Ericsson unveils new partner scheme for wireless solutions

Ericsson has introduced a new partner programme structure for its Enterprise Wireless Solutions segment, ending its previous tiered system in favour of a simplified model aimed at improving partners' earning potential and access to resources.

The revised structure encompasses three distinct categories of partners. Firstly, Solution Partners, which comprise resellers that invest in Ericsson sales and technical certifications while building practices based on Enterprise Wireless Solutions, will join a single-tiered programme. Secondly, distribution-managed partners will operate under a streamlined framework, receiving support from distributors through a programme-centric approach. Thirdly, the programme embraces ecosystem member partners, including managed service providers, carriers and technology alliance partners, who have created services or technologies connected to Ericsson Enterprise Wireless Solutions.

"There are 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 realize the opportunity we have to bring superior customer services and solutions to our end-users," Matt Cook, Head of Sales, Go-to-Market & Support for Enterprise Wireless Solutions at Ericsson, said.

The new programme enhances deal registration discounts for partners, providing greater financial incentives and introducing more robust protection in comparison with those operating without deal registration. The new rules extend these protections to opportunities initiated by Ericsson and referred to partners as well.

As part of the programme overhaul, the Mountaineer programme has also been revised. It is now accessible to all partners and aims to provide comprehensive training and certifications geared towards accelerating technical users and fostering creative uses of Ericsson Enterprise Wireless Solutions. The updated Mountaineer scheme includes both partner and individual incentives, and has expanded beyond the original technical focus to also encompass sales and support roles within partner organisations. Ericsson stated that further roles are likely to be incorporated into the programme in future updates.

The Mountaineer programme now features incremental benefits, which will be unlocked by different expert levels, granting partners additional incentives as their expertise and involvement grow.

In addition to changes in programme structure and training pathways, selected partners will have access to Partner View, a newly introduced tool. This platform consolidates partner data in a single location, offering insights into programme performance, revenue, training and certification progress, as well as opportunity and pipeline management.

"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," Matt Cook added.

According to Ericsson, the new Enterprise Wireless Solutions Partner Program will officially be instated in mid-2025, and partners are encouraged to reach out to their account managers for additional information regarding programme specifics and eligibility.