Cisco's channel strategy: Partners gear up for Cisco 360

As the tech landscape evolves, Cisco partners are setting the stage to adapt to one of the most significant reshuffles in channel operations witnessed in decades. Comstor, under the banner of Westcon-Comstor, reports a growing forward-looking sentiment among Cisco partners across Europe, the Middle East, and Africa (EMEA).

The data, collected through a comprehensive survey, shows that a remarkable 78% of partners are attuned to the plans for Cisco's 360 Partner Programme. Among them, over half identify as moderately prepared, while a confident 15% describe their readiness level as very high.

Set for launch in early 2026, Cisco 360 aims to recalibrate how partners bring solutions to the fore, thereby catering to dynamic customer requirements. This visionary approach is hailed as the 'most significant evolution' in Cisco's partner collaborations over the past thirty years.

Central to the initiative is a consolidation of incentives under Cisco Partner Incentive, streamlining the existing partner statuses from four to just two: Cisco Partner and Cisco Preferred Partner. Research indicates that partners are responsive to this renewed simplicity, with a third highlighting the eased transaction process with Cisco as its standout benefit.

Furthermore, 15% of the informed contingent see revenue growth prospects in the expanded Cisco portfolio. Other anticipated advantages include crafting comprehensive lifecycle Cisco solutions and nurturing Managed Service Provider (MSP) capabilities.

However, the transition isn't without its challenges. About 28% of partners express a need for further clarity on the programme's benefits, with an emphasis on training and enhancing Partner Value Index (PVI) scores to access substantial rebates and incentives.

In anticipation, Comstor has rolled out an array of supporting tools—including a streamlined playbook for Cisco 360—and enlisted a team of specialist consultants. These efforts are aimed at smoothing the path towards programme readiness and leveraging the partnership to outpace competitors.

Through personalised sessions, Comstor is committed to offering tailored, direct guidance, accelerating partners' readiness while refining their strategic positioning in the marketplace.

Steven Heinsius, Vice President, Product Management and Marketing EMEA, Comstor at Weston-Comstor said, "The launch of Cisco 360 represents a once-in-a-generation shift in Cisco's channel strategy, with major implications for partners. Our research shows strong awareness and enthusiasm among partners, along with a clear appetite to close knowledge gaps. While change of this scale brings challenges, Cisco 360 will create a level playing field and sharpen the focus on end user needs."