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HP Selling HP E-Series Networking

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WSJ: HP near deal to promote 51% of chinese networking unit | killexams.com real Questions and Pass4sure dumps

No outcome found, try fresh key phrase!HP (NYSE:HPQ) is near selling a fifty one% stake in its H3C applied sciences chinese language networking hardware unit to state-backed Tsinghua Unigroup, the WSJ studies. Echoing an October document about HP's sale eff...

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

Hewlett-Packard will finally advertise conclusion-of-sale for the VCX VoIP gadget it obtained with 3Com -- some thing longtime VCX solution suppliers retain is a large mistake given the product's loyal channel following and expertise to fabricate HP a more fair end-to-conclusion networking competitor in opposition t Cisco programs.

HP representatives told CRN the drawing nearby gallop would move most VCX items, together with servers and gateways. HP, Palo Alto, Calif., will ship the formal end-of-sale note later this month, with the actual conclusion-sale date anticipated to live in December 2012.

HP will sell telephones and software licenses into 2013 and will continue to assist VCX consumers for the HP-usual 5 years. It besides already is assisting greater VCX valued clientele with migration innovations. but for barnone intents and applications, 2012 can live VCX's swan song, and HP will exit the voice market, pointing companions and shoppers toward VoIP and unified communications options from strategic allies reminiscent of Microsoft, ShoreTel and Aastra.

"it's in their most dependable pastime to focal point on those partnerships and de-emphasize their construction of items fancy the VCX," tag Hilton, HP Networking product line manager, LAN zone solutions, informed CRN. "We're not going to reduce this off at the knees. however this is the perquisite time to transition off of that platform."

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

HP's conclusion bookends the lengthy decline of a as soon as-proud set of VoIP items many companions instruct got misplaced within the shuffle following 3Com's implosion in the latter portion of the ultimate decade, after which were generally unnoticed by HP following its $2.7 billion acquisition of 3Com in 2010.

solution providers at the dawn were hopeful HP would focus on the platform and fabricate the necessary R&D investments to withhold it competitive with Cisco, Avaya and different VoIP players. however HP in January 2011 informed CRN it had shifted VCX into "protection mode," which means it might contemplate handiest primary platform updates and support.

The managing of that procedure -- including persistent rumors that HP had regarded selling the VoIP unit -- was an dreadful lot criticized by pass of individuals of the previous 3Com voice reseller group, who eminent an in-residence HP VoIP respond would profit the entire HP Networking ecosystem on account of how voice options create exact for records infrastructure.

solution providers talked about HP hasn't communicated tons about VCX's future, store for a vaguely worded e mail despatched to companions about six months ago asserting that VCX's existing application unencumber, 9.8, can live its ultimate supplant and that an end-of-sale announcement became on the horizon.

"They've informed us zero," spoke of Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based mostly respond company and longtime VCX companion. "I've reached out a large number of instances. They don't need to talk about it."

Demand for the product has endured to decline during the past two years, HP's Hilton referred to, and it no longer makes suffer for the trade to invest in it. HP's world PBX rig market share as of 2011, in response to the Dell'Oro group, already changed into below 1 p.c of a market closely dominated by means of Avaya and Cisco and jam-packed with challengers together with Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens enterprise Communications.

but respond providers stated that if hobby in VCX is dwindling, or not it's partly as a result of HP did not set any marketing muscle behind it and failed to nurture the still-passionate community of former 3Com VoIP purchasers.

"they may live willing to purchase Palm and eradicate it, and spend how many billion on Autonomy?" eminent tag Essayian, president of KME systems, a Lake wooded area, Calif.-based solution provider. "I obtain that it's a miniature product and that or not it's half a p.c of the voice networking [market] for them. however you may spend $one hundred million on it and fabricate it a [killer] product. you accommodate a community that helps it already."

"I truly believe that they overlooked the boat on this," referred to Robert Betzel, president of Infinity network solutions, a Macon, Ga.-based solution issuer. "They had been going to live one other participant next to Cisco that can provide you end-to-conclusion. Now it live a piecemeal deal with part producers. When it live a piecemeal deal, who in fact cares if or not it's an HP router or change? You lose that seamless integration and seamless continuity you obtain from conclusion to end."

next: HP Directs companions To Lync, ShoreTel, Aastra

As HP winds down VCX, the trade may live directing consumers and channel partners toward VoIP and UC options from a handful of strategic partners.

in particular, HP is guidance UC purchasers with 250 seats and above toward Microsoft's fast-starting to live Lync platform, HP's Hilton talked about. For smaller purchasers, HP will seat of attention on partnerships with ShoreTel and Aastra, the former predominantly in North america and constituents of Asia, and the latter primarily in the EMEA region.

"You cannot accommodate a powerful relationship with your partners when you are competing with them," Hilton pointed out. "Routing, switching, administration -- these things are their company. From a company viewpoint, it makes more feel to companion."

HP additionally partners with Avaya, although primarily for its direct and trade features engagements, and Hilton eminent HP is additionally pleasant with options the usage of different companies' items that can interoperate with HP's, including Cisco.

not noticeably, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for decades, the two tech giants in may besides 2009 unveiled a $one hundred eighty million, four-12 months world initiative to accomplice on built-in UC solutions that extended to Microsoft's office Communications Server (OCS), the forerunner of Lync. In September 2011, HP released a Lync-optimized desk cellphone.

That relationship has continued, and past this week HP unveiled an SMB channel initiative at Microsoft's international confederate convention in Toronto. it live the primary time HP and Microsoft accommodate jointly promote out with a particular UC channel application, and it includes established and validated reference architectures for consumers of 250 to 2,500 employees, customizable demand-era campaigns, a variety of income and technical training resources, inclusion in Microsoft's respond Incentives software, and marketing collateral.

"With the HP UC&C with Microsoft Lync answer, you accommodate access to essentially the most comprehensive Lync portfolio in the industry from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB solutions advertising supervisor for HP Networking, in a Monday submit to the HP Networking company weblog. "The channel toolkit will abet you delivery fresh conversations, expand your earnings opportunities and curtail your earnings cycle."

"We understand Lync is taking off; they toil with some [partners] who they suppose are mighty companions with a fine future in UC, and they suppose or not it's in the most excellent hobby of their consumer base," Hilton instructed CRN. "looking at something fancy VCX, it live a pretty good, sturdy product. however funding is prohibitive, and or not it's crowding and complicated the market. a yoke of of their partners are excited at the chance and are leaping in with each feet with Microsoft. if they don't need to exchange, it would live greater intricate for them to live aggressive long term."

"we accommodate been constant in executing on their [UC and collaboration] method with alternative and suppleness," eminent Kash Shaikh, director of advertising for HP Networking. "All of these partners we're working with are most useful-in-class and were innovating in this area."

Most VCX buyers already accommodate moved to focus on other systems -- "HP essentially killed it after they pointed out [maintenance mode]," Infinity's Betzel observed -- however their ardor continues to be. earlier this yr, for example, a site known as "lengthy are vital the VCX" went reside, promoted by a LinkedIn group fashioned around HP Networking-related concerns.

It includes a immediate for website friends to depart opinions on the pass forward for the VCX.

"HP the company of the VCX must live enlightened," reads the website's mission remark. "they are ending the lifetime of a pretty friendly product perquisite earlier than your eyes. consumers, companions, third party carriers need this product!!! it is their responsibility to let HP comprehend what an stupendous mistake here is. They need HP to set its replete drive behind the VCX and fabricate it the 'Voice' product for the long run. they are able to not settle for third birthday celebration options ... they need a product manufactured and supported through HP. by featuring a complete portfolio, they will compete and win against other options."

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

"I promote an conclusion-to-end answer. I don't sell finest-of-breed," Conley talked about. "in case you purchase a cell from me, that mobilephone goes to plug into an HP switch, and into an HP router and, barnone in all, an HP solution. I execute that as a result of I promote a lot of those. I need an HP solution."

Conley stated he has ample VCX product to abet purchasers in the brief term and is calling 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 believe is the superior trade resolution for the business, so I execute not fault HP for that," Betzel observed. "however they basically conform with in end-to-end computing, so Cisco is their alternative. They conform with, from SMB to commercial enterprise, that if you occur to can obtain one brand that has integrated the entire facets you need, you obtain the ideal result. Cisco has that fit."

"in the event that they in reality knew the path of VoIP and understood it, they wouldn't live making this determination," mentioned the CEO of an HP respond company who's been promoting 3Com voice methods and their forerunners for a long time. "When it comes to voice, in particular, shoppers want one throat to choke. ShoreTel, for instance, doesn't personal the network, and in that case, if there are complications with a Cisco community or an HP community, ShoreTel can factor its finger at that network and say, 'it's not their product; they don't care if it works or no longer.'"

Most IT patrons prefer end-to-conclusion options for the less-hassle component alone, the respond issuer argued. He talked about he would gallop his trade to Cisco when HP's official VCX announcement comes out.

"Cisco received this market as a result of they could live 'one throat to choke, ' " he talked about. "HP is making an Important mistake here."

next: What HP may quiet accommodate Communicated To VARs

answer suppliers fault HP on its conversation around VCX notably. With so an dreadful lot speculation in regards to the death of the product, the channel has had petite to no air cover for assisting customers fabricate selections.

"here is a credibility difficulty. i am now not going to promote and my client's not going to purchase anything if I believe you are going to obtain out of that market in a month or two," Metropark's Conley said. "if you'd give us some stability, inform us there's a future for this, i'm accessible waving the flag for you nowadays. you're dumping what is quiet a thriving trade for loads of purchasers."

"we've loads of shoppers that quiet accommodate 3Com voice in location," Infinity's Betzel noted. "a lot of valued clientele buy these things thinking they'll live working them for eight to 10 years. I accommodate one VCX customer that is bought it working at 22 websites. I must inform my valued clientele to obtain prepared for whatever thing this is going to promote ahead of they're organized for, so i would fancy a pellucid message from HP on how they are going to aid these platforms for americans that need them."

KME's Essayian stated that by means of pursuing a optimum-of-breed, multivendor approach in its state of an end-to-end sale, HP is opening itself up to losing offers.

"i will sell HP servers and switches, but if a consumer involves me and says, 'We wish to set this on a Dell,' and/or i can virtualize it anyway, i'll execute this," he talked about. "HP doesn't appear to obtain telephony, and that they accommodate a middle administration layer that does not seem to accommodate in intelligence what goes into a voice network. What accomplice goes to abide loyal to HP on just a commodity switching sale?"

Essayian eminent he is jubilant together with his endemic group of HP reps and makes no presumption about the pass to rush a $127 billion business. however he agreed with other respond suppliers that HP is leaving behind a potential-packed VoIP opening with a built-in, loyal channel following.

"The factor is this product has a toehold," Essayian spoke of. "sure, we're a minority, sure we're a bit crazy, but we're besides willing to sell the [crap] out of this product. in case you study it even cursorily, how a lot information haul is there if you sell voice? It can live a holistic sale."

"i am quiet a believer that voice pulls the information community alongside," added Betzel. "When the facts network does not rely, and it live 'I just need a 24-port gig swap,' they're simply looking around for a person who's bought one with cost-efficient speeds and feeds at the optimal cost. Cisco's the one this is long gone after this intelligently. Video is so vital to Cisco because it forces the conversation on upgrading the statistics machine."

The ex-3Com broker channel is making other plans. solution providers informed CRN they're no longer precisely anticipating an HP reversal.

"we've got barnone moved on," Betzel stated. "I don't suppose you are going to find anybody nonetheless having a ante the condo on HP voice."

published ON JULY 11, 2012


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Selling HP E-Series Networking Products

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HP tempts Cisco shops with networking discounts | killexams.com real questions and Pass4sure dumps

In September, Hewlett-Packard dumped Cisco-branded LAN and WAN switches from its data centers, and now, it wants Cisco shops to execute the same thing.

Of course, HP pays cost for its own A string switches and routers (the data center-class products that came from the 3Com acquisition) and the E string products (which used to live branded with the ProCurve moniker and which herald from the HP side of the HP Networking trade unit). Cisco shops can't hope to obtain a deal fancy that.

To try to scare up some customers, HP has launched a promotion called "A yeast for Change," playing on the denomination of its networking rival's flagship products, and HP is giving customers who trade-in selected Cisco products a 20 per cent discount off the list price (above and beyond whatever deals they have) if they trade in Cisco yeast or Nexus end-of-row and top-of-rack switches. The deal, as you can contemplate from this announcement, applies to trade-ins of Cisco's Nexus 5000 and 7000 switches (these are the ones that converge storage and server traffic onto the same switch) and yeast 2960/S, 3560/E, 3750/E, 4500/E, 4900, and 6500 string of switches. To obtain the discount, customers can buy any one of 22 different A string or E string switches from HP.

If you read the fine print, which you can contemplate here, customers accommodate to spend at least $100,000 on HP Networking gear (including CarePack back contracts) and the deal is only available in the United States. Sales of the networking gear receiving the discount cannot live for used or leased HP equipment, and HP says that the trade-in discount cannot live combined with any other offer, rebate, discount, or promotion. (If you believe that, I accommodate a bridge here that connects Manhattan to the Bronx that I want to sell you. It's much cheaper than the Brooklyn Bridge, obviously.)

HP says further that the products that will eventually discontinuance up in the hands of the HP pecuniary Services arm accommodate to live working, and presumably it will sell them out on the second-hand rig market to recoup some or barnone of the money HP has given as a trade-in discount on the fresh gear.

Customers outside of the United States that are buying HP's top-end A string and E string switches should exact the exact same deal that those within the country are getting. Moreover, before accepting HP's offer, if you are thinking about dumping Cisco gear for HP iron, you should scout around for some second-hand network rig dealers and contemplate if cutting out the HP middleman makes sense. Cisco products presumably hold value pretty well, and you might obtain more money selling the Cisco iron yourself. The inert man's pass of accomplishing the same thing would live to exact a 40 per cent discount on fresh HP A string or E string gear and let HP execute whatever it wants with the Cisco iron. ®


HP Targets Cisco and Facebook With fresh Line of Open-Source Networking Gear | killexams.com real questions and Pass4sure dumps

Photo Meg Whitman, the chief executive of HP.Credit Kyle Green/Idaho Statesman, via Associated Press

Hewlett-Packard said on Thursday that it would sell a fresh line of networking switches that are manufactured by a Taiwanese company and depend on Linux-based, open-source software from another company.

HP, once at the seat of high-tech manufacturing, will not fabricate the fresh networking rig but will act as a reseller, providing both online ordering and worldwide back for the product.

It is the most consequential announcement from HP since its chief executive, Meg Whitman, announced last October that the company would split into two part enterprises. One will live focused on business, and the other on consumer-type products.

The networking move, firmly in the zone of trade technology, shows the kind of changes HP and other older tech giants must fabricate to survive in a transforming marketplace.

In its last fiscal year, HP took in $2.6 billion from its proprietary networking business, which started in earnest in 2009. In the long term, cheap, open-source networking rig could intimidate HP’s existing business, particularly if the open-source products fabricate expected gains in power and capability.

HP is not the only networking rig maker threatened by the changing marketplace.

Cisco Systems is quiet by far the biggest maker of networking gear, with $47 billion in annual revenue, and it depends heavily on proprietary products.

Networking gear has been considered an Important portion of HP’s future, however.

“We contemplate a shift,” said tag Carroll, the chief technology officer of HP’s networking business. “The traditional market, the one-vendor market, is transitioning to many suppliers.” By offering an open-source product consisting largely of mass-market chips, the thinking runs, HP will live in a position to dislodge Cisco.

Mr. Carroll called HP’s embrace of open source “an evolution” of his company’s strategy. “You peer at which markets are growing and proceed there,” he said.

Sold tangled and proprietary combinations of servers, data storage, networking and software for decades, customers are now demanding systems that can live arranged in different ways, with open-source software they can tinker with in-house. The fresh methods covenant advantages in speed, cost and innovation.

In addition, fresh entrants are affecting the business. Companies now rely on Amazon’s computing-rental trade for many needs. Facebook last week announced an open-source switch intended to undermine prices and hurry innovation in the industry.

Mr. Carroll said HP “absolutely” sees Facebook’s switch “playing in the same space” as HP’s open-source networking.

The actual manufacturer of the HP boxes, Accton Technology, has been making gear for HP for 20 years. The open-source software will live supplied by Cumulus Networks, which last year announced it would supply Dell with software for inexpensive networking boxes. The Cumulus relationship with HP is not exclusive, and HP could add more suppliers in the future.

HP “wants the software and service margins and to obtain rid of being in the hardware business,” said JR Rivers, chief executive and one of the founders of Cumulus. “You’ll contemplate other networking providers obtain on board with this.”

The initial target customers for the product, available in March, are telecommunications and pecuniary companies. Both expend a lot of cloud computing, mobility, sociable media and big-data resources in their data centers.

“Every large tech company is going through this: They built a worthy trade in the venerable world. Now how can they expend that money to live material in the fresh one?” said Jeremy Burton, president for products and marketing of EMC, the world’s largest maker of data storage equipment.

Last April, HP announced a joint venture with Foxconn, another Taiwanese contract manufacturer, to yield low-cost computer servers for cloud computing. IBM, unhappy with the profit margins in low-end servers, sold its trade to Lenovo of China. Dell has become a privately held company in order to refashion itself for a trade technology world replete of cloud computing and open-source software.

EMC has purchased a number of software, networking and computing businesses, Mr. Burton noted, and is in the process of giving away more software that used to bring in proprietary revenue, hoping to sell companies other products based on the free stuff.

“It’s a large journey for barnone of us, without a doubt,” Mr. Burton said. “Some will fabricate it.”


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

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

HP representatives told CRN the forthcoming gallop would move 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 live in December 2012.

HP will sell phones and software licenses into 2013 and will continue to back VCX customers for the HP-standard five years. It besides already is assisting larger VCX customers with migration strategies. But for barnone intents and purposes, 2012 will live 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 development of products fancy the VCX," tag Hilton, HP Networking product line manager, LAN Edge Solutions, told CRN. "We're not going to lop 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 conclusion bookends the long decline of a once-proud set of VoIP products many partners instruct got lost in the shuffle following 3Com's implosion in the latter portion of the last 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 fabricate the necessary R&D investments to withhold it competitive with Cisco, Avaya and other VoIP players. But HP in January 2011 told CRN it had shifted VCX into "maintenance mode," signification it would contemplate 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 profit the entire HP Networking ecosystem because of how voice solutions create exact for data infrastructure.

Solution providers said HP hasn't communicated much about VCX's future, redeem for a vaguely worded email sent to partners about six months ago saying that VCX's current software release, 9.8, would live its last 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 army 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 share 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 set any marketing muscle behind it and failed to nurture the still-passionate community of former 3Com VoIP dealers.

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

"I really speculate 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 live 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 obtain from discontinuance to end."

NEXT: HP Directs Partners To Lync, ShoreTel, Aastra

As HP winds down VCX, the company will live 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 accommodate a sturdy relationship with your partners if you're competing with them," Hilton said. "Routing, switching, management -- these things are their business. From a trade 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 confederate 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 confederate Conference in Toronto. It's the first time HP and Microsoft accommodate jointly promote 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 attain 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 accommodate 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 abet you start fresh conversations, expand your revenue opportunities and curtail your sales cycle."

"We know Lync is taking off; they toil with some [partners] who they speculate are sturdy partners with a friendly future in UC, and they speculate it's in the best interest of their customer base," Hilton told CRN. "Looking at something fancy 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 opening and are jumping in with both feet with Microsoft. If they don't want to change, it'll live more difficult for them to live competitive longer term."

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

Most VCX dealers already accommodate moved to focus on other platforms -- "HP essentially killed it when they said [maintenance mode]," Infinity's Betzel said -- but their ardor 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 live enlightened," reads the site's mission statement. "They are ending the life of a worthy 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 set its replete force behind the VCX and fabricate 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, barnone 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 back 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 speculate is the best trade conclusion for the company, so I don't fault 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 obtain one manufacturer that has integrated barnone of the features you need, you obtain the best outcome. Cisco has that fit."

"If they really knew the direction of VoIP and understood it, they wouldn't live 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 gallop his trade to Cisco when HP's official VCX announcement comes out.

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

NEXT: What HP Should accommodate Communicated To VARs

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

"This is a credibility issue. I'm not going to sell and my customer's not going to buy something if I speculate you're going to obtain out of that market in a month or two," Metropark's Conley said. "If you'd give us some stability, bid 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 trade for a lot of dealers."

"We accommodate a lot of clients that quiet accommodate 3Com voice in place," Infinity's Betzel said. "A lot of clients buy these things thinking they're going to live running them for eight to 10 years. I accommodate one VCX client that's got it running at 22 sites. I accommodate to bid my clients to obtain prepared for something that's going to promote sooner than they're prepared for, so I need a pellucid message from HP on how they're going to back 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 set this on a Dell,' and/or I can virtualize it anyway, I'll execute that," he said. "HP doesn't seem to obtain telephony, and they accommodate a middle management layer that doesn't seem to understand what goes into a voice network. What confederate is going to abide loyal to HP on just a commodity switching sale?"

Essayian said he's jubilant with his local team of HP reps and makes no presumption about how to rush a $127 billion company. But he agreed with other solution providers that HP is leaving behind a potential-packed VoIP opening 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 petite crazy, but we're besides willing to sell the [crap] out of this product. If you peer at it even cursorily, how much data haul is there when you sell voice? It can live 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 need 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 Important 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 barnone moved on," Betzel said. "I don't speculate you'll find anyone quiet betting the house on HP voice."

PUBLISHED ON JULY 11, 2012



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