Doing Business with AT&T
edgar.mendoza@oracle.comchad.haydar@oracle.com passed on some sage advise when working with AT&T. Here are some bullet point highlights of our conversation:
Discounts When AT&T Retains Title
- Westcon is the distributor that does quotes for AT&T
- You work directly with Westcon and give them 40% and then ask them to send a quote to AT&T which they do at 35%
Who owns the title?
Chad mentioned that this is a critical question to ask as AT&T may confuse a piece of equipment as being on prem and synonymous with a customer wants to purchase the equipment. If AT&T purchases and manages the gear, we are in a good position and bullet point one applies
Customer Wants to Retain the Title
- We are in a pickle as AT&T does not have a resell agreement
- AT&T expected resell agreement will likely occur by May 2017
- Atlas will be a sub-contractor for AT&T so Atlas will resell the gear. In this scenario, here is how the discounts would shake out:
- Quote to Atlas at 45% and they take 10%
- AT&T quotes the customer at 35% which is there margin
- Good OSC rule of thumb, put in the amount assuming a 50% discount
AT&T's planned Contract Points of Emphasis
- Position only ISO as this only requires an MST
- Don't position NWL as the contract T/Cs will be too much for AT&T to sign.
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