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Cradlepoint Launches Tech Alliance Program, First-Ever 5G Specialization For Partners: Exclusive

‘We see the adoption of 4G, wireless, and 5G will be accelerated coming out of the [COVID-19 pandemic] just based on all the new use cases we are now seeing,’ says Cradlepoint's channel chief Eric Purcell.

Channel-led Cradlepoint has revealed a technology partner program and brand-new 5G specialization to equip partners with the flexible connectivity solutions their customers need right now and in the future.

"As we work with partners and customers during this difficult time, we see the adoption of 4G, wireless, and 5G will be accelerated coming out of the [COVID-19 pandemic] just based on all the new use cases we are now seeing," Eric Purcell, senior vice president of global partner sales for Cradlepoint, told CRN.

To that end, Cradlepoint is announcing a new Enterprise Specialization for 5G will help partners understand and offer solutions that harness speed of the next-generation wireless technology, just as they are doing today with 4G LTE wireless technology, Purcell said.

[Related: Exclusive: Cradlepoint's New Hires Are Driving IoT, 5G Opportunities Via The Channel]

The specialization will educate partners on building pathways to 5G, without ripping and replacing infrastructure customers may already have in place.

"The 5G specialization will help partners build a profitable wireless LAN practice and really become a trusted advisor to their customers," he said. "We want to help partners get their hands around private LTE, 4G, and 5G technology, and how it all comes together."

The 5G specialization will be launching in the Asia-Pacific region alongside Australian telecom giant Telstra. Cradlepoint will make the specialization available in the U.S. during the second half of 2020, the company said.

The new Technology Alliance Partner Program embraces Cradlepoint's third-party partnerships with the likes of Microsoft Azure and NetMotion. The program will give solution providers access to a portfolio of joint solutions between Cradlepoint and the vendors and service providers, the company said.

The technology partner program is in its first phase with more enhancements coming in the Fall, Purcell said.

To support this program, Cradlepoint recently hired John Nye as director of technology alliances and partnerships.

Boise, Idaho-based Cradlepoint saw about 30 percent year-over-year growth last year, with most of that growth coming from the channel. The company does more than 95 percent of its business through solution providers today, Purcell said.

Cradlepoint, despite economic uncertainties facing many businesses today, expect that growth to continue as customers clamor for more mobile and flexible connectivity options to enable remote work and IoT use cases, Purcell said.

"Partners are actually optimistic and see their business with Cradlepoint not only maintaining, but growing in the second half of the year and into next year, despite the challenges in different segments right now," he said.

Cradlepoint has also enhanced its partner marketing platform to get more collateral and joint-marketing campaigns into the hands of more partners. The platform has proven helpful during the COVID-19 pandemic in giving partners access to frameworks and best practices to help customers with use cases like pop-up testing facilities and mobile Wi-Fi solutions for students learning from home, Purcell said.

Cradlepoint last year added to its channel team when it brought on Purcell as its channel chief and Mark Pugerude as its chief sales officer. Purcell has been spent the last year building out Cradlepoint's partner ecosystem and creating a scalable and consistent global channel program.

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