Five Companies That Came To Win This Week

HP Launches New Channel Incentives For Cisco Displacement

Hewlett Packard is getting its networking channel partners fired up to take the fight to rival Cisco with new PartnerONE and ExpertONE channel program incentives. In some cases, HP Networking partners can make up to 40 percent margin on deals, or about twice as much as Cisco networking partners are accustomed to making.

What’s more, HP's top managers are reportedly very happy with the commitment that CEO Meg Whitman has shown to HP Networking since taking over leadership of the company in September.

HP Networking has already received a substantial increase in its operating budget heading into 2012, Mike Banic, vice president of marketing for the business unit, told CRN this week.

SAP To Acquire SuccessFactors In $3.4 Billion Cloud Deal

SAP injected a big-time dose of cloud DNA with its blockbuster $3.4 billion acquisition of SuccessFactors, a developer of cloud-based human capital management (HCM) applications.

SuccessFactors has more than 3,500 customers with some 15 million subscribers for its multi-tenant, cloud-based applications. SAP says SuccessFactors is "highly complementary" to its core HCM software, as well as to its other cloud offerings SAP Business ByDesign cloud suite and SAP Sales on Demand.

"The cloud is a key pillar of SAP's growth strategy. This move will significantly accelerate the momentum we already have as a provider of cloud applications, platforms and infrastructure," SAP co-CEO Bill McDermott said in a conference call this week. Scores Cloud Storage Deal With HP this week inked a partnership with HP that will see its cloud storage and collaboration platform bundled with select HP Compaq Elite and HP Compaq Pro business desktops.

The tie-up with the HP, the world's largest PC maker, is another strategic coup for, which has previously launched promotions for LG Android devices, the now-defunct HP TouchPad, and the iPad and iPhone. is riding high on the hog these days: The company claims that 100,000 businesses use its cloud platform, and it reportedly turned down a $600 million acquisition offer from Citrix. Box earlier this year unveiled a partner program that allows channel partners to sell its cloud storage, content management and file sharing offerings.

Google Launches Chromebook Pilot For Channel

Google this week quietly launched a pilot program in which its partners can sell the cloud clients it calls Chromebooks. The program is apparently only available to select Google Apps resellers, and it allows partners to sell Chromebooks bundled with a Web-based management console, which gives corporate IT admins the ability to oversee the devices in business environments.

It's an important first step toward the channel for Google's Chromebook initiative, but partners say the real money will come from consulting, training and other services opportunities.

IBM Adds To Cloud Portfolio With $440 Million DemandTec Acquisition

IBM this week announced its intention to acquire DemandTec, a developer of cloud-based sales and marketing analysis applications, in an all-cash $440 million deal. DemandTec's on-demand software is used by businesses to analyze marketing and merchandising data and identify optimal price points and product mixes.

IBM sees DemandTec as a strategic addition to its "Smarter Commerce" initiative, a program that targets the estimated $70 billion market for IT hardware, software and services.