AT&T Proprietary (Internal Use Only)© 2013 AT&T Intellectual Property. All rights reserved. AT&T, the AT&T logo and all other AT&T marks contained herein are trademarks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks contained herein are the property of their respective owners.

Alliance Channel OverviewGinger HodgeJennah MendezTommy Forsyth

Advanced Communications, Inc

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Advanced Communications, Inc. (ACI) has been an exclusive AT&T Solution Provider since 2002. Our exclusivity to AT&T

allows our staff to be extremely proficient in product knowledge, sales engineering, pre-sales pricing, contracting & implementation. ACI has been awarded the AT&T Champion status for the last several years as a result of our continual

growth.

Our program provides other technology companies and their sellers the opportunity to sell AT&T network and wireless

services to their customer base through strategic consulting and sales strategy development.

About the SPs• Independent firms selling

AT&T branded solutions on AT&T Paper (B to B)

• Drive their own business plans• Sell across portfolio of Strategic

Services -- Mobility, Fiber, VPN, IPBB and BVoIP

• Acquisition focused (SMB)• Varied Sales Model (Feet-On-The

Street/Outbound Telemarketing/Both)• May offer complementary services

(Inside wiring/LAN or WAN implementation/ Project Mgmt./Tech transformation consultations/etc.)

AT&T Solution Providers

© 2015 AT&T Proprietary (Internal Use Only). All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property.

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Who are AT&T Solution Providers (SPs)• 3rd party vendors contracted by AT&T to market and

sell AT&T products & services. Trained in channel ready AT&T products, services and processes. – Business-to-business– Located nationally, some focus regionally– Acquisition Focused

• Models include Feet on the Street, Inside Sales Center, Outbound Telemarketing Centers, and combination

• Solution Providers have expertise in a variety of areas, including IP Voice and IP Data services, Mobility, Hosting and ApplicationServices.

• These firms often complement AT&T offerings with additional services and products such as: – Consultation on technology transformations – Hardware/Connectivity integration – Sales and Support of Ancillary Applications – Implementation Support, Project

Management, Deployment and Migration– LAN Set up

– Inside Wiring– LAN/WAN/Apps integration– Expertise

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© 2015 AT&T Intellectual Property. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property.

AT&T Proprietary (Internal Use Only). Not for use or disclosure outside the AT&T companies except under written agreement.

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Structure and Compliance

StructureTiered compensation model based on Total Contract Value. Additional incentives and rewards available (ATT Opportunity Accounts)Dedicated AT&T resources for Pre/Post Sales support and follow up Agreement Types:• Solution Providers (SP) • Master Solution Provider (MSP) – support

Associate Solution Providers (sub –agents) selling AT&T Services on their behalf. MSP may also have their own direct sales force.

• Associate Solution Provider (ASP) – contracts with MSP as well as AT&T directly, to sell AT&T Services.

Compliance• Bound by the same guidelines,

training requirements, pricing expectations, and business ethics as our direct sales force

• Sales teams must acknowledge the AT&T Code of Business Conduct& Texas (COBC), AT&T “Do Not Call” policy, as well as CPNI guidelines and annual training

• Customers remain AT&T customers and are billed by AT&T

• No exclusivity requirements

Solution Provider 2015 Sales (Jan - Dec 2015)

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What do SPs sell and to whom?

2015 SP Sales by Segment 2015 SP Sales by Product Type

41%

2%9%

14%2%

11%

13%

7%

0.6%

Mobility

Hosting/Cloud

IP

VPN

Ethernet

MIS

CPE

Uverse

Data

Security

PCG – Opportunity

PCG – Enterprise

PCG – Mid Markets

CBS

SBS

GEM

20%

10%

12%

19%

33%

5%

© 2015 AT&T Proprietary (Internal Use Only). All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property.

© 2015 AT&T Intellectual Property. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property.

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AT&T Solution Provider Advantages• Enjoy Up-Front

Commissions• Support that helps you

succeed• Dedicated AT&T resources

and support staff to assist with selling and implementing solutions.• Product Portfolio that

can enhance your core business offerings with products your customers

know and trust• Gain Access to future-

ready networks• Invest in your business

• No sales quota.

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Alliance Sales/ Support Team Contact InformationTommy Forsyth AT&T Channel

Managertf2117@att.com (865) 582-5661

Chris Russell AT&T TSC cr1518@att.com (816) 995-4634

Larry Curran AT&T DNC lc3745@att.com (202) 756-7822

Ginger Hodge AT&T Master Solution Provider

ghodge@aci-tn.com (423) 317-3023

Jennah Mendez AT&T Master Solution Provider

jmendez@aci-tn.com (423) 317-3021

© 2015 AT&T Proprietary (Internal Use Only). All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property.

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