|Exam Name||:||Technical Essential of HP Enterprise Products|
|Questions and Answers||:||57 Q & A|
|Updated On||:||February 19, 2019|
|PDF Download Mirror||:||Pass4sure HP2-E17 Dump|
|Get Full Version||:||Pass4sure HP2-E17 Full Version|
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HP Inc’s Ng Tian Chong. image: Handout
A Singaporean Ng Tian Chong, fifty four, now heads HP Inc’s Asian business, overseeing the computer, printer, 3D printing and managed printing services for commercial and client organizations throughout the location.
He joins an elite and small community of Singaporeans who are leading the Asian company of global tech agencies.
They consist of Tan Yen Yen, president of Vodafone world commercial enterprise, Asia Pacific and Irving Tan, who become Cisco’s Asian head between 2014 and 2018 earlier than his present global job as (Cisco’s) senior vice-president and chief of operations based within the u.s..
Ng’s appointment in November last yr is respectable information to many aspiring IT leaders right here since it has been a long while because an Asian has helmed the regional operations.
In TC, as he's popularly established, HP has a strong govt with intimate knowledge of doing business within the region and a deep understanding of the diverse enterprise facets of the organisation.
he is also a 30-12 months HP veteran with a comprehension of the working dynamics of a giant American multinational.
Ng is completely satisfied that an Asian is leading Asia because “Asia is my backyard”. he's proud that Asia is the fastest growing to be vicinity for the business, expanding with double-digit growth year on yr.
He wants to peer persisted growth. a crucial part to here is building skill, he stated in his first interview as president of HP Asia-Pacific and Japan.
“I don’t need to take growth as a right, that boom will proceed as if it's going to ensue by means of magic. I are looking to catch the rich company opportunities however it can’t happen devoid of individuals,” he added.
skill administration is a key center of attention particularly with millennials more and more making up greater of the staff. Millennials have a different point of view of work development from their predecessors.
extra HP employees may be provided alternatives to work in distinctive countries, exposing them to varied job features and cultures. There might be greater talent discussions in addition to encouraging extra pass-border interactions as corporations turn into extra world.
retaining talent is equally critical. here is where Ng turns to three fundamentals that he has gleaned from his three many years of working with HP and which have shaped his leadership style.
The three are: having fun with the challenges of what he's doing; gaining the guide of his boss and having a very good business culture.
His work has all the time been enjoyable and difficult, he spoke of. About ninety per cent of the time, bosses have been decent, with mutual appreciate for every different, he noted.
company culture is the place he positioned the strongest emphasis. He had joined the Hewlett-Packard enterprise 30 years in the past within the US after graduating in overseas business from Menlo school in California. The enterprise centered in 1939 became then an iconic Silicon Valley business.
despite the fact, the 2000s and 2010s had been seismic years, brought on by means of a number of acquisitions and leadership adjustments. at last, the company break up into two in 2015: Hewlett Packard enterprise sold the server and software enterprise whereas HP Inc took the laptop and printer enterprise.
alterations to the enterprise lifestyle have happened but the roots have stayed the same, pointed out Ng.
The leaves have shed but new ones have grown, “but the core part of HP culture which values integrity, have faith and respect and teamwork, the HP values I begun with, are nonetheless present”, he stated.
These fundamentals have convinced him to reside on in HP during the tumultuous years and at the same time as headhunters have come calling with the promise of larger pay, he noted.
“make stronger the HP lifestyle, make individuals take pleasure in coming to work, the place there is mutual admire, integrity and teamwork within the work atmosphere,” he stressed out.
leadership lessonsNg’s management fashion was additionally influenced by using one of the vital senior Asian HP executives in the Nineteen Nineties and early 2000s, when the country and regional heads then have been helmed by means of locals like Koh Boon Hwee, Alex Chan and Paul Chan, all of whom have long past on to become corporate stalwarts in Singapore.
There changed into also Lien Siaou Sze, a 28-12 months HP lifer who led HP’s international utility enterprise and became considered some of the world’s suitable girls leaders through Fortune business magazine.
Ng recalled that as well-known manager of commercial help features, Lien become heading up the Asia Pacific and Japan features business. She became also the Hewlett-Packard company managing director of Asia-Pacific and Japan.
“She confirmed me that it’s feasible to be an Asian and manage at the most senior level inside the Asian context,” he said.
“Siao Sze performed her own online game, managed the company and crew in her very Asian way yet very effectively navigated HP’s international and regional teams,” he cited.
“She changed into very delicate to the cultural nuances, unbelievable at building compelling vision for the business and constructing potent teamwork,” he brought.
From Alex Chan who turned into then HP’s Southeast Asia managing director, he learnt that having executive presence will enable him to cope with his US counterparts, regional shoppers and local groups with no trouble.
He has assimilated these training smartly. Senior HP government Lionel Chng pointed out Ng’s figuring out of Asian cultural transformations and enterprise climates will make a positive have an effect on on team of workers, corporations and communities in the place.
“He welcomes different facets of views and has a powerful focal point on our shoppers and partners. His is strategic in his approach, encouraging a excessive level of collaboration together with his group,” talked about Chng, who grew to be Ng’s chief of team of workers this month.
Cecilia Pang who changed into with Hewlett-Packard for 19 years before leaving for a further business some years ago, has observed Ng’s progress from afar. She described him as a pacesetter who has been groomed within the values of the typical HP means, reminiscent of treating colleagues with believe and admire.
“however he has also proven his mettle in rising up to the challenges of the new HP era, embracing new company fashions and making the appropriate changes to circulate with the times,” she referred to.
For the americans he's mentoring, Ng wishes them to never to be scared of dreaming big and considering large.
“Be yourself. Be proud of who you're, consider your strengths and weaknesses, know your capabilities and move forward with self belief,” he spoke of.
He encourages more youthful managers to be empathetic. “hear extra and always are seeking to take into account the other viewpoint first.”
computer industryMany would trust the laptop industry as old and jaded. Ng admits the trade is altering hastily but believes there remains scope for growth.
HP’s playbook is to find those niche areas the place purchasers are inclined to pay for aesthetics alongside respectable performance and performance. generally, shoppers want mobility, productiveness and protection, he stated.
With work mixing into life and vice versa, executives demand functionality however also are looking to identify with gadgets that “horny” and unique. Ng points to 2 items which were announced late last yr.
The Spectre Folio, a computing device in a completely leather-based case, is designed to look like the leather valise gurus lift around.
In HP’s broad computing device catalogue, the Folio is aimed at consumers attempting to find a premium computing device adventure in its place of a vivid piece of machined metallic.
The same conception goes for the HP Tango, a cloth-covered instant printer camouflaging as a publication, which is decent searching sufficient to be positioned on the bookshelf in a front room.
through research and knowing purchasers’ wants, HP sliced the market into smaller segments to identify new purchasers. That changed into how it uncovered that there changed into demand for a premium range like the Spectre Folio.
“We discovered these pockets of growth. So we developed new products on the top rate and at the entry level,” referred to Ng.
He delivered: “We additionally accept as true with the distinctive markets in Asia are pleasing, we must cater to them. so as a world brand, we must have a local soul. it truly is why we’ve invested in design centres in Taiwan and in China.”
figuring out purchasers and appreciating the social traits can be key to HP retaining its boom. Fiscal 2018 was a superb performance for HP. It mentioned web revenue of US$58.5 billion, up 12 per cent from the old year.
here's a remarkable efficiency, set towards the international backdrop of a flat workstation market in 2018. Figures from research enterprise Gartner confirmed lower than one per cent notebook increase globally.
Work and the SAFMarried with five infants, Ng has endured with the Singapore military as a volunteer after completing his country wide service. preserving the rank of Colonel (NS), he is Chief of staff (Div Hub) to Division Commander.
How does he stability between both jobs? Time management is critical. HP occupies him during the day with the SAF work coming after. There have been activities when he has needed to attend SAF actions all over the day, he said, but HP has been very supportive.
instructions on leadership and confidence picked up from the military were applied to his HP job and vice versa. The potential to control beneath disaster and control workforce, which he learnt from HP, has been whatever thing he utilized to his army job.
“I persisted as an SAF volunteer because I consider in country wide provider and country wide defence and i are looking to play my position in it,” he talked about.
“it's my conviction. I actually have been fortunate to be brought up in Singapore and in a secure ambiance. I are looking to play my part.”
Our second annual Additive Manufacturing strategies summit, held in Boston and co-hosted via SmarTech Markets Publishing, is in full swing after Tuesday’s two featured workshops. This yr’s AMS experience, “The way forward for 3D Printing in drugs and Dentistry,” now includes a track every for medical and dental 3D printing, along with a startup competition, an exhibition floor with 12 cubicles, and much more audio system.
the previous day morning, Lawrence Gasman, the President of SmarTech Markets Publishing, officially opened the summit, and had some enjoyable information to share – while ultimate 12 months’s AMS had individuals from roughly 11 countries, this year 24 international locations, together with 27 US states, are represented. Gasman mentioned that the hope is for the AMS summit to be rooted within the complete healthcare trade, earlier than introducing Dr. Ali Tinazli, the pinnacle of Healthcare and existence Sciences method for HP and the day’s keynote speaker.
Dr. Tinazli has been leading HP’s company-extensive, world approach for Healthcare and life Sciences due to the fact that 2015, and even though he spoke of himself as a “3D print newbie,” spoke nowadays about “3D Printing Going Mainstream for fitness four.0,” with the leading theme situated around the democratization of medicine and the implications. he's currently engaged on a healthcare trying out ecosystem made from cell diagnostics and small microfluidic materials, and, as a self-proclaimed fan of expertise convergence, cited with admiration that an event similar to AMS wouldn't have been feasible even a couple of years in the past.
After giving a short heritage of HP, which celebrates its 80th anniversary this 12 months, and the way it's “the use of know-how to make a higher future for all and sundry,” Dr. Tinazli defined why 3D printing excites him; the factors consist of the indisputable fact that 3D printing is connecting HP’s core know-how, will also be used to customize items, and is additionally “the catalyst for the fourth industrial revolution” through enabling quicker innovation. He mentioned that democratization is assisting to make applied sciences, similar to 3D printing, attainable to every person.
Dr. Tinazli discussed blended reality, the place the actual world tells us a way to form certain things and we then use this counsel to automate and digitize it. an excellent example of this is using CT scans to construct clinical contraptions and implants, which can be then 3D printed and used on sufferers.
He cited that some particular megatrends (gradual-changing, transformative, world trends), such as decentralized healthcare and an ageing inhabitants, are indicating a metamorphosis in existence sciences, which, when paired with 3D printing, could create some important alternatives for disruption in healthcare.
3D printing is reinventing industries and “making the soar to manufacturing facility construction,” and Dr. Tinazli referred to some of the economic justifications for adopting the know-how, reminiscent of:
while he cited that a few of his favourite 3D printing themes are art and vogue (like me!), Dr. Tinazli stated that healthcare is the oldest trade making the most of the expertise – current functions encompass skull patches, listening to aids, customized orthotics, prosthetics, insoles, and surgical planning.
He noted four courses of mainstream healthcare purposes – orthodontics, dental prosthetics, listening to aids, and orthopedics – that see a mixed four hundred,000 customized scientific contraptions 3D printed per day…an fabulous number, indeed.
Dr. Tinazli moved on to talk about probably the most many imaginitive companies using 3D printing for clinical applications, starting with the startup Smile Direct membership, which either can provide an influence kit at once to a customer’s home or has one in every of its faraway SmileShops scan the enamel in order to fabricate customized dental aligners. Dr. Tinazli mentioned that dental is in an “wonderful boom section,” and additionally mentioned nivellipso, a Swiss company that makes use of HP’s MJF know-how to 3D print dental molds.
considered one of Dr. Tinazli’s favourite examples is the customized earbud manufacturing solution that Formlabs debuted at CES 2018. He cited that the earbuds are made with the equal technology and workflow as custom 3D printed hearing aids are, which is an excellent instance of 3D printing solutions within the medical world being utilized to client products.
“The greater I find out about new technologies, the extra I think it’s concerning the consumer event,” he brought up.This became the excellent segue to the 3D printed UNYQ Align scoliosis brace, which is far more gratifying for teenage patients to wear for 24 hours than the usual braces, that are typically heavy and far too sizzling.
Dr. Tinazli observed, “user adventure, even in medication, not noted during the last a long time, is getting superior.”
an additional example he brought up become HP’s FitStation platform, which is using 3D printing to carry individualized, customized-becoming shoes and orthotics.
“scientific functions can have an affect on the client,” Dr. Tinazli observed.
The speak then moved on to element-of-care (POC) 3D printing, and the way using 3D printed anatomical models earlier than surgery can reduce the size of the operation, which in turn saves on can charge and improves the affected person’s event and surgical influence. here's where full-colour 3D printing, which Dr. Tinazli referred to as “a powerful area of HP,” may also be very beneficial.
He additionally touched on additional 3D printing functions that HP technology is getting used to make, such as more relaxed cranial helmets for children, prosthetics and sockets for braces, and eyewear.
using the Jet Fusion 4210 3D printer, Dr. Tinazli pointed out that it's going to simplest cost $700-800 for a whole build of 322 sunglass constituents, which makes it viable to sell them “at a earnings.”
moreover, the MJF 300/500 3D printer collection is able to make sun shades that have custom designs, like Minecraft-themed, and might even encompass QR codes to help lessen the possibility of counterfeiting.
finally, Dr. Tinazli mentioned HP’s “newest child: metallic Jet Fusion,” which turned into delivered in late 2018 and allows companies to “dive straight into mass construction.” moreover, it may also be used for clinical functions, such as 3D printing surgical gadgets and equipment.Then got here the question and answer component of the keynote. someone asked what industries could be most instantly impacted by means of HP’s steel Jet Fusion; Dr. Tinazli answered that HP is going after knowledgeable clients in high price mass markets, like car and clinical.
an additional attendee requested about specific patient populations being checked out by HP.
“From 3D printing, we analyze it as extra of a B2B enterprise, and it’s as much as the companies we work with,” Dr. Tinazli answered. “We wouldn't have any immediate exposure to sufferers.”
He expounded on this reply extra right through the subsequent query, when a facial surgeon in the audience asked about the complete workflow of 3D printing in healthcare, when it comes to practising technicians and physicians to make use of the gadget to fabricate personalized fashions, and if HP became doing anything to address the whole spectrum of care, in place of simply presenting the 3D printer itself.
“we now have all these internal debates about how deep we’re going into the provider,” Dr. Tinazli answered, pointing out that the company may very comfortably find itself in the carrier enterprise and competing with healthcare valued clientele.
“That’s why we examine it as B2B. in any other case we would be getting too near our purchasers…truly extra profitable, however at the moment we don’t do that.”
We’ll have more to share with you from AMS 2019, so live tuned!
discuss this and other 3D printing issues at 3DPrintBoard.com or share your concepts under.[Images: Sarah Saunders unless otherwise noted]
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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.
HP Partner First is a channel partner program that provides resources and benefits for value-added resellers (VARs), systems integrators (SIs), service providers, hosting providers, independent software vendors (ISVs), distributors and other businesses that want to collaborate with HP Inc.
HP Partner First Program members can access a range of benefits, certifications and financial incentives and discounts. The membership structure has three primary tiers: Silver, Gold and Platinum. Each of these program levels has its own set of requirements, benefits and rewards.History of HP's partner program
HP Partner First Program formed following Hewlett Packard's companywide split in 2014, which resulted in two stand-alone organizations: HP Inc. and Hewlett Packard Enterprise (HPE). While HPE focuses on enterprise products and services, HP Inc. is centered on PC and printer technology.
HP Partner First Program was rolled out in 2015, alongside HPE Partner Ready Program. Elements of both programs were derived from HP's former partner program, HP PartnerOne. According to company executives at the time, initial design considerations included ensuring HP PartnerOne partners could preserve their investments in training and membership level as they migrated into the new programs.
Since its launch, HP Partner First has been updated to streamline the program. The tier structure, for example, was simplified to Silver, Gold and Platinum in 2016. That same year, the company also introduced three sales tracks to accommodate different channel business focuses: volume selling, global systems integration and specialized solutions.
After acquiring Samsung Electronics Co.'s printer business in November 2017, HP Inc. integrated the Samsung partner program with Partner First. Samsung's printer business included A3 printer technology, a segment that HP identified as a major growth opportunity for its business printing.Basics of HP Partner First
HP Partner First Program serves about 18,000 partners globally, according to HP Inc.
As of 2018, HP Inc. said it is looking to refine the global SI program within HP Partner First and expand its demo purchase program.HP ISV Partner Program
HP Inc. offers an HP ISV Partner Program for ISVs in conjunction with HP Partner First. ISV partners can access marketing, sales and technical support through two tracks: a Mobility Track to test and validate software products on HP's mobility portfolio and a Retail Track for access to HP's retail platforms.
According to HP Inc., HP ISVs are required to focus primarily on software development and HP's targeted markets. Additionally, HP ISVs must sign a partner agreement, actively promote HP and participate in pipeline reviews and sales lead sharing. HP also asks ISV to commit to solutions training and a joint business plan with HP.
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