The new programme replaces Ericsson’s previously tiered structure, enables partners to access better earning potential, equips partners with new tools, and provides enablement programmes that set up partners for success and rewards partner expertise.
Partners supported under the new model include:
Solution Partners: A single tiered programme for resellers who invest in sales and technical certifications, and have built a practice leveraging Ericsson’s Enterprise Wireless Solutions
Distribution-managed partners: A simplified model for resellers to receive programmatic support from distributors
Ecosystem member partners: This includes Managed Service Providers (MSPs), carriers, and technology alliance partners who have a service or technology they have created around Ericsson Enterprise Wireless solutions
Matt Cook, Head of Sales, Go-to-Market & Support for Enterprise Wireless Solutions at Ericsson said, “There are two key things that we’re trying to achieve with the new Solutions Partner Programme. 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.”
A key component of the Solutions Partner Programme includes an increase to the potential discount a partner can earn on deal registration, to create more meaningful protection when compared to partners without deal registration. The programme rules are expanding to also include protection for opportunities that Ericsson brings to a partner.
The Mountaineer programme has been revised and is open to all partners, providing training and certifications designed to accelerate technical users and encourage creative applications of Ericsson Enterprise Wireless Solutions. The Mountaineer Programme includes both partner and individual level incentives and has been expanded outside the original technical expertise to include sales and support personas in partner organisations, with further additional roles to be included in the programme in the near future. As part of the new programme, different expert levels of Mountaineers will unlock incremental benefits for partners.
Along with these changes, select partners can now benefit from the newly launched tool, Partner View, which provides a single, unified view of the partner’s data and their performance in the programme including revenue, training and certifications, as well as opportunity and pipeline data.
Matt Cook added, “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.”
