The Secret Sauce to Developing Better Customer Relationships

As Cisco embarks on the second half of its Fiscal Year, they’re not just launching VIP 45—they’re also rolling out the beginnings of the Cisco 360 program, with a spotlight on Security Value Index. Here’s why it matters and how it can help you build stronger customer relationships.

Understanding the Value Index

The new Value Index focuses on outcome-based metrics and is divided into four key categories:

1. Foundational – Evaluates how developed your processes are.
2. Capabilities – Measures alignment with each portfolio.
3. Performance – Assesses your ability to attract and retain customers in each portfolio.
4. Engagement – Centers on lifecycle selling.

At the heart of this approach is a commitment to working more closely with customers to understand their current needs, future growth plans, and long-term goals. While doing this, it’s essential to ensure their network is optimized by eliminating vulnerabilities and maintaining high performance.

Real-World Use Cases

Here are a couple of examples that highlight the importance of a network assessment:

• Identifying Security Gaps: A company might not realize that some devices on their network are running outdated operating systems without security updates, leaving them vulnerable to cyberattacks.
• Optimizing Network Architecture: A retail business with a slow point-of-sale system might lose customers due to long wait times. A network assessment could reveal inefficiencies and lead to architecture improvements that enhance transaction speeds.

• Improve Performance: A network assessment might reveal that a company’s wireless network is overloaded, causing frequent disconnects for employees. Upgrading access points or balancing the load can resolve this issue.

The Challenge of Network Assessments

One significant hurdle in helping customers is convincing them to agree to a full network assessment. Often, they’re hesitant and only provide a list of serial numbers for devices they believe are in their network. Why? It could stem from a lack of trust or company policies.

While some customers are satisfied with using a serial number list, tools like Netformx AssetXpert provide a way forward. AssetXpert can deliver detailed insights, including End-of-Life information, based solely on the serial numbers provided. As a first step this can uncover:

• Devices needing a refresh that qualify for a CAI reward.
• Opportunities across Networking, Collaboration, or Security portfolios.

Building Trust Is Key

However, just relying on serial numbers isn’t enough for long-term success. Financial constraints or mistrust may prevent customers from granting full access to their network. Building trust is crucial to overcoming these barriers. Once trust is established, customers will be more likely to allow a comprehensive assessment that provides:

• A true inventory of network devices.
• Insights into overdue software updates, configuration issues, and device constraints.
• Information about SmartNet contracts, subscriptions, topology maps, and segmentation.
• Visibility into non-Cisco devices within the network.

For a deeper dive into why full network scans are critical, check out my blog, “The Case for Why Customers Should Allow You to Perform a Network Assessment.” It provides tips on handling objections and making the case for a thorough evaluation.

Preparing for Cisco 360

To prepare for Cisco 360, start refining your processes now. Focus on keeping your customers’ networks secure and high-performing while maintaining strong relationships throughout the lifecycle. By the time Cisco 360 officially launches in early 2026, you’ll have tackled many of the harder challenges.

The ultimate goal is to become a trusted advisor—an expert who ensures your customers’ networks are resilient and ready for growth. Netformx AssetXpert has proven to be an effective and non-intrusive tool for gaining a complete picture of a network’s health without disrupting performance.

Let’s Connect

Ready to take the next step? Reach out to sales@netformx.com or contact me directly. Let’s work together to build stronger relationships and ensure your customers are set up for long-term success.

How can assessments help build a better customer relationship?