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HP2-E17 - Technical Essential of HP Enterprise Products - BrainDump Information

Vendor Name : HP
Exam Code : HP2-E17
Exam Name : Technical Essential of HP Enterprise Products
Questions and Answers : 57 Q & A
Updated On : January 22, 2019
PDF Download Mirror : HP2-E17 Braindumps
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HP2-E17 exam Dumps Source : Technical Essential of HP Enterprise Products

Test Code : HP2-E17
Test Name : Technical Essential of HP Enterprise Products
Vendor Name : HP
Q&A : 57 Real Questions

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HP Technical Essential of HP

HP slashes costs on laser printers and extra for the new yr | killexams.com Real Questions and Pass4sure dumps

hp printer sale

Printers don't seem to be probably the most enjoyable items of expertise, we admit – and that’s possible why, even if you need a new one, you likely didn’t ask Santa for one for Christmas this 12 months. A printer is a vital yet underappreciated a part of your domestic or office setup, though, so investing in a superb one is price the money, and New 12 months’s sales present an opportunity to rating a brand new printer at a deep bargain.

HP makes one of the crucial highest quality printers available on the market today, from mobile and picture printers to all-in-one inkjet and laser fashions. A ton of them are on sale at the moment, too, at discounts of as much as $250, however you should act speedy: This New 12 months’s HP printer sale simplest lasts until Wednesday, January 2. To help you get a jump on issues, we’ve picked out a handful of the most fulfilling HP printer deals from the sale with some thing for almost all and sundry:

  • HP OfficeJet seasoned 6978 all-in-one printer: for most buildings and residential offices, all you need is an outstanding, no-nonsense inkjet printer, and the HP OfficeJet seasoned 6978 matches the bill. This all-in-one HP printer can print, scan, replica, and fax, and with wireless connectivity, you don’t deserve to even hassle plugging it into your laptop – just hook it up to your home Wi-Fi network and print from any place within the house. An $80 cut price knocks this high-quality inkjet all the way down to just $one hundred with free transport.
  • HP color LaserJet professional MFP M281fdw: Laser printers are a step up from standard inkjet printers when it involves high-quality and readability, and the HP color LaserJet professional sequence presents exquisite midrange fashions for artists, authorities, and organizations with extra severe printing needs. The LaserJet seasoned MFP M281fdw can wirelessly print in both grayscale and colour, and might also scan, reproduction, and fax like other all-in-ones. An $eighty rate reductions lets you grab it for $350 from HP.
  • HP Sprocket cell image printer: are looking to print your digital photos? The Sprocket has you lined: This small HP printer can print 2 x three-inch pictures or stickers appropriate out of your pill or smartphone via Bluetooth. It’s portable, too, at roughly the equal measurement as a cell phone, and it’s on sale at the moment for $one hundred ($30 off). The white model is also on sale for a similar expense.
  • HP LaserJet professional 500 colour MFP M570dn: For an expert-grade laser printer that can handle severe office duty, appear no extra than the LaserJet seasoned 500. This color laser printer is developed for company, with the means to print 31 pages per minute. it will possibly also replica, scan, fax, and digitize files, and wireless connectivity lets you print from anywhere by means of HP ePrint. The LaserJet pro 500 is also the choicest HP printer deal on our list, coming in at $750 and saving you $250.
  • HP DesignJet T120 24-inch printer: a large-format printer just like the HP DesignJet T120 is critical when your printing job requires some thing a little greater than commonplace 8.5 x eleven-inch sheet of paper. The DesignJet 24-inch HP printer can print in a number of enormous codecs, yet aspects an incredibly compact footprint (it’s the smallest in its type) so it gained’t hog area in a smaller workplace or different work house. A $200 New yr’s cut price lets you score this skilled-grade vast-structure sheet printer for $800 from HP with free transport.
  • here is just a opt for handful of HP printer offers – if you don’t see anything that you just like, or if you just wish to see what else is on sale, then that you can head over to the HP printer sale web page and take a look at the relaxation. inventory is limited, notwithstanding (lots of the sale objects are already long past), so act directly.

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    HP Commits to show a hundred,000 across Africa in the subsequent Three Years, Opens HP lifestyles core for Entrepreneurship in South Africa | killexams.com Real Questions and Pass4sure dumps

    Palo Alto, California and Johannesburg, S.A , Dec. 03 /CSRwire/ -
  • HP pledges to empower a hundred,000  beginners across Africa in subsequent three years through the HP basis’s HP lifestyles (discovering Initiative for Entrepreneurs) software
  • HP opens a tech-enabled HP lifestyles core in South Africa, aimed toward aiding native entrepreneurs
  • dedication supports HP’s goals to permit more advantageous discovering consequences for 100 million individuals via 2025, and to join a million HP lifestyles clients between 2016 and 2025 
  • on the world Citizen competition: Mandela 100, HP (NYSE: HPQ) announced a brand new dedication to reach a hundred,000 beginners throughout Africa over the subsequent three years through the HP groundwork’s HP lifestyles software, and kicked off the commitment with the aid of opening a new tech-enabled HP lifestyles middle in South Africa. HP’s pledge supports the United countries Sustainable construction intention 4 and furthers the company’s desires to permit more advantageous researching effects for a hundred million individuals through 2025 and to join 1,000,000 HP life clients between 2016 and 2025, as outlined in the HP 2017 Sustainable impact file.

    through 2030, Africa should be domestic to 32% of the inhabitants beneath the age of 30, and the largest working age population through 2035. Yet, today’s youth unemployment in Africa is as much as 3x better than adult unemployment. HP lifestyles offers free, online getting to know for clients to benefit the potential to start and develop their personal company or enrich their employment alternatives. building on the success of this global software, HP is working with partners to open technology-enabled HP life innovation facilities to extra aid entrepreneurship and team of workers development throughout the continent.

    “We accept as true with that schooling is a human right, that expertise within the lecture room is a essential part for a twenty first century education, and that in these days’s economic system our studying isn't accomplished,” noted Nate Hurst, Chief Sustainability and Social have an impact on Officer, HP. “Africa is experiencing swift urbanization and digitization—and it’s elementary that individuals have access to be taught talents for the work of day after today. This new HP existence center gives a launchpad for innovation and chance throughout the continent.”  

    In 2017, on the international stage at the global Citizen pageant in Hamburg, Germany, HP introduced a commitment to enabling greater gaining knowledge of outcomes for a hundred million americans by means of 2025. The dedication to education is part of HP’s broader Sustainable have an impact on method – a strategy to use the scope, scale and potential of HP to power high quality, lasting trade for the planet, its americans and the communities the place we reside, work and do company.

    “Sustainable impact is simple to our reinvention and core to achieving our vision – to create technology that makes lifestyles stronger for each person, in every single place,” mentioned Hurst.

    HP life

    In collaboration with institutions such as the Ekurhuleni West TVET college in Katlehong and its Centre of Entrepreneurship rapid Incubator, HP opened the HP life middle in South Africa on November 30, a expertise-enabled hub to facilitate learning, collaboration and entrepreneurship in a actual, face-to-face atmosphere.

    built on the belief that entrepreneurs are the spine of the international economy, HP existence presents 30 free, on-line courses concentrated on enterprise and IT talents – from business planning and advertising, to raising capital and design thinking. up to now, HP lifestyles has reached 744,000 novices in 200 nations and territories. All users need is a laptop and information superhighway connection to entry HP lifestyles, and the new, physical core in South Africa will create a extra formal educational ambiance. HP lifestyles has an enrollment goal of 1 million clients between 2016 and 2025.

    on the World economic discussion board’s 48th Annual assembly in January, youth for technology foundation (YTF) and HP basis announced a new 3D printing direction to be delivered through the HP existence platform. 3D printing will essentially alternate the manufacturing business. $four to 6 trillion (USD) of the world economy may be disrupted within the next five to 10 years, moving financial price and jobs across the globe. This new route is helping people to learn how to make use of 3D printing and create entrepreneurial opportunities.

    HP and world Citizen in South Africa

    HP has been a proud associate of the global Citizen circulate in view that 2013, together with helping the global Citizen festival: Mandela a hundred, a primary for South Africa. ahead of the December 2 competition in Johannesburg, HP ran a number of recognition and engagement constructing activities to spotlight the partnership and HP’s dedication to Sustainable affect, and to interact valued clientele, personnel and the general public in acting on pressing international issues.

    further supplies:

    concerning the HP groundwork

    The HP foundation is a nonprofit, 501(c)(three) corporation that cash philanthropic courses for underserved communities where we are living and work with the aid of assisting know-how-related studying, charitable giving, volunteering, and disaster aid. together with HP employees, the HP basis creates courses that make existence better for underserved and underrepresented communities by providing technology-connected studying experiences and alternatives.

    About HP

    HP Inc. creates know-how that makes existence more advantageous for every person, everywhere. via our portfolio of printers, PCs, mobile instruments, options, and capabilities, we engineer experiences that amaze. greater counsel about HP Inc. is obtainable at http://www.hp.com


    I proven the brand new HP Spectre Folio computing device for 30 days — and it’s equal materials miraculous and resourceful | killexams.com Real Questions and Pass4sure dumps

    The Insider Picks team writes about stuff we believe you will like. company Insider has affiliate partnerships, so we get a share of the salary from your purchase.

    through some estimates, 50% of the USA staff might be working remotely outdoor of the workplace ambiance with the aid of 2020. To be valuable, cutting-edge specialists have to be able to get work finished at any place they can be. This contains having a laptop this is conducive to productiveness and has a professional cyber web connection.

    This vision of the future became on the forefront of the minds of HP's developers as they designed the Spectre Folio 13. currently, HP sent me a computing device to look at various and evaluation. here are my experiences with it.

    My first adventure with the HP Spectre Folio computing device

    In November, HP hosted a reviewer workshop on the Spectre Folio. Presenter Kevin Wentzel, the Technical marketing supervisor for the company's consumer PCs division, talked about the "disruptive" leather-based design become targeted at millennials who wish to stability professionalism with staying linked. HP made the computer certainly for paperwork and the occasional content advent. it be no longer most beneficial for video and photograph modifying or severe gaming.

    HP additionally aimed to make each characteristic perfect. in accordance with its interior 2017 pain aspects examine, HP found that what shoppers look for most in a computing device, in order, are pace/performance, battery existence, Wi-Fi connectivity, pre-loaded utility, and storage ability. So, HP aimed to tackle these wants with the Spectre Folio.

    The HP Spectre Folio has a 13.3 inch full excessive-definition IPS micro-part WLED backlit touchscreen with Corning Gorilla Glass 4. The factor ratio is a typical 16:9 with a resolution of 1,920 x 1,080 pixels.

    listed below are a number of of the other standards:
  • home windows 10
  • Intel UHD pictures 615
  • 256 GB strong state drive (SSD) — and no challenging force (HDD)
  • eight GB SDRAM
  • 8th technology Intel Core i7-8500Y twin-core processor
  • 2 Thunderbolt 3 USB-C ports (can switch information up to 40 Gb/s) and an extra USB-C 3.1 Gen 1 port
  • USB-C to USB three.0 adapter
  • Headphone/microphone port
  • SIM card port
  • If I ignored a spec you are searching for, take a look at the HP product web page.

    The computing device's enjoyable leather smell struck me immediately. The Folio felt pleasing in my palms and on my lap. HP tried loads of tremendous leathers before choosing this a hundred% genuine full-grain, chrome-tanned leather-based. HP primarily based its leather-based choice on sturdiness, appearance, and luxury.

    HP

    How the HP Spectre Folio laptop carried out

    The HP Spectre Folio 13 can be utilized in three positions. there is the traditional desktop setup, but which you can additionally push the exact of the screen lower back and fold it down into tablet mode. Or, you can circulation the bottom of the reveal ahead to cowl the keyboard and simply enable access to the touchpad. This closing alternative is most beneficial for viewing movies and photos. What I appreciated most about the tablet mode is that or not it's hard to accidentally press the touchpad or keyboard and disrupt anything you're doing.

    The computing device comes loaded with a bunch of courses i am now not attracted to: Netflix, Xbox, sweet Crush Saga, and so on. despite the fact, I failed to locate that it become above all pushy in getting me to use these apps, and that i didn't get a ton of emails to take capabilities of special offers and other nonsense as I have with other HP systems I've validated.

    The Spectre Folio elements a big battery that's observed under the keyboard and on either aspect of the trackpad. The advertised battery lifestyles is up to 21 hours. To in fact examine it out, I played track video clips loudly and set a timer to see how long the battery would final. It took about 10 hours before this battery-intensive undertaking used all of the juice. After two hours of charging, the battery turned into lower back full-charged and able for extra.

    The characteristic I loved essentially the most became the gigabit-type 4G LTE cellular connectivity. With LTE, which you can go through your cellular provider company and use your records to get information superhighway entry in your insurance enviornment. so far, the desktop best works with AT&T, T-cellular, and sprint.

    i attempted it out with AT&T coverage, and it changed into high-quality to have magnificent information superhighway carrier whereas riding in a motor vehicle or in a public location. i'm now not proud to confess that i may have spent all day at a chinese language meals buffet doing work and retaining the cooks busy. no longer all fashions are 4G LTE enabled so make sure you search for this function if you are attracted to it.

    I liked how with ease purchasable all the ports are. With USB 2.0 and 3.0, it looks like you should are trying inserting your gadget as a minimum 3 times before you get it the right aspect up. here is no longer an issue with USB-C. all the USB-C slots are easy to make use of because you can plug it in any which manner. even so, the SIM card slot isn't quite simply attainable. You need to fold the monitor again to get to it, but this is never whatever thing you're going to doubtless should access constantly.

    The audio became designed in partnership with the Danish audio enterprise Bang & Olufsen. There are quad audio system observed simply above the keyboard on the laptop's base. The sound is not astonishing, however it does get a little loud. I registered ninety decibels from a foot away.

    When it involves excellent, the speakers do not achieve the fullness you could expect from a bigger speaker. The bass is susceptible, the mids are muddy, and the highs aren't clear and sound far-off. And, when you are in pill mode, the speakers are coated so the sound is mildly muffled.

    I validated out the HP Chat aid to see if they could fix the only minor problem I had: The verify length of the AT&T carrier had run out, and i no longer had cellular connectivity. inside a minute of loading the chat, I had Ranjeetha S helping me. She took over manage of my computer to work on the wild goose chase I put her on.

    After 25 minutes and onerous every choice she may feel of, she told me to contact my provider company: The suitable answer. i was impressed through how immediately I had access to guide and how diligent Ranjeetha changed into in trying to repair the difficulty.

    ultimately, I demonstrated the HP Spectre Folio 13 using the UL PCMark 10 verify, which is regarded the trade general for workstation performance for home windows 10 machines. overall, it scored 2,674, which is more advantageous than most laptops. It scored quite high for productiveness (four,631) and essentials (5,549), which contains web browsing, video conferencing, and app beginning-up. To gain knowledge of more about this benchmark verify, visit the PCMark web site.

    at the beginning, I discovered the Folio charged slowly. as a result of how my desk is deploy, i was the usage of the regular USB-C port on the left aspect of the unit to charge. After a little analysis, I found out that the Thunderbolt ports are on the correct, and the entrance correct port is most suitable for charging. So, learn from my mistake and make sure you use the right USB-C port for fast charging.

    HP

    No Verizon LTE guide and a couple of greater quibbles

    Verizon instant is essentially the most widely wide-spread cellular provider in the US, and it be additionally my provider. i am pretty satisfied with Verizon's carrier, specially compared to my experiences with AT&T and sprint, so i'm bummed that I can't use Verizon's service with the Spectre Folio. i'm hoping HP works out a deal in the close future.

    The computer comes with a stylus and USB-C to USB 3.0 adapter. The adapter is pleasant for the reason that i am old usual and retain my files on a USB 2.0 force. This labored pleasant, except the adapter does not look in particular beautiful dangling off the side of the desktop. The stylus perceived to work smartly, even though i am not a big fan of touchscreens and specially use the unit as a basic computing device. My simplest gripe about the stylus is that it be convenient to unintentionally smash off the clip, which happened as i attempted to stuff the Folio right into a tote bag.

    The bottom line

    ordinary, the HP Spectre Folio 13 is the most reliable computing device I've ever used. it be a good machine that can address writing, research, and streaming media. The cellular connectivity is a have to for anyone who continually works on the highway or in public places with spotty, unsecured insurance. The leather feels decent, appears first-class, and has a grippy texture so as to keep you from fumbling. if you're in the market for a fine workhorse computing device, you will be tough-pressed to discover an alternative enhanced than the Spectre Folio at this expense element. I highly suggest it.

    store the Spectre Folio 13 computer on HP.com


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    Symantec Announces New Leadership Structure for Enterprise Security Segment to Propel Next Phase of Growth and Industry Leadership | killexams.com real questions and Pass4sure dumps

    MOUNTAIN VIEW, Calif.--(BUSINESS WIRE)--

    Art Gilliland Appointed EVP and GM Enterprise Products

    Marc Andrews Continues as SVP of Worldwide Sales

    Michael Fey Resigns as President and COO

    Symantec Corp. (SYMC) today announced a new leadership structure within Enterprise Security to best position the business segment for its next phase of growth and industry leadership. Art Gilliland has been appointed EVP and GM Enterprise Products and Marc Andrews will continue in his role as SVP of Worldwide Sales with expanded responsibilities; these roles will report directly to Symantec President and CEO Greg Clark.

    Art Gilliland is a widely respected industry figure in Enterprise Security. Mr. Gilliland served as SVP of Software Enterprise Security Products at HP, where he played a critical role in security products such as managed security services, network security and security information management systems. Most recently, he served as President and CEO of Skyport Systems, which was acquired by Cisco Systems in 2017. Mr. Gilliland brings more than 20 years of executive leadership experience to the Company as well as a deep knowledge of, and respect for, the Symantec organization, having formerly served as the Company’s SVP and GM of the Information Security Group. As EVP and GM Enterprise Products, Mr. Gilliland will oversee the Enterprise Security product and engineering teams, the Security Technology and Response (STAR) research team and the Enterprise Security customer support organization.

    Marc Andrews is an accomplished leader who has played a pivotal operational role following Symantec’s acquisition of Blue Coat. Mr. Andrews has served as SVP of Enterprise Security Worldwide Sales since 2016, leading the engagement with the Company’s largest customers, transactions and partners. In addition, Mr. Andrews successfully integrated the Symantec and Blue Coat global sales teams, and has actively driven the rollout of the Integrated Cyber Defense platform strategy to the Company’s global customer base. At Blue Coat, he led worldwide field operations from 2011 to 2016. Mr. Andrews brings over 25 years of experience leading global organizations through turnarounds and growth. Mr. Andrews has also served as President of Micro Focus International, where he was responsible for the go-to-market organization, President of International Operations at Saba Software, and COO of NetIQ until the company was acquired by Attachmate in 2006. Mr. Andrews’ background also includes executive and management roles at BMC Software, C 2000 and Novell in EMEA, including the emerging markets.

    Mr. Clark said, “The Blue Coat acquisition was a defining moment for Symantec, and we set an ambitious goal to transform our Enterprise Security segment with the vision of delivering an integrated cyber defense platform to our customers. As we position Enterprise Security for its next phase of growth and industry leadership, we are implementing an enhanced organizational structure that allows for greater scale on product development and sales generation, with two cyber security veterans reporting directly to me. I am very confident Symantec is well positioned to execute on our strategy to drive technology leadership by protecting consumers and enterprises from an increasing threat environment.”

    Mr. Clark continued, “Art is a widely respected executive both inside and outside our organization, and we are excited to welcome him back to Symantec. We look forward to benefitting from his extensive enterprise security expertise and years of endpoint and network experience in his new role. Additionally, I am very pleased to have Marc overseeing our Enterprise Security Worldwide Sales organization to ensure seamless continuity. Marc’s record of execution as a leader of Enterprise Security will continue to serve Symantec well.”

    Michael Fey, who joined Symantec upon closing of the Blue Coat acquisition two years ago and successfully led the Enterprise Security product and field integration, has resigned as President and COO. In addition to serving as CEO, Mr. Clark has been named President of Symantec. All leadership changes are effective immediately.

    About Symantec

    Symantec Corporation (SYMC), the world's leading cyber security company, helps organizations, governments and people secure their most important data wherever it lives. Organizations across the world look to Symantec for strategic, integrated solutions to defend against sophisticated attacks across endpoints, cloud and infrastructure. Likewise, a global community of more than 50 million people and families rely on Symantec's Norton and LifeLock product suites to protect their digital lives at home and across their devices. Symantec operates one of the world's largest civilian cyber intelligence networks, allowing it to see and protect against the most advanced threats. For additional information, please visit www.symantec.com or connect with us on Facebook, Twitter, and LinkedIn.

    Story continues

    Forward-Looking Statements

    This press release contains statements which may be considered forward-looking within the meaning of the U.S. federal securities laws, including statements regarding the new leadership structure within Enterprise Security, the appointment of Art Gilliland as Symantec’s EVP and GM Enterprise Products, and the expected benefits to Symantec, its customers, stockholders and investors. These statements are subject to known and unknown risks, uncertainties and other factors that may cause our actual results, levels of activity, performance or achievements to differ materially from results expressed or implied in this press release. Such risk factors include those related to: our ability to continue to integrate and fully achieve the expected benefits from acquired businesses; matters arising out of our completed Audit Committee investigation and the ongoing U.S. Securities and Exchange Commission investigation; general economic conditions; fluctuations and volatility in Symantec’s stock price; the ability of Symantec to successfully execute its strategic plans; the ability to maintain customer and partner relationships; the ability of Symantec to achieve its cost and operating efficiency goals; the anticipated growth of certain market segments; Symantec’s sales pipeline and business strategy; fluctuations in tax rates and foreign currency exchange rates and the impact of any tax reform legislation; the impact related to Symantec’s future adoption of the new revenue and other accounting standards; the timing and market acceptance of new product releases and upgrades; and the successful development of new products and the degree to which these products gain market acceptance. Actual results may differ materially from those contained in the forward-looking statements in this press release. Symantec assumes no obligation, and does not intend, to update these forward-looking statements as a result of future events or developments. Additional information concerning these and other risk factors is contained in the Risk Factors sections of Symantec’s most recent reports on Form 10-K and Form 10-Q.

    View source version on businesswire.com: https://www.businesswire.com/news/home/20181129005764/en/


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    Meet the New Enterprise Customer, He’s a Lot Like the Old Enterprise Customer | killexams.com real questions and Pass4sure dumps

    “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.



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