Adtran Launches Broadband Partner Program, Eyeing New Infrastructure Act

Adtran has launched a partner program to help take advantage of of the new Infrastructure Act.

The networking and communications equipment provider unveiled its new Broadband Partner Program. The program exists as an extension of Adtran’s Business Networking Partner Program. According to Adtran executives, the program opens up the vendor’s broadband portfolio to the “alternative service provider” market.

Executives also said the program helps tap into federal broadband investment. Specifically, the investment will come from the recent federal Infrastructure Investment and Jobs Act. The $1.2 trillion spending bill allocates $65 billion for broadband expansion.

Adtran’s Craig Stein

“The timing of the Broadband Partner Program could not be better because our program’s benefits encompass every type of provider working to deliver broadband across the U.S. and ensure broadband equity across our country,” said Craig Stein, vice president of the Americas, and head of global business development.

MSPs, agents and VARs will participate in the program. It includes pre-sales support and other resources. Adtran will also provide tools, insights and marketing resources.

“Traditionally, we have supported business customers through our channel partners, so enabling broadband-focused partners to bring Adtran solutions to their customers demonstrates our commitment to investing in broadband enablement across the U.S,” Stein said. “We’re excited to provide the opportunity for our partners to grow their businesses and capture new revenue streams by leveraging our expertise in both broadband access and supportive channel programs.”

Reseller partners in the program will target customers in the utilities, ISP and public sector markets.

Partner Perspective

ISP Supplies, which sells wireless networking equipment, partners with Adtran.

“This is a critical time in the U.S. broadband buildout, so it is important to our business and our customers to take advantage of the additional funding being offered to support key government initiatives and help bring broadband access to all,” said Steve Discher, owner and founder of ISP Supplies. “Adtran’s partner programs make it easier for us to be more competitive. They provide sales support, technical support, education, training and marketing tools enabling us to pursue new accounts and expand revenue on accounts we service today.”

Background

Adtran as of 2018 had monetized its entire product line into monthly recurring revenue solutions. Meggin Sawyer, Adtran’s former vice president of business solutions and cloud services, said at the time that Adtran was working to help its partners position “software-type services.”

Adtran’s channel has evolved from traditional telecommunications VARs to MSPs and then agents. Sawyer said at the time that end customers had requested the shift to an opex model. Partners, she said, were catching up with the trend.

“They’re slowly but surely transitioning to that model, because that’s what their end users are asking for,” Sawyer said.