For a program change of this magnitude, Cisco measured success by how "uneventful" and "quiet" the launch was. They achieved this by testing and exposing partners to new metrics and systems for months beforehand. This ensured the final cutover was a smooth operational event, not a disruptive shock.
The Cisco 360 launch was more than a program update; it catalyzed a company-wide transformation. It spurred improvements in data foundations, digital partner experience, and internal systems, elevating the importance of partnering across the entire organization and rallying other departments around partner success.
Cisco orchestrated a large-scale co-design process involving hundreds of internal stakeholders and partners. This "for partners by partners" approach fostered deep buy-in and ensured the program addressed real-world needs, moving beyond simple feedback collection to create a collaborative movement.
By deeply understanding partner sentiment through co-design, Cisco was able to be empathetic to partners' internal challenges. They created executive-facing collateral specifically to help partners explain the program changes to their own boards, effectively turning partners into advocates for the new program.
Anticipating the rise of AI, Cisco built its new program on a flexible, points-based system. This framework is designed to accommodate and potentially recognize AI agents as certified contributors ('CCIE agents') within a partner's practice, treating them as teammates rather than just tools.
To manage feedback from its large co-design community, Cisco used multiple channels (webinars, 1-on-1s) and AI to synthesize the input. This revealed highly consistent themes across diverse groups, giving them confidence they were addressing the core "reality" of partner needs, not just anecdotes.
Cisco moved beyond traditional geographic customization in its new partner program. It now prioritizes accommodating different partner sizes ('t-shirt sizing') and diverse business models (like managed services or advisors). This modern approach favors a globally consistent framework that adapts to business function rather than location.