Cisco’s annual Partner Summit in Los Angeles has always been a pivotal event for the company and its channel partners. This year, the summit was marked by significant announcements and changes, particularly the introduction of the new Cisco 360 Partner Program. With about 90% of Cisco’s business conducted through its partner ecosystem, these updates are set to have a profound impact on the tech partnerships landscape.
The Evolution of the Cisco Partner Program
Simplifying Complexity for Enhanced Value
One of the major themes at the summit was the need to address the complexity of the existing partner program. Despite high partner satisfaction with Cisco’s market leadership, the intricate nature of the program has been a point of concern. Rodney Clark, SVP of Partnerships and SMB, emphasized Cisco’s commitment to reducing this complexity while enhancing value for partners. The goal is to streamline processes without compromising profitability, making it easier for partners to navigate and benefit from the program. Clark acknowledged the challenges partners face and assured them that the revamped program would focus on simplicity and profitability. This strategic shift intends to create a more accessible and lucrative landscape for all partners involved. By reevaluating the program’s structure, Cisco aims to mitigate the common frustrations associated with convoluted processes that may hinder partner success.
Redefining Partner Value
Elizabeth De Dobbeleer, VP of Cisco Partner Program, highlighted a significant shift in how partner value is defined. The new Cisco 360 Partner Program introduces a value-based framework that focuses on four dimensions: foundational investments, capabilities, performance, and engagement. This approach moves away from the traditional tiered system, introducing two new designations: Cisco Partner and Cisco Preferred Partner. This change aims to be more inclusive, recognizing contributions from non-traditional roles such as consultants and influencers. This is a bold move towards recognizing the diverse ways in which partners add value to the ecosystem.
In this new framework, the term “partner” expands beyond resellers to include advisors, implementers, and other significant contributors who play pivotal roles in customer success. By broadening the scope, Cisco ensures that its program aligns more accurately with the evolving tech landscape and caters to a wider variety of skill sets and business models. It marks a progressive step towards fostering a more dynamic and responsive partner ecosystem where various types of expertise are acknowledged and rewarded.
Gradual Implementation and Adaptation
Transition Timeline and Partner Feedback
The implementation of the new program will be gradual, with a timeline extending to February 2026. This phased approach allows partners ample time to adapt to the changes. The transition will begin with the security portfolio and expand to other areas like collaboration, cloud and AI, and networking by mid-2025. Cisco’s Partner Experience Platform (PXP) will play a crucial role in this transition, providing partners with performance visibility and a channel for feedback. By focusing on a phased transition, Cisco aims to offer a smooth shift without overwhelming its partners. This timeline provides sufficient buffering for businesses to adjust their strategies, ensuring they can adhere to the new program requirements methodically. This slow rollout helps mitigate the risks associated with rapid changes and leverages partner input to refine and enhance the program iteratively. One of the key elements highlighted is the commitment to partner feedback, which underscores Cisco’s intent to maintain an open dialogue and make necessary adjustments based on real-world insights.
Protecting Existing Investments
Cisco is keen on ensuring that existing investments by partners are protected during this transition. The extended timeline and phased implementation are designed to minimize disruption and provide partners with the necessary support to adjust to the new framework. This approach underscores Cisco’s commitment to maintaining strong, profitable relationships with its partners. The company understands that abrupt changes could undermine confidence and strain crucial partnerships. To reassure these stakeholders, Cisco has pledged to uphold the value of current investments and deliver continuous support throughout the transition. Initiatives like the Partner Experience Platform (PXP) serve as vital conduits for partners, offering real-time updates, performance metrics, feedback loops, and support systems during the shift. This dual focus on protecting initial investments while paving the way for future growth demonstrates Cisco’s strategic acumen in managing these transformations.
Focus on Technical Skills and AI Readiness
Investment in AI-Driven Learning
Par Merat, VP of Learning, emphasized the importance of technical skills in the evolving AI landscape. Cisco is investing nearly $80 million into its AI-driven learning platform, Cisco U. This platform will offer partners ten free all-access annual subscriptions, aiming to simplify and personalize the learning experience. Features like pre- and post-assessments, hands-on labs, and certification paths in areas such as network security, AI, and cloud automation are designed to equip partners with the skills needed to thrive in a rapidly changing tech environment. This substantial investment in education highlights Cisco’s forward-thinking strategy of empowering partners through knowledge and expertise. By providing these valuable resources, Cisco ensures that its partners are not only proficient in current technologies but are also well-prepared for future developments. The platform’s AI-driven components personalize learning paths, addressing individual strengths and weaknesses to optimize learning outcomes.
Continuous Learning and Training Programs
Cisco’s commitment to continuous learning is further highlighted through quarterly training events and additional programs, particularly in cybersecurity. These initiatives are available throughout the year, ensuring that partners have ongoing opportunities to enhance their skills and stay updated with the latest technological advancements. This focus on education and skill development is crucial for partners to effectively leverage Cisco’s solutions and drive innovation. Quarterly training events and additional learning opportunities foster a culture of continuous improvement and adaptability among partners. By regularly updating the training material and introducing new programs, Cisco ensures that its partners remain on the cutting edge of technology and industry best practices. This proactive stance on training and development not only benefits partners but also enhances the overall quality and effectiveness of Cisco’s solutions in the market.
Modernizing AI Infrastructure
AI-Ready Data Centers and Infrastructure Solutions
Jeremy Foster, SVP and GM of Cisco Compute, discussed updates to Cisco’s AI-ready data centers and infrastructure solutions. The focus is on modernizing traditional workloads and scaling AI applications for enterprises. Cisco introduced the new C885 server, specifically designed for AI workloads, and emphasized the importance of supporting a broad range of hardware, including NVIDIA and AMD accelerators. This strategy aims to simplify AI deployments and reduce risks associated with AI implementations. By integrating robust and versatile hardware options within their data centers, Cisco provides a flexible and high-performance environment suitable for diverse AI applications. This modernization initiative is crafted to meet the growing demands of enterprises seeking to leverage AI technology effectively. The introduction of innovative hardware solutions like the C885 server signifies the company’s commitment to delivering cutting-edge infrastructure that supports both current and future AI needs.
Cisco Validated Designs (CVDs)
Cisco Validated Designs (CVDs) are a key component of the company’s strategy to streamline AI deployments. These designs provide partners with tested and validated solutions, reducing the complexity and risks involved in implementing AI technologies. By offering a clear and reliable path to AI integration, Cisco helps partners deliver more effective and efficient solutions to their customers. CVDs act as blueprints that outline best practices and optimized configurations for deploying and managing AI workloads. They serve as a comprehensive guide that helps partners navigate the intricacies of AI technology with confidence, ensuring successful and timely deployment of AI solutions. Foster conveyed that CVDs are integral to helping partners achieve operational efficiency and stability, ultimately enhancing the quality of service provided to end customers.
Embracing a More Inclusive Partner Ecosystem
Broadening the Scope of Partner Contributions
The new Cisco 360 Partner Program is designed to be more inclusive, recognizing a wider range of contributions from partners. This includes not only traditional resellers but also consultants, influencers, and other non-traditional roles. By broadening the scope of what constitutes partner value, Cisco aims to foster deeper and more flexible partnerships within its ecosystem. This inclusivity ensures that diverse expertise and contributions are acknowledged, creating an environment where innovation and collaboration can flourish. The expanded recognition criteria are meant to align with the dynamic needs of the tech industry, which rely on a multitude of skills and specialized knowledge. Cisco’s commitment to inclusivity reflects an understanding that the landscape of partnerships is evolving, and the Company must adapt its criteria to remain relevant and supportive of its partners’ varying business models. This shift towards a more inclusive framework aims to harness the full potential of its broad partner base.
Supporting Both Large and Small Partners
Cisco’s approach is tailored to cater to both large, sophisticated entities like World Wide Technology and smaller partners who may need more time to adjust. The inclusive nature of the new program ensures that all partners, regardless of size, have the opportunity to engage more deeply with Cisco’s ecosystem and benefit from the changes. This balanced approach is crucial for maintaining a diverse and dynamic partner network. By accommodating the needs of both large-scale and smaller partners, the program promotes equitable opportunities for growth and success. Small and medium-sized enterprises receive the necessary support to scale their operations, while large enterprises continue to advance through strategic collaborations and leveraging Cisco’s comprehensive resources.
Conclusion
Cisco’s annual Partner Summit, held in Los Angeles, is a major event for both the company and its channel partners. This year’s summit, in particular, stood out due to some critical announcements and significant changes. One of the most notable highlights was the introduction of the new Cisco 360 Partner Program. This program is set to revamp the way partnerships are handled within the tech giant’s ecosystem. Given that about 90% of Cisco’s business operations are managed through its extensive partner network, these updates are poised to reshape the landscape considerably. The 360 Partner Program is designed to streamline collaborations, enhance mutual growth, and foster strong, reliable relationships. It aims to support partners more comprehensively, providing them with the resources and tools they need to succeed in a competitive market.
This initiative also reflects Cisco’s commitment to innovation and adaptation in a rapidly changing industry. By placing a stronger emphasis on its partnerships, Cisco ensures that its vast network of collaborators is well-equipped to deliver cutting-edge solutions to their customers. The summit’s focus on such transformational strategies underscores Cisco’s role as a leader in technological advancements, driving progress not just for itself but for its entire ecosystem.
