Cisco sees growing APJC partner pipeline for Cisco 360’s highest tier

“A lot of our partners consider us the benchmark on how to work with partners,” says Kartika Prihadi, VP, Partner and Routes to Market Sales, Cisco APJC.

It’s been about 10 months since the new Cisco 360 partner program went live. Throughout that period, Cisco partners around the world continue to work enhancing their capabilities to meet some of the new requirements to become a Cisco Next Generation Specialized Partner – highest tier of multi-portfolio capability in the new program.

In the APJC region, two partners have achieved Secure Networking Specialization, in addition to achieving the Cisco Preferred Partner in both networking and security with other partners in the region also in the journey of achieving this.

Speaking to CRN Asia ahead of the Cisco Partner Summit in Vancouver, Kartika Prihadi, VP, Partner and Routes to Market Sales, Cisco APJC shared that there are a few partners in the pipeline in the region. However, because the requirements to achieve the highest tier of specialization has quite deep requirements, Prihadi said there is a significant audit process to go through to verify the partner’s competency across the lifecycle, from engagement to design to deployment and also support.

[Read more: Inside ECCOM's Cisco 360 partner journey]

“It is a very comprehensive assessment and not just focused on capabilities. So, in that sense, it is the most comprehensive specialization we have. And so, there are a lot of partners in the pipeline, and there are quite a number of partners who can qualify given their preferred status,” he said.

Interestingly, Prihadi also mentioned that there was initially a bit of hesitation from the partners because of the difficulty of the program.

“It's very difficult to do as it's a significant investment of time just to prepare and go through the process. We saw partners in Americas and an EMEA partner went in and got the first one. And then the ball started rolling there. And so, it was good to see the first one at APJC and then the second one right after. And I think there's probably some going through the process right now,” he added.

The most comprehensive partner program

“My view is that Cisco 360 has landed quite well with our partners. It is probably one of the more successful program pipeline, even though this is actually a massive change that we've had. So, in that sense, I'm quite pleased with that outcome. And I think a lot of it is because the partners are understanding the why and then doing the how. We're still working with them, though, obviously around how to maximize the benefits of the programs and we're continuously working with them on that front,” Prihadi explained.

According to Prihadi, the feedback he is hearing from partners is that the new program is the most comprehensive one that Cisco has, even when compared to programs by other vendors.

“The good thing is once you do one of the specializations, let's say secure networking, the next one should be easier because there's some foundational elements. For example, in essence, this specialization also tests certifications. We have something called the Cisco Advanced Customer Experience (CX) Specialization. It's almost like multiple certifications tested at all times. And that's a kind of foundational one that kind of gives the partner the capability. So once the partner has gone through one, at least that foundational element carries over to the next one,” he explained.

Prihadi also pointed out that some partners are still looking at the amount of investment, especially when it comes to personnel and time, to be able to do it.

“It's more of a consideration of do I do it now? And do I take people? In essence, there are some considerations. Do I take people off the field to work on this? When the market is such, it's more than that kind of consideration. And partners don’t want to take people’s attention away from the opportunities in the market right now,” he explained.

At the same time, Prihadi believes that commonly, the partners that do achieve this would have a significant advantage compared to those that are in essence currently. Not only do these partners have better incentives and bonuses, but as it’s the highest certification, Cisco will also communicate to customers that these are the partners with the highest certification.

“Our assumption is that customers will get a better experience at least. It is just like we expect preferred partners in general, multi-preferred and now specialized too, because we are testing them and they have to invest in the lifecycle approach,” he added.

When it comes to distributors, Prihadi said that distributors continue to be critical to Cisco’s growth in the region, especially in reaching out to the tier two partners. He said that distributors have been critical in helping Cisco get some of those partners to the level of a portfolio where required, or at least to a level where these partners can enjoy some benefits.

“Distributors have been very helpful in educating the partner community on that. And we still continue on that front. Because we want to develop all parts of the ecosystem. Our distributors are also waiting for the Cisco 360 distributors program, which is planned for FY28, and that the qualification would start for them similarly in February as well,” he said.

The journey with Cisco

Looking ahead, Prihadi said that he has always believed in the power of the ecosystem.

“In my time in this role, what I hear from our partners, and also even from employees who have gone on to other companies, is that Cisco does work with partners very differently. A lot of our partners consider us as kind of the benchmark on how to work with partners,” he said.

Prihadi, who also got into the role just before the biggest program change in the history of Cisco’s partner program shared that it was satisfying to see that Cisco was able to make that transition, and in the context of the background of even the biggest market changes in a long time.

“With the geopolitical situation, the memory issue, AI coming to the fore faster than a freight train, and the biggest program change in our history, 25 years, we managed all of that. And as a company, we had a record year last year as well. So also in that sense, it was good to see. I feel like we have done well to manage in the context of all these challenges,” he concluded.