthy profit margin. This program is part of our

continuing commitment to protect and increase

partner profit for partners helping to grow ADTRAN’s

market share.

Make the Connection

The Benefits of Specializationn Build technical competency

n Differentiate yourself in the marketplace

n Increase revenue

n Receive additional program benefits

6 www.adtran.com n 800 9ADTRAN

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 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-GlanceRequirements 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 Account Manager l l l

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

Priority Access to Pre- and Post-sales Support

lSpecialized

Partners

Free Self-paced Technical Training l l l

Free Web-based Sales Training l l l

Participation in Beta Programs lSpecialized

Partners

Brochures and Sales Tools l l l

Access to Partner Portal l l l

Marketing Resources l l l

Demo Unit Program lSpecialized

Partners

Growth and Profitability

Access to Sales Leads lSpecialized

Partners

Partner Locator Representation lSpecialized

Partners

Eligible for Specialization Discounts l l

Deal Registration l l

Product Promotions l l l

Proposal-based Marketing Development Funds (MDF)

l

Access to ADTRAN Custom Extended Services (ACES)

l l l

Partner Development Program l l 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

7www.adtran.com n 800 9ADTRAN

Why Partner With ADTRANADTRAN is a Solid Company.n Extensive product portfolio includes full-featured,

cost-effective Unified Communications, IP Telephony,

router, switch, IP Business Gateway, Unified Threat

Management, and wireless access solutions

n 25 years experience and long-term profitability in

the networking and communications industry

n Publically traded on NASDAQ (ADTN)

n Market leadership positions in Integrated Access

Devices and IP Business Gateways and #2 in

Branch Office Routers

ADTRAN is Trusted by Service Providers.n ADTRAN solutions are currently in use by every

major U.S. service provider

n Nearly every T1 in the nation is delivered via

ADTRAN equipment

ADTRAN is Known for Innovation.n Unique all-in-one platforms simplify acquisition,

installation and maintenance

n Innovative, high performance solutions with the

features demanded by business customers

n Carrier–class quality and reliability built into products

n Standards-based, plug-and-play compatibility in

multi-vendor networks

n Free firmware updates for as long as you own

the product

ADTRAN is the Leader in Customer Service and Warranty.n Award-winning U.S. based engineers provide toll-free

pre-and post-sales support

n Measured on customer satisfaction, not volume

n Online Knowledgebase available 24/7

n Nationwide installation and maintenance program

n Industry-leading warranties: 5 year, 10 year, and

limited lifetime

ADTRAN Award-winning Partner Program.n Strong margins for partners

n Profit-enhancing deal registration programs

n Product demo and evaluation programs

n Product specialization and certification programs

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

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

256 963-8000256 963-8699 fax

General Information800 9ADTRANinfo@adtran.comwww.adtran.com

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

EN779K January Copyright © 2011 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)channel.sales@adtran.com

Where To Buy877 280-8416channel.sales@adtran.comwww.adtran.com/where2buy

Pre-sales Support800 615-1176application.engineer@adtran.com

Post-sales Support888 4ADTRAN (888 423-8726)support@adtran.com

ACES Helpdesk888 874-ACES (888 874-2237)aces@adtran.com

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