Cambium Networks continues to rely the channel following its IPO.
CEO Atul Bhatnagar said the indirect channel has played a key role in his company’s rise to the Nasdaq Stock Exchange. The wireless connectivity provider launched its public offering last week.
“We understand the value of channel partners and the contribution they make,” Bhatnagar told Channel Partners. “We want them to win along with us.”
Cambium works with about 10,000 customers and 5,900 channel partners. Bhatnagar said partners account for 95 percent of Cambium’s revenue, and the company maintains hundreds of distribution partnerships.
“We have a very deep and wide install base, because our products are very high quality, very scalable and an extremely attractive economic equation,” he said.
The Rolling Meadows, Illinois-based company offers access network solutions for verticals like education, hospitality, oil and gas. Bhatnagar said New York-based Ubiquiti Networks is Cambium’s primary rival, although Cambium competes against smaller regional players. He said medium-size enterprises and service providers are Cambium’s “sweet spot.” He noted that companies of this size need wireless solutions that are easy to configure, deploy and manage.
“Our users can manage the entire wireless solution from a single pane of glass,” he said. “This way they can focus on their job and not on complexities of technology.”
Cambium’s channel program has grown significantly since Channel Partners introduced you to it in 2017. The company boasted 3,200 channel partners at the time — barely half what it has now. The partner profile is also evolving; Bhatnagar said Cambium enhanced its program to attract and support MSPs.
The company signed Jenne as a distribution partner in April. Lynn Haber wrote that Jenne will distribute Cambium’s full product lineup, including enterprise Wi-Fi, fixed wireless broadband point-to-point infrastructure backhaul and the Maestro cloud-based management system.
“Cambium Networks solutions are deployed in thousands of wireless networks around the world, and are selected for high performance and low total cost of ownership,” said Bruce Chumley, Cambium’s vice president of enterprise channels. “Jenne’s strength in distribution with their high-touch, fast response model of support and value-added services will bring these field proven solutions to new enterprise network operators.”
— Nasdaq (@Nasdaq) June 26, 2019
Ron Ryan, the company’s senior vice president of global channels, said partner feedback helped grow the ConnectedPartner program.
“Last year we added more than 1,000 new partners to our global channel program and have established Cambium Networks’ in the enterprise Wi-Fi space,” Ryan said.
Cambium rang the opening bell of the Nasdaq on June 26. The company’s stock opened at $9.62 per share and has held fairly steady since, closing Wednesday at $9.48. Bhatnagar thanked employees, customers and partners in a LinkedIn post earlier this week.