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ADTRAN Announces New Opportunities for SMB Resellers

Contact: Tammie Dodson

ADTRAN Announces New Opportunities for
SMB Resellers

IP Telephony and Internetworking Specializations Offer Greater Revenue Incentives and New Product Solutions for Mid-Tier ADvantage Partners

HUNTSVILLE, Ala.–(April 23, 2008)–ADTRANµ, Inc. (NASDAQ: ADTN), a leading supplier of networking and communications solutions, announced today that the company has enhanced its ADTRAN ADvantage Partner Program. The changes are designed to strengthen relationships with mid-tier ADvantage partners. Through these program enhancements, partners will benefit from access to additional product lines, increased revenue incentives and certification training programs for ADTRAN’s award-winning family of NetVantaµ routers, switches and IP Telephony (IPT) solutions.

The ADTRAN ADvantage Partner Program is a three-tier program (ADvantage Plus, ADvantage and Registered) with two main goals to increase partners’ ability to win in the Small and Mid-size Business (SMB) segment and to increase their profitability when doing so. The combination of NetVanta solutions that are specifically geared to solve critical SMB challenges and a strong channel support program allow resellers and solution providers to satisfy customers and to find new opportunities to grow their businesses.

The program enhancements target ADvantage partners. These partners can now, for the first time, obtain technical specializations for IP Telephony and Internetworking products. Specializations allow partners to expand their product portfolio and earn access to a higher discount structure. Those partners obtaining IPT specialization will also benefit from the ability to sell ADTRAN’s NetVanta 7000 Series IPT products. This opportunity will allow these partners to expand their businesses into the IP Telephony market. These enhancements are in addition to a wealth of other benefits including: certification training, priority access to pre-and post-sales support, participation in beta programs, being featured in the partner locator, the ability to receive discounted demo units, and access to sales leads. In addition, these partners have the ability to receive advance product information and have the opportunity to be selected to serve on the ADTRAN Partner Council.

We have spent the last year strengthening our partner relationships and learning how we can best assist our partners as they sell ADTRAN products into the SMB and mid-size enterprise markets, said Ted Cole, vice president of channel sales, ADTRAN Enterprise Networks Division. Our research shows that partners who take advantage of training and certification programs grow their businesses much faster than those who do not. The changes to the ADvantage level of our program come in response to partner feedback and will allow the program to better fit the business models of these solution providers as well as provide them with access to the tools to both grow their businesses and expand into new markets.

Other program enhancements include lowering the threshold for deal registration, thus making it easier for more partners to take advantage of these opportunities. Online technical and business skills training options are being expanded and both ADvantage and ADvantage Plus partners are now entitled to a special 75 percent discount on demo equipment.

Partnering with ADTRAN has been a profitable experience, said Joel Kappes, Milestone Networks, Inc. The program enhancements will provide me with the skills and products I need to grow my business even faster. These changes are a testament to ADTRAN’s commitment to its channel partners and I am proud to be an ADTRAN partner.

About ADTRAN’s ADvantage Partner Program

The ADTRAN ADvantage Partner Program offers strong channel support for ADTRAN products and solutions, including online training modules, dedicated pre- and post- sales support and technical assistance, lead referrals, rebates, promotions and easy access to demo programs. In addition to mid-tier ADvantage partners, there are two other levels of participation.

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Registered Partners gain access to the sales, marketing, and technical resources they need to begin selling ADTRAN solutions. This entry-level partnership provides a clear growth path toward building a stronger relationship with ADTRAN.

ADvantage Plus Partners participate at the highest level of the program through a minimum annual revenue commitment. These partners commit to an ongoing relationship with ADTRAN and are recognized and rewarded for that commitment. ADvantage Plus Partners are required to obtain product specialization in either Internetworking or IP telephony. These specializations are designed to equip partners with the market and technical knowledge required to excel in selling and supporting ADTRAN solutions. In some cases, specialization is required for partners to have access to the product family, thus insuring a level of exclusivity to specialized ADvantage Plus Partners. ADvantage Plus Partners are also entitled to an automated deal registration program, a wealth of field sales and marketing support, access to sales leads, representation on ADTRAN’s partner locator site, and priority access to pre- and post-sales technical support.

ADTRAN is actively recruiting partners at all levels of participation. For more information on the ADTRAN ADvantage Partner Program visit or call 1.800.9ADTRAN and ask for a Channel Support Representative.

ADTRAN, Inc. is a leading global provider of networking and communications equipment, with a portfolio of more than 1,700 solutions for use in the last mile of today’s telecommunications networks. Widely deployed by carriers and enterprises alike, ADTRAN solutions enable voice, data, video, and Internet communications across copper, fiber, and wireless network infrastructures. ADTRAN 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.

For more information, contact the company at 800 9ADTRAN (800 923-8726) or via email at On the Web, visit


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