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Test Code : HP2-K19
Test appellation : Selling HP business Class Storage(R) Solutions
Vendor appellation : HP
real questions : 61 existent Questions
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Hewlett-Packard will ultimately proclaim conclusion-of-sale for the VCX VoIP paraphernalia it received with 3Com -- some thing longtime VCX respond providers preserve is a huge mistake given the product's loyal channel following and expertise to form HP a truer conclusion-to-conclusion networking competitor towards Cisco methods.
HP representatives advised CRN the coming near near circulation would feel most VCX items, together with servers and gateways. HP, Palo Alto, Calif., will ship the formal conclusion-of-sale observe later this month, with the genuine end-sale date expected to breathe in December 2012.
HP will promote phones and application licenses into 2013 and will continue to pilot VCX shoppers for the HP-usual 5 years. It likewise already is assisting better VCX valued clientele with migration strategies. however for eachandevery intents and purposes, 2012 can breathe VCX's swan track, and HP will exit the voice market, pointing partners and customers towards VoIP and unified communications solutions from strategic allies comparable to Microsoft, ShoreTel and Aastra.
"it is in their best hobby to hub of attention on those partnerships and de-emphasize their development of products just fancy the VCX," designate Hilton, HP Networking product line manager, LAN district options, advised CRN. "We're no longer going to reduce this off on the knees. but here is the remedy time to transition off of that platform."
[Related: HP Hangs Up On 3Com VoIP VARs ]
HP's determination bookends the long decline of a once-proud set of VoIP products many companions stammer acquired lost within the shuffle following 3Com's implosion in the latter piece of the last decade, and then were mostly ignored by passage of HP following its $2.7 billion acquisition of 3Com in 2010.
solution suppliers at the beginning possess been hopeful HP would hub of attention on the platform and form the crucial R&D investments to support it competitive with Cisco, Avaya and different VoIP players. but HP in January 2011 informed CRN it had shifted VCX into "renovation mode," that means it might notice handiest basic platform updates and assist.
The dealing with of that system -- together with persistent rumors that HP had considered selling the VoIP unit -- became much criticized through contributors of the former 3Com voice reseller group, who pointed out an in-house HP VoIP solution would improvement the total HP Networking ecosystem as a result of how voice solutions create demand for records infrastructure.
answer suppliers referred to HP hasn't communicated a lot about VCX's future, shop for a vaguely worded e mail sent to partners about six months in the past announcing that VCX's present utility unlock, 9.eight, can breathe its remaining replace and that an end-of-sale announcement changed into on the horizon.
"They've advised us zero," talked about Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based respond provider and longtime VCX associate. "I've reached out a large number of instances. They achieve not want to talk about it."
Demand for the product has endured to decline in the past two years, HP's Hilton stated, and it now not makes sense for the enterprise to invest in it. HP's international PBX device market participate as of 2011, according to the Dell'Oro neighborhood, already turned into less than 1 percent of a market closely dominated via Avaya and Cisco and packed with challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens commercial enterprise Communications.
but solution providers said that if interest in VCX is dwindling, it breathe partly as a result of HP didn't setaside any advertising and marketing muscle behind it and did not foster the nonetheless-passionate group of former 3Com VoIP buyers.
"they're willing to purchase Palm and setaside off it, and disburse how many billion on Autonomy?" stated designate Essayian, president of KME programs, a Lake wooded area, Calif.-based mostly solution issuer. "I pickup that it's a petite product and that or not it's half a percent of the voice networking [market] for them. but you may disburse $100 million on it and form it a [killer] product. you possess got a neighborhood that helps it already."
"I truly deem that they overlooked the boat on this," pointed out Robert Betzel, president of Infinity network solutions, a Macon, Ga.-based mostly solution issuer. "They had been going to breathe an additional participant next to Cisco that may give you end-to-end. Now it breathe a piecemeal cope with different producers. When or not it's a piecemeal deal, who basically cares if it's an HP router or swap? You lose that seamless integration and seamless continuity you pickup from conclusion to conclusion."
subsequent: HP Directs companions To Lync, ShoreTel, Aastra
As HP winds down VCX, the business should breathe directing shoppers and channel partners toward VoIP and UC options from a handful of strategic companions.
specially, HP is guidance UC purchasers with 250 seats and above toward Microsoft's quick-growing Lync platform, HP's Hilton spoke of. For smaller valued clientele, HP will hub of attention on partnerships with ShoreTel and Aastra, the previous predominantly in North the united states and components of Asia, and the latter on the gross within the EMEA location.
"You can't possess a stalwart relationship along with your partners if you are competing with them," Hilton referred to. "Routing, switching, management -- this stuff are their business. From a company perspective, it makes extra sense to associate."
HP additionally companions with Avaya, though primarily for its direct and commercial enterprise capabilities engagements, and Hilton pointed out HP is additionally first-rate with options the utilize of other providers' items that may interoperate with HP's, including Cisco.
not pretty, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for decades, the two tech giants in can likewise 2009 unveiled a $a hundred and eighty million, 4-yr global initiative to colleague on built-in UC solutions that extended to Microsoft's workplace Communications Server (OCS), the forerunner of Lync. In September 2011, HP released a Lync-optimized desk phone.
That relationship has persevered, and prior this week HP unveiled an SMB channel initiative at Microsoft's worldwide colleague conference in Toronto. it's the primary time HP and Microsoft possess collectively Come out with a specific UC channel program, and it includes tested and validated reference architectures for valued clientele of 250 to 2,500 employees, customizable demand-technology campaigns, quite a number sales and technical training elements, inclusion in Microsoft's solution Incentives software, and advertising and marketing collateral.
"With the HP UC&C with Microsoft Lync solution, you possess entry to the most finished Lync portfolio in the marketplace from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB options advertising manager for HP Networking, in a Monday submit to the HP Networking company weblog. "The channel toolkit will back you delivery new conversations, extend your profits opportunities and abridge your revenue cycle."
"We understand Lync is taking off; they drudgery with some [partners] who they speculate are effective companions with an excellent future in UC, and they speculate or not it's in the finest hobby of their client base," Hilton told CRN. " some thing fancy VCX, or not it's a very good, solid product. but investment is prohibitive, and it breathe crowding and confusing the market. a few of their partners are excited on the possibility and are jumping in with both ft with Microsoft. in the event that they don't want to alternate, it should breathe more difficult for them to breathe aggressive long run."
"we now possess been consistent in executing on their [UC and collaboration] way with alternative and flexibility," stated Kash Shaikh, director of advertising for HP Networking. "All of these companions they are working with are most suitable-in-category and had been innovating during this enviornment."
Most VCX dealers already possess moved to focus on different structures -- "HP nearly killed it after they stated [maintenance mode]," Infinity's Betzel referred to -- but their ardour is still. previous this yr, as an instance, a site called "lengthy live the VCX" went reside, promoted through a LinkedIn neighborhood formed around HP Networking-linked issues.
It contains a on the spot for web site friends to recede away opinions on the future of the VCX.
"HP the company of the VCX must breathe enlightened," reads the web page's mission remark. "they are ending the life of a fine product arrogate earlier than your eyes. shoppers, companions, third party vendors necessity this product!!! it is their accountability to let HP know what a huge mistake here's. They want HP to position its replete drive behind the VCX and form it the 'Voice' product for the long run. they will no longer settle for third birthday party solutions ... they want a product manufactured and supported through HP. by means of featuring an entire portfolio, they are able to compete and win towards other options."
answer providers agreed that HP is missing out on end-to-end networking potential.
"I promote an conclusion-to-end answer. I don't promote optimal-of-breed," Conley noted. "if you buy a phone from me, that mobilephone goes to plug into an HP change, and into an HP router and, eachandevery in all, an HP solution. I try this as a result of I sell loads of these. I want an HP solution."
Conley spoke of he has satisfactory VCX product to assist purchasers in the brief term and is asking at other platform alternatives. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP structures similar to Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.
"they're making what they believe is the most useful company determination for the business, so I don't foible HP for that," Betzel spoke of. "but they really trust in conclusion-to-end computing, so Cisco is their alternative. They believe, from SMB to business, that for those who can pickup one manufacturer that has integrated eachandevery of the elements you need, you pickup the most excellent outcomes. Cisco has that fit."
"in the event that they really knew the direction of VoIP and understood it, they would not breathe making this decision," observed the CEO of an HP respond company who's been promoting 3Com voice programs and their forerunners for a long time. "When it comes to voice, primarily, purchasers want one throat to choke. ShoreTel, as an example, would not personal the community, and if that's the case, if there are issues with a Cisco network or an HP network, ShoreTel can factor its finger at that community and say, 'or not it's not their product; they don't care if it really works or not.'"
Most IT buyers select end-to-end options for the less-hassle factor by myself, the respond company argued. He talked about he would stream his business to Cisco when HP's legit VCX announcement comes out.
"Cisco won this market as a result of they could breathe 'one throat to choke, ' " he stated. "HP is making a massive mistake privilege here."
next: What HP should possess Communicated To VARs
answer providers foible HP on its verbal exchange round VCX specifically. With so a gross lot speculation in regards to the demise of the product, the channel has had petite to no air cowl for helping purchasers form choices.
"this is a credibility situation. i'm not going to promote and my customer's now not going to purchase whatever if I feel you're going to pickup out of that market in a month or two," Metropark's Conley talked about. "if you'd provide us some stability, inform us there's a future for this, i'm out there waving the flag for you these days. you're dumping what remains a thriving enterprise for lots of purchasers."
"we possess a lot of customers that nevertheless possess 3Com voice in area," Infinity's Betzel stated. "lots of valued clientele purchase these things considering they are going to breathe operating them for eight to 10 years. I even possess one VCX customer that's obtained it running at 22 websites. I should inform my purchasers to pickup prepared for anything that is going to Come ahead of they may breathe prepared for, so i would fancy a transparent message from HP on how they'll attend these systems for americans that necessity them."
KME's Essayian said that by passage of pursuing a superior-of-breed, multivendor approach instead of an end-to-end sale, HP is opening itself up to dropping offers.
"i will breathe able to sell HP servers and switches, but when a customer involves me and says, 'We are looking to setaside this on a Dell,' and/or i can virtualize it anyway, i could achieve this," he observed. "HP does not materialize to pickup telephony, and that they possess a hub administration layer that would not materialize to possess in intellect what goes privilege into a voice community. What accomplice goes to reside loyal to HP on just a commodity switching sale?"
Essayian talked about he is chuffed with his native group of HP reps and makes no presumption about the passage to elope a $127 billion company. however he agreed with different solution suppliers that HP is leaving behind a potential-packed VoIP opening with a developed-in, loyal channel following.
"The point is that this product has a toehold," Essayian said. "sure, we're a minority, yes we're a bit loopy, however we're additionally willing to sell the [crap] out of this product. in case you spy at it even cursorily, how a lot statistics haul is there if you sell voice? It can likewise breathe a holistic sale."
"i'm soundless a believer that voice pulls the statistics network alongside," introduced Betzel. "When the information community doesn't matter, and it's 'I simply want a 24-port gig switch,' they may breathe just looking around for somebody who's received one with qualified value speeds and feeds at the top-quality fee. Cisco's the one it is long past after this intelligently. Video is so crucial to Cisco because it forces the conversation on upgrading the data machine."
The ex-3Com broker channel is making other plans. solution providers told CRN they're no longer exactly anticipating an HP reversal.
"we possess now eachandevery moved on," Betzel talked about. "I achieve not feel you're going to find any individual soundless having a wager the condominium on HP voice."
published ON JULY eleven, 2012
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