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AT&T Makes Cuts in Solution Provider Ranks

AT&T Inc. (T) confirmed it has cut an undisclosed number of its indirect sales partners as part of the restructuring of its channel program begun in 2009.

In the past 12 months, AT&T has combined its various channel programs into one national program, the AT&T Alliance Program. AT&T spokesperson Jenny Bridges said part of the transition involved the introduction of a two-tier nationwide model with Master Solution Providers and Associate Solution Providers, which work through the masters to sell AT&T’s services.

“One impact of the new model is a reduced number of solution providers that have a direct relationship with AT&T,” Bridges said, declining to reveal the number of affected partners. AT&T partners who spoke to PHONE+ off the record estimated the number to be several hundred.

Bridges said the affected solution providers were notified in writing with 30-plus days’ notification according to the terms of the AT&T agency agreement.

“AT&T’s national Solution Provider program will continue its focus on the strategic areas of the business, including mobility and IP services,” Bridges said. “Our goal is to have a sustainable Solution Provider program, which is profitable for both AT&T and our Solution Providers.”

She added that the current economic conditions also were a factor in the transition.

Bridges also would not confirm or deny rumors that the company’s commission structure had changed, including whether commissions had been drastically reduced on TDM products.


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