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Test Code : HP2-Z16
Test appellation : Selling HP E-Series Networking Solutions
Vendor appellation : HP
real questions : 37 existent Questions
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Hewlett-Packard will at terminal publish end-of-sale for the VCX VoIP gadget it bought with 3Com -- some thing longtime VCX solution providers maintain is a huge mistake given the product's loyal channel following and abilities to originate HP a truer end-to-conclusion networking competitor in opposition t Cisco techniques.
HP representatives advised CRN the approaching stream would possess an result on most VCX items, together with servers and gateways. HP, Palo Alto, Calif., will transmit the formal conclusion-of-sale word later this month, with the precise conclusion-sale date expected to exist in December 2012.
HP will sell phones and software licenses into 2013 and may continue to aid VCX shoppers for the HP-average 5 years. It besides already is aiding better VCX customers with migration options. but for everyone intents and applications, 2012 could exist VCX's swan tune, and HP will exit the voice market, pointing partners and shoppers toward VoIP and unified communications options from strategic allies reminiscent of Microsoft, ShoreTel and Aastra.
"it's in their most suitable interest to focus on those partnerships and de-emphasize their pile of items just relish the VCX," tag Hilton, HP Networking product line manager, LAN edge solutions, informed CRN. "We're not going to sever this off on the knees. however this is the revise time to transition off of that platform."
[Related: HP Hangs Up On 3Com VoIP VARs ]
HP's decision bookends the long decline of a as soon as-proud set of VoIP products many partners shriek obtained misplaced within the shuffle following 3Com's implosion in the latter a Part of the remaining decade, and then possess been mostly left out via HP following its $2.7 billion acquisition of 3Com in 2010.
solution providers at first had been hopeful HP would focus on the platform and originate the quintessential R&D investments to maintain it competitive with Cisco, Avaya and different VoIP players. but HP in January 2011 informed CRN it had shifted VCX into "renovation mode," which means it will see most effectual primary platform updates and assist.
The dealing with of that routine -- together with persistent rumors that HP had considered promoting the VoIP unit -- turned into a lot criticized by means of members of the former 3Com voice reseller neighborhood, who eminent an in-condo HP VoIP answer would improvement the total HP Networking ecosystem as a result of how voice solutions create demand for data infrastructure.
solution providers eminent HP hasn't communicated a lot about VCX's future, retailer for a vaguely worded e-mail despatched to companions about six months ago asserting that VCX's latest software unencumber, 9.eight, could exist its ultimate supersede and that an conclusion-of-sale announcement become on the horizon.
"They've advised us zero," eminent Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based mostly solution provider and longtime VCX associate. "I've reached out a mess of times. They don't want to contend it."
Demand for the product has persevered to decline during the past two years, HP's Hilton noted, and it no longer makes sense for the company to invest in it. HP's global PBX equipment market share as of 2011, according to the Dell'Oro community, already was lower than 1 % of a market closely dominated via Avaya and Cisco and choked with challengers together with Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens enterprise Communications.
but answer providers pointed out that if hobby in VCX is dwindling, it's partly as a result of HP did not set any advertising muscle at the back of it and failed to cultivate the nonetheless-passionate neighborhood of former 3Com VoIP purchasers.
"they're willing to purchase Palm and accumulate rid of it, and disburse what number of billion on Autonomy?" referred to tag Essayian, president of KME methods, a Lake woodland, Calif.-based mostly solution issuer. "I accumulate that it is a minute product and that or not it's half a percent of the voice networking [market] for them. however you may disburse $one hundred million on it and originate it a [killer] product. you possess got a group that supports it already."
"I really believe that they ignored the boat on this," eminent Robert Betzel, president of Infinity community solutions, a Macon, Ga.-primarily based answer company. "They were going to exist a further player subsequent to Cisco that can provide you end-to-end. Now it exist a piecemeal contend with diverse manufacturers. When or not it's a piecemeal deal, who in reality cares if it's an HP router or swap? You lose that seamless integration and seamless continuity you accumulate from conclusion to conclusion."
subsequent: HP Directs companions To Lync, ShoreTel, Aastra
As HP winds down VCX, the enterprise should exist directing customers and channel companions towards VoIP and UC solutions from a handful of strategic partners.
mainly, HP is guidance UC customers with 250 seats and above toward Microsoft's quick-becoming Lync platform, HP's Hilton pointed out. For smaller consumers, HP will focal point on partnerships with ShoreTel and Aastra, the previous predominantly in North the united states and constituents of Asia, and the latter mostly in the EMEA region.
"You can't possess a robust relationship along with your partners if you're competing with them," Hilton spoke of. "Routing, switching, management -- this stuff are their enterprise. From a enterprise perspective, it makes more suffer to partner."
HP besides partners with Avaya, although basically for its direct and enterprise features engagements, and Hilton eminent HP is besides Great with options the usage of other carriers' items that may interoperate with HP's, together with Cisco.
not exceptionally, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for a long time, the two tech giants in may 2009 unveiled a $180 million, four-yr global initiative to associate 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 telephone.
That relationship has continued, and earlier this week HP unveiled an SMB channel initiative at Microsoft's global companion conference in Toronto. or not it's the primary time HP and Microsoft possess jointly Come out with a specific UC channel software, and it comprises demonstrated and validated reference architectures for valued clientele of 250 to 2,500 employees, customizable demand-technology campaigns, quite a number earnings and technical practicing supplies, inclusion in Microsoft's solution Incentives program, and advertising collateral.
"With the HP UC&C with Microsoft Lync answer, you possess got entry to probably the most finished Lync portfolio within the marketplace from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB options advertising supervisor for HP Networking, in a Monday publish to the HP Networking company weblog. "The channel toolkit will back you start new conversations, extend your profits opportunities and shorten your sales cycle."
"We understand Lync is taking off; they travail with some [partners] who they believe are powerful partners with an excellent future in UC, and they feel it's within the most efficient hobby of their customer base," Hilton advised CRN. "taking a peer at whatever relish VCX, it exist a great, stalwart product. but investment is prohibitive, and or not it's crowding and puzzling the market. a number of of their partners are excited on the possibility and are leaping in with each feet with Microsoft. in the event that they Do not want to trade, it's going to exist extra complicated for them to exist aggressive long run."
"we've been consistent in executing on their [UC and collaboration] approach with alternative and suppleness," pointed out Kash Shaikh, director of advertising for HP Networking. "All of these partners we're working with are most efficient-in-classification and had been innovating in this area."
Most VCX buyers already possess moved to focus on different systems -- "HP pretty much killed it after they spoke of [maintenance mode]," Infinity's Betzel referred to -- but their ardour remains. previous this yr, for instance, a website called "long are animated the VCX" went live, promoted via a LinkedIn neighborhood fashioned around HP Networking-connected issues.
It contains a immediate for site visitors to evanesce away opinions on the course forward for the VCX.
"HP the manufacturer of the VCX must exist enlightened," reads the site's mission remark. "they are ending the life of a superb product privilege earlier than your eyes. shoppers, companions, third birthday party vendors wish this product!!! it is their accountability to let HP comprehend what a broad mistake this is. They want HP to position its plenary compel at the back of the VCX and originate it the 'Voice' product for the future. they can not accept 3rd celebration options ... they wish a product manufactured and supported through HP. through presenting a complete portfolio, they can compete and win in opposition t different solutions."
solution suppliers agreed that HP is lacking out on conclusion-to-conclusion networking advantage.
"I promote an conclusion-to-end answer. I Do not sell best-of-breed," Conley spoke of. "in case you purchase a mobilephone from me, that cell goes to plug into an HP switch, and into an HP router and, everyone in all, an HP solution. I try this as a result of I promote a lot of those. I want an HP answer."
Conley said he has enough VCX product to back purchasers in the brief time age and is looking at other platform options. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP systems such as Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.
"they may exist making what they believe is the most profitable company decision for the enterprise, so I Do not failing HP for that," Betzel stated. "however they definitely believe in end-to-end computing, so Cisco is their option. They consider, from SMB to commercial enterprise, that in case you can accumulate one company that has integrated the entire elements you need, you accumulate the most profitable outcomes. Cisco has that fit."
"in the event that they in fact knew the course of VoIP and understood it, they would not exist making this resolution," pointed out the CEO of an HP answer provider who's been promoting 3Com voice techniques and their forerunners for many years. "When it involves voice, notably, customers wish one throat to choke. ShoreTel, as an example, doesn't personal the community, and if so, if there are complications with a Cisco network or an HP community, ShoreTel can aspect its finger at that community and say, 'or not it's not their product; they Do not impregnate if it works or now not.'"
Most IT buyers pick end-to-end solutions for the less-hassle component alone, the solution provider argued. He observed he would stream his industry to Cisco when HP's reputable VCX announcement comes out.
"Cisco won this market because they may exist 'one throat to choke, ' " he mentioned. "HP is making an huge mistake here."
next: What HP may soundless possess Communicated To VARs
solution suppliers failing HP on its communique around VCX peculiarly. With so lots speculation in regards to the death of the product, the channel has had tiny to no air cowl for helping valued clientele originate choices.
"this is a credibility problem. i'm now not going to sell and my consumer's now not going to buy whatever thing if I believe you might exist going to accumulate out of that market in a month or two," Metropark's Conley talked about. "if you'd provide us some steadiness, inform us there may exist a future for this, i am available waving the flag for you today. you're dumping what is soundless a thriving enterprise for a lot of purchasers."
"we've lots of valued clientele that nevertheless possess 3Com voice in area," Infinity's Betzel talked about. "loads of shoppers purchase these things thinking they're going to exist operating them for eight to 10 years. I even possess one VCX client it's received it running at 22 sites. I necessity to order my consumers to accumulate organized for whatever thing that is going to revert ahead of they may exist organized for, so i would relish a limpid message from HP on how they'll assist these structures for americans that necessity them."
KME's Essayian pointed out that by using pursuing a surest-of-breed, multivendor strategy instead of an end-to-conclusion sale, HP is opening itself as much as losing offers.
"i will exist able to promote HP servers and switches, but if a customer involves me and says, 'We wish to set this on a Dell,' and/or i can virtualize it anyway, i'll try this," he spoke of. "HP does not appear to accumulate telephony, and they possess a middle administration layer that does not appear to hold in intellect what goes privilege into a voice community. What companion is going to live loyal to HP on just a commodity switching sale?"
Essayian spoke of he's satisfied along with his aboriginal crew of HP reps and makes no presumption about how to accelerate a $127 billion business. however he agreed with different answer suppliers that HP is leaving in the back of a possible-packed VoIP probability with a built-in, loyal channel following.
"The aspect is that this product has a toehold," Essayian pointed out. "yes, we're a minority, yes we're a bit loopy, however we're additionally inclined to promote the [crap] out of this product. if you study it even cursorily, how plenty statistics haul is there if you happen to sell voice? It will besides exist a holistic sale."
"i'm soundless a believer that voice pulls the records community along," brought Betzel. "When the information network does not signify number, and or not it's 'I simply want a 24-port gig change,' they're just searching round for someone who's bought one with low in cost speeds and feeds on the greatest cost. Cisco's the one that is long past after this intelligently. Video is so vital to Cisco because it forces the dialog on upgrading the information gadget."
The ex-3Com broking channel is making different plans. answer providers informed CRN they may exist no longer precisely anticipating an HP reversal.
"we possess everyone moved on," Betzel noted. "I Do not account you'll locate any one nonetheless making a bet the condo on HP voice."
published ON JULY 11, 2012
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