The dust has settled on Partner Summit 2026, but the energy remains palpable. Standing on stage and looking out at the partners who drive the engine of our mid-market and small business segments, one thing was clear: we are entering a new era of growth. This year, we moved beyond just discussing strategy; we introduced the SMB & Mid-Market Velocity Growth Engine, a framework designed to help you scale without friction.
Growth is often reduced to numbers on a page, but at Partner Summit, we defined it as the intersection of alignment, automation, and action. Our vision for the next 12 months is to provide a repeatable path from signal to sale. By leveraging the Velocity Growth Engine, we are empowering you to reach more customers and win bigger deals by simplifying the journey from the first touchpoint to the final transaction.
Three Levers for Profitable Growth
Profitability in the mid-market and SMB segments comes down to three fundamental levers. We’ve designed our model to help you:
- Earn more per deal: Through stacked pricing, including Automated Pricing (APD), the SMB & Mid-Market Business Practice Competency, and new managed service offers, you can stack discounts for better margins on every quote.
- Win more deals: By following the Play-See-Try-Buy motion, you can move faster. We are providing the sales plays, AI-powered Spotlight demos, and our new partner-led Cisco trials to ensure you have the assets to prove value without friction.
- Spend less to win: We are taking the administrative burden off your team. The Velocity Hub acts as your personal deal desk for quoting, competitive assistance, and trial requests, while Cisco Capital provides the flexible payment solutions needed to overcome financial scrutiny.
“Decide on how to do the security. You need one solution, one vendor, one brand. If you look at the Cisco portfolio, it’s complete. Everything is in it. That’s why we choose Cisco.” — Edward Goessens, CEO, TCC Smart IT Solutions
Marketing That Goes First
We know the market is moving fast, and we are committed to ensuring you don’t have to chase it alone. Cisco Marketing is evolving to “go first” by building high-intent demand and brand trust through AI-powered targeting. We are creating the awareness so that when customers are ready to buy, they are already looking for your expertise. By earning your Business Practice Competency, you gain access to even more Cisco-sourced leads, moving the needle from paperwork to real pipeline.
The Path Forward: Turning Connection into Action
As we look toward FY27, our commitment is simple: to make your day-to-day execution as seamless as possible. We’ve built the engine; now, it’s time to plug in.
We encourage you to take these four immediate steps to accelerate your momentum:
- Run a play: Pick one of our three core sales plays and put a Spotlight demo in front of a customer today.
- Join the trials wave: Reach out to our team about partner-led Cisco trials—where we provide the hardware, and you provide the solution.
- Earn the competency: Join the next wave of Business Practice partners to unlock priority access to offers, demo kits, and dedicated marketing support.
- Use Velocity Hub: Route your next deal through the Hub on Cisco.com or the Webex Bot to experience the power of a streamlined deal desk.
“If you can bring the whole team, the whole organization, and the whole Cisco solution to the table, you’re not only more likely to beat out the competition in the market, but you become the best IT consultant and reseller in the game.” — Tim Orozco, Managing Partner, Stratus Information Systems
A Shared Journey
Growth is never a solo mission. Whether you are scaling your security practice or building out intelligent workplace experiences, we are in the trenches with you. Let’s keep the conversation going, leverage the tools we launched this past week, and turn our shared vision into your greatest success yet.
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