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Hewlett-Packard will ultimately announce conclusion-of-sale for the VCX VoIP gadget it received with 3Com -- something longtime VCX answer suppliers maintain is a huge mistake given the product's loyal channel following and potential to make HP a truer end-to-conclusion networking competitor against Cisco systems.
HP representatives advised CRN the drawing close stream would affect most VCX products, including servers and gateways. HP, Palo Alto, Calif., will ship the formal conclusion-of-sale observe later this month, with the genuine end-sale date anticipated to be in December 2012.
HP will sell telephones and utility licenses into 2013 and should continue to assist VCX shoppers for the HP-ordinary five years. It also already is assisting greater VCX valued clientele with migration innovations. but for all intents and purposes, 2012 might be VCX's swan track, and HP will exit the voice market, pointing companions and shoppers toward VoIP and unified communications solutions from strategic allies reminiscent of Microsoft, ShoreTel and Aastra.
"it's in their most beneficial interest to focal point on these partnerships and de-emphasize their development of items like the VCX," Mark Hilton, HP Networking product line manager, LAN area solutions, advised CRN. "We're not going to reduce this off on the knees. however here is the appropriate time to transition off of that platform."
[Related: HP Hangs Up On 3Com VoIP VARs ]
HP's determination bookends the lengthy decline of a once-proud set of VoIP items many partners say received misplaced in the shuffle following 3Com's implosion within the latter a part of the remaining decade, and then had been largely neglected by HP following its $2.7 billion acquisition of 3Com in 2010.
solution providers in the beginning were hopeful HP would focus on the platform and make the imperative R&D investments to preserve it aggressive with Cisco, Avaya and other VoIP avid gamers. but HP in January 2011 told CRN it had shifted VCX into "preservation mode," that means it could see best primary platform updates and support.
The dealing with of that system -- together with persistent rumors that HP had considered promoting the VoIP unit -- turned into much criticized by way of individuals of the former 3Com voice reseller neighborhood, who pointed out an in-condo HP VoIP answer would improvement the entire HP Networking ecosystem as a result of how voice options create demand for statistics infrastructure.
solution suppliers stated HP hasn't communicated plenty about VCX's future, keep for a vaguely worded e-mail despatched to companions about six months in the past announcing that VCX's latest application liberate, 9.8, would be its final replace and that an end-of-sale announcement became on the horizon.
"They've told us zero," referred to Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based answer provider and longtime VCX companion. "I've reached out a mess of instances. They do not need to focus on it."
Demand for the product has endured to decline during the past two years, HP's Hilton pointed out, and it now not makes experience for the business to invest in it. HP's global PBX device market share as of 2011, in line with the Dell'Oro group, already was lower than 1 percent of a market closely dominated through Avaya and Cisco and filled with challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens enterprise Communications.
however answer suppliers talked about that if pastime in VCX is dwindling, it's partly as a result of HP did not put any advertising muscle at the back of it and failed to nurture the nevertheless-passionate community of former 3Com VoIP purchasers.
"they're willing to buy Palm and do away with it, and spend what number of billion on Autonomy?" said Mark Essayian, president of KME techniques, a Lake forest, Calif.-based mostly answer company. "I get that it's a small product and that or not it's half a % of the voice networking [market] for them. however you may spend $100 million on it and make it a [killer] product. you have a neighborhood that supports it already."
"I really suppose that they overlooked the boat on this," said Robert Betzel, president of Infinity network solutions, a Macon, Ga.-based answer company. "They were going to be yet another player next to Cisco that can give you conclusion-to-end. Now it's a piecemeal contend with distinctive producers. When it be a piecemeal deal, who in fact cares if or not it's an HP router or switch? You lose that seamless integration and seamless continuity you get from end to conclusion."
subsequent: HP Directs partners To Lync, ShoreTel, Aastra
As HP winds down VCX, the company may be directing customers and channel companions toward VoIP and UC options from a handful of strategic companions.
peculiarly, HP is steerage UC purchasers with 250 seats and above toward Microsoft's quickly-transforming into Lync platform, HP's Hilton mentioned. For smaller consumers, HP will focal point on partnerships with ShoreTel and Aastra, the former predominantly in North the us and components of Asia, and the latter typically within the EMEA region.
"You cannot have a powerful relationship along with your partners if you are competing with them," Hilton observed. "Routing, switching, administration -- these things are their enterprise. From a enterprise standpoint, it makes extra feel to partner."
HP additionally companions with Avaya, although essentially for its direct and commercial enterprise services engagements, and Hilton noted HP is also pleasant with solutions the usage of different carriers' products that can interoperate with HP's, including Cisco.
not particularly, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for a long time, both tech giants in can also 2009 unveiled a $180 million, 4-yr global initiative to companion on built-in UC solutions that prolonged to Microsoft's workplace Communications Server (OCS), the forerunner of Lync. In September 2011, HP released a Lync-optimized desk cell.
That relationship has continued, and previous this week HP unveiled an SMB channel initiative at Microsoft's international associate convention in Toronto. it be the primary time HP and Microsoft have collectively come out with a specific UC channel program, and it comprises verified and validated reference architectures for consumers of 250 to 2,500 personnel, customizable demand-generation campaigns, a variety of income and technical practising materials, inclusion in Microsoft's answer Incentives program, and advertising collateral.
"With the HP UC&C with Microsoft Lync answer, you have access to essentially the most finished Lync portfolio in the market from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB solutions marketing supervisor for HP Networking, in a Monday publish to the HP Networking company blog. "The channel toolkit will help you birth new conversations, expand your profits alternatives and shorten your earnings cycle."
"We know Lync is taking off; they work with some [partners] who they feel are strong companions with a pretty good future in UC, and they consider or not it's in the foremost interest of their customer base," Hilton instructed CRN. " anything like VCX, it's a good, solid product. however investment is prohibitive, and or not it's crowding and difficult the market. a number of of their partners are excited on the possibility and are jumping in with both feet with Microsoft. in the event that they don't want to change, it is going to be extra problematic for them to be competitive longer term."
"we have been constant in executing on their [UC and collaboration] strategy with choice and suppleness," spoke of Kash Shaikh, director of marketing for HP Networking. "All of these partners they are working with are most excellent-in-class and had been innovating in this enviornment."
Most VCX buyers already have moved to center of attention on other platforms -- "HP practically killed it after they said [maintenance mode]," Infinity's Betzel noted -- however their ardour continues to be. past this yr, as an example, a site referred to as "lengthy are living the VCX" went reside, promoted by way of a LinkedIn group formed around HP Networking-related issues.
It contains a instantaneous for web site visitors to go away opinions on the way forward for the VCX.
"HP the brand of the VCX needs to be enlightened," reads the site's mission remark. "they are ending the lifetime of a great product correct before your eyes. customers, companions, third party providers want this product!!! it is their accountability to let HP comprehend what a massive mistake here's. They desire HP to place its full force in the back of the VCX and make it the 'Voice' product for the future. they will now not accept 3rd birthday party solutions ... they need a product manufactured and supported by means of HP. via featuring an entire portfolio, they can compete and win against different solutions."
answer suppliers agreed that HP is missing out on conclusion-to-conclusion networking capabilities.
"I sell an conclusion-to-end answer. I do not promote most desirable-of-breed," Conley spoke of. "in case you buy a mobilephone from me, that mobilephone is going to plug into an HP switch, and into an HP router and, all in all, an HP solution. I do this as a result of I sell lots of these. I desire an HP solution."
Conley pointed out he has satisfactory VCX product to help shoppers in the brief time period and is calling at different platform alternatives. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP systems comparable to Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.
"they are making what they suppose is the surest company choice for the business, so I do not fault HP for that," Betzel stated. "but they definitely trust in conclusion-to-end computing, so Cisco is their alternative. They trust, from SMB to commercial enterprise, that in case you can get one brand that has built-in all of the features you want, you get the most fulfilling result. Cisco has that healthy."
"if they truly knew the route of VoIP and understood it, they would not be making this choice," mentioned the CEO of an HP answer company who's been promoting 3Com voice techniques and their forerunners for a long time. "When it involves voice, primarily, shoppers want one throat to choke. ShoreTel, as an instance, would not personal the network, and if so, if there are problems with a Cisco community or an HP network, ShoreTel can point its finger at that community and say, 'it be not their product; they do not care if it works or no longer.'"
Most IT patrons pick conclusion-to-conclusion options for the less-bother element by myself, the answer issuer argued. He referred to he would movement his company to Cisco when HP's legitimate VCX announcement comes out.
"Cisco won this market as a result of they may be 'one throat to choke, ' " he stated. "HP is making an enormous mistake here."
subsequent: What HP may still Have Communicated To VARs
answer suppliers fault HP on its communique around VCX above all. With so a great deal hypothesis about the demise of the product, the channel has had little to no air cover for helping shoppers make choices.
"here is a credibility problem. i'm no longer going to promote and my customer's no longer going to purchase whatever if I believe you're going to get out of that market in a month or two," Metropark's Conley noted. "if you'd give us some balance, inform us there may be a future for this, i am accessible waving the flag for you nowadays. you're dumping what remains a thriving company for a lot of buyers."
"we have loads of purchasers that nevertheless have 3Com voice in area," Infinity's Betzel said. "a lot of consumers buy these things pondering they're going to be working them for eight to 10 years. I have one VCX customer it really is bought it running at 22 websites. I have to tell my purchasers to get organized for something that's going to come ahead of they're organized for, so i want a transparent message from HP on how they're going to help these platforms for americans that want them."
KME's Essayian mentioned that via pursuing a surest-of-breed, multivendor method as a substitute of an end-to-conclusion sale, HP is opening itself as much as dropping deals.
"i'll promote HP servers and switches, but when a customer comes to me and says, 'We need to put this on a Dell,' and/or i can virtualize it anyway, i'll do that," he observed. "HP would not seem to get telephony, and they have a core administration layer that does not seem to understand what goes right into a voice community. What accomplice is going to reside loyal to HP on only a commodity switching sale?"
Essayian pointed out he is happy with his native crew of HP reps and makes no presumption about how to run a $127 billion enterprise. however he agreed with other answer providers that HP is leaving in the back of a potential-packed VoIP possibility with a built-in, loyal channel following.
"The aspect is that this product has a toehold," Essayian said. "yes, we're a minority, sure we're a bit crazy, but we're additionally inclined to sell the [crap] out of this product. if you study it even cursorily, how a whole lot facts pull is there in the event you promote voice? It will also be a holistic sale."
"i am nevertheless a believer that voice pulls the records community alongside," added Betzel. "When the records community doesn't remember, and it's 'I simply want a 24-port gig change,' they're just searching around for somebody who's got one with low cost speeds and feeds at the best cost. Cisco's the one it truly is gone after this intelligently. Video is so crucial to Cisco because it forces the conversation on upgrading the records equipment."
The ex-3Com dealer channel is making other plans. solution suppliers instructed CRN they're now not exactly anticipating an HP reversal.
"now they have all moved on," Betzel noted. "I don't suppose you are going to discover any person still having a bet the apartment on HP voice."
published ON JULY 11, 2012
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