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HP2-Z22 - Selling HP Network Solutions - Dump Information

Vendor : HP
Exam Code : HP2-Z22
Exam Name : Selling HP Network Solutions
Questions and Answers : 75 Q & A
Updated On : April 19, 2019
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HP2-Z22 Questions and Answers

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HP2-Z22 Selling HP Network Solutions

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HP2-Z22 exam Dumps Source : Selling HP Network Solutions

Test Code : HP2-Z22
Test Name : Selling HP Network Solutions
Vendor Name : HP
Q&A : 75 Real Questions

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HP Selling HP Network Solutions

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

Hewlett-Packard will at last announce end-of-sale for the VCX VoIP gadget it received with 3Com -- anything longtime VCX solution suppliers hold is a large mistake given the product's loyal channel following and skills to make HP a more true conclusion-to-end networking competitor against Cisco techniques.

HP representatives told CRN the coming near near circulation would affect most VCX items, together with servers and gateways. HP, Palo Alto, Calif., will ship the formal end-of-sale notice later this month, with the specific conclusion-sale date anticipated to be in December 2012.

HP will promote phones and application licenses into 2013 and should proceed to support VCX purchasers for the HP-commonplace five years. It additionally already is assisting bigger VCX customers with migration techniques. however for all intents and functions, 2012 should be VCX's swan track, and HP will exit the voice market, pointing companions and valued clientele towards VoIP and unified communications options from strategic allies reminiscent of Microsoft, ShoreTel and Aastra.

"it is in our optimal interest to focal point on these partnerships and de-emphasize our building of items just like the VCX," Mark Hilton, HP Networking product line supervisor, LAN area options, told CRN. "We're now not going to cut this off on the knees. but this is the correct time to transition off of that platform."

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

HP's decision bookends the lengthy decline of a once-proud set of VoIP products many partners say received lost in the shuffle following 3Com's implosion in the latter part of the ultimate decade, and then have been mostly overlooked by means of HP following its $2.7 billion acquisition of 3Com in 2010.

answer providers originally were hopeful HP would focus on the platform and make the indispensable R&D investments to retain it aggressive with Cisco, Avaya and different VoIP avid gamers. however HP in January 2011 instructed CRN it had shifted VCX into "renovation mode," that means it might see most effective simple platform updates and guide.

The dealing with of that system -- including persistent rumors that HP had regarded selling the VoIP unit -- changed into lots criticized by participants of the previous 3Com voice reseller community, who stated an in-house HP VoIP answer would benefit the complete HP Networking ecosystem on account of how voice solutions create demand for records infrastructure.

solution suppliers talked about HP hasn't communicated plenty about VCX's future, store for a vaguely worded e mail despatched to companions about six months ago saying that VCX's current utility unlock, 9.eight, would be its last update and that an end-of-sale announcement was on the horizon.

"They've informed us zero," noted Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based mostly answer company and longtime VCX partner. "I've reached out a mess of instances. They don't wish to focus on it."

Demand for the product has endured to say no during the past two years, HP's Hilton spoke of, and it no longer makes feel for the company to put money into it. HP's world PBX device market share as of 2011, in response to the Dell'Oro group, already was lower than 1 % of a market closely dominated by Avaya and Cisco and packed with challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens enterprise Communications.

however answer suppliers mentioned that if hobby in VCX is dwindling, it be partly because HP didn't put any advertising muscle behind it and failed to nurture the nevertheless-passionate community of former 3Com VoIP purchasers.

"they're willing to buy Palm and eliminate it, and spend what number of billion on Autonomy?" pointed out Mark Essayian, president of KME techniques, a Lake forest, Calif.-based mostly answer issuer. "I get that it is a small product and that it be half a % of the voice networking [market] for them. however you may spend $one hundred million on it and make it a [killer] product. you have got a community that helps it already."

"I in reality consider that they ignored the boat on this," spoke of Robert Betzel, president of Infinity community options, a Macon, Ga.-based solution provider. "They have been going to be a different player subsequent to Cisco that can give you end-to-conclusion. Now it's a piecemeal cope with distinct producers. When it be a piecemeal deal, who in reality cares if it be an HP router or switch? You lose that seamless integration and seamless continuity you get from conclusion to conclusion."

subsequent: HP Directs partners To Lync, ShoreTel, Aastra

As HP winds down VCX, the business will be directing shoppers and channel companions towards VoIP and UC options from a handful of strategic companions.

above all, HP is steering UC purchasers with 250 seats and above towards Microsoft's quick-growing to be Lync platform, HP's Hilton mentioned. For smaller purchasers, HP will focal point on partnerships with ShoreTel and Aastra, the former predominantly in North the usa and parts of Asia, and the latter typically within the EMEA area.

"You can't have a robust relationship along with your partners if you're competing with them," Hilton spoke of. "Routing, switching, management -- these things are our company. From a business viewpoint, it makes greater experience to companion."

HP additionally companions with Avaya, though basically for its direct and commercial enterprise capabilities engagements, and Hilton mentioned HP is also pleasant with solutions the use of different companies' products that can interoperate with HP's, including Cisco.

now not especially, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for decades, the two tech giants in may also 2009 unveiled a $180 million, four-yr international initiative to partner on built-in UC options that extended to Microsoft's workplace Communications Server (OCS), the forerunner of Lync. In September 2011, HP launched a Lync-optimized desk telephone.

That relationship has persisted, and past this week HP unveiled an SMB channel initiative at Microsoft's worldwide companion convention in Toronto. it be the first time HP and Microsoft have collectively come out with a selected UC channel software, and it contains established and validated reference architectures for purchasers of 250 to 2,500 employees, customizable demand-technology campaigns, a number of income and technical training materials, inclusion in Microsoft's solution Incentives program, and advertising and marketing collateral.

"With the HP UC&C with Microsoft Lync solution, you've got access to probably the most finished Lync portfolio within the marketplace from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB solutions advertising manager for HP Networking, in a Monday submit to the HP Networking corporate weblog. "The channel toolkit will assist you delivery new conversations, expand your salary opportunities and shorten your revenue cycle."

"We understand Lync is taking off; we work with some [partners] who we believe are effective companions with a superb future in UC, and we think it be within the superior pastime of our customer base," Hilton informed CRN. " something like VCX, or not it's a pretty good, solid product. but investment is prohibitive, and it's crowding and confusing the market. a few of our companions are excited on the chance and are leaping in with each toes with Microsoft. if they do not are looking to trade, it would be extra difficult for them to be aggressive longer term."

"we've been constant in executing on our [UC and collaboration] method with choice and adaptability," pointed out Kash Shaikh, director of advertising for HP Networking. "All of these companions we are working with are optimum-in-class and were innovating in this area."

Most VCX purchasers have already got moved to focal point on other structures -- "HP virtually killed it once they observed [maintenance mode]," Infinity's Betzel noted -- however their ardour continues to be. past this year, as an instance, a site called "long reside the VCX" went are living, promoted with the aid of a LinkedIn group fashioned around HP Networking-connected issues.

It includes a immediate for website friends to depart opinions on the future of the VCX.

"HP the manufacturer of the VCX has to be enlightened," reads the site's mission commentary. "they're ending the lifetime of an excellent product correct before your eyes. shoppers, companions, third birthday party carriers need this product!!! it is our accountability to let HP understand what a tremendous mistake here's. We want HP to place its full force at the back of the VCX and make it the 'Voice' product for the long run. we are able to now not settle for 3rd celebration options ... we need a product manufactured and supported with the aid of HP. by way of offering an entire portfolio, we can compete and win towards different options."

answer suppliers agreed that HP is missing out on conclusion-to-conclusion networking knowledge.

"I promote an conclusion-to-end solution. I don't sell best-of-breed," Conley referred to. "in case you buy a telephone from me, that cellphone goes to plug into an HP change, and into an HP router and, all in all, an HP answer. I try this because I sell lots of those. I want an HP answer."

Conley stated he has adequate VCX product to assist valued clientele within the brief term and is asking at different platform alternate options. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP platforms corresponding to Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.

"they may be making what they consider is the most effective enterprise determination for the company, so I do not fault HP for that," Betzel mentioned. "however we truly trust in conclusion-to-end computing, so Cisco is our choice. We accept as true with, from SMB to business, that should you can get one company that has built-in all of the aspects you want, you get the highest quality outcomes. Cisco has that fit."

"in the event that they in fact knew the route of VoIP and understood it, they would not be making this choice," referred to the CEO of an HP answer provider who's been promoting 3Com voice methods and their forerunners for a long time. "When it comes to voice, notably, consumers desire one throat to choke. ShoreTel, for instance, doesn't own the network, and if that's the case, if there are problems with a Cisco network or an HP network, ShoreTel can element its finger at that community and say, 'it be now not our product; we don't care if it works or no longer.'"

Most IT buyers decide on end-to-end solutions for the less-hassle factor on my own, the solution issuer argued. He pointed out he would stream his company to Cisco when HP's professional VCX announcement comes out.

"Cisco won this market because they may well be 'one throat to choke, ' " he mentioned. "HP is making a massive mistake right here."

next: What HP may still Have Communicated To VARs

solution providers fault HP on its conversation around VCX certainly. With so plenty speculation concerning the death of the product, the channel has had little to no air cover for helping shoppers make decisions.

"here's a credibility challenge. i am now not going to promote and my customer's no longer going to purchase some thing if I consider you are going to get out of that market in a month or two," Metropark's Conley talked about. "in case you'd give us some steadiness, inform us there may be a future for this, i am obtainable waving the flag for you nowadays. you are dumping what is still a thriving enterprise for a lot of purchasers."

"we now have a lot of purchasers that nonetheless have 3Com voice in vicinity," Infinity's Betzel observed. "loads of clients buy this stuff considering they are going to be running them for eight to 10 years. I even have one VCX customer it's received it operating at 22 websites. I ought to inform my shoppers to get prepared for whatever thing that's going to return prior to they're organized for, so i want a transparent message from HP on how they're going to support these systems for individuals that desire them."

KME's Essayian pointed out that through pursuing a foremost-of-breed, multivendor method as an alternative of an end-to-conclusion sale, HP is opening itself up to losing deals.

"i'll promote HP servers and switches, but when a client involves me and says, 'We wish to put this on a Dell,' and/or i will be able to virtualize it anyway, i'll do that," he talked about. "HP doesn't appear to get telephony, and that they have a core administration layer that would not seem to bear in mind what goes right into a voice network. What partner is going to dwell loyal to HP on just a commodity switching sale?"

Essayian pointed out he's happy together with his native crew of HP reps and makes no presumption about how to run a $127 billion enterprise. however he agreed with other solution suppliers that HP is leaving at the back of a possible-packed VoIP chance with a constructed-in, loyal channel following.

"The aspect is that this product has a toehold," Essayian observed. "yes, we're a minority, yes we're a bit loopy, but we're additionally inclined to sell the [crap] out of this product. in case you study it even cursorily, how a good deal data pull is there if you happen to promote voice? It can also be a holistic sale."

"i'm nonetheless a believer that voice pulls the data community alongside," introduced Betzel. "When the facts community does not count, and it's 'I simply want a 24-port gig switch,' they're just searching around for a person who's obtained one with low cost speeds and feeds at the most reliable price. Cisco's the one it's gone after this intelligently. Video is so critical to Cisco since it forces the dialog on upgrading the facts gadget."

The ex-3Com dealer channel is making other plans. answer providers instructed CRN they're no longer precisely expecting an HP reversal.

"we've got all moved on," Betzel stated. "I do not suppose you will discover anybody still having a bet the apartment on HP voice."

published ON JULY 11, 2012


Digital Transformation, client journey and functions-led selling Take core Stage at HP Reinvent | killexams.com Real Questions and Pass4sure dumps

March 18, 2019 10:12 ET | supply: HP Inc.

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  • HP Reinvent: World associate discussion board, HOUSTON, March 18, 2019 (GLOBE NEWSWIRE) -- these days at HP Reinvent, the company’s greatest global partner experience, HP outlined its digital transformation agenda, insights-driven go-to-market (GTM) approach and accomplice enablement enhancements.

    The expertise income channel is undergoing a dramatic shift as buyer and business purchasing habits evolve. aimed at riding associate growth in 2020 and past, the enterprise shared its strategy for navigating the dramatic shifts taking region and arming companions with the suggestion, competencies and skills to optimize salary, streamline fees, and future-proof their agencies.

    “The digital transformation of our international economic climate is impacting all facets of business on a world scale from jobs, to alternate policies to provide chains,” referred to Jos Brenkel, international Head of income and approach, HP Inc. “Our commitment to take purposeful action is unwavering - getting ready ourselves, our companions and our shoppers for what’s coming next.”

    To aid partners to straight away tap into the energy of social selling, HP now presents companions the choice of leveraging advertising building dollars to contract LinkedIn revenue Navigators. With LinkedIn sales Navigator, partners can goal the correct buyers, leverage key insights, and personalize outreach.  partners are encouraged to contact ssactivation@hp.com for further particulars.

    main the Shift to a functions-led company mannequin

    valued clientele nowadays are searching for functions-led, non-linear buying experiences, and HP is poised to assist its companions transition to these evolving earnings fashions. customer and industrial valued clientele alike are relocating promptly towards a sharing economic climate and drinking products in fully other ways, which require a shift towards effect-based mostly or consumption-driven models.

    HP nowadays delivered a few infrastructure advancements optimized for functions-led enterprise fashions through the channel – enhancements encompass: HP branded finance options, really good training, insights on purchasing habits and online elements.

    because the industry more and more strikes to XaaS (every thing-as-a-service), leasing and financing underpins HP’s approach to features-led selling—assisting the business accelerate its features and options choices.  these days the enterprise introduced HP built-in financial solutions, HP’s branded finance solution for offering partners with more flexibility to right now ramp their capabilities-primarily based company and help make certain long-term, habitual profits.

    HP built-in financial solutions might also provide alternate options similar to quick credit score approval, cell apps, computerized document management, and electronic signature and invoicing to pace and enhance the client experience. HP can be rolling out the software over the arriving months, working in partnership with one of the most world’s leading finance solution suppliers.

    To additional aid its associate ecosystem, HP these days launched the clever for Channel platform, which makes it more straightforward to access technical suggestions, working towards, how-to videos, provider manuals and advisories. immediately available by the use of the associate First portal, the shrewd for Channel mobile-capable platform includes a enormously intuitive search ability and straightforward-access to product specific aid videos.

    top-quality-In-classification practicing – Streamlined

    in response to companion comments, HP streamlined HP institution, probably the most superior world associate practicing courses with a number of enhancements. Optimized to empower and equip the enterprise’s turning out to be number of companions, the business has evolved its mammoth training and certification models to enable outcome-based mostly strategic promoting and greater equip companions to advance and grow their capabilities company and routine income circulate.

    Highlights consist of:

  • New adaptive getting to know approach to certifications across computer, Print, and elements
  • tender skills modules together with Strategic answer selling, hunting and Storytelling
  • virtual and arms-on content workshops and customised discovering paths
  • HP sales principal – One Seamless event

    To enable a extra seamless selling event, HP announced the merger of HP’s income primary (HPSC) and companion First portals right into a single unified journey, presenting partners world wide with immediate access to HP substances and a real “click one and done” journey. The portal, as a way to now reside below the HP earnings significant Umbrella, additionally features a totally-intuitive presentation builder and my workspace personalization capabilities.

    one of the vital interactive new additions to HPSC is a new chatbot ability appearing as an AI conversational assistant. The HP Chatbot provides solutions to any queries related to an HP product search for more than eighty,000 energetic SKUs across the HP portfolio, enabling partners to without difficulty navigate products a great deal greater right away - returning between 35-55 minutes per week1.

    HP will also roll out a brand new Gamification-as-a-provider feature, available on both the cell and laptop models of HP earnings crucial. the new application encourages clients to take part in an interactive discovering environment complemented with challenges, competitions, rewards, consciousness and a digital shop to redeem program facets. The unified web site launches mid-April with full functionality of legacy websites during the calendar year.

    range & Inclusion partner Pledge

    as the business navigates continually altering social and cultural environments, HP continues to be strongly committed to range and inclusion (D&I). range ends up in more desirable groups, more huge innovation, and improved items and services.

    At HP Reinvent, not simplest will there be a session committed to how companions can take action on expanding D&I of their workplace, partners will even have the chance to sign the ‘D&I Pledge’ – together with a decent evaluation of their latest state, and a comply with-on practicing session on a way to create and install a D&I plan of their enterprise, and in one year re-take the evaluation to measure their efforts and improvements.

    About HPHP Inc. creates know-how that makes lifestyles more advantageous for all and sundry, everywhere. via our portfolio of printers, PCs, cell devices, solutions, and functions, we engineer experiences that amaze. greater tips about HP Inc. is purchasable at http://www.hp.com.

    resources:1 HP interior calculation in accordance with average time it takes companions to discover HP information on latest website vs time it takes to locate the equal suggestions on the HP Chatbot

    Maha Neouchy, HP Inc.Maha.Neouchy@hp.com

    www.hp.com/go/newsroom                                                                                                                                 


    HP Brings New options at HP Reinvent to boost enterprise | killexams.com Real Questions and Pass4sure dumps

    HP Inc. HPQ these days introduced lower back-to-again new offerings at its ongoing coveted innovation-best experience, HP Reinvent. The array includes expansion in printing portfolio, protection service, industrial digital reality (VR) headset and new PCs.

    preserving clients’ digital transformation event, customer adventure and functions-led selling in focal point, HP goals to pressure consumer and partner growth plus increase habitual revenues in 2020 and beyond.

    as the company finally ends up HP Reinvent on Mar 20, we take a brief analyze some of the new offerings and its expected affect on the enterprise’s prospects.

    center of attention on features-driven company model

    right through the route of the adventure, HP announced certain upgrades in infrastructure to make room for features-led business fashions in the course of the channel together with financial options, specialized practicing, analyze on buying behavior and online supplies.

    HP built-in financial solutions that includes fast credit approval, cellular apps, automatic document management and electronic signature among other options will allow companions to ramp up their carrier-primarily based corporations to ensure long-term routine revenues.

    The enterprise additionally launched the intelligent for Channel mobile-ready platform, on the way to enable partners to access technical assistance, provider manuals and numerous training strategies via the accomplice First portal.

    promoting protection-as-a-provider, HP also brought a protection-concentrated managed service, HP DaaS Proactive security provider, developed to video display and respond to undetected attacks in a bid to handle the transforming into endpoint protection challenges.

    Eco-pleasant Prints

    HP performed its 100% zero deforestation intention with its HP-branded paper, two years ahead of the time limit. The business introduced that its Managed Print functions will continue to assist carbon neutrality and woodland positivity.

    HP printers run on closed-loop recycled plastics, which support cutting back the usage of more raw materials. Per administration, clients have pronounced decrease carbon footprint up to 33% yearly.

    The enterprise introduced that it's on schedule to attain zero deforestation of its paper-based mostly packaging through 2020.

    expansion of VR Portfolio

    HP’s new VR headset, HP Reverb virtual fact Headset — expert version, aims to handle visible first-rate, fit and luxury and deployment of VR solutions.

    The headset boasts 2160 x 2160 panel per eye with double the resolution1 and 114-degree box of view, which is fairly marvelous.

    improvements in client and business PCs

    HP has also elevated its advanced Micro devices AMD industrial portfolio, designed for a latest small and medium-sized company (SMB) personnel. It introduced the HP ProBook 445R G6, HP ProBook 455R G6 and the HP ProDesk 405 G4 computer Mini, every powered by means of selected processors from AMD Ryzen sequence.

    HP also introduced HP Premier Care options to raise its top class business notebooks together with HP EliteBooks and HP ZBooks. the new set of laptops featuring HP ENVY 13, HP ENVY x360 15 and HP ENVY 17 are built on the newest Intel INTC processors, holding mobility in intellect.

    base line

    Product innovation and differentiation are the key drivers that aided HP to keep its main position in the computer market. above all, in IDC and Gartner's newest reports on fourth-quarter 2018 pc shipment, HP held the 2d spot among the many global computing device providers.

    We believe that the constant product launches will assist HP reside afloat within the existing uncertain macroeconomic environment. The series of announcements in the past month appeared a timely move for the business’s betterment of company.

    HP Inc. salary (TTM)

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    Selling HP Network Solutions

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

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

    HP representatives told CRN the forthcoming move would affect most VCX products, including servers and gateways. HP, Palo Alto, Calif., will send the formal end-of-sale notice later this month, with the actual end-sale date expected to be in December 2012.

    HP will sell phones and software licenses into 2013 and will continue to support VCX customers for the HP-standard five years. It also already is assisting larger VCX customers with migration strategies. But for all intents and purposes, 2012 will be VCX's swan song, and HP will exit the voice market, pointing partners and customers toward VoIP and unified communications solutions from strategic allies such as Microsoft, ShoreTel and Aastra.

    "It is in our best interest to focus on those partnerships and de-emphasize our development of products like the VCX," Mark Hilton, HP Networking product line manager, LAN Edge Solutions, told CRN. "We're not going to cut this off at the knees. But this is the right time to transition off of that platform."

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

    HP's decision bookends the long decline of a once-proud set of VoIP products many partners say got lost in the shuffle following 3Com's implosion in the latter part of the last decade, and then were largely ignored by HP following its $2.7 billion acquisition of 3Com in 2010.

    Solution providers initially were hopeful HP would focus on the platform and make the necessary R&D investments to keep it competitive with Cisco, Avaya and other VoIP players. But HP in January 2011 told CRN it had shifted VCX into "maintenance mode," meaning it would see only basic platform updates and support.

    The handling of that process -- including persistent rumors that HP had considered selling the VoIP unit -- was much criticized by members of the former 3Com voice reseller community, who said an in-house HP VoIP solution would benefit the whole HP Networking ecosystem because of how voice solutions create demand for data infrastructure.

    Solution providers said HP hasn't communicated much about VCX's future, save for a vaguely worded email sent to partners about six months ago saying that VCX's current software release, 9.8, would be its last update and that an end-of-sale announcement was on the horizon.

    "They've told us zero," said Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based solution provider and longtime VCX partner. "I've reached out a multitude of times. They don't want to talk about it."

    Demand for the product has continued to decline in the past two years, HP's Hilton said, and it no longer makes sense for the company to invest in it. HP's global PBX system market share as of 2011, according to the Dell'Oro Group, already was less than 1 percent of a market heavily dominated by Avaya and Cisco and choked with challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens Enterprise Communications.

    But solution providers said that if interest in VCX is dwindling, it's partly because HP did not put any marketing muscle behind it and failed to nurture the still-passionate community of former 3Com VoIP dealers.

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

    "I really think that they missed the boat on this," said Robert Betzel, president of Infinity Network Solutions, a Macon, Ga.-based solution provider. "They were going to be another player next to Cisco that can give you end-to-end. Now it's a piecemeal deal with different manufacturers. When it's a piecemeal deal, who really cares if it's an HP router or switch? You lose that seamless integration and seamless continuity you get from end to end."

    NEXT: HP Directs Partners To Lync, ShoreTel, Aastra

    As HP winds down VCX, the company will be directing customers and channel partners toward VoIP and UC solutions from a handful of strategic partners.

    Specifically, HP is steering UC customers with 250 seats and above toward Microsoft's fast-growing Lync platform, HP's Hilton said. For smaller customers, HP will focus on partnerships with ShoreTel and Aastra, the former predominantly in North America and parts of Asia, and the latter mostly in the EMEA region.

    "You can't have a strong relationship with your partners if you're competing with them," Hilton said. "Routing, switching, management -- these things are our business. From a business perspective, it makes more sense to partner."

    HP also partners with Avaya, though primarily for its direct and enterprise services engagements, and Hilton said HP is also fine with solutions using other vendors' products that can interoperate with HP's, including Cisco.

    Not surprisingly, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for decades, the two tech giants in May 2009 unveiled a $180 million, four-year global initiative to partner on integrated UC solutions that extended to Microsoft's Office Communications Server (OCS), the forerunner of Lync. In September 2011, HP released a Lync-optimized desk phone.

    That relationship has continued, and earlier this week HP unveiled an SMB channel initiative at Microsoft's Worldwide Partner Conference in Toronto. It's the first time HP and Microsoft have jointly come out with a specific UC channel program, and it includes tested and validated reference architectures for customers of 250 to 2,500 employees, customizable demand-generation campaigns, a range of sales and technical training resources, inclusion in Microsoft's Solution Incentives Program, and marketing collateral.

    "With the HP UC&C with Microsoft Lync solution, you have access to the most comprehensive Lync portfolio in the marketplace from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB solutions marketing manager for HP Networking, in a Monday post to the HP Networking corporate blog. "The channel toolkit will help you start new conversations, expand your revenue opportunities and shorten your sales cycle."

    "We know Lync is taking off; we work with some [partners] who we think are strong partners with a good future in UC, and we think it's in the best interest of our customer base," Hilton told CRN. "Looking at something like VCX, it's a good, solid product. But investment is prohibitive, and it's crowding and confusing the market. A few of our partners are excited at the opportunity and are jumping in with both feet with Microsoft. If they don't want to change, it'll be more difficult for them to be competitive longer term."

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

    Most VCX dealers already have moved to focus on other platforms -- "HP essentially killed it when they said [maintenance mode]," Infinity's Betzel said -- but their passion remains. Earlier this year, for example, a website called "Long Live the VCX" went live, promoted by a LinkedIn group formed around HP Networking-related issues.

    It includes a prompt for site visitors to leave opinions on the future of the VCX.

    "HP the manufacturer of the VCX needs to be enlightened," reads the site's mission statement. "They are ending the life of a great product right before your eyes. Customers, partners, 3rd party vendors WANT this product!!! It is our responsibility to let HP know what a huge mistake this is. We want HP to put its full force behind the VCX and make it the 'Voice' product for the future. We will not accept 3rd party solutions ... we want a product manufactured and supported by HP. By providing a complete portfolio, we can compete and win against other solutions."

    Solution providers agreed that HP is missing out on end-to-end networking potential.

    "I sell an end-to-end solution. I don't sell best-of-breed," Conley said. "If you buy a phone from me, that phone is going to plug into an HP switch, and into an HP router and, all in all, an HP solution. I do that because I sell a lot of those. I want an HP solution."

    Conley said he has enough VCX product to support customers in the short term and is looking at other platform options. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP platforms such as Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.

    "They're making what they think is the best business decision for the company, so I don't fault HP for that," Betzel said. "But we really believe in end-to-end computing, so Cisco is our option. We believe, from SMB to enterprise, that when you can get one manufacturer that has integrated all of the features you need, you get the best outcome. Cisco has that fit."

    "If they really knew the direction of VoIP and understood it, they wouldn't be making this decision," said the CEO of an HP solution provider who's been selling 3Com voice systems and their forerunners for decades. "When it comes to voice, especially, customers want one throat to choke. ShoreTel, for example, doesn't own the network, and in that case, if there are problems with a Cisco network or an HP network, ShoreTel can point its finger at that network and say, 'It's not our product; we don't care if it works or not.'"

    Most IT buyers prefer end-to-end solutions for the less-hassle factor alone, the solution provider argued. He said he would move his business to Cisco when HP's official VCX announcement comes out.

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

    NEXT: What HP Should Have Communicated To VARs

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

    "This is a credibility issue. I'm not going to sell and my customer's not going to buy something if I think you're going to get out of that market in a month or two," Metropark's Conley said. "If you'd give us some stability, tell us there's a future for this, I'm out there waving the flag for you today. You're dumping what is still a thriving business for a lot of dealers."

    "We have a lot of clients that still have 3Com voice in place," Infinity's Betzel said. "A lot of clients buy these things thinking they're going to be running them for eight to 10 years. I have one VCX client that's got it running at 22 sites. I have to tell my clients to get prepared for something that's going to come sooner than they're prepared for, so I need a clear message from HP on how they're going to support these platforms for people that want them."

    KME's Essayian said that by pursuing a best-of-breed, multivendor approach instead of an end-to-end sale, HP is opening itself up to losing deals.

    "I will sell HP servers and switches, but if a customer comes to me and says, 'We want to put this on a Dell,' and/or I can virtualize it anyway, I'll do that," he said. "HP doesn't seem to get telephony, and they have a middle management layer that doesn't seem to understand what goes into a voice network. What partner is going to stay loyal to HP on just a commodity switching sale?"

    Essayian said he's happy with his local team of HP reps and makes no presumption about how to run a $127 billion company. But he agreed with other solution providers that HP is leaving behind a potential-packed VoIP opportunity with a built-in, loyal channel following.

    "The point is this product has a toehold," Essayian said. "Yes, we're a minority, yes we're a little crazy, but we're also willing to sell the [crap] out of this product. If you look at it even cursorily, how much data pull is there when you sell voice? It can be a holistic sale."

    "I am still a believer that voice pulls the data network along," added Betzel. "When the data network doesn't matter, and it's 'I just need a 24-port gig switch,' they're just looking around for someone who's got one with reasonable speeds and feeds at the best price. Cisco's the one that's gone after this intelligently. Video is so important to Cisco because it forces the conversation on upgrading the data equipment."

    The ex-3Com dealer channel is making other plans. Solution providers told CRN they're not exactly expecting an HP reversal.

    "We've all moved on," Betzel said. "I don't think you'll find anyone still betting the house on HP voice."

    PUBLISHED ON JULY 11, 2012


    HP launches DataPass to sell prepaid 3G data plans, service piggybacks on Sprint's network | killexams.com real questions and Pass4sure dumps

    It looks like HP is getting into the prepaid data game. The company just announced DataPass, a solution that lets you purchase 3G service from your laptop. The service is HP-branded, and that isn't just marketing hype -- the company bought wholesale spectrum data from Sprint and is setting its own prices, effectively turning the PC maker into an MVNO. The no-contract plans start at $5 for a modest 75MB, which HP says is enough for about five hours of use, and stretch up to $30 for 1GB. Look for it as an option across the company's lineup of business notebooks with the Qualcomm Gobi un2400 radio module.

    HP Sells Network Security Business TippingPoint To Trend Micro For $300M | killexams.com real questions and Pass4sure dumps

    On the heels of Dell buying EMC for $67 billion and Western Digital buying SanDisk for $19 billion, HP is selling off its TippingPoint network security business to TrendMicro for $300 million. TippingPoint is a provider of next-generation intrusion systems and network security solutions, and HP says that in future it will resell network security services from partners (including TrendMicro) rather than own its own assets.

    The move comes in advance of HP completing a break-up of its business into PC and corporate services, a move it announced last year would be complete by the end of this fiscal year.

    HP was rumored in September to be shopping TippingPoint for between $200 million and $300 million. The deal is expected to close by the end of Q4.

    Trend Micro says that the deal will include security technology, IP, industry expertise and TippingPoint’s customer base. It will be combining TippingPoint’s business with its existing network security operations in a new business unit called Network Defense.

    At the same time, HP says that it is pulling out of having its own network security business and will instead partner with third parties for such services “so we can invest in other areas of our security portfolio.” HP says that after the deal closes it will continue to partner with TippingPoint as a “strategic customer and partner.”

    Trend Micro and HP have had a strategic partnership in place since 2014. Trend Micro is positioning this as its way of completing the range of security solutions that they can offer to enterprises, while keeping some continuity in the HP relationship.

    “Organizations need a layered threat defense working seamlessly across the enterprise to address threats before, during and after an attack,” said Eva Chen, CEO of Trend Micro in a statement. “This new next-generation network defense solution combines our best-in-class network breach detection system, with proven intrusion prevention and response capabilities from TippingPoint.  Given our tenure with both HP and TippingPoint technology, we are excited about the agility of this acquisition and the value it will create for customers.”

    The rise in cloud computing and IP-everything has led to an increase in malicious hacking and other cybercrime, and that in turn has led to a much larger priority for network security investments among enterprises.

    But at the same time, as the space becomes more sophisticated, it looks like we may see yet more companies emerge that focus just on security rather than trying to offer a full stack of IT services.

    TippingPoint became a part of HP in 2010, when its previous owner 3Com was acquired by HP for $2.7 billion. Before that, 3Com bought TippingPoint in 2005 for $442 million — making today’s $300 million price something of a steal.



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