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Hewlett-Packard will ultimately announce conclusion-of-sale for the VCX VoIP equipment it received with 3Com -- anything longtime VCX solution suppliers keep is a large mistake given the product's loyal channel following and competencies to make HP a truer conclusion-to-conclusion networking competitor towards Cisco techniques.
HP representatives instructed CRN the drawing close move would have an effect on most VCX products, together with servers and gateways. HP, Palo Alto, Calif., will send the formal conclusion-of-sale notice later this month, with the specific end-sale date anticipated to be in December 2012.
HP will sell phones and utility licenses into 2013 and should proceed to guide VCX purchasers for the HP-general five years. It additionally already is assisting larger VCX customers with migration ideas. however for all intents and applications, 2012 may be VCX's swan music, and HP will exit the voice market, pointing companions and purchasers toward VoIP and unified communications options from strategic allies such as Microsoft, ShoreTel and Aastra.
"it's in our top-rated interest to focus on those partnerships and de-emphasize our construction of products just like the VCX," Mark Hilton, HP Networking product line supervisor, LAN aspect options, informed CRN. "We're now not going to reduce this off at the knees. however this is the correct time to transition off of that platform."
[Related: HP Hangs Up On 3Com VoIP VARs ]
HP's choice bookends the long decline of a as soon as-proud set of VoIP products many partners say obtained lost in the shuffle following 3Com's implosion within the latter part of the closing decade, after which have been mostly left out by means of HP following its $2.7 billion acquisition of 3Com in 2010.
answer providers initially have been hopeful HP would focus on the platform and make the indispensable R&D investments to preserve it aggressive with Cisco, Avaya and other VoIP players. but HP in January 2011 advised CRN it had shifted VCX into "maintenance mode," meaning it will see most effective primary platform updates and help.
The handling of that manner -- together with persistent rumors that HP had regarded promoting the VoIP unit -- become a great deal criticized by means of contributors of the previous 3Com voice reseller community, who spoke of an in-apartment HP VoIP solution would advantage the total HP Networking ecosystem on account of how voice options create demand for statistics infrastructure.
solution providers noted HP hasn't communicated lots about VCX's future, shop for a vaguely worded email despatched to companions about six months ago saying that VCX's current utility liberate, 9.8, could be its remaining update and that an conclusion-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 provider and longtime VCX companion. "I've reached out a mess of times. They don't want to discuss it."
Demand for the product has endured to say no in the past two years, HP's Hilton talked about, and it now not makes feel for the enterprise to put money into it. HP's global PBX device market share as of 2011, based on the Dell'Oro neighborhood, already changed into below 1 percent of a market closely dominated through Avaya and Cisco and jam-packed with challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens commercial enterprise Communications.
however solution providers noted that if interest in VCX is dwindling, or not it's partly as a result of HP didn't put any advertising muscle behind it and did not nurture the still-passionate group of former 3Com VoIP buyers.
"they're inclined to buy Palm and cast off it, and spend how many billion on Autonomy?" said Mark Essayian, president of KME systems, 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. but you might spend $a hundred million on it and make it a [killer] product. you've got a community that supports it already."
"I in reality feel that they ignored the boat on this," referred to Robert Betzel, president of Infinity community solutions, a Macon, Ga.-primarily based answer provider. "They were going to be one other player subsequent to Cisco that may give you conclusion-to-conclusion. Now it's a piecemeal cope with distinctive manufacturers. When it be a piecemeal deal, who in fact cares if or not it's an HP router or swap? You lose that seamless integration and seamless continuity you get from conclusion to conclusion."
next: HP Directs companions To Lync, ShoreTel, Aastra
As HP winds down VCX, the enterprise could be directing purchasers and channel companions towards VoIP and UC options from a handful of strategic partners.
chiefly, HP is steering UC valued clientele with 250 seats and above toward Microsoft's quickly-growing to be Lync platform, HP's Hilton pointed out. For smaller consumers, HP will center of attention on partnerships with ShoreTel and Aastra, the previous predominantly in North america and materials of Asia, and the latter commonly in the EMEA area.
"You can't have a powerful relationship together with your companions when you are competing with them," Hilton noted. "Routing, switching, administration -- this stuff are our company. From a business point of view, it makes extra feel to accomplice."
HP also companions with Avaya, even though essentially for its direct and enterprise functions engagements, and Hilton said HP is also great with options using other vendors' products that may interoperate with HP's, including Cisco.
no longer enormously, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for many years, the two tech giants in can also 2009 unveiled a $180 million, 4-12 months world initiative to associate on built-in UC solutions that prolonged to Microsoft's workplace Communications Server (OCS), the forerunner of Lync. In September 2011, HP released a Lync-optimized desk mobilephone.
That relationship has persisted, and past this week HP unveiled an SMB channel initiative at Microsoft's global associate conference in Toronto. it's the primary time HP and Microsoft have jointly come out with a specific UC channel software, and it comprises demonstrated and validated reference architectures for customers of 250 to 2,500 personnel, customizable demand-era campaigns, more than a few earnings and technical practising elements, inclusion in Microsoft's answer Incentives program, and marketing collateral.
"With the HP UC&C with Microsoft Lync solution, you have access to probably the most complete 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 publish to the HP Networking company weblog. "The channel toolkit will support you beginning new conversations, expand your profits alternatives and shorten your income cycle."
"We understand Lync is taking off; we work with some [partners] who we think are potent companions with a superb future in UC, and we believe or not it's in the ideal hobby of our consumer base," Hilton told CRN. " whatever thing like VCX, it be a very good, strong product. but investment is prohibitive, and it be crowding and confusing the market. just a few of our partners are excited on the possibility and are leaping in with both ft with Microsoft. if they do not are looking to trade, it is going to be greater tricky for them to be competitive long run."
"we've been constant in executing on our [UC and collaboration] strategy with option and flexibility," observed Kash Shaikh, director of advertising and marketing for HP Networking. "All of these partners we're working with are most fulfilling-in-classification and have been innovating in this area."
Most VCX buyers already have moved to center of attention on other structures -- "HP pretty much killed it once they spoke of [maintenance mode]," Infinity's Betzel noted -- however their ardour remains. previous this 12 months, as an instance, a website known as "long reside the VCX" went reside, promoted by a LinkedIn community shaped around HP Networking-related considerations.
It contains a on the spot for website visitors to go away opinions on the future of the VCX.
"HP the brand of the VCX has to be enlightened," reads the website's mission commentary. "they are ending the lifetime of a great product correct before your eyes. customers, partners, 3rd birthday celebration vendors want this product!!! it is our responsibility to let HP comprehend what an important mistake here's. We desire HP to place its full drive behind the VCX and make it the 'Voice' product for the long run. we will now not settle for third celebration options ... we desire a product manufactured and supported by using HP. through proposing a complete portfolio, we are able to compete and win towards different solutions."
solution suppliers agreed that HP is lacking out on end-to-conclusion networking advantage.
"I promote an conclusion-to-end answer. I do not sell premier-of-breed," Conley noted. "if you buy a mobilephone from me, that cell is going to plug into an HP switch, and into an HP router and, all in all, an HP answer. I do this as a result of I sell a lot of these. I desire an HP solution."
Conley mentioned he has enough VCX product to aid customers in the short term and is asking at different platform alternatives. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP structures corresponding to Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.
"they may be making what they suppose is the top-quality business choice for the enterprise, so I don't fault HP for that," Betzel spoke of. "however we basically accept as true with in conclusion-to-end computing, so Cisco is our option. We believe, from SMB to commercial enterprise, that in case you can get one manufacturer that has integrated all of the points you want, you get the optimum effect. Cisco has that fit."
"in the event that they in reality knew the route of VoIP and understood it, they would not be making this resolution," talked about the CEO of an HP solution provider who's been selling 3Com voice systems and their forerunners for many years. "When it comes to voice, notably, purchasers desire one throat to choke. ShoreTel, for instance, does not personal the community, and if so, if there are issues with a Cisco network or an HP network, ShoreTel can element its finger at that network and say, 'it be no longer our product; we don't care if it really works or not.'"
Most IT buyers choose end-to-end options for the less-trouble factor by myself, the answer provider argued. He pointed out he would circulate his company to Cisco when HP's legit VCX announcement comes out.
"Cisco won this market as a result of they could be 'one throat to choke, ' " he observed. "HP is making an immense mistake here."
subsequent: What HP may still Have Communicated To VARs
answer providers fault HP on its communique around VCX exceptionally. With so a good deal hypothesis concerning the loss of life of the product, the channel has had little to no air cowl for assisting purchasers make choices.
"this is a credibility situation. i'm not going to promote and my consumer's no longer going to purchase anything if I believe you might be going to get out of that market in a month or two," Metropark's Conley talked about. "if you'd give us some stability, tell us there's a future for this, i am available waving the flag for you today. you're dumping what continues to be a thriving company for a lot of dealers."
"we now have loads of shoppers that nonetheless have 3Com voice in place," Infinity's Betzel observed. "lots of valued clientele buy these things considering they'll be operating them for eight to 10 years. I have one VCX client that's received it operating at 22 sites. I must tell my customers to get prepared for whatever thing that's going to come back sooner than they are organized for, so i would like a clear message from HP on how they will support these systems for people that desire them."
KME's Essayian said that by means of pursuing a most advantageous-of-breed, multivendor strategy as an alternative of an conclusion-to-conclusion sale, HP is opening itself as much as dropping offers.
"i will promote HP servers and switches, but if a consumer comes to me and says, 'We wish to put this on a Dell,' and/or i will virtualize it anyway, i'll try this," he talked about. "HP would not appear to get telephony, and that they have a center management layer that does not appear to be aware what goes right into a voice community. What partner is going to stay loyal to HP on only a commodity switching sale?"
Essayian stated he's chuffed with his local team of HP reps and makes no presumption about a way to run a $127 billion business. but he agreed with different solution suppliers that HP is leaving behind a potential-packed VoIP chance with a constructed-in, loyal channel following.
"The point is this product has a toehold," Essayian observed. "sure, we're a minority, sure we're a bit loopy, however we're also willing to promote the [crap] out of this product. if you study it even cursorily, how a lot records pull is there if you happen to sell voice? It may also be a holistic sale."
"i'm still a believer that voice pulls the facts community alongside," delivered Betzel. "When the facts community would not rely, and or not it's 'I just need a 24-port gig change,' they may be just searching round for someone who's obtained one with competitively priced speeds and feeds at the most efficient price. Cisco's the one it truly is gone after this intelligently. Video is so essential to Cisco since it forces the conversation on upgrading the data gadget."
The ex-3Com broking channel is making different plans. answer providers told CRN they may be no longer exactly anticipating an HP reversal.
"we have now all moved on," Betzel noted. "I do not believe you'll find anyone still betting the condo on HP voice."
posted ON JULY 11, 2012
i can’t take my palms off the HP Spectre FolioRemove non-product link. light-weight and wholly sheathed in leather, it feels first-rate in a way that a metal- or plastic-clad desktop by no means may. thanks to its power-sipping Intel Core Y processor, it generates scant warmth, and its battery lasts a really long term.
Of course, there are respectable the explanation why we make computer systems out of difficult materials that hang up well to use and abuse. That’s why I spent several months using the Spectre Folio on trains, buses, and planes, out and in of my bag, and on and off my lap. The miles and hours have been sufficient to prove any computing device.
the decision? I’d gladly take the HP Spectre Folio any place. It’s a skinny-and-light laptop made even better with its enjoyable looks and design, and unheard of consolation.
No beauty comes devoid of sacrifice, even though. The Spectre Folio sacrifices some efficiency to hold its slim chassis cool, notwithstanding it should be tough to notice in case you keep on with mainstream purposes.
there is additionally one large unknown: how the leather will cling up over years. within the latter case, at least i will be able to say that according to my experiences with the Spectre Folio and other notable leather items, I believe comparatively cheap care will maintain it looking notable.HP Spectre Folio pricing and specs
HP stuffed a impressive volume into the skinny Spectre Folio. The computer has a starting expense of $1,300, and our evaluation unit expenses $1,600 from HP.com. As we run during the specs, we’ll word alternatives distinct from these in our evaluate unit.Daniel Masaoka/IDG
Yep, it’s all leather from the lid to the bottom.
Shell: Full-grain leather, in Cognac Brown (our evaluation unit) or Bordeaux Burgundy.
reveal: 13.three-inch Full HD (1920x1080) IPS WLED backlit touchscreen with Corning Gorilla Glass 4 (our review unit). The maximum brightness is a really first-rate 400 nits. A 4K UHD panel is a $one hundred twenty improve.
pics: Intel UHD photos 615 (integrated).
reminiscence: starting at 8GB of LPDDR3-1866 SDRAM (16GB on our overview unit).
Storage: 256GB PCIe NVMe M.2 SSD.
Networking: Intel 802.11b/g/n/ac 2x2 Wi-FI and Bluetooth 4.2 combo with MU-MIMO assist. Our LTE evaluation unit has two e-SIM slots beneath the screen hinge.
camera: entrance-facing HP WideVision FHD IR webcam .Melissa Riofrio/IDG
The HP Spectre Folio sat very easily on my lap right through a two-hour coach commute. word I’m in no need of the AC outlet with the aid of my seat.
Pen: HP’s battery-powered Pen comes typical. the lean Pen, which recharges by means of USB-C, is an $eighty alternative.
Ports: Two USB three.1 Gen 2 (10Gbps)/Thunderbolt 3, one usual USB 3.1 Gen 1 (5Gbps) category-C, and one 3.5mm audio jack. Sorry, no HDMI, ethernet, or SD card support (for these, try our USB-C hub purchasing e-book).
Battery: 6-telephone, fifty four.28Whr lithium ion polymer. HP estimates 12.seventy five to 21 hours of life. Your mileage will differ, notably in case you crank up the display brightness or buy the LTE mannequin.
Dimensions: 12.6 x 9.23 x 0.6 inches.
Weight: three.24 to 3.28 pounds, counting on the mannequin.Spectre Folio design: thin is in
HP worked difficult to make the Spectre Folio so thin. As I targeted in my hands-on with the Folio, the backside consists of an aluminum panel bonded to the keyboard tray. HP used lighter magnesium below the leather-based lid so the computing device wouldn’t be appropriate-heavy.HP
The HP Spectre Folio has an aluminum panel on the bottom and magnesium on the suitable. The slender motherboard nestles above the keyboard.
The substantial, island-trend keyboard has 1.3mm of commute—fairly respectable for whatever thing this skinny, and comfortable all through my many hours with it. The keys are absolutely flat, and a little bit matte in order that they aren’t too slippery (but they do exhibit greasy fingerprints).
I’m now not partial to clickpads, but the Spectre Folio’s works high-quality. It’s a little small, and color-matched to the leather-based.Daniel Masaoka/IDG
The keyboard has 1.3mm of shuttle, no longer bad for a computing device this thin.
The speakers, designed with audio company Bang & Olufsen, lie below a exceptional grillework above the keyboard. Like most computer speakers, they sound tinny on their personal, but they obtain outstanding quantity. Headphones unleash more advantageous excellent from the audio subsystem.
The motherboard is a mere strip working beneath the speakers, the outcome of an in depth partnership between Intel and HP. if you get the LTE edition, the antenna is built into the excellent of the lid to keep away from interference from the motherboard.HP
Intel partnered with HP to make the teeny motherboard for the Spectre Folio, a mere strip working along the desirable of the keyboard.
Having completed thin and light, let's see how the Spectre Folio builds upon those characteristics with its enjoyable leather casing.What it’s like to use a leather-based computing device
To those who’d ask, “Why would you ever construct a computing device out of leather?” it’s fair to answer, “Why now not?” We already use leather-based for footwear, bags, athletic machine, and driving tack because it’s long lasting and flexible. The Spectre Folio’s leather become made with a chrome-based tanning system it's also used for motor vehicle seats. It’s stain- and waterproof, with a pebbly texture.
HP advises taking care of the Spectre Folio just as you could possibly a leather jacket or purse. And exceptionally, most of HP’s care directions—such as cleansing with a tender fabric, and avoiding harsh chemical substances and abrasive surfaces—would also apply to a tough-shell laptop. however there’s also a slightly less intuitive warning: “HP does not advocate making use of leather-based protectant or sealant items.”
I carried the Spectre Folio in a computer bag, as i'd with any computing device, and that i handled it similar to any computing device. After a couple of months of use, it nevertheless appears like new. I also respect how the Spectre Folio’s floor is effortless to grip and doesn’t reveal fingerprints. The glued edges of the leather-based are probably the weakest element, however thus far they’ve held mighty.Daniel Masaoka/IDG
The leather edge made ports a little hard to access.
My adventure when the Spectre Folio is truly on my lap seals the deal. The leather is tender and breathable, and its texture makes it less vulnerable to sliding off my knees.
I also can't overemphasize the classy and sensual aspects of the Spectre Folio's exterior. bloodless, challenging metallic or plastic has nothing on the warmth and beauty of leather-based. HP even designed a little stitching into the lid and the pen loop to evoke handmade items.
probably the most few, minor hassles I experienced changed into in port accessibility. because the leather edges overhang either side a bit of, I kept hitting them with my cable connector as I aimed for a port.Does a leather desktop get hot?
Many readers have asked even if the Spectre Folio receives scorching. It’s a good query because the fanless computing device has basically no air flow—simply a protracted, open channel (see above) where the leather-based loosely covers the hinge between the lid and the keyboard.
I hardly retain ordinary laptops on my lap for prolonged periods as a result of they generate too plenty heat. but the Spectre Folio is the contrary: easily cool the substantial majority of the time.Melissa Riofrio/IDG
This FLIR warmth sensor map shows the sizzling spot that developed once in a while around the CPU on the HP Spectre Folio’s slender motherboard.
It got highly hotter on a few random occasions, after prolonged use. I measured it with a FLIR sensor at 109.eight degrees Fahrenheit, focused (no longer relatively) over the CPU. HP confirmed this studying to be “within tolerance.” The Spectre Folio’s dismal performance in our HandBrake CPU look at various (see our performance area, beneath) suggests that, normal, the laptop sacrifices performance to stay cool. There’s even a “Cool” mode you can set by way of the device BIOS (a “Balanced” mode is the default), but we’d wager efficiency would take a big dive if you did so.The ingenious reveal
The Spectre Folio’s 13.three-inch touchscreen is bright and crisp with extensive viewing angles, but there’s a lot more to it. For one, it makes use of Intel’s low-vigour reveal know-how (LDPT), which runs on as little as 1 watt of vigour (up to 1.5W-1.6W at optimum brightness), compared to 2 watts for a typical non-LPDT screen. This frugal design helps achieve the Spectre Folio’s long battery life.
The monitor design is strangely versatile. It attaches most effective to the right a part of the lid, with a hinge within the core, and gentle magnets at the bottom. which you could flip it out from the center partway into a tentlike viewing mode, or completely flat to make use of like a pill. be aware that in tablet mode, the flipped monitor covers the keyboard, so you shouldn't have that bizarre upside-down keyboard condition of most convertibles.HP
The HP Spectre Folio’s screen strikes from clamshell to viewing to pill modes.
the first few times you utilize the screen, you could flip it outward unintentionally, particularly in case you grip it from the aspect. The flip is harmless, nevertheless it momentarily appears like the monitor has damaged off. in case you grip it from the correct, it transitions easily.
The Spectre Folio bundles an HP Pen. It has 1,024 ranges of drive, which HP interpolates via firmware to four,096 levels. It attaches to the Spectre Folio the use of a stitched-leather pen loop that you simply apply permanently into a special slit within the chassis. Open pen loops are a little of a trouble, however they’re stronger than nothing.HP Spectre Folio efficiency
Let’s be clear: The Spectre Folio offers capable mainstream efficiency, but it surely’s not a workhorse computing device, not to mention a gaming computer. A fanless design in such a thin package calls for that the Folio sacrifice pace to control heat, and this indicates in definite assessments.
We compared the Folio to equivalent convertible-curb-2-in-1 laptops, the place the screen rotates (corresponding to with Samsung’s notebook 9 Pen), or the place it detaches (corresponding to with Microsoft’s surface seasoned 6). We additionally tried to avoid our comparisons to a certain type of CPU. We haven’t confirmed the rest with the Spectre Folio’s twin-core Core i7-8500Y chip, so we encompass an HP Spectre x2 with an earlier twin-core Core i5-7Y54 processor, and a bevy of models with the accepted Core i5-8250U or Core i7-8550U.
while the latter two have the inherent talents of being quad-core, the Core i7-8500Y’s excessive 4.2GHz optimum faster frequency helps a lot. The Core i5-8250U has a 3.4GHz max, and the the Core i7-8550U tops out at 4GHz (whereas the Core i5-7Y54 lags at 3.2GHz).
PCMark Work 8 generic assessments performance in mainstream computing. A score of two,000 or greater on this examine is all you need, and the Spectre Folio clears that handily.Melissa Riofrio/IDG
The HP Spectre Folio posted a really strong ranking of three,302 in PCMark Work eight common, that means it is going to tackle mainstream applications just exceptional.
Maxon’s Cinebench R15 is a free CPU benchmark, which we run in each single- and multi-threaded loads. The gigantic majority of application and video games count on only 1 or two threads, so the Spectre Folio’s solid performance here is what concerns. The Spectre Folio’s multi-threaded outcomes is restricted by using its dual-core structure.Melissa Riofrio/IDG
The HP Spectre Folio will ably run commonplace single-threaded purposes. The influence for multi-threaded initiatives confirms what we already understand: It’s now not a high-efficiency laptop.
a standard computing device struggling to dissipate heat will throttle CPU velocity to compensate. We commonly see that throughout the prolonged run of our HandBrake examine. We set the utility to transcode a 30GB 1080p MKV file the usage of the developed-in Android tablet preset. Given the HP Spectre Folio’s design tradeoffs, its lackluster rating isn't any surprise.Melissa Riofrio/IDG
The HP Spectre Folio’s HandBrake rating is in keeping with what we’d expect from a dual-core processor in a really skinny computer.Battery lifestyles
the place the Spectre Folio shines is in battery lifestyles. We can charge the battery to full, set the screen to 250 nits’ brightness and the extent to midrange (with earbuds linked). With the laptop in airplane mode and off AC, we loop a video except the computer dies.Melissa Riofrio/IDG
The HP Spectre Folio lasted basically 13 hours in our video rundown test, that means you could abandon your AC adapter for the day with confidence.
The Spectre Folio lasted well-nigh 13 hours in our check. here is on the low end of what HP promises, but it surely’s nonetheless a great deal. I left the AC adapter at home, and gloated about it to my coworkers.in the event you buy the HP Spectre Folio?
while i really like the HP Spectre Folio’s leather casing, that’s simply part of why this computer rates incredibly. without the leather-based, it might still be remarkably light-weight, cool, and lengthy-lasting on battery. With the leather-based, HP’s added feelings to the desktop—emotions of consolation, luxurious, naturalness. those are respectable emotions to have, and they just might sell you on the Spectre Folio.To comment on this text and different PCWorld content material, seek advice from our fb web page or our Twitter feed.
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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
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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