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Building a Mobility Program

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Solution providers reselling mobility benefit from the ability to create complete solutions, flexibility in designing offerings, ability to manage the business customer relationship and the potential for new recurring revenue.

When I reflect on the last several months that we've been selling wireless products through solution providers in the AT&T Partner Exchange reseller program, I'm encouraged to see how we've been able to enhance our offering based on the experiences of our clients, our operations teams and our sales teams. Check out the video below to learn more.

We're collaborating with solution providers to provide them with what their end-user business customers want from their mobile experience. Solution providers reselling mobility benefit from the ability to create complete solutions, flexibility in designing offerings, ability to manage the business customer relationship and the potential for new recurring revenue.

Mobility - AT&T Partner Exchange from AT&T Partner Exchange on Vimeo.

Last year, we rolled out a wireless program with solution providers who had experience selling rate plans and devices and could provide feedback. Since then, we've released over 30 enhancements, added additional resellers, and expanded our product set. So how did our learnings help to shape the program that you see now?

Wireless needs to be fast: All aspects of the experience need to be fast. The network needs to be fast (thankfully we're riding on a fantastic network). Our product delivery needs to be fast, and the sales experience needs to be fast. We learned quickly that the sales experience that we started with was not fast. In fact, it was slow. Orders were taking days to complete, and in a world that expects fast, we were not setting our solution providers up for sustained success. We streamlined our process to complete an order, automated some manual steps, and reduced the timeline from days to hours, but it still wasn't fast enough. We're working towards a fully automated sales experience, from quote to close that will take only minutes to complete.

Wireless needs to be easy: We learned that there were some aspects of our program that didn't make it easy for our solution providers to activate service or to support their end customers. We brought in Mobile Share, made it easier to interact with our ordering system and continued to make it easier for our solution providers to bring their own devices to our wireless solutions. We're continuing to work on ideas to keep making wireless an easier product to sell and to order. We're confident that we're on the right track.

Needless to say, we've been busy! While we're not done yet, we have an outstanding set of wireless offerings that will help our solution providers compete and win in the market. We could not have progressed so far so fast without great solution providers in the field giving us feedback. Our product team continues to work on adding services to our wireless portfolio, making the experience better, and helping our solution providers to be successful. We can't wait to see what the future holds!

Jack Laskowitz
 is Director, Product Development for the AT&T Partner Exchange

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