ADTRAN’s Channel Executive And Program Receive Top Industry Honors

ADTRAN®, Inc., (NASDAQ:ADTN), a leading provider of next-generation networking solutions, today announced that it has received two prestigious industry awards for its support and performance in the channel. Ted Cole, ADTRAN’s vice president of channel sales, has been named one of CRN’s Top 25 Channel Sales Leaders and a part of its annual Top 100 Executives Award program. The annual list honors individual channel executives for continuing to evolve the way the channel does business, while shaping their organization’s future for success. In addition, ADTRAN was honored by Business Solutions magazine as one of the Best Channel Vendors. Voted by the magazine’s VAR subscribers, winners were awarded for top performance in categories such as service/support, channel friendliness, channel program and product innovation.

“Developing and implementing top channel programs is the key to success for both the ADTRAN sales team and our partners. ADTRAN remains committed to delivering the progressive channel programs, tools and support that ensure our partners’ success in selling ADTRAN solutions,” said Rick Schansman, senior vice president and general manager for ADTRAN’s Enterprise Networks Division. “The exceptional leadership shown by Ted and his team has allowed ADTRAN to further develop innovative programs that strengthen our channel relationships and focus on our partners and their business needs. Not only does Ted’s commitment to ADTRAN and the channel provide tremendous value, but his enthusiasm and perseverance are strong driving forces for the company and partners.”

In recent years, Cole and his team have developed comprehensive channel programs, particularly the implementation of ADTRAN’s Partner Enablement Program for new and underperforming partners. The 12-week program is designed to streamline on-boarding and energize partners by providing a strong set of tools and a roadmap for joint success. By involving Partner Development Managers (PDMs), a new but integral part of the territory team, the program leverages a full complement of tools designed to enable partners to sell ADTRAN’s solution portfolio more effectively.

The team’s investment in the distribution of education programs has not only resulted in increased awareness, but also improved partner support through technical and sales champions at each distributor. By splitting the enterprise channel sales team into two teams--one focused on service provider partners and the other on VAR partners--ADTRAN has nearly tripled their efforts of support offerings to their VAR partners. The additional support, combined with the enablement program and focus on VAR partner growth initiatives, has allowed the team to increase VAR partner productivity for top partner tiers.

About ADTRAN

ADTRAN, Inc. is a leading global provider of networking and communications equipment. ADTRAN’s products enable voice, data, video and Internet communications across a variety of network infrastructures. ADTRAN solutions are currently in use by service providers, private enterprises, government organizations, and millions of individual users worldwide. For more information, please visit www.adtran.com.

Copyright Business Wire 2010

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