Comstor partners prepare for Cisco 360 launch & new incentives
Comstor has reported that partners across Europe are positioning themselves to take advantage of the impending Cisco 360 Partner Programmeme, set for launch in 2026.
According to research conducted by Comstor, a Cisco-focused business arm of Westcon-Comstor, 78% of surveyed Cisco partners in the EMEA region are already aware of the forthcoming changes to the channel programme. The survey included responses from Cisco partners across multiple markets and provides insight into the level of preparedness and the perceived opportunities and challenges ahead.
Partner preparedness
The findings of the research indicate a relatively high level of partner engagement with the new programme. Over half of the respondents (54%) described themselves as 'somewhat prepared' for Cisco 360, and a further 15% said they feel 'very prepared' for the transition.
The Cisco 360 Partner Programmeme, which is scheduled to begin in early 2026, has been described by Cisco as the most significant change to their partner ecosystem in nearly 30 years. The programme will introduce a consolidated incentive and rebate structure, known as the Cisco Partner Incentive, in place of multiple existing systems. In addition, partner statuses will be reduced from four categories to just two: Cisco Partner and Cisco Preferred Partner.
Opportunities identified
Among those partners already familiar with the Cisco 360 Partner Programmeme, a streamlined way of doing business with Cisco was identified as the main opportunity by 33% of respondents. Another 15% cited prospects for revenue growth, enabled by the programme's expanded Cisco offerings.
Other opportunities mentioned by partners include the capacity to build end-to-end lifecycle Cisco solutions and expand Managed Service Provider (MSP) practices under the new partner structure.
Request for support
The research also highlighted that nearly one in three respondents (28%) said they require more information and education regarding the benefits of the new programme. In terms of support, training and enablement emerged as key concerns, particularly with regards to improving Partner Value Index (PVI) scores. This metric will be central in unlocking access to rebates, incentives and discounts under the Cisco 360 framework.
The survey results follow Cisco's recent announcement of the Cisco 360 qualification period. In anticipation of the changes, Comstor has developed a range of enablement resources for its partner network. These include a simplified playbook specifically focused on Cisco 360 as well as the establishment of a dedicated team of in-house experts tasked with providing support ahead of the programme's launch.
Comstor's approach
Comstor has taken steps to tailor its support to individual partner needs by offering one-to-one advice and guidance sessions. The company states that these sessions are aimed at helping partners expedite their transition to Cisco 360 readiness and enhance their market differentiation.
"The launch of Cisco 360 represents a once-in-a-generation shift in Cisco's channel strategy, with major implications for partners," said Steven Heinsius, Vice President, Product Management and Marketing EMEA, Comstor at Westcon-Comstor.
"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. At Comstor, everything we're doing is to simplify and amplify the programme by helping partners grasp the Cisco 360 opportunity and empowering them to build future-ready business models based on recurring revenues, value-added services and lifecycle selling."
