Adtran starts VoIP program for non-certified channel partners

Adtran has launched a new program to open up its VoIP product lines to SMB-focused value-added resellers (VARs). The Value-Added Distribution (VAD) program works to team "highly skilled" distributors with partners that aren't certified in Adtran's IP telephony specialization.

Without Adtran certification or a VAD team up, a channel partner can't sell the NetVanta line of VoIP products on their own. Having VAD means distributors can help smaller partners now sell NetVanta. VARs typically spend between $4,000 to $6,000 to get VoIP training and knowledge.

Under the program, authorized distributors will provide pre and post-sales support for VoIP products, work with "non-specialized" solution providers to plan product deployment, and even will be able to sell installation services from Adtran.

Adtran started the program because it found it was losing out on SMB VoIP sales through non-specialized partners. The company says there shouldn't be conflicts for partners that have already specialized in VoIP; around 250 of Adtran's 2,200 solutions providers are currently VoIP-specialized. Top-level partners already specialized in VoIP on their own get better pricing by buying direct, because they don't have to pay for the overhead in purchasing through a specialized distributor.

For more:
- Channel Web comments on the Adtran announcement. Post [1].