Ericsson Unveils New Enterprise Partner Programme
Ericsson has announced a significant overhaul of its partner engagement model, unveiling a restructured Solutions Partner Programme tailored to its Enterprise Wireless Solutions commencing July 2025.
Designed for the telecommunications channel, the initiative introduces a simplified framework that enhances partner profitability, strengthens collaboration and accelerates partner enablement.
What does the new model offer?
The new model, which replaces Ericssonâs previous tiered structure, reflects a strategic shift in how the company engages with its resellers, distributors and technology ecosystem.
Focusing on financial reward, streamlined processes and actionable insights, Ericsson aims to cultivate a more dynamic and productive channel environment.
- Solution partners: These resellers commit to Ericsson through investment in sales and technical certifications. They actively develop practices centred around Ericssonâs Enterprise Wireless Solutions and now benefit from a more transparent and rewarding framework.
- Distribution-managed partners: This category supports resellers via programmatic engagement from Ericssonâs authorised distributors. It reduces complexity while ensuring partners still receive essential support.
- Ecosystem member partners: These partners, which include managed service providers (MSPs), carriers and technology alliance players, offer complementary services or technologies that extend the value of Ericssonâs wireless offerings.
Enabling financial growth and business alignment
Key enhancements include a reimagined deal registration mechanism. Partners can now earn greater discounts on registered deals, significantly improving deal protection over non-registered competitors.
Notably, the revised rules protect opportunities initiated by Ericsson, offering further reassurance and commercial confidence to committed partners.
Matt Cook, Head of Sales, Go-to-Market & Support for Enterprise Wireless Solutions at Ericsson, explains the companyâs dual focus: âThere are two key things that weâre 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.â
Investing in capability through the Mountaineer Programme
Another cornerstone of the new model is the revised Mountaineer Programme, now accessible to all partner types.
Centred initially on technical skill-building, the programme was expanded to support a broader set of roles, including sales and support teams. By providing structured training and certifications, Mountaineer equips individuals and organisations with the expertise to differentiate their offerings in a competitive market.
The programme introduces a tiered recognition system. As partners progress through various Mountaineer levels, they unlock incremental benefits, rewarding those who invest in deepening their relationship with Ericsson.
Data transparency with partner view
In line with its focus on partner empowerment, Ericsson has introduced Partner View, a digital tool providing a unified interface for partners to monitor and manage their programme performance.
The dashboard includes insights into revenue generation, certification status, deal pipeline and other KPIs.
Matt highlighted the value of this innovation: âWith 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.â
With its renewed focus on partner profitability, enablement and transparency, Ericsson aims to drive value for its partners and the customers it serves.
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