For decades, Cisco Gold has arguably been seen as the pinnacle of all vendor partner accreditations, with Computacenter CEO Mike Norris recently branding it a “pain in the arse”, but “fantastic”.
But within just 15 months, it will become a mere Eldorado-like mirage, as Cisco completes the roll out its new ‘Cisco 360’ programme.
Characterised by the networking daddy as the biggest shake up to its partner programme in nearly three decades, 360 is designed to better reward partners throughout the technology lifecycle.
It will see Cisco scrap Gold in favour of two new designations in the form of Cisco Partner and Cisco Preferred Partner. Cisco is also simplifying partner incentives, scrapping the likes of VIP and CSPP in favour of the consolidated ‘Cisco Partner Incentive’.
IT Channel Oxygen grabbed three partner leaders to get their reaction to the changes, which Cisco will bring in between now and February 2026.
Rob Quickenden, CTO at Cisilion
Quickenden said the London-based Cisco Gold partner has a “positive view” of 360, which he said will measure and reward partners based on “doing the right thing for Cisco’s customers”.
“It’s good (I think) that the Gold Partner designation are being replaced and revamped, though it will confuse customers who have, in the most part, been used to working with their known Gold Partners and what ‘that badge’ means,” he said.
Quickenden added: “What we do like is that the [Cisco Partner and Cisco Preferred Partner] designations can be earned for each portfolio, meaning that partners aiming for, say, Collaboration recognition, can be recognised as a Cisco Preferred Collaboration Partner, with the same being true of other portfolio types, including networking.
“This should offer simplification alongside the ability to improve awareness and understanding with customers as to the value of designated partners – but this may take time to settle in.”
The advent of the Cisco Partner Incentive should make it “easier for partners to get the best value for their customers and for us to better understand the rebates we receive”, Quickenden concluded.
Richard Behan, COO, CAE Technology Services
Behan described 360 as “an exciting proposition for partners as it gives Cisco the opportunity to take a fresh look into how they engage and incentivise partners”.
Although Cisco partner chief Rodney Clark claimed partners will “have time to prepare and maximise their potential” with 360, Behan warned the transition won’t be easy.
“A transition window of circa 15 months has been suggested, which does sound like a sensible timeframe, however I imagine for the majority of partners there will still be a lot to do as the finer detail of C360 becomes clear,” he said.
Behan added: “The partner value index criteria will be particularly interesting as although specialising in a particular field will be possible, I would expect the real benefit for partners to come from having a breadth of specialisation across the one ecosystem.”
Geoff Kneen, CEO, Advania UK
Kneen claimed 360 aligns with Advania UK’s own strategy, as Cisco throws its weight behind partners that are “not just about the transaction”.
“They want partners who can go deep into their technology, and integrate their technology into an entire services model for clients and help clients get full value out of Cisco technology,” he said.
It’s also positive from a sustainability perspective, he added.
“They want to support the client in the use of the technology, right the way through its lifecycle as a piece of equipment, to then being responsible for it when it gets towards its end of life,” Kneen explained.
“It’s a real step in that circular economy, and not just the transaction, and anything that’s encouraging the market to move in that direction I think is a good thing from a sustainability point of view.”
Doug Woodburn is editor of IT Channel Oxygen
