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HP2-Z22 - Selling HP Network Solutions - BrainDump Information

Vendor Name : HP
Exam Code : HP2-Z22
Exam Name : Selling HP Network Solutions
Questions and Answers : 75 Q & A
Updated On : April 22, 2019
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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 line For VCX VoIP | killexams.com Real Questions and Pass4sure dumps

Hewlett-Packard will finally announce end-of-sale for the VCX VoIP device it got with 3Com -- anything longtime VCX answer providers maintain is a huge mistake given the product's loyal channel following and competencies to make HP a truer conclusion-to-conclusion networking competitor towards Cisco methods.

HP representatives told CRN the imminent stream would have an effect on most VCX products, including servers and gateways. HP, Palo Alto, Calif., will send the formal conclusion-of-sale be aware later this month, with the exact conclusion-sale date expected to be in December 2012.

HP will sell phones and application licenses into 2013 and will proceed to aid VCX customers for the HP-usual five years. It also already is helping greater VCX consumers with migration recommendations. however for all intents and purposes, 2012 could be VCX's swan track, and HP will exit the voice market, pointing partners and customers towards VoIP and unified communications solutions from strategic allies equivalent to Microsoft, ShoreTel and Aastra.

"it's in our most desirable interest to focus on these partnerships and de-emphasize our development of products just like the VCX," Mark Hilton, HP Networking product line manager, LAN aspect options, informed CRN. "We're not going to cut this off at the knees. however here's the correct time to transition off of that platform."

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

HP's determination bookends the long decline of a once-proud set of VoIP products many companions say obtained lost within the shuffle following 3Com's implosion in the latter a part of the last decade, after which were mostly not noted via HP following its $2.7 billion acquisition of 3Com in 2010.

solution suppliers at the start had been hopeful HP would focal point on the platform and make the integral R&D investments to keep it competitive with Cisco, Avaya and different VoIP gamers. however HP in January 2011 told CRN it had shifted VCX into "maintenance mode," that means it would see handiest fundamental platform updates and support.

The managing of that procedure -- together with persistent rumors that HP had considered promoting the VoIP unit -- turned into a lot criticized by way of individuals of the previous 3Com voice reseller group, who stated an in-residence HP VoIP solution would improvement the total HP Networking ecosystem because of how voice solutions create demand for facts infrastructure.

solution providers talked about HP hasn't communicated a good deal about VCX's future, shop for a vaguely worded e-mail sent to companions about six months ago asserting that VCX's current application free up, 9.eight, can be its last replace and that an end-of-sale announcement became on the horizon.

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

Demand for the product has persisted to decline in the past two years, HP's Hilton pointed out, and it no longer makes sense for the enterprise to invest in it. HP's international PBX device market share as of 2011, in response to the Dell'Oro community, already become lower than 1 p.c of a market closely dominated by means of Avaya and Cisco and filled with challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens enterprise Communications.

however answer suppliers referred to that if interest in VCX is dwindling, it's partly as a result of HP did not put any advertising muscle at the back of it and didn't nurture the nevertheless-passionate group of former 3Com VoIP dealers.

"they are inclined to purchase Palm and dispose of it, and spend how many billion on Autonomy?" noted Mark Essayian, president of KME techniques, a Lake forest, Calif.-based answer company. "I get that it's a small product and that it be half a p.c of the voice networking [market] for them. however you could spend $100 million on it and make it a [killer] product. you have got a community that supports it already."

"I in fact suppose that they overlooked the boat on this," noted Robert Betzel, president of Infinity community options, a Macon, Ga.-based answer company. "They had been going to be a different player subsequent to Cisco that can provide you end-to-end. Now it's a piecemeal deal with diverse producers. When or not it's a piecemeal deal, who really cares if or not it's an HP router or change? You lose that seamless integration and seamless continuity you get from end to conclusion."

next: HP Directs partners To Lync, ShoreTel, Aastra

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

certainly, HP is steering UC customers with 250 seats and above towards Microsoft's quick-becoming Lync platform, HP's Hilton spoke of. For smaller valued clientele, HP will center of attention on partnerships with ShoreTel and Aastra, the former predominantly in North the usa and components of Asia, and the latter in the main in the EMEA place.

"You can not have a strong relationship with your companions if you are competing with them," Hilton pointed out. "Routing, switching, administration -- these items are our enterprise. From a company point of view, it makes greater experience to accomplice."

HP also companions with Avaya, notwithstanding basically for its direct and commercial enterprise services engagements, and Hilton observed HP is also best with solutions the usage of other carriers' items that can interoperate with HP's, together with Cisco.

not incredibly, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for a long time, the two tech giants in may also 2009 unveiled a $180 million, 4-yr international initiative to companion on built-in UC options that prolonged to Microsoft's workplace Communications Server (OCS), the forerunner of Lync. In September 2011, HP released a Lync-optimized desk cellphone.

That relationship has continued, and past this week HP unveiled an SMB channel initiative at Microsoft's global associate conference in Toronto. or not it's the primary time HP and Microsoft have jointly come out with a selected UC channel program, and it comprises validated and validated reference architectures for clients of 250 to 2,500 personnel, customizable demand-technology campaigns, a variety of earnings and technical practising materials, inclusion in Microsoft's answer Incentives application, and advertising collateral.

"With the HP UC&C with Microsoft Lync answer, you have access to probably the most finished Lync portfolio in the industry from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB options advertising manager for HP Networking, in a Monday post to the HP Networking company blog. "The channel toolkit will assist you delivery new conversations, expand your earnings alternatives and shorten your sales cycle."

"We understand Lync is taking off; we work with some [partners] who we suppose are effective partners with a superb future in UC, and we feel it's within the most fulfilling activity of our customer base," Hilton informed CRN. "looking at whatever thing like VCX, it's a superb, strong product. but funding is prohibitive, and or not it's crowding and perplexing the market. just a few of our partners are excited on the probability and are leaping in with each toes with Microsoft. if they do not are looking to alternate, it is going to be extra complicated for them to be aggressive long term."

"we have been consistent in executing on our [UC and collaboration] approach with alternative and adaptability," referred to Kash Shaikh, director of advertising and marketing for HP Networking. "All of those companions we are working with are top of the line-in-category and were innovating during this enviornment."

Most VCX dealers have already got moved to center of attention on other platforms -- "HP well-nigh killed it when they stated [maintenance mode]," Infinity's Betzel noted -- however their ardour is still. previous this yr, as an instance, a domain known as "long live the VCX" went live, promoted by a LinkedIn group shaped around HP Networking-linked issues.

It contains a on the spot for website friends to leave opinions on the future of the VCX.

"HP the company of the VCX has to be enlightened," reads the site's mission commentary. "they are ending the life of a very good product right before your eyes. customers, companions, 3rd birthday celebration providers want this product!!! it's our accountability to let HP be aware of what a major mistake this is. We want HP to place its full force at the back of the VCX and make it the 'Voice' product for the longer term. we are able to now not accept third birthday celebration solutions ... we desire a product manufactured and supported through HP. by using proposing an entire portfolio, we are able to compete and win towards other solutions."

solution providers agreed that HP is lacking out on conclusion-to-conclusion networking skills.

"I sell an end-to-end solution. I don't sell choicest-of-breed," Conley noted. "if you purchase a cell from me, that cell is going to plug into an HP change, and into an HP router and, all in all, an HP solution. I try this as a result of I promote lots of these. I want an HP answer."

Conley pointed out he has enough VCX product to support consumers in the short time period and is asking at other platform options. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP platforms reminiscent of Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.

"they're making what they believe is the most efficient enterprise decision for the company, so I do not fault HP for that," Betzel said. "but we really consider in conclusion-to-end computing, so Cisco is our alternative. We accept as true with, from SMB to business, that in the event you can get one company that has integrated all of the elements you need, you get the finest result. Cisco has that fit."

"if they really knew the route of VoIP and understood it, they wouldn't be making this decision," spoke of the CEO of an HP solution provider who's been promoting 3Com voice methods and their forerunners for decades. "When it involves voice, mainly, shoppers desire one throat to choke. ShoreTel, for example, would not personal the network, and if that's the case, if there are problems with a Cisco community or an HP network, ShoreTel can factor its finger at that network and say, 'it be no longer our product; we do not care if it really works or no longer.'"

Most IT patrons decide upon conclusion-to-end options for the less-hassle component alone, the solution issuer argued. He stated he would move his company to Cisco when HP's reliable VCX announcement comes out.

"Cisco received this market as a result of they could be 'one throat to choke, ' " he talked about. "HP is making a major mistake here."

next: What HP should still Have Communicated To VARs

solution suppliers fault HP on its conversation round VCX especially. With so an awful lot speculation about the dying of the product, the channel has had little to no air cover for assisting customers make selections.

"here is a credibility situation. i'm no longer going to sell and my customer's now not going to buy some thing if I believe you might be going to get out of that market in a month or two," Metropark's Conley said. "in case you'd supply us some balance, inform us there is a future for this, i am available waving the flag for you nowadays. you might be dumping what is still a thriving business for lots of dealers."

"we have lots of shoppers that nevertheless have 3Com voice in location," Infinity's Betzel talked about. "a lot of clients purchase these items pondering they are going to be working them for eight to 10 years. I actually have one VCX customer it truly is acquired it operating at 22 sites. I need to inform my valued clientele to get prepared for whatever thing that is going to come prior to they're prepared for, so i want a transparent message from HP on how they are going to assist these structures for people that need them."

KME's Essayian pointed out that by using pursuing a most useful-of-breed, multivendor approach as an alternative of an conclusion-to-conclusion sale, HP is opening itself as much as dropping offers.

"i will be able to promote HP servers and switches, but if a customer involves me and says, 'We want to put this on a Dell,' and/or i will be able to virtualize it anyway, i may 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 take note what goes right into a voice community. What companion is going to dwell loyal to HP on just a commodity switching sale?"

Essayian said he is chuffed together with his native crew of HP reps and makes no presumption about the way to run a $127 billion enterprise. however he agreed with other solution suppliers that HP is leaving in the back of a potential-packed VoIP opportunity with a constructed-in, loyal channel following.

"The aspect is that this product has a toehold," Essayian noted. "yes, we're a minority, yes we're a little loopy, however we're also inclined to sell the [crap] out of this product. in case you analyze it even cursorily, how a good deal statistics pull is there should you promote voice? It may also be a holistic sale."

"i am still a believer that voice pulls the facts community along," added Betzel. "When the facts network does not depend, and or not it's 'I just want a 24-port gig switch,' they are just searching around for somebody who's got one with inexpensive speeds and feeds on the most suitable expense. Cisco's the one it really is long gone after this intelligently. Video is so critical to Cisco since it forces the conversation on upgrading the records machine."

The ex-3Com broker channel is making different plans. solution suppliers advised CRN they are not exactly anticipating an HP reversal.

"we now have all moved on," Betzel stated. "I don't think you're going to locate any individual nevertheless making a bet the condominium on HP voice."

published ON JULY 11, 2012


HP security Goes RealTime, community, and cell in enterprise Cyber security bulletins | killexams.com Real Questions and Pass4sure dumps

HP is operating with the theme of “protection for the new fact” all over this week on the HP give protection to 2013 adventure in Washington D.C. To bolster that they are working with customers to rethink their safety recommendations to cope with today’s real protection threats. It’s a panorama of threats that isn’t rather lined by means of typical protection fashions. groups these days must control possibility and have a true-time imaginative and prescient of what is going on within the enterprise with a purpose to protect statistics. Cybercrime is on the rise, as we see evidenced in daily experiences of information breaches. Cyber criminals have become further and further sophisticated. report after report tell us of the costly affects of this cyber breach endeavor. attacks are clandestine, patient, and focused – now and again the records leaks are willful from in the organization itself, every so often it is unintentional. There’s also a thriving black market full of zero-day malware, custom purposes designed to breach most any class of target you wish to subvert and for which through definition there isn't any endpoint coverage that can cease it. Doing business is also fitting more complex, with more corporations at the moment engaged on a world platform, frequently within the cloud, and below all kinds of legislations and necessities. New dangers like mobile instruments, internet functions and the infrastructure that drives them are points of risk that need thorough management.

HP is answering that with a lineup of latest products and features that focus on the commercial enterprise and are designed to make the security prospect less a burden and extra of a tactical factor of expertise all over a company.

In a briefing with Frank Mong, vice chairman and regularly occurring supervisor, solutions, HP enterprise protection items we dove into a few these bulletins and talked in regards to the gigantic safety price they suggest to enterprise.  all of the products are designed to be easy to integrate, easy to control, and simple to analyze.

NGFW HP TippingPoint next-era Firewall 

the primary announcement is a subsequent-gen firewall lineup developed for business information middle and core networks with attention on the more and more borderless nature of nowadays’s security challenges. a brand new family unit of HP TippingPoint next-generation Firewall (NGFW) appliance has hit the scene with five introduced fashions. The product is designed to satisfy advanced present-day demands integrating insurance policy within purposes, cloud environments, mobility, and an ever elastic perimeter.

“In a world the place very own cellular instruments dominate the workplace and corporations have less handle of network entry facets, security options need to lengthen coverage past the perimeter to disrupt the adversary on all fronts,” spoke of Rob Greer, vp and widely wide-spread manager, enterprise safety items, TippingPoint, HP. “The introduction of the HP TippingPoint next-generation Firewall is a natural extension of our leading community options portfolio, enabling us to stop the attacks at every control aspect across and beyond the business network.”

HP hazard significant – A group Intelligence Platform

The subsequent huge announcement was the introduction of a community-source safety intelligence platform designed to fight essentially the most subtle cyber threats in a 0-day counsel community. referred to as HP threat vital and developed with HP Labs, the platform is constructed to hook up with hundreds of neighborhood contributors worldwide to share data about threats, to leverage the crowd to research expertise threats, and to supply speedy mitigation thoughts that can assist stay away from hurt from talents assaults. It’s an strategy that says that talents is one of the top of the line tools in prevention and insurance policy from laptop threats.

“Adversaries today organize around an underground industry for sharing resources and thoughts to mount increasingly advanced assaults that cause wide harm to corporations all over the world,” spoke of Jacob West, chief expertise officer, enterprise safety items, HP. “To combat collaborative attackers, organizations ought to join collectively by using sharing targeted intelligence confidentially and in precise time to create a unified industry defense.”

HP ArcSight Analytics and fortify – protecting purposes in the Wild

eventually the enterprise has announced a knowledge-driven solution that implements advanced analytics in the detection of threats that extends into the turning out to be world of applications. in the past, the pace of evolution in functions has been whatever thing that generally did not have an intensive safety point to it. The deployment and diversity of applications is on the upswing throughout the industry, exploding in variety, utility, quantity of facts being handled – all of it is a safety situation. New HP ArcSight solutions and HP fortify had been streamlined to find, examine, and treatment threats that come from applications, conserving an organization’s assets the usage of huge information constructs. known as HP ArcSight utility View, the product degrees the integration of its SIEM systems, ArcSight ESM and ArcSight specific with HP make stronger Runtime to automatically notice and log software safety routine. HP ArcSight possibility insight is an add-on also introduced for ArcSight ESM and is designed to help security teams determine, categorize and analyze the risk level of quite a lot of threats.

“The exploding volume of records that businesses nowadays need to control presents new protection challenges as they are trying to predict, find and disrupt cyberthreats,” talked about Haiyan tune, vice president and popular supervisor, enterprise protection items, ArcSight, HP. “The newly elevated HP ArcSight portfolio supplies solutions that help protection teams and SOCs prioritize chance, automate utility-stage probability detection and streamline safety management to cut back publicity and raise effectiveness of protecting useful data from internal and exterior theft.”

HP’s announcements out of the HP offer protection to experience are huge and value a study if you're an commercial enterprise client. in addition to a considerable number of product announcements, HP additionally has announcements around its capabilities which are part of the adventure. In all, HP continues to build probably the most mind-blowing safety product and capabilities portfolios in the business. The items are fully as forward-searching as anyone individual product in the industry and they're applying the best of technology and services to achieve an exemplary and critical vicinity within the commercial enterprise security panorama.

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HP offers Cloud, Virtualization network solutions for businesses | killexams.com Real Questions and Pass4sure dumps

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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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