Ericsson unveils revamped partner programme for enterprise wireless

Ericsson has announced a new partner programme structure for companies that sell its Enterprise Wireless Solutions, replacing the company's previous tiered system.

The updated framework is aimed at simplifying participation for partners and providing greater earning potential, while also equipping them with new tools and expanded enablement opportunities.

The changes will apply to three core groups: Solution Partners, Distribution-managed partners, and Ecosystem member partners.

The Solution Partners category has been restructured to create a single tiered programme. This is intended for resellers who make investments in sales and technical certifications and have developed a business practice built around Ericsson's Enterprise Wireless Solutions.

Distribution-managed partners are now included under a simplified model, allowing resellers to receive structured programme support via distributors rather than directly from Ericsson. This approach is expected to streamline support processes and allow broader access to resources.

The Ecosystem member partner classification includes Managed Service Providers (MSPs), Communications Service Providers (CSPs), as well as technology alliance partners. These partners have a service or technology offering that is built around Ericsson's Enterprise Wireless Solutions.

Matt Cook, Head of Sales, Go-to-Market & Support for Enterprise Wireless Solutions at Ericsson, explained the main goals behind the new approach.

"There's two key things that we're trying to achieve with the new Solutions Partner Program."

"The first is about enabling our partners to better benefit financially from working with Ericsson and building a business around our Enterprise Wireless Solutions. The second is about working closer with our partners, to realise the opportunity we have to bring superior customer services and solutions to our end-users."

The new programme introduces an increase to the discount available for partners that register deals, granting them what Ericsson describes as more meaningful protection when compared to partners who have not registered deals.

In addition, the rules are expanding to provide similar protection for opportunities that Ericsson brings to a partner, not just those identified by the partner themselves.

Ericsson is also revising its Mountaineer programme, opening participation to all partners.

The programme now offers training and certifications designed to support technical users and foster creative applications for Ericsson Enterprise Wireless Solutions. This includes incentives for both partners and individuals, and coverage has been extended beyond technical expertise to include sales and support personnel within partner organisations. Ericsson plans to incorporate even more roles into the Mountaineer programme in the near future.

The Mountaineer programme introduces different expert levels, enabling partners to unlock incremental benefits as they achieve higher tiers of expertise and certification. This development is positioned to support the long-term capability building of partner organisations.

Another update is the introduction of a tool known as Partner View, available to select partners.

Partner View provides a single, unified interface that displays key data relating to the partner's engagement and performance within Ericsson's programme. The tool will display metrics such as revenue, completed training, certifications, as well as information on pipeline and ongoing business opportunities.

Matt Cook commented on the role of Partner View in the new programme.

"With Partner View, Solution Partners will now have this data at their fingertips, meaning both our Solution Partners and our Partner Account Managers can spend less time chasing data and more time using data."

The changes to Ericsson's Enterprise Wireless Solutions Partner Program are scheduled to take effect from 1 July 2025.