A Season of Gratitude and Growth: Partnering to Build the Cisco 360 Partner Program

With the holiday season upon us, I find myself reflecting on what has been a truly special year, one that included a milestone birthday for me. It was the perfect reason to embrace new adventures and celebrate with loved ones. From running a 10-mile race with my family to picking up judo again with my boys, and even whale watching together in Quebec, this year became a journey of saying ‘yes’ to living life fully. It’s been a reminder that sometimes the most meaningful moments come from simply embracing the present.

These personal adventures have been complemented by an equally rewarding journey at work. I am grateful for the chance to contribute to something truly transformational—building the Cisco 360 Partner Program—a program built with one goal in mind: to help you, our partners, grow your business, deliver more value to your customers, and thrive in an ever-evolving market.

Why this matters to you, our partners

Our work began with a clear focus: to create a program that puts your needs at the center. We listened closely to your feedback, collaborated deeply with industry analysts, and made bold moves to align our efforts with what matters most to you — simplicity, profitability, and differentiation.

To achieve this, we prioritized your feedback at every step. We engaged with countless partners and industry analysts to understand what’s working, what’s not, and where we can improve. The result? A program that simplifies engagement, focuses on value over transactions, and sets you up for long-term success.

The journey to building the Cisco 360 Partner Program

Bringing this vision to life has been a journey marked by relentless dedication, innovation, and collaboration. In March 2024, under the guidance of Rodney Clark, Cisco’s Senior Vice President, Partnerships and Small & Medium Business, we began shaping a program that not only reflects Cisco’s commitment to innovation but also enables your continued success.

We structured our work into five agile sprints, aligning key milestones with pivotal Cisco events like our fiscal year-end, annual sales conference—GSX, and our premier partner event—Partner Summit. Each sprint began with a clear focus and ended with feedback sessions to ensure we were always improving. Throughout the process, your input guided us, helping us build a program that reflects your needs and the realities of the market.

This transformation represents a significant evolution, as noted by Shelly DeMotte Kramer from theCUBE Research:

“The new partner program’s emphasis on value over transactions represents a fundamental shift, and one that aligns with modern enterprise buying patterns. By moving away from traditional volume-based metrics to focus on customer outcomes and lifecycle value, Cisco is positioning its partners to capture more recurring revenue while building deeper customer relationships.”

Despite the progress we made, this journey was not without its hurdles. The past ten months required intense collaboration, including late nights and weekend sessions to ensure we delivered our vision in time for Partner Summit. But the effort paid off. We capped off each sprint with a moment to celebrate, not just to recognize our achievements but to acknowledge the hard work and dedication everyone brought to the table.

Ultimately, this evolution has been about more than just launching a program. It’s a starting point—one built with intention, lessons learned, and a commitment to continuous improvement. We know the work is far from done. The journey ahead will require the same dedication, collaboration, and openness to learning that brought us here. In the months and years to come, we’ll take these lessons forward, refining and evolving the program to meet your needs and the changing demands of the market.

The Power of Collaboration and Camaraderie

What truly set this experience apart was not just the creation of a program, but the deep collaboration and shared purpose that made it extraordinary. As Brian Overmyer, Director of Partner Practice Engagement, beautifully expressed, “The last few months have been the most fun I’ve had in my career, and it’s 100% because of how close I have felt to all of you—from people I have worked with for years to the opportunity to meet and work with new people that consistently impress me. I have learned a ton from all of you and there is no doubt this is the most talented team in the industry.”

Ian Anderson, UK Chief Technology Officer, Natilik, agrees and said:

“One of the joys of partnering with Cisco is it truly is a two-way partnership, each of us benefitting from the collaboration. Natilik has thrived in Cisco’s partner program for many years, achieving the highest standard across various technologies that support our business goals and customer digital transformations.

As technology rapidly evolves, it’s vital for a partner program to remain valuable and relevant. Cisco recognises that partners are pivotal to any program transformation and their commitment to co-creation—listening, sharing, and collaborating—lead to a successful partnership for today, tomorrow, and beyond. We at Natilik are excited to take this journey with Cisco and build a program that rewards innovation and specialisation, delivering successful outcomes for our joint customers.”

This spirit of teamwork and camaraderie is what made the process so fulfilling—not just because of the transformation we accomplished, but because of the incredible people I had the privilege to work with. Every challenge was met with teamwork, a “can do” mindset and a shared determination to create something transformational. This serves as a reminder of the incredible things we can achieve together. It’s these moments of growth and collaboration that made every challenge worth it and reminded me why I love what I do.

Designed for Your Success

Here’s how this program delivers value for you:

• Flexibility: More than a year of transition time allows you to adapt seamlessly.
• Protection: Existing investments are safeguarded as you embrace new opportunities.
• Enablement: Comprehensive training and resources equip your teams for success.

Looking Ahead

The early feedback we’ve received from you has been incredibly encouraging, and it fuels our excitement for the work ahead. This program is already setting a new standard in the industry.

“The Cisco 360 Partner Program is the IT industry’s most innovative and forward-thinking partner program in two decades.  It is resetting the bar of how to recognize the value partners offer to customers with and around Cisco products,” said Denise Sangster, President & CEO, Global Touch, Inc. “I expect this type of partner program to sweep the IT industry over the next two years.”

Zeus Kerravala of ZK Research also highlighted Cisco’s commitment to partner success, recognizing our efforts to provide plenty of transition time, protect existing investments, and prioritize training—including a multi-million dollar investment in Cisco U that partners can take advantage of today. This value-driven approach will continue to drive growth, ensuring our partners are set up for success in the year ahead.

As 2024 comes to a close, I want to extend my deepest gratitude to all of you—our partners, customers, and colleagues—who made this journey so rewarding. Together, we’ve laid the foundation, but there’s still more to be done.

Looking ahead to 2025, our focus will remain on refining and rolling out this program to ensure it continues to serve your needs. Together, we’ll drive greater profitability, deliver exceptional customer outcomes, and solidify our position as leaders in the market.

As we reflect on this season of gratitude, I’d love to hear what you are grateful for this year. Please put your answers in the comments below. Have questions or feedback? Email us at askpartnerprogram@cisco.com or find more details on the Cisco 360 Partner Program page.

Wishing you a joyful holiday season and a prosperous 2025!

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