5 companies won this week, January 6th


Rick Whiting

In the week ending Jan. 6, CRN took a look at the companies that brought their “A” game to the channel including IBM, Integris, Netskope, Cloud Software Group, and Hewlett Packard Enterprise.

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The week ending January 6th

At the top of this week’s Came to Win list is IBM, launching a new partner program and promising to funnel more sales accounts into the channel.

Also this 2023 First Came to Win list is MSP Integris for an acquisition that will allow it to continue its growth trajectory. Cloud security technology developer Netskope is here for a successful funding effort that has raised more than $400 million, as is Hewlett Packard Enterprise for its plan to sell a stake in a Chinese subsidiary — a move that could raise a significant amount of cash.

And Cloud Software Group, the parent company of Citrix and Tibco, has been applauded for naming a new channel chief and putting together new channel software for its partners.

IBM unveils redesigned partner program, plans fewer direct sales

IBM is winning kudos for launching a redesigned partner program this week and promising to drive more customer accounts into the channel.

The new Partner Plus programme“Simple, transparent and predictable,” said Kate Woolley, president of the channel, which will be phased in over the next six months and replace older PartnerWorld.

The three-tier Partner Plus program includes a partner acceleration program, a new incentive package (launching in April), and new co-marketing and demand generation programs (available in July). The company has also revamped its partner portal that allows partners to connect with IBM employees, monitor their progress with badges and education, and track deals and sales.

IBM is also promising to reduce the number of direct sales accounts and move more sales into the channel, Woolley said. The move is accompanied by what it described as a “significant shift in resources” this year from supporting live accounts to supporting the channel.

MSP Integris gains community bank expertise through acquisition of Caltech

Integris, a private equity-backed MSP focused on building a national service company, said this week that it had Acquired by the California Institute of Technologyspecializes in services managed by a community bank.

Integris is an MSP platform – a way to get other MSPs to build a larger service business. Caltech is Integris’ ninth Management Program Software (MSP) acquisition. And some of those acquired MSPs have made acquisitions of their own, increasing the total number of MSPs under the Integris name.

CalTech provides managed services—including information technology and security—to community banks, primarily in Texas and neighboring states. The acquisition provides Integris entry into a vertical market that was not previously a specialty of the company.

Integris plans to make additional acquisitions this year with a focus on MSPs that provide professional and financial services.

Netskope raises $401 million to boost product development and go-to-market efforts

Netskope filled the financial war chest this week He raised $401 million With Transferable Notes – the funding the cloud security provider will use to further develop SASE products and build its channel-centric go-to-market strategy.

The short-term debt financing was managed by investment funds managed by Morgan Stanley Tactical Value with participation from Goldman Sachs Asset Management, Ontario Teachers’ Pension Plan and CPP Investments.

(Convertible securities are structured as loans with outstanding balances that automatically convert to equity at specified points.) Netskope was valued at $7.5 billion after a $300 million Series H funding round in 2021.

The company said it plans to use the latest funding to “expand the benefits of the technology and platform.” The company, which conducts nearly all of its sales through its channel ecosystem, will leverage some of the funding to “expand its strategic marketing activities.”

HPE’s sale of H3C’s stake in China could result in a cash windfall

This week Hewlett Packard Enterprise revealed a plan to sell its 49 percent stake in its Chinese IT joint venture H3C. H3C is the exclusive provider of HPE servers, storage and IT-related technical services in China.

HPE owns 49% of H3C while China’s Unisplendour Corp owns 51%. HPE’s plans were disclosed in a filing with the US Securities and Exchange Commission.

Sell ​​H3C It can provide a financial windfall to HPE that can be used in acquisitions or other activities. Financial advisors UBS estimated the value of the HPE stake at between $3.5 billion and $4 billion.

Citrix Origin appoints a new channel president, promising new channel programming

Cloud Software Group, the entity created by the $16.5 billion merger of Citrix and Tibco in 2022, upped its game on the channel this week when it His name is Ethan Fitzsimmons To be the new channel head of the company.

Fitzsimons, a Citrix employee for three years, holds the official title as Head of Global Channels for CSG. Previously served as Chief Operating Officer for Worldwide Partner Sales and Ecosystems.

CSG is also developing a new partner program that Fitzsimons promises will be simpler, more predictable and more profitable for partners. This program will begin running for Citrix partners on March 6, with Tibco partners joining the program at a later date.

    Learn about Rick Whiting

Rick Whiting

Rick Whiting has been with CRN since 2006 and is currently Feature/Special Projects Editor. Whiting manages a number of CRN’s signature annual editorial projects including Heads of Channel, Partner Program Directory, Big Data 100, Emerging Vendors, Technical Innovators and Product of the Year. It also covers CRN’s big data hits. He can be reached at rwhiting@thechannelcompany.com.

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