As enterprise technology priorities shift under the combined pressures of AI adoption, cloud transformation, and growing security demands, partner ecosystems are being redefined to deliver greater, outcome-driven value. In this evolving landscape, Cisco is reshaping how it engages and enables its partners across the region.
In this exclusive interaction, Sameena Naaz, Distribution Account Manager for Cisco Emerging Gulf & Qatar, and Renton D’Souza, Managing Director at Westcon-Comstor Gulf, share their perspectives on the Cisco 360 Partner Program, its strategic objectives, and how a renewed focus on partner capability, specialization, and ecosystem collaboration is driving sustainable growth and stronger customer outcomes.
In what ways does Cisco 360 Partner Program stand apart from previous partner programs Cisco has launched? What are Cisco’s core goals with the introduction of this program?
Sameena: The Cisco 360 Partner Program marks a transformative leap in our approach to partner engagement. This program aims to amplify the impact partners deliver to their clients, particularly as customer needs become more dynamic – whether that’s optimizing IT foundations, enabling AI solutions from anywhere, or ensuring robust, secure, and resilient operations for every organization.
This initiative is set to redefine the metrics for partner excellence, shifting focus from simple transactions to broader dimensions of value: how partners support customers’ business aspirations by leveraging the extended Cisco partner network for mutual growth. Our aim is to further streamline processes and improve ways to monitor success. Importantly, we involved key partners from the outset, to shape the program together. Our intention is clear: provide partners with pathways to consistent, profitable advancement. Incentives now target pivotal areas such as technology upgrades in campus environments, advancements in AI and security, increased software uptake, renewals, and stronger customer relationships to nurture enduring outcomes.
Cisco 360 introduces a unique approach to assessing partner contribution with the Partner Value Index. How does this new model work?
Sameena: The Partner Value Index is at the heart of the Cisco 360 Partner Program, offering a comprehensive system to gauge partner impact across four essential pillars. First, it examines foundational strength, looking at the maturity of lifecycle and managed services capabilities. It also rates the skills and competencies the partner invests in, reflecting their overall proficiency. Success is further measured by the partner’s effectiveness in winning, sustaining, and renewing customer engagements. Finally, engagement evaluates the partner’s interaction with customers throughout the entire experience. The framework guarantees that a partner’s distinct expertise – be it in Security, Networking, Collaboration, Cloud, AI, Services, Observability, or a blend of domains – is properly acknowledged and rewarded.
Can you elaborate on the new partner titles in the program? How do these categories boost the credibility and value partners offer?
Renton: Cisco is rolling out two fresh designations: Cisco Portfolio Partner and Cisco Preferred Partner, which will replace the long-standing Gold, Premier, and Select tiers. This evolution is intended to emphasize partners’ investments and capabilities, assisting customers in identifying the most suitable collaborators for their needs. With the launch of the Cisco 360 Partner Program, we are transitioning from traditional architecture-based certifications to specializations focused on solutions. Additionally, Preferred Partners will have access to advanced next-generation specializations, spotlighting their technical mastery in targeted sectors or multiple disciplines.
What role does Comstor play in helping partners adapt smoothly to the Cisco 360 program?
Renton: Comstor is fully committed to supporting partners as they embrace the opportunities of this program. We’ve prioritized awareness-building through comprehensive training, informative webinars, and thoughtful dialogues at our channel events. Our dedicated sales and business development teams are actively engaged with partners to guarantee an effortless migration to the new ecosystem. Crucially, we maintain close alignment with Cisco, enabling joint innovation and shared advancement.
Perspective
As partner ecosystems evolve to meet the demands of AI, cloud, and security-led transformation, programs that prioritize measurable value, capability depth, and long-term outcomes are becoming essential. By shifting focus from transactional metrics to holistic partner impact, this approach enables stronger alignment between technology providers, partners, and customers. Supported by clear frameworks, solution-led specializations, and ecosystem-wide collaboration, the model positions partners to grow profitably while delivering more resilient, intelligent, and customer-centric outcomes in an increasingly complex digital environment.
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