Cambium Networks Targets MSPs with New ConnectedPartner Program

Cambium Networks’ new ConnectedPartner program allows MSPs to offer solutions with the company’s multigigabit wireless edge technology.

The program makes it easier for MSPs to procure, install and manage tenant accounts and integrate their services, the company said. In addition, MSPs can extend their wireless service offering to campus area networks without the complexity of fiber buildouts or the interference issues associated with outdoor Wi-Fi mesh architectures. They do this by using the company‘s portfolio of fixed wireless broadband and Wi-Fi networking solutions.

Ron Ryan is Cambium Networks’ senior vice president of global channels.

Cambium’s Ron Ryan

“We’ve got a healthy set of partners that we’ve been working with,” he said. “But we also expanded our reach through this effort. We created an advisory council of about a half-dozen-plus partners that we got feedback from, both on the product side and on the commercial front. That was all factored into creating this program. There are a lot of differences and nuances between what we do for our connected partners – our traditional VAR partners – versus MSPs, who have entirely different needs. That was a big part of it.”

Additional Benefits for Cambium Networks MSPs

Partners in the ConnectedPartner MSP program receive additional benefits, including:

• Discount pricing on Cambium Networks enterprise solutions.
• Market development funds for MSPs to build their practice.
• An MSP support desk that knows members and the MSP business model.
• Software planning tools for MSPs, and online sales and technical certification training.
• Development road map input through participation in Cambium Networks’ MSP advisory forum.

“This is aimed at the SMB market; this is our focus,” Ryan said. “And we believe that the feature set and price point are perfectly set for this group of customers. This is something that we discovered along the way. These people were naturally finding us anyway, which is how we got to some of these feature sets. We built them specifically along the way.”

Cambium Networks is focused on growing its enterprise business, he said.

“Within that enterprise focus, we believe that MSPs are a really critical piece of it,” Ryan said. “It will be a big part of our growth, as a focus on growing the overall enterprise businesses is one of our key strategies.”

A Partner’s Take

Brian Brammeier is chief strategy and CISO at Ntiva, a Cambium MSP partner.

“While many platforms say they cater to MSPs, Cambium Networks listened and acted,” he said. “They extended their channel program to focus on automating implementation and operations to build an onboarding experience tailored to fast-paced MSPs. They have built an intuitive user interface that takes an enterprise product and puts an easy button over it. This simplified interface covers the most common wireless setups that MSPs use. Streamlining process translates into real money savings on the new hardware as well as reducing total cost of ownership (TCO).”