AT&T's new Emerging Business Markets (EBM) organization has zeroed in on the channel for its maiden initiative, launching Wednesday a reseller program that will give solutions providers unprecedented access to AT&Ts platform and services through APIs.
AT&T Partner Exchange is expected to expand the carrier's current relationships with more than 700 solution providers that presently are part of the AT&T Alliance Channel. Several Alliance members have signed onto the program, which has been in development for the past 90 days as part of the new EBM division within AT&T Business Solutions.
EBM was formed in fall 2012 to look at a range of growth opportunities in the business market for the carrier. It is headed by Brooks McCorcle, who serves as its president, reporting to Andrew Geisse, CEO of AT&T Business Solutions. McCorcle has been with AT&T since 1990 in various leadership roles, including senior vice president of investor relations, senior vice president of Southwest Consumer Markets, vice president and general manager of South Texas and vice president of consumer marketing.
AT&T's Partner Exchange launch is EMB's first public appearance. The group has its own dedicated staff – initially borrowed from AT&T's existing talent pool – and is colocated with AT&T Foundry, a collaborative laboratory for product and service development in Plano, Texas.
Significantly, AT&T is opening up its APIs to allow solution providers to develop their own customized solutions.
"They are not having to buy finished products from us. They are able to pick and choose and customize their own services using our scale, using our breadth of services but with their customization, their knowledge of an end-user's business and unique needs or applications built for a specific vertical," McCorcle said in an exclusive interview with Channel Partners.
The reseller program will launch with a partner portal and a handful of products – cloud, managed mobility and virtual private networking solutions. McCorcle said an example of an integrated offer is a network-enabled cloud solution that includes a VPN combined with a compute or storage service.
"We can bundle those together for a solution provider and they could put their own applications on top of that," she said.