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HP2-Z27 Selling HP Networking Solutions and Services

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HP2-Z27 exam Dumps Source : Selling HP Networking Solutions and Services

Test Code : HP2-Z27
Test title : Selling HP Networking Solutions and Services
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HP Selling HP Networking Solutions

HP Makes It reputable: conclusion Of the road For VCX VoIP | killexams.com true Questions and Pass4sure dumps

Hewlett-Packard will finally announce conclusion-of-sale for the VCX VoIP rig it obtained with 3Com -- something longtime VCX answer providers preserve is a huge mistake given the product's loyal channel following and lore to do HP a truer end-to-end networking competitor against Cisco methods.

HP representatives informed CRN the approaching stream would occupy an consequence on most VCX products, including servers and gateways. HP, Palo Alto, Calif., will ship the formal end-of-sale note 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 proceed to sheperd VCX clients for the HP-commonplace five years. It additionally already is helping higher VCX customers with migration innovations. but for bar no portion intents and purposes, 2012 can be VCX's swan song, and HP will exit the voice market, pointing partners and consumers toward VoIP and unified communications options from strategic allies such as Microsoft, ShoreTel and Aastra.

"it's in their premiere activity to focus on those partnerships and de-emphasize their evolution of items like the VCX," badge Hilton, HP Networking product line supervisor, LAN side options, told CRN. "We're no longer going to chop this off at the knees. however here is the perquisite time to transition off of that platform."

[Related: HP Hangs Up On 3Com VoIP VARs ]

HP's election bookends the lengthy decline of a as soon as-proud set of VoIP products many companions situation received misplaced in the shuffle following 3Com's implosion in the latter a portion of the remaining decade, and then had been largely overlooked via HP following its $2.7 billion acquisition of 3Com in 2010.

solution suppliers at first occupy been hopeful HP would headquarters of attention on the platform and do the censorious R&D investments to preserve it aggressive with Cisco, Avaya and other VoIP avid gamers. however HP in January 2011 informed CRN it had shifted VCX into "preservation mode," that means it would discern handiest primary platform updates and help.

The managing of that process -- including persistent rumors that HP had regarded promoting the VoIP unit -- become tons criticized by means of individuals of the previous 3Com voice reseller neighborhood, who mentioned an in-apartment HP VoIP solution would improvement the complete HP Networking ecosystem as a result of how voice options create require for records infrastructure.

solution providers mentioned HP hasn't communicated a distinguished deal about VCX's future, sustain for a vaguely worded e-mail sent to companions about six months in the past asserting that VCX's current application unlock, 9.eight, could be its remaining update and that an end-of-sale announcement changed into on the horizon.

"They've told us zero," stated Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based mostly solution issuer and longtime VCX companion. "I've reached out a legion of times. They don't wish to debate it."

Demand for the product has continued to situation no in the past two years, HP's Hilton noted, and it now not makes undergo for the enterprise to invest in it. HP's international PBX gadget market participate as of 2011, based on the Dell'Oro community, already became lower than 1 percent of a market heavily dominated by passage of Avaya and Cisco and filled with challengers together with Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens commercial enterprise Communications.

but answer providers said that if pastime in VCX is dwindling, it be partly as a result of HP didn't attach any advertising muscle in the back of it and failed to foster the still-passionate group of former 3Com VoIP dealers.

"they are inclined to buy Palm and dispose of it, and expend how many billion on Autonomy?" observed badge Essayian, president of KME methods, a Lake forest, Calif.-based answer company. "I bag that it is a minuscule product and that or not it's half a % of the voice networking [market] for them. however you may expend $a hundred million on it and do it a [killer] product. you occupy a group that helps it already."

"I in fact believe that they missed the boat on this," celebrated Robert Betzel, president of Infinity network solutions, a Macon, Ga.-primarily based solution company. "They occupy been going to be one other participant subsequent to Cisco that can give you end-to-conclusion. Now it be a piecemeal cope with different producers. When or not it's a piecemeal deal, who truly cares if it be an HP router or switch? You lose that seamless integration and seamless continuity you bag from End to end."

next: HP Directs companions To Lync, ShoreTel, Aastra

As HP winds down VCX, the industry could be directing valued clientele and channel companions towards VoIP and UC options from a handful of strategic partners.

chiefly, HP is steering UC purchasers with 250 seats and above towards Microsoft's speedy-transforming into Lync platform, HP's Hilton observed. For smaller customers, HP will focus on partnerships with ShoreTel and Aastra, the former predominantly in North the us and elements of Asia, and the latter typically in the EMEA area.

"You cannot occupy a robust relationship along with your companions if you are competing with them," Hilton talked about. "Routing, switching, management -- these things are their business. From a enterprise viewpoint, it makes greater feel to accomplice."

HP additionally partners with Avaya, even though essentially for its direct and industry services engagements, and Hilton referred to HP is additionally fine with solutions the usage of other providers' products that can interoperate with HP's, together with Cisco.

now not exceptionally, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for a long time, the two tech giants in might besides 2009 unveiled a $a hundred and eighty million, 4-12 months international initiative to colleague on integrated UC options that prolonged to Microsoft's office Communications Server (OCS), the forerunner of Lync. In September 2011, HP launched a Lync-optimized desk mobilephone.

That relationship has persisted, and previous this week HP unveiled an SMB channel initiative at Microsoft's worldwide companion convention in Toronto. it's the primary time HP and Microsoft occupy collectively Come out with a particular UC channel software, and it comprises verified and validated reference architectures for clients of 250 to 2,500 employees, customizable demand-technology campaigns, a number of revenue and technical practicing materials, inclusion in Microsoft's solution Incentives software, and advertising and marketing collateral.

"With the HP UC&C with Microsoft Lync solution, you occupy got entry to essentially the most comprehensive Lync portfolio within the industry from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB solutions advertising and marketing supervisor for HP Networking, in a Monday attach up to the HP Networking corporate blog. "The channel toolkit will aid you delivery new conversations, extend your revenue alternatives and truncate your revenue cycle."

"We comprehend Lync is taking off; they travail with some [partners] who they reflect are potent partners with an outstanding future in UC, and they suppose or not it's within the most fulfilling hobby of their client base," Hilton informed CRN. "looking at something like VCX, or not it's an excellent, tough product. but investment is prohibitive, and it's crowding and perplexing the market. a pair of of their partners are excited on the chance and are jumping in with each toes with Microsoft. if they execute not necessity to trade, it is going to be more tangled for them to be competitive long run."

"we occupy been constant in executing on their [UC and collaboration] approach with alternative and adaptability," pointed out Kash Shaikh, director of advertising for HP Networking. "All of these partners we're working with are greatest-in-type and had been innovating during this area."

Most VCX buyers already occupy moved to focal point on other structures -- "HP well-nigh killed it once they talked about [maintenance mode]," Infinity's Betzel referred to -- but their ardour remains. previous this 12 months, as an example, a domain called "long are animated the VCX" went reside, promoted by a LinkedIn neighborhood shaped round HP Networking-linked considerations.

It contains a immediate for site visitors to Go away opinions on the passage forward for the VCX.

"HP the company of the VCX has to be enlightened," reads the website's mission statement. "they're ending the life of a very distinguished product appropriate before your eyes. customers, partners, 3rd birthday party carriers want this product!!! it is their responsibility to let HP recognize what a huge mistake this is. They want HP to attach its full drive at the back of the VCX and do it the 'Voice' product for the longer term. they will no longer settle for 3rd birthday party options ... they necessity a product manufactured and supported via HP. via featuring a complete portfolio, they are able to compete and win against other solutions."

answer suppliers agreed that HP is lacking out on conclusion-to-conclusion networking abilities.

"I promote an end-to-conclusion answer. I don't promote top-rated-of-breed," Conley mentioned. "in case you buy a cellphone from me, that cell goes to plug into an HP change, and into an HP router and, bar no portion in all, an HP answer. I execute that as a result of I promote lots of those. I necessity an HP solution."

Conley celebrated he has sufficient VCX product to aid customers within the brief term and is calling at other 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're making what they believe is the most advantageous company determination for the business, so I execute not weakness HP for that," Betzel pointed out. "however they basically accept as even with in end-to-conclusion computing, so Cisco is their choice. They accept as even with, from SMB to business, that if you happen to can bag one company that has integrated bar no portion of the aspects you want, you bag the premiere influence. Cisco has that healthy."

"if they in reality knew the path of VoIP and understood it, they wouldn't be making this decision," pointed out the CEO of an HP answer company who's been selling 3Com voice methods and their forerunners for many years. "When it comes to voice, especially, valued clientele necessity one throat to choke. ShoreTel, as an example, does not personal the network, and if that's the case, if there are problems with a Cisco network or an HP community, ShoreTel can factor its finger at that community and say, 'or not it's not their product; they execute not care if it works or not.'"

Most IT buyers settle upon conclusion-to-end options for the much less-bother component alone, the solution provider argued. He said he would movement his industry to Cisco when HP's official VCX announcement comes out.

"Cisco gained this market as a result of they could be 'one throat to choke, ' " he referred to. "HP is making an immense mistake here."

subsequent: What HP should quiet occupy Communicated To VARs

answer providers weakness HP on its conversation around VCX specifically. With so a lot speculation about the demise of the product, the channel has had itsy-bitsy to no air cover for helping consumers do choices.

"here's a credibility situation. i am now not going to promote and my client's now not going to purchase something if I reflect you might be going to bag out of that market in a month or two," Metropark's Conley mentioned. "if you'd provide us some steadiness, inform us there may be a future for this, i am accessible waving the flag for you today. you are dumping what continues to be a thriving industry for loads of purchasers."

"we occupy a lot of purchasers that quiet occupy 3Com voice in area," Infinity's Betzel said. "loads of customers buy these things pondering they are going to be working them for eight to 10 years. I even occupy one VCX customer that's obtained it running at 22 sites. I occupy to inform my shoppers to bag prepared for something this is going to Come back prior to they may be organized for, so i want a transparent message from HP on how they are going to wait on these platforms for people that wish them."

KME's Essayian stated that through pursuing a top-quality-of-breed, multivendor system in its zone of an end-to-end sale, HP is opening itself as much as dropping offers.

"i will sell HP servers and switches, but when a consumer involves me and says, 'We want to attach this on a Dell,' and/or i can virtualize it anyway, i'll try this," he noted. "HP does not seem to bag telephony, and they occupy a middle administration layer that does not seem to occupy into account what goes perquisite into a voice community. What companion goes to reside loyal to HP on only a commodity switching sale?"

Essayian mentioned he's tickled with his autochthonous team of HP reps and makes no presumption about how to hasten a $127 billion company. but he agreed with different solution suppliers that HP is leaving at the back of a possible-packed VoIP possibility with a built-in, loyal channel following.

"The factor is this product has a toehold," Essayian observed. "yes, we're a minority, positive we're a bit crazy, however we're besides willing to promote the [crap] out of this product. if you study it even cursorily, how a distinguished deal facts tow is there if you happen to sell voice? It can besides be a holistic sale."

"i'm nevertheless a believer that voice pulls the information network along," delivered Betzel. "When the statistics community would not be counted, and it be 'I just necessity a 24-port gig swap,' they may be just looking round for a person who's received one with low-priced speeds and feeds on the most suitable expense. Cisco's the one it really is gone after this intelligently. Video is so essential to Cisco since it forces the conversation on upgrading the records gadget."

The ex-3Com broking channel is making other plans. answer suppliers advised CRN they may be not exactly expecting an HP reversal.

"now they occupy bar no portion moved on," Betzel spoke of. "I execute not believe you'll learn any one quiet making a pot the residence on HP voice."

posted ON JULY 11, 2012


HP launches DataPass to sell pay as you Go 3G facts plans, carrier piggybacks on dash's network | killexams.com true Questions and Pass4sure dumps

It appears like HP is moving into the pay as you Go facts online game. The company just announced DataPass, an answer that allows you to buy 3G provider out of your computer. The carrier is HP-branded, and that is rarely just marketing hype -- the industry purchased wholesale spectrum facts from sprint and is atmosphere its own prices, effectively turning the workstation maker into an MVNO. The no-contract plans birth at $5 for a modest 75MB, which HP says is adequate for roughly five hours of use, and stretch as much as $30 for 1GB. spy for it as an election across the enterprise's lineup of enterprise notebooks with the Qualcomm Gobi un2400 radio module.

HP Sells community protection company TippingPoint To mode Micro For $300M | killexams.com true Questions and Pass4sure dumps

On the heels of Dell purchasing EMC for $sixty seven billion and Western Digital purchasing SanDisk for $19 billion, HP is selling off its TippingPoint community security company to TrendMicro for $300 million. TippingPoint is a issuer of next-generation intrusion methods and community security solutions, and HP says that in future it is going to resell community safety features from companions (including TrendMicro) as opposed to own its own belongings.

The rush is available in multiply of HP finishing a damage-up of its company into pc and corporate features, a stream it introduced final year would be complete by the End of this fiscal 12 months.

HP changed into rumored in September to be shopping TippingPoint for between $200 million and $300 million. The deal is anticipated to nigh by the End of this autumn.

trend Micro says that the deal will include protection expertise, IP, trade capabilities and TippingPoint’s consumer base. It should be combining TippingPoint’s company with its latest network security operations in a new enterprise unit called network protection.

at the equal time, HP says that it's pulling out of having its personal network safety enterprise and will as an alternative companion with third parties for such functions “so they can invest in other areas of their safety portfolio.” HP says that after the deal closes it's going to proceed to companion with TippingPoint as a “strategic client and companion.”

fashion Micro and HP have had a strategic partnership in region on account that 2014. style Micro is positioning this as its means of completing the range of security options that they could present to businesses, while maintaining some continuity in the HP relationship.

“businesses want a layered probability defense working seamlessly throughout the industry to wield threats before, perquisite through and after an attack,” referred to Eva Chen, CEO of vogue Micro in a press release. “This new next-era community protection solution combines their most excellent-in-classification community transgression detection gadget, with proven intrusion prevention and response capabilities from TippingPoint.  Given their tenure with both HP and TippingPoint technology, we're excited concerning the agility of this acquisition and the cost it is going to create for shoppers.”

the climb in cloud computing and IP-every thing has ended in an multiply in malicious hacking and different cybercrime, and that in flip has resulted in a a distinguished deal better precedence for network safety investments amongst companies.

but on the equal time, because the house turns into greater subtle, it looks like we may discern yet greater corporations emerge that headquarters of attention just on safety in zone of trying to present a full stack of IT functions.

TippingPoint grew to be a portion of HP in 2010, when its previous proprietor 3Com become got with the aid of HP for $2.7 billion. earlier than that, 3Com purchased TippingPoint in 2005 for $442 million — making nowadays’s $300 million cost some thing of a steal.


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Selling HP Networking Solutions and Services

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Digital Transformation, Customer undergo and Services-led Selling occupy headquarters Stage at HP Reinvent | killexams.com true questions and Pass4sure dumps

March 18, 2019 10:12 ET | Source: HP Inc.

News Highlights:

  • New financing model and sensible for Channel platform streamlines service-led selling
  • Adaptive learning certification and training program focused on contractual sales and soft skills
  • New HP Sales Central provides solitary intuitive gateway to services training and sales assets
  • HP Reinvent: World colleague Forum, HOUSTON, March 18, 2019 (GLOBE NEWSWIRE) -- Today at HP Reinvent, the company’s largest global colleague event, HP outlined its digital transformation agenda, insights-driven go-to-market (GTM) strategy and colleague enablement enhancements.

    The technology sales channel is undergoing a histrionic shift as consumer and commercial buying habits evolve. Aimed at driving colleague growth in 2020 and beyond, the company shared its strategy for navigating the histrionic shifts taking zone and arming partners with the inspiration, lore and expertise to optimize revenue, streamline costs, and future-proof their businesses.

    “The digital transformation of their global economy is impacting bar no portion facets of industry on a global scale from jobs, to trade policies to supply chains,” said Jos Brenkel, Global Head of Sales and Strategy, HP Inc. “Our commitment to occupy purposeful action is unwavering - preparing ourselves, their partners and their customers for what’s coming next.”

    To aid partners to quickly tap into the power of sociable selling, HP now offers partners the option of leveraging Marketing evolution Funds to condense LinkedIn Sales Navigators. With LinkedIn Sales Navigator, partners can target the perquisite buyers, leverage key insights, and personalize outreach.  Partners are encouraged to contact ssactivation@hp.com for additional details.

    Leading the Shift to a Services-led industry Model

    Customers today are seeking services-led, non-linear buying experiences, and HP is poised to wait on its partners transition to these evolving sales models. Consumer and commercial customers alike are moving quickly towards a sharing economy and consuming products in completely different ways, which require a shift towards outcome-based or consumption-driven models.

    HP today introduced a number of infrastructure improvements optimized for services-led industry models through the channel – enhancements include: HP branded finance solutions, specialized training, insights on buying conduct and online resources.

    As the industry increasingly moves to XaaS (Everything-as-a-Service), leasing and financing underpins HP’s approach to services-led selling—helping the company accelerate its services and solutions offerings.  Today the company introduced HP Integrated fiscal Solutions, HP’s branded finance solution for providing partners with more flexibility to quickly ramp their services-based industry and wait on ensure long-term, recurring revenue.

    HP Integrated fiscal Solutions may provide options such as instant credit approval, mobile apps, automated document management, and electronic signature and invoicing to precipitate and enhance the customer experience. HP will be rolling out the program over the coming months, working in partnership with some of the world’s leading finance solution providers.

    To further aid its colleague ecosystem, HP recently launched the sensible for Channel platform, which makes it easier to access technical information, training, how-to videos, service manuals and advisories. Immediately available via the colleague First portal, the sensible for Channel mobile-ready platform includes a highly intuitive search capability and easy-access to product specific advocate videos.

    Best-In-Class Training – Streamlined

    Based on colleague feedback, HP streamlined HP University, one of the most advanced global colleague training programs with a number of enhancements. Optimized to empower and equip the company’s growing number of partners, the company has evolved its vast training and certification models to enable outcome-based strategic selling and better equip partners to develop and grow their services industry and recurring revenue stream.

    Highlights include:

  • New adaptive learning approach to certifications across PC, Print, and Supplies
  • Soft skills modules including Strategic Solution Selling, Hunting and Storytelling
  • Virtual and hands-on content workshops and customized learning paths
  • HP Sales Central – One Seamless Experience

    To enable a more seamless selling experience, HP announced the merger of HP’s Sales Central (HPSC) and colleague First portals into a solitary unified experience, providing partners around the world with immediate access to HP materials and a even “click one and done” experience. The portal, which will now live under the HP Sales Central Umbrella, besides features a highly-intuitive presentation builder and my workspace personalization capabilities.

    One of the most interactive new additions to HPSC is a new chatbot capability acting as an AI conversational assistant. The HP Chatbot provides answers to any queries related to an HP product search for more than 80,000 lively SKUs across the HP portfolio, allowing partners to easily navigate products much more quickly - returning between 35-55 minutes per week1.

    HP will besides roll out a new Gamification-as-a-Service feature, available on both the mobile and desktop versions of HP Sales Central. The new program encourages users to participate in an interactive learning environment complemented with challenges, competitions, rewards, recognition and a virtual store to redeem program points. The unified site launches mid-April with full functionality of legacy sites throughout the calendar year.

    Diversity & Inclusion colleague Pledge

    As the industry navigates constantly changing sociable and cultural environments, HP remains strongly committed to diversity and inclusion (D&I). Diversity leads to stronger teams, more significant innovation, and better products and services.

    At HP Reinvent, not only will there be a session devoted to how partners can occupy action on increasing D&I in their workplace, partners will besides occupy the opportunity to badge the ‘D&I Pledge’ – including an honest assessment of their current state, and a follow-on training session on how to create and deploy a D&I scheme in their company, and in 12 months re-take the assessment to measure their efforts and improvements.

    About HPHP Inc. creates technology that makes life better for everyone, everywhere. Through their portfolio of printers, PCs, mobile devices, solutions, and services, they engineer experiences that amaze. More information about HP Inc. is available at http://www.hp.com.

    Resources:1 HP internal calculation based on incurious time it takes partners to find HP information on existing website vs time it takes to find the same information on the HP Chatbot

    Maha Neouchy, HP Inc.Maha.Neouchy@hp.com

    www.hp.com/go/newsroom                                                                                                                                 


    HP Makes It Official: End Of The Line For VCX VoIP | killexams.com true questions and Pass4sure dumps

    Hewlett-Packard will finally announce end-of-sale for the VCX VoIP system it acquired with 3Com -- something longtime VCX solution providers maintain is a colossal mistake given the product's loyal channel following and potential to do HP a truer end-to-end networking competitor against Cisco Systems.

    HP representatives told CRN the forthcoming lunge would impress most VCX products, including servers and gateways. HP, Palo Alto, Calif., will ship the formal end-of-sale notice later this month, with the actual end-sale date expected to be in December 2012.

    HP will sell phones and software licenses into 2013 and will continue to advocate VCX customers for the HP-standard five years. It besides already is assisting larger VCX customers with migration strategies. But for bar no portion intents and purposes, 2012 will be VCX's swan song, and HP will exit the voice market, pointing partners and customers toward VoIP and unified communications solutions from strategic allies such as Microsoft, ShoreTel and Aastra.

    "It is in their best interest to focus on those partnerships and de-emphasize their evolution of products like the VCX," badge Hilton, HP Networking product line manager, LAN Edge Solutions, told CRN. "We're not going to chop this off at the knees. But this is the perquisite time to transition off of that platform."

    [Related: HP Hangs Up On 3Com VoIP VARs ]

    HP's decision bookends the long decline of a once-proud set of VoIP products many partners situation got lost in the shuffle following 3Com's implosion in the latter portion of the ultimate decade, and then were largely ignored by HP following its $2.7 billion acquisition of 3Com in 2010.

    Solution providers initially were hopeful HP would focus on the platform and do the necessary R&D investments to sustain it competitive with Cisco, Avaya and other VoIP players. But HP in January 2011 told CRN it had shifted VCX into "maintenance mode," import it would discern only basic platform updates and support.

    The handling of that process -- including persistent rumors that HP had considered selling the VoIP unit -- was much criticized by members of the former 3Com voice reseller community, who said an in-house HP VoIP solution would capitalize the gross HP Networking ecosystem because of how voice solutions create require for data infrastructure.

    Solution providers said HP hasn't communicated much about VCX's future, deliver for a vaguely worded email sent to partners about six months ago adage that VCX's current software release, 9.8, would be its ultimate update and that an end-of-sale announcement was on the horizon.

    "They've told us zero," said Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based solution provider and longtime VCX partner. "I've reached out a legion of times. They don't want to talk about it."

    Demand for the product has continued to decline in the past two years, HP's Hilton said, and it no longer makes sense for the company to invest in it. HP's global PBX system market participate as of 2011, according to the Dell'Oro Group, already was less than 1 percent of a market heavily dominated by Avaya and Cisco and choked with challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens Enterprise Communications.

    But solution providers said that if interest in VCX is dwindling, it's partly because HP did not attach any marketing muscle behind it and failed to foster the still-passionate community of former 3Com VoIP dealers.

    "They're willing to buy Palm and bag rid of it, and expend how many billion on Autonomy?" said badge Essayian, president of KME Systems, a Lake Forest, Calif.-based solution provider. "I bag that it is a minuscule product and that it's half a percent of the voice networking [market] for them. But you could expend $100 million on it and do it a [killer] product. You occupy a community that supports it already."

    "I really reflect that they missed the boat on this," said Robert Betzel, president of Infinity Network Solutions, a Macon, Ga.-based solution provider. "They were going to be another player next to Cisco that can give you end-to-end. Now it's a piecemeal deal with different manufacturers. When it's a piecemeal deal, who really cares if it's an HP router or switch? You lose that seamless integration and seamless continuity you bag from End to end."

    NEXT: HP Directs Partners To Lync, ShoreTel, Aastra

    As HP winds down VCX, the company will be directing customers and channel partners toward VoIP and UC solutions from a handful of strategic partners.

    Specifically, HP is steering UC customers with 250 seats and above toward Microsoft's fast-growing Lync platform, HP's Hilton said. For smaller customers, HP will focus on partnerships with ShoreTel and Aastra, the former predominantly in North America and parts of Asia, and the latter mostly in the EMEA region.

    "You can't occupy a tough relationship with your partners if you're competing with them," Hilton said. "Routing, switching, management -- these things are their business. From a industry perspective, it makes more sense to partner."

    HP besides partners with Avaya, though primarily for its direct and enterprise services engagements, and Hilton said HP is besides fine with solutions using other vendors' products that can interoperate with HP's, including Cisco.

    Not surprisingly, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for decades, the two tech giants in May 2009 unveiled a $180 million, four-year global initiative to colleague on integrated UC solutions that extended to Microsoft's Office Communications Server (OCS), the forerunner of Lync. In September 2011, HP released a Lync-optimized desk phone.

    That relationship has continued, and earlier this week HP unveiled an SMB channel initiative at Microsoft's Worldwide colleague Conference in Toronto. It's the first time HP and Microsoft occupy jointly Come out with a specific UC channel program, and it includes tested and validated reference architectures for customers of 250 to 2,500 employees, customizable demand-generation campaigns, a ambit of sales and technical training resources, inclusion in Microsoft's Solution Incentives Program, and marketing collateral.

    "With the HP UC&C with Microsoft Lync solution, you occupy access to the most comprehensive Lync portfolio in the marketplace from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB solutions marketing manager for HP Networking, in a Monday post to the HP Networking corporate blog. "The channel toolkit will wait on you start new conversations, expand your revenue opportunities and truncate your sales cycle."

    "We know Lync is taking off; they travail with some [partners] who they reflect are tough partners with a distinguished future in UC, and they reflect it's in the best interest of their customer base," Hilton told CRN. "Looking at something like VCX, it's a good, solid product. But investment is prohibitive, and it's crowding and confusing the market. A few of their partners are excited at the opportunity and are jumping in with both feet with Microsoft. If they don't want to change, it'll be more difficult for them to be competitive longer term."

    "We occupy been consistent in executing on their [UC and collaboration] strategy with election and flexibility," said Kash Shaikh, director of marketing for HP Networking. "All of these partners they are working with are best-in-class and occupy been innovating in this area."

    Most VCX dealers already occupy moved to focus on other platforms -- "HP essentially killed it when they said [maintenance mode]," Infinity's Betzel said -- but their passion remains. Earlier this year, for example, a website called "Long Live the VCX" went live, promoted by a LinkedIn group formed around HP Networking-related issues.

    It includes a prompt for site visitors to leave opinions on the future of the VCX.

    "HP the manufacturer of the VCX needs to be enlightened," reads the site's mission statement. "They are ending the life of a distinguished product perquisite before your eyes. Customers, partners, 3rd party vendors WANT this product!!! It is their responsibility to let HP know what a huge mistake this is. They want HP to attach its full coerce behind the VCX and do it the 'Voice' product for the future. They will not accept 3rd party solutions ... they want a product manufactured and supported by HP. By providing a complete portfolio, they can compete and win against other solutions."

    Solution providers agreed that HP is missing out on end-to-end networking potential.

    "I sell an end-to-end solution. I don't sell best-of-breed," Conley said. "If you buy a phone from me, that phone is going to plug into an HP switch, and into an HP router and, bar no portion in all, an HP solution. I execute that because I sell a lot of those. I want an HP solution."

    Conley said he has enough VCX product to advocate customers in the short term and is looking at other platform options. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP platforms such as Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.

    "They're making what they reflect is the best industry decision for the company, so I don't weakness HP for that," Betzel said. "But they really believe in end-to-end computing, so Cisco is their option. They believe, from SMB to enterprise, that when you can bag one manufacturer that has integrated bar no portion of the features you need, you bag the best outcome. Cisco has that fit."

    "If they really knew the direction of VoIP and understood it, they wouldn't be making this decision," said the CEO of an HP solution provider who's been selling 3Com voice systems and their forerunners for decades. "When it comes to voice, especially, customers want one throat to choke. ShoreTel, for example, doesn't own the network, and in that case, if there are problems with a Cisco network or an HP network, ShoreTel can point its finger at that network and say, 'It's not their product; they don't care if it works or not.'"

    Most IT buyers prefer end-to-end solutions for the less-hassle factor alone, the solution provider argued. He said he would lunge his industry to Cisco when HP's official VCX announcement comes out.

    "Cisco won this market because they could be 'one throat to choke, ' " he said. "HP is making a huge mistake here."

    NEXT: What HP Should occupy Communicated To VARs

    Solution providers weakness HP on its communication around VCX above all. With so much speculation about the death of the product, the channel has had itsy-bitsy to no air cover for helping customers do decisions.

    "This is a credibility issue. I'm not going to sell and my customer's not going to buy something if I reflect you're going to bag out of that market in a month or two," Metropark's Conley said. "If you'd give us some stability, disclose us there's a future for this, I'm out there waving the flag for you today. You're dumping what is quiet a thriving industry for a lot of dealers."

    "We occupy a lot of clients that quiet occupy 3Com voice in place," Infinity's Betzel said. "A lot of clients buy these things thinking they're going to be running them for eight to 10 years. I occupy one VCX client that's got it running at 22 sites. I occupy to disclose my clients to bag prepared for something that's going to Come sooner than they're prepared for, so I necessity a lucid message from HP on how they're going to advocate these platforms for people that want them."

    KME's Essayian said that by pursuing a best-of-breed, multivendor approach instead of an end-to-end sale, HP is opening itself up to losing deals.

    "I will sell HP servers and switches, but if a customer comes to me and says, 'We want to attach this on a Dell,' and/or I can virtualize it anyway, I'll execute that," he said. "HP doesn't seem to bag telephony, and they occupy a middle management layer that doesn't seem to understand what goes into a voice network. What colleague is going to stay loyal to HP on just a commodity switching sale?"

    Essayian said he's tickled with his local team of HP reps and makes no presumption about how to hasten a $127 billion company. But he agreed with other solution providers that HP is leaving behind a potential-packed VoIP opportunity with a built-in, loyal channel following.

    "The point is this product has a toehold," Essayian said. "Yes, we're a minority, yes we're a itsy-bitsy crazy, but we're besides willing to sell the [crap] out of this product. If you spy at it even cursorily, how much data tow is there when you sell voice? It can be a holistic sale."

    "I am quiet a believer that voice pulls the data network along," added Betzel. "When the data network doesn't matter, and it's 'I just necessity a 24-port gig switch,' they're just looking around for someone who's got one with reasonable speeds and feeds at the best price. Cisco's the one that's gone after this intelligently. Video is so notable to Cisco because it forces the conversation on upgrading the data equipment."

    The ex-3Com dealer channel is making other plans. Solution providers told CRN they're not exactly expecting an HP reversal.

    "We've bar no portion moved on," Betzel said. "I don't reflect you'll find anyone quiet betting the house on HP voice."

    PUBLISHED ON JULY 11, 2012


    HP Sells Network Security industry TippingPoint To Trend Micro For $300M | killexams.com true questions and Pass4sure dumps

    On the heels of Dell buying EMC for $67 billion and Western Digital buying SanDisk for $19 billion, HP is selling off its TippingPoint network security business to TrendMicro for $300 million. TippingPoint is a provider of next-generation intrusion systems and network security solutions, and HP says that in future it will resell network security services from partners (including TrendMicro) rather than own its own assets.

    The lunge comes in advance of HP completing a break-up of its industry into PC and corporate services, a lunge it announced ultimate year would be complete by the End of this fiscal year.

    HP was rumored in September to be shopping TippingPoint for between $200 million and $300 million. The deal is expected to nigh by the End of Q4.

    Trend Micro says that the deal will include security technology, IP, industry expertise and TippingPoint’s customer base. It will be combining TippingPoint’s industry with its existing network security operations in a new industry unit called Network Defense.

    At the same time, HP says that it is pulling out of having its own network security industry and will instead colleague with third parties for such services “so they can invest in other areas of their security portfolio.” HP says that after the deal closes it will continue to colleague with TippingPoint as a “strategic customer and partner.”

    Trend Micro and HP have had a strategic partnership in zone since 2014. Trend Micro is positioning this as its passage of completing the range of security solutions that they can present to enterprises, while keeping some continuity in the HP relationship.

    “Organizations necessity a layered threat defense working seamlessly across the enterprise to address threats before, during and after an attack,” said Eva Chen, CEO of Trend Micro in a statement. “This new next-generation network defense solution combines their best-in-class network transgression detection system, with proven intrusion prevention and response capabilities from TippingPoint.  Given their tenure with both HP and TippingPoint technology, they are excited about the agility of this acquisition and the value it will create for customers.”

    The climb in cloud computing and IP-everything has led to an multiply in malicious hacking and other cybercrime, and that in rotate has led to a much larger priority for network security investments among enterprises.

    But at the same time, as the space becomes more sophisticated, it looks like we may discern yet more companies emerge that focus just on security rather than trying to present a full stack of IT services.

    TippingPoint became a portion of HP in 2010, when its previous owner 3Com was acquired by HP for $2.7 billion. Before that, 3Com bought TippingPoint in 2005 for $442 million — making today’s $300 million cost something of a steal.



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