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HP’s commercial enterprise income employer is to earn compensation for promoting ProCurve gadget as a part of a much wider structural trade which will see the seller’s networking division function below the umbrella of its technology options community (TSG) from November.
the new association ability ProCurve items might be added to the TSG portfolio, making it extra compelling for HP’s business earnings team of workers to sell ProCurve in an business solution than choice equipment from competing carriers corresponding to Cisco.
The circulate, which HP has already introduced internally, will see ProCurve’s manufacturer and divisional autonomy retained, however on the maximum degree ProCurve boss Marius Haas will now file into TSG head Anne Livermore. previously, Haas mentioned into chief approach and expertise officer Shane Robison.
Jack Gauthreaux, widespread manager of emerging markets EMEA at HP ProCurve, believes the unit is decided to prosper from the availability of a new sales drive and route-to-market. “we are able to now have TSG earnings people attracted to carrying our product that weren’t drawn to carrying it earlier than on account of the way the compensation changed into working,” he explained. “The huge benefit is that we have access to a sales drive that may open doorways for us in some very giant debts.”
Gauthreaux is confident that it's going to also offer TSG income group of workers an extra entry point into the customer and doubtlessly cause the community getting used as the groundwork so as to add other exhibits from HP’s portfolio to a project, such as PCs or servers.
It is known that the restructuring is occurring now because HP has been looking forward to ProCurve to gain sufficient momentum and goodwill in the market.
“Networking is a increase engine for HP,” observed Gauthreaux. “if you look at the dimension of the business we had to establish ourselves as a plausible networking supplier available in the market, which we have been doing over the past few years. within the third quarter of 2006 we overtook Nortel as the number two in earnings and we've been transforming into that considering the fact that then. HP has been staring at us and waiting except the timing became right to make the investment.”
HP reviews ProCurve consequences below its ‘corporate Investments’ operating phase, which last 12 months posted revenues of US$762m. ProCurve accounted for the majority of that figure as revenue of community infrastructure products multiplied 33% 12 months-on-year.
however the phase suffered a US$57m loss it turned into generally due to prices linked to corporate building, world alliances and HP Labs, that are additionally contained under the identical heading.
Channel partners wondering the implications of the TSG-ProCurve alterations may still not be afraid because the firm’s two-tier channel method will stay unchanged, in line with Gauthreaux. “via working with HP we really are expecting to raise the price of the enterprise, the dimension of the tasks and the possibility for the channel,” he mentioned. “in order lots as we see this as a brand new sales force for us, it is a similar for the channel.”
in the core East, HP employs around 80 commercial enterprise account managers youngsters all fulfilment is conducted by way of partners apart from in situations the place certain named money owed demand direct HP functions.For the entire latest tech information from the UAE and Gulf nations, follow us on Twitter and Linkedin, like us on facebook and subscribe to our YouTube web page, which is up-to-date daily.
LAS VEGAS — may additionally 19, 2009 — At Interop Las Vegas 2009, HP and Microsoft Corp. these days introduced a 4-year strategic international initiative to deliver an end-to-end unified communications and collaboration answer. As a part of their Frontline Partnership, the two corporations expect to invest up to an additional $a hundred and eighty million in product building, knowledgeable capabilities, as well as joint earnings and marketing, to support groups lower charge and enrich productivity.
The conclusion-to-end answer, which is deliberate to span application, hardware, networking and functions would allow shoppers to enhance company output and in the reduction of trip, telecom and IT operating expenses. this would be completed by means of streamlining communications throughout messaging, video and voice with connected purposes and devices. HP and Microsoft also plan to supply the flexibleness and control shoppers need to manipulate their communications infrastructure successfully.
Demand for unified communications and collaboration applied sciences is turning out to be hastily. according to an unbiased record from Forrester research, eighty four p.c of companies in North america and Europe are currently evaluating, piloting or imposing unified communications and collaboration options, and the market is expected to grow at a rate of 35.9 % via 2015.1
“consumers can lower expenses and all of a sudden boost employee productiveness with unified communications and collaboration from HP and Microsoft,” pointed out Ann Livermore, government vice president, expertise solutions community, HP. “We deliver purchasers with solutions that are prosperous, intuitive and purchasable from anyplace on virtually any gadget.”
HP and Microsoft share a imaginative and prescient for business productiveness solutions built on open, software-based mostly structures that work with the purposes and programs americans recognize and use these days.
“collectively, we're offering the wide breadth of capabilities of our respective applied sciences to convey a really unified communications and collaboration answer to aid our customers improve enterprise productivity,” observed Stephen Elop, president, Microsoft business Division, Microsoft. “This means one click to talk, one click to convention, one click to collaborate.”
“Microsoft’s method to unified communications and collaboration options, mixed with HP’s world technology and capabilities, will support us pressure innovation and increase in our company,” noted Tina Atkinson, program sponsor, New approaches of Working, Cathay Pacific Airways. “Cathay Pacific Airways followed an in depth smooth process and selected Microsoft and HP because they choicest met our necessities for a flexible and complete approach to unified communications and collaboration, tailored to our needs.”
Product construction and integration
the two corporations will form joint teams to collaborate on items and features development across Microsoft office SharePoint Server, Microsoft change Server and Microsoft office Communications Server, as well as HP ProCurve networking products.
HP will reap Microsoft Unified Communications qualification for the HP dx9000 TouchSmart enterprise pc and select smartphones.
HP will reap Microsoft Unified Communications qualification for brand new IP desk phones.
HP company know-how Optimization (BTO) application will supply further aid for Microsoft office Communications Server, including the capability to deliver actual-time first-class of carrier metrics for the voice and video community over the IP infrastructure.
both organizations will give end element interoperability with HP Halo Telepresence options and Microsoft office Communications Server-based mostly unified conferencing, enabling remote members at any Microsoft workplace communique Server-enabled computer to join telepresence conferences.
Microsoft and HP will offer a full set of enterprise productiveness features starting from assessment, structure planning and design to implementation, monitoring, administration and help for software, hardware, network, server, storage and infrastructure add-ons in the shared portfolio.
HP will dedicate a world crew of service professionals to assist the joint solutions, helping purchasers achieve improved tiers of network availability and response instances.
HP and Microsoft will also goal communications provider suppliers, providing them the identical technologies and services to enable hosted unified communications and collaboration features for small to medium-sized companies.
HP and Microsoft will deliver capabilities for valued clientele who seek to run their expertise on-premise, fully outsource, or who select a mixture of both.
Microsoft and HP will work collectively to handle valued clientele’ actual-time collaboration needs using HP Halo Managed functions and HP ProCurve items.
advertising and marketing and revenue
Microsoft and HP will assign committed salespeople to their joint options and coach a few thousand technical and birth personnel.
The organizations will show off their conclusion-to-conclusion solution and their respective communications and collaboration items in Microsoft know-how centers and HP customer Briefing facilities worldwide.
HP will support companies accelerate adoption of the end-to-conclusion solution with flexible financing and change-in programs from HP monetary capabilities.
more suggestions about the HP and Microsoft initiative is obtainable at http://www.hp.com/solutions/microsoft/ucc. extra counsel about Microsoft unified communications and collaboration applied sciences is attainable at http://www.microsoft.com/bpio.
HP, the world’s largest know-how company, simplifies the technology journey for buyers and organizations with a portfolio that spans printing, own computing, software, features and IT infrastructure. extra suggestions about HP (NYSE: HPQ) is accessible at http://www.hp.com/.
centered in 1975, Microsoft (Nasdaq “MSFT”) is the worldwide leader in application, services and solutions that aid people and businesses recognise their full abilities.
1 “Market Overview: Sizing Unified Communications,” Forrester research, Inc., February 2009.
notice to editors: if you are interested in viewing more information on Microsoft, please discuss with the Microsoft web page at http://www.microsoft.com/presspass on Microsoft’s corporate assistance pages. web hyperlinks, phone numbers and titles were proper at time of e-book, however may additionally considering the fact that have changed. For extra assistance, journalists and analysts may additionally contact Microsoft’s swift Response crew or other applicable contacts listed at http://www.microsoft.com/presspass/contactpr.mspx.
Hewlett-Packard’s announcement that it is folding HP ProCurve’s channel into its solution partners organisation (SPO) has been greeted by using companions as a step in opposition t making HP less demanding to deal with.
The flow allows ProCurve companions to be a part of the increased HP favorite companion Programme by way of the brand new HP ProCurve Networking Specialisation.
Softcat managing director Martin Hellawell, which additionally sells HP, become upset during the past that ProCurve had little clout within HP and tended to be off his radar, but hopes this may now alternate.
Pervasive Networks managing director Ashley Langley sees the circulate as a chance to develop his relationship with HP: “purchasers are soliciting for storage and company important capabilities and we've a strategy to grow to be that area of the datacentre.”
ProCurve partners previously sat on a 4 tier gadget: Elite, professional, skilled and choose. As of 1 November Elite and professional companions grew to become master and expert companions and alongside expert partners became HP Gold favourite companions too, explains Dave Poskett, HP UK SPO director.
In easy of ProCurve’s ancient independence from HP, Poskett denies it's going to lose any freedom.
“partners are positive about what we’re doing and we’ve made a lot of funding accessible to power enterprise with them,” he says.
Poskett provides that HP partners have lengthy demanded extra consistency and ease in its approach and tightly integrating ProCurve may still permit him to meet that expectation.
EuroLAN managing advisor Keith Humphreys provides that ProCurve become “out on a limb” and while it had made development against Cisco, folding it into HP’s wider corporation and compensating TSG staff for sales is a logical step.
The stream can also point out trade for HP’s community method, too, as the supplier previously labored with Cisco on many initiatives. remaining week, ProCurve UK country manager Darryl Brick noted that having entry to HP’s business earnings force became “bad news for Cisco”.
adds an extra HP reseller: “HP has stored ProCurve at arm’s length and had a friendly relationship with Cisco. in the event that they convey them into the fold it will be problematic to preserve Cisco on facet.”
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Hewlett-Packard Co. again signaled its intention to play major league ball in networking with the introduction Monday of new management software and high-speed Ethernet equipment.
The company has better focused its resources behind its ProCurve enterprise LAN division in the past year and boosted its sales amid a mostly flat networking market, according to some industry analysts. A significant price advantage against leader Cisco Systems Inc. and other rivals has helped the unit score more sales in tough times, they said.
HP’s focus with ProCurve is on simplicity, security and low overall cost of ownership, according to Amol Mitra, director of product marketing for the ProCurve Networking Business.
On Monday the ProCurve unit fleshed out its offerings for gigabit Ethernet to the desktop and 10-gigabit Ethernet on the corporate backbone, as well as its network management software. Gigabit Ethernet on desktops, already supported on many PCs, can allow an enterprise to change the way it handles data, according to Leanne Leon, product manager with HP. The fast connection can allow employees to use large files over the network without long delays, so the files can stay on a server, she said. That may mean greater productivity because employees don’t have to wait for a copy of the file to download, and different copies of the file won’t proliferate as users make changes to their downloaded copies.
The company introduced 10/100/1000Mbps Ethernet stackable switches, the 24-port Switch 2824 and 48-port Switch 2848, both of which support basic IP routing. Both also include the option of using fibre on some ports.
For its ProCurve Switch 4100gl Series chassis, HP introduced a 22-port 10/100/1000Mbps module with fibre options. It also offered two new bundles: the 4160gl, an 8-slot chassis with three of the new modules, and the 4140gl, a four-slot chassis with two of the new modules. Early next year, HP will ship a new module for the ProCurve Switch 5300xl Series chassis, with 16 10/100/1000Mbps ports including fibre options, Leon said.
For the ProCurve 9300 Series chassis, HP introduced a two-port 10-gigabit Ethernet module available with single-mode fibre ports for long-range or extended-range network connections. Long-range optics can support runs as long as 10 kilometres and extended-range optics can support distances as great as 40 kilometres.
ProCurve has also enhanced its software for managing a network. Starting Nov. 1, with every managed switch it will provide the new HP ProCurve Manager software, which offers administrator features such as network status information, automatic discovery of ProCurve devices, mapping of network devices and the ability to manage devices remotely. The software can also be downloaded free.
For more management capabilities, HP unveiled HP ProCurve Manager Plus. It includes tools for enforcing business policies through different network priorities and quality of service and for assigning switch ports to virtual LANs.
The 2800 series of gigabit Ethernet switches look like a good bet for connecting servers to a network used for back-ups at Media General Inc., in Richmond, Va., said Richard Lee, the company’s director of operations. Moving from 100Mbps to 1Gbps Ethernet slashed back-up times in testing of a 2800 series switch, Lee said. Media General, a longtime user of HP systems and network gear, uses a mix of Cisco and HP equipment. The HP products are very reliable and often much less expensive, and a lifetime warranty and free support add to the savings, he said.
“You buy the box and that’s it,” Lee said.
Competitive pricing, a respected brand, product simplicity and expansion into new categories such as fixed-configuration Layer 3 routing switches are among the factors that have helped ProCurve make gains in the market, analysts said.
ProCurve’s Ethernet switch revenue grew 18 per cent between the first and second quarters of this year while its port shipments increased 12 per cent, according to Mark Fabbi, vice-president of enterprise communications at Gartner Inc. In the second quarter HP was fourth worldwide in enterprise Ethernet switch revenue behind Cisco, Nortel Networks Corp. and 3Com Corp., and third in port shipments, behind Cisco and 3Com, he said.
Market research company Dell’Oro Group Inc. reported the same revenue rankings for the second quarter and said ProCurve is just slightly behind 3Com. It grabbed 3.3 per cent of Ethernet switch revenue that quarter, behind Nortel’s nine per cent and Cisco’s overpowering 68 per cent market share, said Dell’Oro analyst Seamus Crehan.
Though the ProCurve division isn’t breathing down Cisco’s neck today, it may be in a few years, some said. First it needs to build up its sales channels and customer base, said Zeus Kerravala, an analyst at The Yankee Group, in Boston.
“Once they do that, there’s no reason they can’t become a more formidable opponent,” Kerravala said.
Making its network gear business more competitive with Cisco’s doesn’t threaten HP’s partnership with the dominant vendor, in which HP’s sales force sells Cisco gear along with servers and other IT products, he said. HP wouldn’t drop Cisco unless it thought it could move a greater volume of network gear by doing so, an unlikely conclusion for now, Kerravala said.
For its part, HP believes the strategy is a way to offer customers a choice, Mitra said.
HP’s renewed focus on ProCurve is a smart move because the network gear provides bigger margins than most of the company’s products, according to Kerravala.
“You’ve got to sell a lot of PCs to match what ProCurve makes,” he said. HP officials were not available for comment on product margins.
The Switch 2824 has a list price of US$2,499; the Switch 2848 costs US$4,899. Both are available now. The Switch GL 10/100/1000-T module for the 4100 chassis costs US$2,199, the Switch 4140GL configuration costs US$4,399 and the 4160GL is US$6,499. All three will ship in December. The two-port 10-gigabit Ethernet module for the ProCurve 9300 costs US$35,699. The long-range optic is priced at US$5,999 and the extended-range at US$12,999. Products for the 9300 will be available next month. HP ProCurve Manager Plus can be ordered now and has a recommended list price of US$1,999.Related Download Sponsor: EDCCreate a Unique Selling Proposition for Your Global Market
ProCurve Networking by HP has announced an extension of its go-to-market strategy with the introduction of an expanded channel program. The ProCurve Networking and Security (PNS) channel program now being rolled out across ProCurve’s Europe, Middle East and Africa (EMEA) region, offers customers greater choice of ProCurve partners to meet a wide range of customer needs.
Like all of HP’s PartnerONE initiatives, the ProCurve Networking and Security channel program is designed to benefit HP and its partners, and ultimately, end-user customers. The program focuses on driving business growth, bolstering partner and customer loyalty, and increasing the number of trained networking specialist professionals, to better serve HP customers.
In developing this new program, ProCurve conducted extensive discussions with both customers and partners. Based on the feedback from those discussions, ProCurve has expanded the channel program to include new partner classifications.
The new structure introduces three distinct ‘tracks’, which include: ProCurve Professional; ProCurve Specialist; and ProCurve Elite partners. Each track defines a unique set of capabilities, offerings, expertise, and offered levels of support. Those factors determine the profile of a channel partner and therefore which track that partner belongs to. Partners are required to meet certain qualification criteria, as set out by ProCurve, and under the HP Business Partner Program, if they want to belong to a particular track.
Partners become eligible for the incentives and other benefits accorded to members of their track. ProCurve believes that this structure will ultimately benefit customers by ensuring they are dealing with a reseller that has qualifications most suitable to their network solution needs. It also ensures that partners gain the optimum benefit from their partnership with ProCurve, based on their profile.
“This restructured channel program is great news for our partners as it will enable them to benefit from advantages that are specifically tailored for each profile,” said Hazem M. Bazan, General Manager HP Solution Partner Organization and Personal Systems Group, HP Middle East. “But most importantly, the three new categories much better address the needs of different kinds of ProCurve end-user customers.”
Bazan added: “This program structure also enables us to address a much wider end-user customer base, while still maintaining high levels of expertise and support to those customers, but in a way that is more customised in terms of products, expertise and support. Ultimately it makes it easier for us to determine the most effective way to support partners in each track.”
“Listening to our customers and finding out how they wanted to buy networking products, and have them supported, was a key driver in developing the PNS channel program,” said Ivan Kraemer, Regional Sales & Marketing Director HP ProCurve Networking Business, Middle East, Africa, and Mediterranean. “We quickly realised that we have many very different customers, with significantly different networking requirements, so developing a channel program to reflect this is a crucial part of our overall strategy.
“This program will also enable us to consolidate the total number of active resellers we have in the EMEA region, which in turn will allow us to expand our business and help us to fuel our ongoing growth,” Kraemer added.
“For companies like ours, we believe that the ‘one-size-fits-all’ approach to channel partner initiatives is no longer enough. We thrive on IT suppliers who offer customised channel programs that are tailored to our needs,” said Robert Derefeldt, business area manager for Kerfi, a ProCurve Networking Elite partner. “We are confident that the new ProCurve Networking and Security channel program will provide us with the necessary choice and access to the solutions and resources that we need to best service our customers.”
The expanded ProCurve Networking and Security channel program outlines the following three partner profiles:
ProCurve Networking Professional – Focused primarily on networking, this partner is proficient in the design of hardware solutions and has particular skills in examining business needs and providing pre-sales guidance to help customers choose the most appropriate product mix. Professional Partners rely primarily on the ProCurve support teams after the product-deployment stage.ProCurve Networking Specialist – Also focused primarily on networking, this profile of partner is able to deliver a wide range of networking solutions including hardware, software and services. These partners will be more regionally-focused and will deliver services more on a project basis, with next-business-day replacement.ProCurve Networking Elite – Again, focused primarily on networking, Elite partners deliver all those services of a Network Specialist, but are also able to provide a complete life cycle of networking products and services, from design to implementation and maintenance, often nation- or region-wide, offering 24/7, multi-service post-sales support and less-than-one business-day repair or replacement. In addition, Elite partners are able to manage customer networking installations across a full spectrum of security, mobility and convergence platforms.Depending on the track they belong to and their profile, benefits for partners can include:
• Improved account management; branding investments and co-marketing opportunities; sales and marketing tools; and sales events• Early and privileged information including information from and about: secure web site; a new, valuable online newsletter; training programs; and access to technical consultants• Lead generation activities and partner locators for customers• Benefits to help provide complete customer satisfaction, including: centres of expertise; design architectures and proof-of-concepts (live mock-ups); as well as access to specialist teams for pre- and post-sales questions; and a full product demo program
For customers, the main benefit is the ability to choose a network solution provider based on what they need. ProCurve believes the end-result of this new channel partner program will be improved customer satisfaction, better levels of support, and improved business opportunities for all current and future channel partners.
About ProCurve Networking by HPThe ProCurve Networking business unit of HP is a supplier of enterprise networking solutions comprising wired and wireless enterprise networking products, services and solutions - including WAN routers, Ethernet switches, routing switches, wireless access points and network-management applications - which allow customers to build networks based on open standards that meet current and future needs for security, performance and reliability. Recognising the necessary migration of intelligence and functionality to the network edge, the ProCurve Adaptive EDGE Architecture gives companies a cost-effective, easy-to-manage strategy for achieving command from the centre with control to the edge. ProCurve was positioned in the challenger quadrant in research and advisory firm Gartner, Inc.’s 2004 Magic Quadrant Report for Global Campus LANs.
Further information on ProCurve networking solutions and products is available at www.procurve.com.
About HPHP is a technology solutions provider to consumers, businesses and institutions globally. The company's offerings span IT infrastructure, global services, business and home computing, and imaging and printing. For the four fiscal quarters ended April 30, 2005, HP revenue totalled $83.3 billion. More information about HP (NYSE, Nasdaq: HPQ) is available at www.hp.com.
About HP Middle EastHP is the largest technology and solutions provider in the Middle East with 670 employees and subsidiaries in Dubai, Abu Dhabi, Riyadh, Jeddah, Khobar, Cairo and Ramallah servicing the GCC, Egypt and the Levant. HP has been present in the Middle East since 1968, and opened its first regional office in 1994.HP Middle East is the market leader for Enterprise, Small and Medium Business and Consumer technology products, and offers a large portfolio of solutions and services in various business domains.For more information about HP in the Middle East, please visit www.hp.com/me.
HP ProCurve has announced an alliance scheme to take on Cisco, and signed up its first four allies, namely Mitel, AirWave Wireless, DVTel and ShoreTel.
The companies will work together to test and promote each others' gear, said ProCurve's EMEA solutions boss Gejs Zantvoort. He said that while it's not joint sales, it will enable the partners to propose verified and standards-based alternatives to Cisco in key areas where buyers need more than just a LAN infrastructure.
Mitel and ShoreTel will contribute IP telephony equipment and skills, AirWave will supply management tools for wireless networks, and DVTel will be ProCurve's partner for IP-based physical security and video systems - IP security is one of Cisco's 'emerging technologies' so this is clearly the #2 networking vendor saying to the #1, 'Anything you can do...'
"We are not an end-to-end vendor like Cisco, we focus on best-in-class Ethernet infrastructure, but our customers need services and solutions too," said Zantvoort. "So now we are saying to third parties, you give us equipment and keep us up to date with it, and we will test and document it. We will also open it up to the channel, support-wise."
There are three levels to the ProCurve Alliance. Mitel and AirWave are on the top one, where they will also get ProCurve gear into their labs and use it to test their equipment, while DVTel and ShoreTel are on the middle rung which is interoperability testing and documentation by ProCurve. Zantvoort said there will also be a basic testing tier below this.
Top tier partners are seen as strategic, and will do joint promotion, he said: "Our sales reps will be able to say 'We have tested this, and we'll get our colleagues in.' I would call it joint marketing, but not joint selling."
For the smaller partners, this looks like a big win, as DVTel's COO Paul Smith acknowledged.
"By aligning with a trusted and recognised brand such as ProCurve, we are able to offer a complete networking solution to the industry, with greatly reduced risk for our end users," he declared. "Customers can buy with confidence, knowing that we have completed testing with ProCurve products to develop an interoperable solution."
For the larger ones, the picture will be more complex – Mitel also has a strategic partnership with Foundry Networks, for example. Coincidentally, this too delivers 'best of breed' converged comms, thanks to 'extensive interoperability and solutions testing', according to Mitel. Odd, that.
Still, for all these companies the main target is clearly Cisco, and Zantvoort added that these partners are just the first. He said ProCurve is now looking for more, with a preference for regional and world-wide players over national ones.
"We are just starting here," he said. "There is more to come on security and on management - we will look at what building blocks are needed, at what partners make sense and at who we already have a good chemistry with."®
Sponsored: Becoming a Pragmatic Security Leader
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