|Exam Name||:||Technical Essentials of HP Enterprise Products|
|Questions and Answers||:||53 Q & A|
|Updated On||:||April 24, 2019|
|PDF Download Mirror||:||Pass4sure HP2-027 Dump|
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“Meet the new bosssame as the old boss”-The Who
“’Cause hustlers hit the block when police change shiftsNew York, California different toilet, same shit.”-The Game
Every day I hear from entrepreneurs, angel investors and venture capitalists about an exciting new movement called “the consumerization of the enterprise.” They tell me how the old expensive Rolex wearing sales forces are a thing of the past and, in the future, companies will “consume” enterprise products proactively like consumers pick up Twitter.
But when I talk to the most successful new enterprise companies like WorkDay, Apptio, Jive, Zuora, and Cloudera, they all employ serious and large enterprise sales efforts that usually include expensive people some of who indeed wear Rolex watches. In fact, companies like Yammer who originally started with new age models have transitioned to more traditional enterprise sales approaches after experiencing the market without them.
So what gives? Are all these smart people out of their minds? Has nothing changed since the early days of IBM? Some things have changed, but others are exactly as they were.
The Order of Adoption Has Changed20 years ago, the technology adoption curve generally conformed to the following order:
1. Government, specifically Defense and Intelligence organizations.2. Businesses, with large businesses going first and smaller businesses adopting later.3. Consumers
Today things have completely reversed. The latest technology goes to consumers first, followed by small enterprises that behave like consumers, then larger ones, then the military. The stunning reversal is one of many profound side effects of broad scale Internet adoption.
In the old days (before the Internet), no technology products were free, because distribution costs made it impossible to offer anything without some commitment from the end customer. As a result, new technology adoption generally started with the deepest pockets (the military) and worked its way down to the shallowest pockets (the consumer). Since the introduction of the Internet, many technology products can be distributed for free, and therefore have some free or free trial version. Interestingly, the order of adoption now follows decision-making speed rather than deep pockets. That is, consumers who can decide very quickly adopt first and the military — who has a notoriously complex decision making process — adopts last.
This reversal first initially stunned businesses. I remember dozens of CIOs at large companies being shocked that it was easier to find things on the Internet via Google than it was to find things in their own companies. We’ve seen the phenomenon repeat many times with the most recent being that it’s far easier to get background information on complete strangers via LinkedIn than it is to know the skill sets and backgrounds of your co-workers.
Encouraged by the new trend, innovative entrepreneurs imagine a world where consumers find great solutions to help their employers in the same way that they find great products to help themselves. In the imaginary enterprise, these individuals will then take the initiative to convince their collegues to buy the solution. Through this method, if the product is truly great, there will be little or no need to actually sell it.
The actual enterprise works a bit differently. Meet the new enterprise customer. He’s a lot like the old enterprise customer.
Meet The New Enterprise CustomerAt the D8 technology conference, Steve Jobs made a statement about selling to enterprise customers that many missed but was extremely insightful and revealing: “We want to make better products than them. What I love about the marketplace is that we do our products, we tell people about them, and if they like them, we get to come to work tomorrow. It’s not like that in enterprise . . . the people who make those decisions are sometimes confused.”
Why are the enterprise people so confused? Why don’t they just quickly adopt the best products without requiring these complex sales processes?
Big Companies Don’t Have Credit CardsPurchasing anything in a large organization requires a rigorous justification process that generally culminates in a purchase order (PO). They do not allow their employees to use their credit cards to buy technology off of the Internet. In fact, at many companies, doing so and attempting to expense it after the fact is a fire-able offense.
If you work in a startup, you might wonder why large organizations don’t just trust their people to make smart purchasing decisions. If an employee needs a new technology, why wouldn’t the company just let him do the right thing? There are many reasons:
1. The employee may not know what’s appropriate in the context of the larger organization. The more people in an organization, the more diverse the set of needs. If the organization purchases, for example, social networking software it must attempt to take these needs into account.
2. The company may already own the technology or a similar technology. If you work with 100,000 people, how do you know what the other 99,999 have already purchased? When EDS was a customer of ours, they had a $1B annual credit with Computer Associates. Computer Associates sells hundreds of products and is constantly developing new products (many of which can only be learned about via special meetings with the company). How would any employee at EDS possibly know about potential conflicts without a formal process?
3. The employee may be corrupted by side incentives – If an employee of a large organization can make significant purchases without review or proper process, it’s quite possible that he will be corrupted by an agent of a vendor. For example, an enterprise sales rep might buy a networking engineering a new Porsche in exchange for a $10 million order.
4. Public companies must comply with Sarbanes-Oxley compliant expense controls. Generally, when a company designs its expense controls, it must have in place a method for approving significant expenses before they are made. If a company lets an employee make significant a purchase or even a small purchase that leads to a significant purchase on his credit card, that will violate the company’s financial controls, because the purchase was not pre-approved.
As a result of these and other factors, large companies employ complex processes to ensure that major purchases make sense. These processes generally span many different organizations and stakeholders. It is not unusual for a purchasing decision to include people from many different IT departments (e.g. development, security, operations) and business functions (e.g. Finance, IT, Legal). The decision often involves technical decision makers, economic decision makers, and risk management decision makers.
Often these processes are so complex that almost nobody inside the company knows how they work. Excellent enterprise sales reps will guide a company through their own purchasing processes. Without an enterprise sales rep, many companies literally do not know how to buy new technology products. A top notch enterprise sales person not only knows her customer’s process better than the customer, but will be skilled at characterizing the value of her product to each decision maker independently. This will involve product demonstrations, proof of concepts, complete return on investment analysis and even competitive positioning. The sales rep will work with the various constituents to help characterize the value proposition to their management teams.
Large Enterprises Like Their Old ProductsOne thing that all large businesses have in common is that they have purchased a huge amount of technology over time. In fact, many of these technologies enabled the companies to become big in the first place. Naturally, the technology deployed in an enterprise varies widely in age. Some of the systems are outdated, complex, and downright arcane. Nonetheless, once deployed, enterprises develop great affection for the technology that runs their companies. They may complain about it, but like an old woman speaking of her spouse, the underlying love is far stronger than the criticism. And big companies expect you to love their old products too – by integrating with them.
But how do you figure out which old systems you need to integrate with and which ones you can afford to ignore? Like most things in the enterprise, it’s complicated. Great enterprise sales forces sort through the myriad of existing systems and help guide their companies to find the essential few.
People in Big Companies Work to LiveIf you work in the technology industry and particularly in Silicon Valley, you become used to employees who work tirelessly to improve their companies. It is not difficult to imagine one of these employees independently finding a new technology then championing it inside of her company simply because she wants her company to become great. Outside of technology and especially in very large companies, people generally don’t do things like that. Most large company employees like to stay within the scope of their defined job. If they must make a choice between potentially advancing the efficiency of their employer via new technology or getting home to see their 8 year old’s pee wee baseball game, it’s not a difficult decision. As a result, expecting them to adopt your product with no help is probably not a good idea.
Final ThoughtsIf you are selling to consumers or companies that behave like consumers, then moving away from the old channel models may make perfect sense. However, if you plan to sell to a large enterprise, keep in mind that the new boss is the same as the old boss.
Ben Horowitz is a partner at Andreessen Horowitz and the former co-founder and CEO of Opsware.
PALO ALTO, Calif., June 21, 2017 (GLOBE NEWSWIRE) -- Hewlett Packard Enterprise (NYSE:HPE) (HPE) today announced that it has promoted Antonio Neri to President effective immediately. Previously, Neri served as Executive Vice President and General Manager, Enterprise Group, responsible for the development and delivery of the IT infrastructure solutions at the core of the world’s largest and fastest growing organizations, which includes servers, storage, networking, technology services, converged data center infrastructure, Telco and cloud solutions.
In addition to leading the company’s four primary lines of business, in this new role Neri will oversee the company’s efforts to streamline and optimize the go-forward company following the completion of the spin-mergers of its Enterprise Services and Software divisions. These efforts, which the company calls HPE Next, are focused on driving growth and profitability, and ensuring the company will be well positioned to win in the markets where it competes.
“Antonio is a veteran technology executive who has led some of the most important businesses and initiatives at HP during his 22 years with the company. From overseeing the reinvention of our Technology Services business and the divestiture of our H3C business in China, to the integration of critical acquisitions like Aruba, SGI, SimpliVity and Nimble, Antonio has been invaluable to me as we have worked to establish the new Hewlett Packard Enterprise,” said Meg Whitman, chief executive officer of Hewlett Packard Enterprise. “His promotion reflects the importance of his contributions to the company as leader of the Enterprise Group, which represents more than 80 percent of the go-forward company’s revenue.”
Prior to HP’s separation into two companies—Hewlett Packard Enterprise and HP Inc.—Antonio served as Senior Vice President and General Manager for HP Servers and HP Networking business units, responsible for setting the R&D agenda, bringing innovations to market, and go-to-market strategy execution. Prior to that role, he led the HP Technology Services business unit providing support and consulting services for HP’s Enterprise products and solutions. Antonio joined HP in 1995, as a customer service engineer in HP’s EMEA call center.
Antonio holds a Computer Engineering degree from Universidad Tecnológica Nacional in Argentina and is a Professor of Arts and Drawing.
About Hewlett Packard EnterpriseHPE is an industry-leading technology company that enables customers to go further, faster. With the industry's most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.Editorial contact Kate Holderness, HPE firstname.lastname@example.org
Hewlett Packard Enterprise
Palo Alto, California, UNITED STATESEditorial contact Kate Holderness, HPE email@example.com
LOS ANGELES — Feb. 27, 2008 — Kicking off more than 225 events around the world and joined by more than 4,000 customers and partners, Microsoft Corp.’s Chief Executive Officer Steve Ballmer today showcased the next generation of infrastructure and application platform products, including Windows Server 2008, Microsoft Visual Studio 2008 and Microsoft SQL Server 2008.
The launch represents a major milestone to help customers on the road to Dynamic IT, Microsoft’s initiative to help customers optimize their people, processes and technology, and in turn position IT as a strategic asset for their business. These new enterprise products help customers more efficiently and securely manage their entire infrastructure and move to a virtualized environment while also delivering business intelligence and next-generation Web experiences to boost business results. The theme of the events, “Heroes Happen Here,” highlights the outstanding work that IT professionals, developers and partners do every day to create solutions and cutting-edge applications that keep global commerce and industry running.
“IT professionals and developers tell us they spend too much time and money managing existing systems and not enough investing in new capabilities that create strategic advantage,” Ballmer said. “That feedback is at the core of the innovations in this new wave of products. Already, the overwhelming response from thousands of IT professionals and developers around the world is that this is the most secure enterprise platform we have ever delivered, and that it will simplify management and enable them to focus more on driving their businesses forward.”
Big Benefits for Early Adopters
Researchers at consulting agency Capgemini looked at companies and institutions in the financial services, education, retail and high-technology industries using Windows Server 2008 in a mix of geographic regions. They found that the new operating system quickly adds value to IT operations through enhancements to management, security and reliability. On average, deployment duration was reduced by up to 60 percent and IT reduced costs by up to $124,000 per year. Cost reductions resulted from a wide range of areas, including the recovery of five IT staff hours per server and 91 percent less downtime. A white paper detailing usage scenarios and providing more data on the impact of deploying Windows Server 2008 is available at http://www.microsoft.com/windowsserver2008/en/us/product-information.aspx.
Already IT professionals and developers around the world are using Windows Server 2008, Visual Studio 2008 and test versions of SQL Server 2008 to implement more secure platforms and Web applications while reducing costs and speeding development.
With the introduction of Windows Server 2008, leading global communications provider Verizon Business will deliver this next-generation platform to its managed hosting customers worldwide, enabling them to achieve greater reliability, performance and control over their IT infrastructure. In addition, Microsoft’s advanced Windows Deployment Services suite will allow Verizon Business to increase the speed of deployments and simplify management.
“This next-generation technology means a great deal to our enterprise customers,” said Michael Marcellin, vice president of product marketing at Verizon Business. “Through our long-standing relationship with Microsoft and as an early adopter of this technology, we are poised to continue to deliver innovative solutions to customers around the globe that will help them harness the power of the Internet.”
Go Daddy, the largest paid, shared Web hosting provider in North America, with 27 million domain names under management, is incorporating the new Windows Server 2008 with Internet Information Services 7.0 (IIS7) software into its Windows hosting product line. In its testing, Go Daddy has seen a 300 percent to 400 percent increase in server performance using the new technology. The performance gains will allow Go Daddy to run a more efficient and effective service for its shared hosting customers.
“We are excited to offer this technology to our customers,” said Bob Parsons, CEO and founder of Go Daddy. “With more than 5 million customers around the globe, Go Daddy prides itself on using cutting-edge technology that will help enhance Web site performance and provide our customers with a solid foundation for their IT needs.”
At Fidelity National Real Estate Solutions, the combination of Windows Server 2008, SQL Server 2008 and Visual Studio 2008 enabled the creation of a cutting-edge Web site that provides near-instant access to real estate and neighborhood information about listings for sale, home values, schools and much more. The site operates significantly faster than was previously possible and was developed at a much lower cost.
“Not only is the new Web site visually cool — serving up customized content, 3-D aerial views and animations 10 times faster than was possible with older technologies — but it also was created for approximately $1.4 million less than it would have cost using other development tools,” said Marty Frame, senior vice president and general manager, Cyberhomes, Fidelity National Real Estate Solutions. “And, most important, visitors spend an average of 30 minutes on the site per visit, four times the typical average for competitors’ sites.”
These companies are just a sampling of the more than 3 million customers that participated in early feedback programs or as beta testers during product development.
The performance improvements and enterprise-class features of SQL Server 2008 and Windows Server 2008 have resulted in record-breaking results. Today Microsoft disclosed new world-record performance results on TPC-E and SAP Sales and Distribution (SD) Standard Application 3-tier benchmarks running on four-socket industry-standard blade servers.** Microsoft also published breakthrough performance benchmarks for several customer scenarios, including leading results on Microsoft Dynamics CRM, Microsoft Dynamics AX, Siemens Teamcenter and Camstar Manufacturing Execution Systems.
Microsoft also announced that Microsoft Windows Server 2008 with .NET Framework 3.5 delivers faster throughput than IBM WebSphere 6.1 on Red Hat Linux as shown through two new benchmark tests measuring scalability and performance in mission-critical enterprise scenarios. The sample application shows 117 percent better throughput of Windows Server using the IBM-designed Trade 6.1 benchmark; and Sun Microsystems’ WSTest Web services benchmark demonstrates 94 percent better throughput on Windows Server when processing Web Service requests. More information on the results is available at http://www.microsoft.com/presspass/events/HHHlaunch/docs/BenchmarkFS.doc.
Partners See Opportunity
Microsoft has worked with more than 1,000 industry partners to help plan, build, test and deploy leading-edge solutions by providing early access to code, training and testing, and certification support. Hundreds of independent software vendors have demonstrated their support with the development of a wide variety of business applications for industries that include retail, accounting, commerce, engineering, financial services, healthcare, supply chain and more. In a related announcement, Microsoft detailed extensive investments in programs and tools for software and hardware partners. More information on the announcement is available at http://www.microsoft.com/presspass/press/2008/feb08/02-26ISVWS08PR.mspx. A full list of vendors offering applications certified for Windows Server 2008 or pledging to provide support for their applications on Windows Server 2008 can be found at http://www.microsoft.com/presspass/events/hhhlaunch/docs/PartnerWS08FS.doc.
Further demonstrating support for the new products, more than 40 companies are making announcements today and more than 80 partners are participating in launch events around the world, including platinum sponsors Advanced Micro Devices Inc. (AMD), CA, Cisco Systems Inc., Citrix Systems Inc., Dell Inc., Fujitsu, Hitachi, HP, Intel Corporation, Quest Software Inc., SAP AG and Unisys Corp. Highlighting the opportunity for industry partners, a 2007 IDC study* predicts that for every $1 Microsoft earns from Windows Vista and Windows Server 2008 this year in the U.S., the ecosystem beyond Microsoft — software and hardware vendors that support or incorporate the products — will reap about $18 in revenue. In 2008, this ecosystem is predicted to sell more than $120 billion in products and services revolving around Windows Vista and Windows Server 2008.
Product Availability and Information
Windows Server 2008, including a beta version of the Hyper-V virtualization technology, and Visual Studio 2008 are available today. The feature-complete, February community technology preview of SQL Server 2008 is also available, with general availability expected in the third quarter of 2008.
Later this year Microsoft will release the Windows Essential Server Solutions family of products for small and midsize companies built on Windows Server 2008 and the newest Microsoft server technologies and services: Windows Small Business Server 2008 and Windows Essential Business Server 2008. Windows HPC Server 2008, the successor to Windows Compute Cluster Server 2003, is on track for availability in the second half of 2008 and is designed to increase productivity, scalability and manageability for high-performance computing scenarios. In addition, Windows Storage Server 2008, the next-generation storage solution based on Windows Server 2008, will be available by the end of the year.
Additional information on the launch of Windows Server 2008, SQL Server 2008 and Visual Studio 2008 is available in the virtual pressroom at http://www.microsoft.com/presspass/events/HHHlaunch/default.mspx.
Founded in 1975, Microsoft (Nasdaq “MSFT”) is the worldwide leader in software, services and solutions that help people and businesses realize their full potential.
* IDC white paper sponsored by Microsoft, “The Economic Impact of Microsoft’s Windows Vista and Windows Server 2008 in the U.S.,” Doc. 5052007, May 2007.
** Certification Number 2008003: SAP SD standard SAP ERP 6.0 (2005) application benchmark in 3-Tier configuration certified on 02/26/08 with Number of benchmark users & comp.: 34,000 SD (Sales & Distribution) with an average dialog response time: 1.99 seconds running Windows Server 2008 Enterprise Edition (64-Bit) and SQL Server 2008 (64-bit) on RDBMS database server. Hardware configuration of RDBMS server: HP ProLiant BL680c G5, 4 socket/16 core/16 thread Quad-Core Intel Xeon E7340 / 2.40GHz, 64GB RAM. For more details, see http://www.sap.com/benchmark.
Note to editors: If you are interested in viewing additional information on Microsoft, please visit the Microsoft Web page at http://www.microsoft.com/presspass on Microsoft’s corporate information pages. Web links, telephone numbers and titles were correct at time of publication, but may since have changed. For additional assistance, journalists and analysts may contact Microsoft’s Rapid Response Team or other appropriate contacts listed at http://www.microsoft.com/presspass/contactpr.mspx.
Microsoft CEO Steve Ballmer delivers the keynote at the launch of Windows Server 2008, SQL Server 2008 and Visual Studio 2008. Four thousand customers and partners attended the live event in Los Angeles, Calif. Feb. 27, 2008.
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