Blogs
General Manager and VP of Global Sales at Netformx
More about Mark Bickerstaffe
Kickstart 2025: Strengthen Relationships, Add Value, and Maximize Incentives
As Cisco enters the second half of its Fiscal Year, it’s not just launching VIP 45—it’s also introducing the beginning of the Cisco 360 program, with a key focus on the Security Value Index. This initiative is designed to help you strengthen customer relationships by demonstrating real business value.
Understanding the Value Index
The new Value Index is built around outcome-based metrics and is divided into four key categories:
- Foundational – Assesses the maturity of your processes.
- Capabilities – Evaluates alignment with each portfolio.
- Performance – Measures your ability to attract and retain customers.
- Engagement – Focuses on lifecycle selling.
At its core, this approach is about collaborating more closely with customers—understanding their current needs, future growth, and long-term goals. A crucial part of this process is ensuring their networks remain optimized, secure, and high-performing by eliminating vulnerabilities.
Essential Resources for Cisco Partners
For deeper insights on creating business value, read my blog on developing customer relationships, where I share strategies for building trust and securing agreement for full customer assessments.
For details on the latest changes with VIP 45, see the article below. Additionally, I highly recommend reading the blog on building assessment value and handling objections—helping you overcome customer hesitations and demonstrate the true necessity of assessments.
If you haven’t joined other Cisco partners in getting the $7500 Customer Assessment Incentives for Networking, Security, or Collaboration, it’s time to jump on the bandwagon. We make it easy. Don’t hesitate to reach out, and learn more from the articles below.
Developing Better Customer Relationships
A Blog by Mark Bickerstaffe, Netformx GM
Many partners tell us that their customers are often reluctant to grant network access for an assessment. Instead, they may simply provide a list of Cisco device serial numbers—better than nothing! By uploading that list to AssetXpert, you can enrich the data to identify devices that have reached their Last Day of Support (LDoS) and receive recommendations for Cisco replacements. However, this is just a temporary fix. What does this say about the relationship you have with your customer?
To truly support your customers, build trust, and position their network for resilience and growth, a full assessment is essential. This deeper dive enables meaningful conversations that align with their long-term goals. Mark explores this in detail, along with strategies for handling objections, in his blog, The Secret Sauce to Developing Better Customer Relationships—a must-read!
What’s New with Cisco VIP 45
The details on Cisco VIP 45 SKUs were released on Monday, January 29. Here are some key highlights:
- Greater Emphasis on Emerging Technologies – Higher earning potential on emerging tech and services, with Splunk now included as part of the acquisition rewards.
- Expanded IoT Subtrack – More opportunities within the Industrial IoT Solutions Specialization.
- Simplified Eligibility Criteria – Streamlined requirements make it easier for partners to qualify for bonuses, aligning with upcoming Rebate 360 changes in 2025 and beyond.
- Broader Product Coverage – Additional products and solutions are now incentivized to reflect evolving market trends.
- New Solution Subtracks – Internet Infrastructure Solutions and Splunk Solutions are now available to partners with relevant specializations. As new Solution subtracks emerge, earning Solution Specializations becomes increasingly important, while Architecture and Annuity subtracks phase out.
- Cisco Powered Services Specializations – New specializations in Managed Firewall, Private 5G, and OT Security now provide access to the Solutions Track.
- Support for the Circular Economy – VIP 45 promotes sustainability by offering rebates on an updated list of Cisco Refresh products.
More insights will follow as we analyze the new SKU list in depth. Updates for the Pipeline Insight Tool (PIT) will begin rolling out soon, with full transition to VIP 45 expected by mid-February. ChannelXpert updates will follow shortly thereafter.
In the meantime, our customer support team is available to assist with the transition from VIP 44 to VIP 45. For any questions, reach out to support@netformx.com.
Why Customers Should Approve a Network Assessment
A Blog by Mark Bickerstaffe, Netformx GM
A network assessment is much more than a routine diagnostic run—it’s a strategic opportunity to gain actionable insights into an organization’s IT infrastructure. When customers partner with you as a Trusted IT Solution Provider, network assessments unlock critical advantages that help future-proof their digitization journey.
While a network assessment offers clear value, customers may have concerns that need to be addressed to build trust.
In the blog, The Case for Why Customers Should Allow You to Perform a Network Assessment, Mark talks about the common reasons for reluctance and ideas for overcoming those barriers.
Cisco 360 – Getting Started with the Next Evolution
Cisco 360 represents the most significant transformation in Cisco’s incentive programs since the introduction of the Value Incentive Program (VIP). This new model shifts the focus from pure sales volume to rewarding partners for driving business outcomes and ensuring customer success.
At Netformx, we’re dedicated to helping partners navigate this transition. Our tools and insights will empower you to align with Cisco 360’s objectives, track your progress, and maximize your Partner Value Index (PVI) and rewards. While details are still unfolding, we’ll continue providing updates to help you prepare—so when the program fully launches in early 2026, much of the groundwork will already be in place.
To get started, check out our latest blogs:
- Part 1: Netformx: 25 Years as a Trusted Cisco Partner will help you transition to Cisco 360
- Part 2: Transitioning to Cisco 360 means prioritizing what’s most important—money, time, and building better relationships
With Netformx, you will be able to confidently embrace Cisco 360, leveraging actionable insights to grow your business and thrive in this new era of partnership. If you have questions, reach out to us at sales@netformx.com.
What is Cisco VIP 45 about?
