Ericsson overhauls partner programme to boost enterprise channel growth

Ericsson has overhauled its Enterprise Wireless Solutions Partner Programme to improve profitability and accelerate growth across its global partner ecosystem.

The new programme replaces the previous tiered structure with a streamlined model that offers enhanced financial incentives and greater support for resellers, service providers, and technology vendors. The aim is to make it easier—and more profitable—for partners to build their businesses around Ericsson’s enterprise wireless solutions.

The Solutions Partner Programme supports companies delivering Ericsson technologies such as private 5G, on-site connectivity, and edge-enabled networks. Under the new structure, Ericsson will introduce three core categories to better align support with business models:

• Solution Partners: Resellers that invest in technical and sales certifications to develop deep expertise in Ericsson’s wireless portfolio.

• Distribution-managed Partners: Resellers supported through authorised distributors under a simplified engagement model.

• Ecosystem Member Partners: Managed service providers (MSPs), carriers, and technology vendors offering complementary services or integrations.

Enhanced Deal Protection and Earnings

A new deal registration system offers partners improved discounts and stronger deal protection. For the first time, Ericsson will extend this protection not only to partner-sourced deals but also to opportunities Ericsson passes directly to partners. This is intended to build trust in joint selling and provide greater predictability on returns.

The Mountaineer Programme traininng and certification programme has also been expanded to include partner sales and support staff.

Participants can earn certifications and advance through defined expertise levels—unlocking new incentives and benefits at each stage. This helps partners stand out in a competitive enterprise connectivity market and ensures their teams are equipped to deliver customer value.

Partner View

Ericsson is launching Partner View—a performance dashboard that consolidates key partner metrics. From revenue and certifications to pipeline tracking, the platform offers a clear view of business performance without the complexity of manual reporting.

 Enterprise 5G

Thee changes reflect a broader trend in telecom and enterprise tech toward more accessible, outcome-focused partner programmes. For Ericsson, this overhaul is also a strategic move to gain ground in the growing enterprise 5G and private network space, where it competes with companies like Nokia, Cisco, and HPE.

As enterprise demand for wireless infrastructure continues to rise, the revamped Solutions Partner Programme signals Ericsson’s commitment to deeper, more profitable channel relationships.

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