VIP 45’s June Update: The Smart Partner’s Guide to More Margin

This latest update reinforces It may be late in the VIP 45 season, but Cisco’s June 19th SKU update added significant rebate opportunities. With just weeks remaining in the period, there’s still time to adjust your sales strategies and start to profit from these changes.

Cisco’s strategic focus: doubling down on enterprise hardware and driving adoption of security software through Enterprise Agreements (EAs). Aligning your sales and technical efforts to these areas is not just timely—it’s essential for long-term success, especially as Cisco shifts to the 360 Partner Program. The work you do now will pay dividends well into 2026 and beyond.

Key Recommendations to Drive Profit Before VIP 45 Ends

1. Capitalize on Enterprise Hardware Expansion

Cisco added 40 new hardware SKUs—without removing any—creating immediate opportunities to increase revenue and rebates.

• Target Catalyst 9400 Upgrades:
  New line cards (e.g., C9400-LC-48H, C9400X-LC-24S) are perfect for upgrading existing deployments to support Wi-Fi 6/6E and high-power devices. Proactively reach out to your Catalyst 9400 customers. These are high-likelihood upgrades with fresh rebates attached.
• Don’t Miss the Attachments:
  Many new SKUs are high-speed optics (e.g., QDD-4X100-LR-S, QSFP-100G-LR-S). Ensure your sales teams are attaching these to every switch and router deal. Skipping them means leaving rebates behind.
• Add Collaboration Accessories:
  The new Cisco Room Vision PTZ cameras are a simple, profitable upsell for Webex Room Kit deals. Easy to include, high impact on profitability.

2. Build a Security EA Sales Motion

The addition of 78 new SKUs in the Solutions track centers entirely on Cisco Security software and EAs—a major area of opportunity.

• Lead with Security Lifecycle Thinking:
  The new SKUs (e.g., E3S-BPUA-XDR-I-180, XDR-ADV-GB) follow a “Land, Expand, Renew” strategy. The initial sale is important, but profitability grows as you increase consumption—whether that’s Duo licenses or XDR data ingestion.
• Train Your Security Team:
  Ensure your team understands the Security EA 3.0 suites (User Protection and XDR). The partner who can clearly articulate the benefits and deploy these solutions wins the deal—and the recurring rebate.
• Offer Value-Added Services:
  These EAs create a platform for services like assessments, deployments, and managed security. It’s a high-margin revenue stream layered on top of your VIP earnings.

3. Take Advantage of Program Stability

No SKUs were removed. No rebate percentages were cut. That stability matters.

• Keep the Core Going:
  Your existing VIP-eligible sales motions remain fully intact and profitable. This update builds on what’s already working.
• Rely on the Annuity Track:
  Annuity rebates are unchanged and predictable. Continue focusing on renewals and Meraki services for long-term growth.

Final Takeaway

To make the most of Cisco’s June VIP 45 update:

1. Run a Catalyst 9400 upgrade campaign targeting the installed base.
2. Develop a focused sales motion around Cisco Security Enterprise Agreements.

These are the biggest rebate opportunities in the June SKU workbook—and the best way to finish VIP 45 strong while preparing for Cisco 360.

Pro Tip: Use the Netformx Pipeline Insight Tool to estimate VIP rebates on current opportunities. It’s the fastest way to understand potential margin impact and prioritize high-value deals.

Want to learn more? Contact us at sales@netformx.com—we’re here to help you make the most of these final weeks.

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