Nokia Channel Chief To Partners: Private Wireless Is ‘Here And Now’
‘This is not a 2024 or 2025 problem to solve. It’s here and now. We’re winning very large opportunities, significant opportunities with the technology,’ Nokia’s Nathan Stenson tells CRN.
What are you plans for the partner program?
I’m 14 months into my tenure now and one of the things we were doing for the global partner program is [branding]. Across the channel, our program is simply an acronym – the GPP, global partner program. We will need to brand our partner program and this will be very important to us going into 2023.
In parallel with that, we are spending a lot of money on a new-generation partner portal which will collocate all the tools you can imagine — all the pricing tools we have and funding that exists under our PFA — our partner framework agreement. So, not only do we have an established partner program and all the components, we’re investing in the resources that make the access to that much easier for our partners all collocated in one place. And indeed, the contracts and mechanisms — because of course, as you can imagine, for our indirect resellers or distribution, there’ll be a different agreement for those folks because of their expectations on managing that relationship themselves will be quite different from the partner frame of agreement that we’re putting in place that governs that relationship directly with one of those global SI partners. So, we have a suite of contracts that are underpinning the different way which will work with the channel.
We’re very happy to work with more partners that have good edge networking capabilities, that are already thinking about inroads into private wireless, either now or in the immediate future, that want to take advantage of the private wireless opportunity today. I think people have get in there now. Just be careful how long you take to think about your solution and think about getting into the market because it’s highly connected today.