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Vendor Name : HP
Exam Code : HP2-Z27
Exam Name : Selling HP Networking Solutions and Services
Questions and Answers : 50 Q & A
Updated On : April 25, 2019
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HP2-Z27 Selling HP Networking Solutions and Services

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HP2-Z27 exam Dumps Source : Selling HP Networking Solutions and Services

Test Code : HP2-Z27
Test Name : Selling HP Networking Solutions and Services
Vendor Name : HP
Q&A : 50 Real Questions

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HP Selling HP Networking Solutions

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

Hewlett-Packard will finally announce conclusion-of-sale for the VCX VoIP equipment it obtained with 3Com -- something longtime VCX answer providers preserve is a huge mistake given the product's loyal channel following and knowledge to make HP a truer end-to-end networking competitor against Cisco methods.

HP representatives informed CRN the approaching stream would have an effect on most VCX products, including servers and gateways. HP, Palo Alto, Calif., will send the formal end-of-sale note later this month, with the genuine end-sale date anticipated to be in December 2012.

HP will sell telephones and utility licenses into 2013 and should proceed to guide VCX clients for the HP-commonplace five years. It additionally already is helping higher VCX customers with migration innovations. but for all intents and purposes, 2012 can be VCX's swan song, and HP will exit the voice market, pointing partners and consumers toward VoIP and unified communications options from strategic allies such as Microsoft, ShoreTel and Aastra.

"it's in our premiere activity to focus on those partnerships and de-emphasize our development of items like the VCX," Mark Hilton, HP Networking product line supervisor, LAN side options, told CRN. "We're no longer going to cut this off at the knees. however here is the right time to transition off of that platform."

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

HP's choice bookends the lengthy decline of a as soon as-proud set of VoIP products many companions say received misplaced in the shuffle following 3Com's implosion in the latter a part of the remaining decade, and then had been largely overlooked via HP following its $2.7 billion acquisition of 3Com in 2010.

solution suppliers at first have been hopeful HP would center of attention on the platform and make the critical R&D investments to preserve it aggressive with Cisco, Avaya and other VoIP avid gamers. however HP in January 2011 informed CRN it had shifted VCX into "preservation mode," that means it would see handiest primary platform updates and help.

The managing of that process -- including persistent rumors that HP had regarded promoting the VoIP unit -- become tons criticized by means of individuals of the previous 3Com voice reseller neighborhood, who mentioned an in-apartment HP VoIP solution would improvement the complete HP Networking ecosystem as a result of how voice options create demand for records infrastructure.

solution providers mentioned HP hasn't communicated a good deal about VCX's future, keep for a vaguely worded e-mail sent to companions about six months in the past asserting that VCX's current application unlock, 9.eight, could be its remaining update and that an end-of-sale announcement changed into on the horizon.

"They've told us zero," stated Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based mostly solution issuer and longtime VCX companion. "I've reached out a multitude of times. They don't wish to discuss it."

Demand for the product has continued to say no in the past two years, HP's Hilton noted, and it now not makes experience for the enterprise to invest in it. HP's international PBX gadget market share as of 2011, based on the Dell'Oro community, already became lower than 1 percent of a market heavily dominated by way of Avaya and Cisco and filled with challengers together with Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens commercial enterprise Communications.

but answer providers said that if pastime in VCX is dwindling, it be partly as a result of HP didn't put any advertising muscle in the back of it and failed to nurture the still-passionate group of former 3Com VoIP dealers.

"they are inclined to buy Palm and dispose of it, and spend how many billion on Autonomy?" observed Mark Essayian, president of KME methods, a Lake forest, Calif.-based answer company. "I get that it is a small product and that or not it's half a % of the voice networking [market] for them. however you may spend $a hundred million on it and make it a [killer] product. you have a group that helps it already."

"I in fact believe that they missed the boat on this," noted Robert Betzel, president of Infinity network solutions, a Macon, Ga.-primarily based solution company. "They have been going to be one other participant subsequent to Cisco that can give you end-to-conclusion. Now it be a piecemeal cope with different producers. When or not it's a piecemeal deal, who truly cares if it be an HP router or switch? You lose that seamless integration and seamless continuity you get from end to end."

next: HP Directs companions To Lync, ShoreTel, Aastra

As HP winds down VCX, the business could be directing valued clientele and channel companions towards VoIP and UC options from a handful of strategic partners.

chiefly, HP is steering UC purchasers with 250 seats and above towards Microsoft's speedy-transforming into Lync platform, HP's Hilton observed. For smaller customers, HP will focus on partnerships with ShoreTel and Aastra, the former predominantly in North the us and elements of Asia, and the latter typically in the EMEA area.

"You cannot have a robust relationship along with your companions if you are competing with them," Hilton talked about. "Routing, switching, management -- these things are our business. From a enterprise viewpoint, it makes greater feel to accomplice."

HP additionally partners with Avaya, even though essentially for its direct and business services engagements, and Hilton referred to HP is additionally fine with solutions the usage of other providers' products that can interoperate with HP's, together with Cisco.

now not exceptionally, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for a long time, the two tech giants in might also 2009 unveiled a $a hundred and eighty million, 4-12 months international initiative to partner on integrated UC options that prolonged to Microsoft's office Communications Server (OCS), the forerunner of Lync. In September 2011, HP launched a Lync-optimized desk mobilephone.

That relationship has persisted, and previous this week HP unveiled an SMB channel initiative at Microsoft's worldwide companion convention in Toronto. it's the primary time HP and Microsoft have collectively come out with a particular UC channel software, and it comprises verified and validated reference architectures for clients of 250 to 2,500 employees, customizable demand-technology campaigns, a number of revenue and technical practicing materials, inclusion in Microsoft's solution Incentives software, and advertising and marketing collateral.

"With the HP UC&C with Microsoft Lync solution, you have got entry to essentially the most comprehensive Lync portfolio within the industry from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB solutions advertising and marketing supervisor for HP Networking, in a Monday put up to the HP Networking corporate blog. "The channel toolkit will aid you delivery new conversations, extend your revenue alternatives and shorten your revenue cycle."

"We comprehend Lync is taking off; we work with some [partners] who we think are potent partners with an outstanding future in UC, and we suppose or not it's within the most fulfilling hobby of our client base," Hilton informed CRN. "looking at something like VCX, or not it's an excellent, strong product. but investment is prohibitive, and it's crowding and perplexing the market. a couple of of our partners are excited on the chance and are jumping in with each toes with Microsoft. if they do not need to trade, it is going to be more complex for them to be competitive long run."

"we have been constant in executing on our [UC and collaboration] approach with alternative and adaptability," pointed out Kash Shaikh, director of advertising for HP Networking. "All of these partners we're working with are greatest-in-type and had been innovating during this area."

Most VCX buyers already have moved to focal point on other structures -- "HP well-nigh killed it once they talked about [maintenance mode]," Infinity's Betzel referred to -- but their ardour remains. previous this 12 months, as an example, a domain called "long are living the VCX" went reside, promoted by a LinkedIn neighborhood shaped round HP Networking-linked considerations.

It contains a immediate for site visitors to go away opinions on the way forward for the VCX.

"HP the company of the VCX has to be enlightened," reads the website's mission statement. "they're ending the life of a very good product appropriate before your eyes. customers, partners, 3rd birthday party carriers want this product!!! it is our responsibility to let HP recognize what a huge mistake this is. We want HP to put its full drive at the back of the VCX and make it the 'Voice' product for the longer term. we will no longer settle for 3rd birthday party options ... we need a product manufactured and supported via HP. via featuring a complete portfolio, we are able to compete and win against other solutions."

answer suppliers agreed that HP is lacking out on conclusion-to-conclusion networking abilities.

"I promote an end-to-conclusion answer. I don't promote top-rated-of-breed," Conley mentioned. "in case you buy a cellphone from me, that cell goes to plug into an HP change, and into an HP router and, all in all, an HP answer. I do that as a result of I promote lots of those. I need an HP solution."

Conley noted he has sufficient VCX product to aid customers within the brief term and is calling at other platform alternatives. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP systems comparable to Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.

"they're making what they believe is the most advantageous company determination for the business, so I do not fault HP for that," Betzel pointed out. "however we basically accept as true with in end-to-conclusion computing, so Cisco is our choice. We accept as true with, from SMB to business, that if you happen to can get one company that has integrated all of the aspects you want, you get the premiere influence. Cisco has that healthy."

"if they in reality knew the path of VoIP and understood it, they wouldn't be making this decision," pointed out the CEO of an HP answer company who's been selling 3Com voice methods and their forerunners for many years. "When it comes to voice, especially, valued clientele need one throat to choke. ShoreTel, as an example, does not personal the network, and if that's the case, if there are problems with a Cisco network or an HP community, ShoreTel can element its finger at that community and say, 'or not it's not our product; we do not care if it works or not.'"

Most IT buyers decide upon conclusion-to-end options for the much less-bother component alone, the solution provider argued. He said he would movement his business to Cisco when HP's official VCX announcement comes out.

"Cisco gained this market as a result of they could be 'one throat to choke, ' " he referred to. "HP is making an immense mistake here."

subsequent: What HP should still Have Communicated To VARs

answer providers fault HP on its conversation around VCX specifically. With so a lot speculation about the demise of the product, the channel has had little to no air cover for helping consumers make choices.

"here's a credibility situation. i am now not going to promote and my client's now not going to purchase something if I think you might be going to get out of that market in a month or two," Metropark's Conley mentioned. "if you'd provide us some steadiness, inform us there may be a future for this, i am accessible waving the flag for you today. you are dumping what continues to be a thriving business for loads of purchasers."

"we have a lot of purchasers that still have 3Com voice in area," Infinity's Betzel said. "loads of customers buy these things pondering they are going to be working them for eight to 10 years. I even have one VCX customer that's obtained it running at 22 sites. I have to inform my shoppers to get prepared for something this is going to come back prior to they may be organized for, so i want a transparent message from HP on how they are going to help these platforms for people that desire them."

KME's Essayian stated that through pursuing a top-quality-of-breed, multivendor method in its place of an end-to-end sale, HP is opening itself as much as dropping offers.

"i will sell HP servers and switches, but when a consumer involves me and says, 'We want to put this on a Dell,' and/or i can virtualize it anyway, i'll try this," he noted. "HP does not seem to get telephony, and they have a middle administration layer that does not seem to take into account what goes right into a voice community. What companion goes to reside loyal to HP on only a commodity switching sale?"

Essayian mentioned he's happy with his native team of HP reps and makes no presumption about how to run a $127 billion company. but he agreed with different solution suppliers that HP is leaving at the back of a possible-packed VoIP possibility with a built-in, loyal channel following.

"The element is this product has a toehold," Essayian observed. "yes, we're a minority, sure we're a bit crazy, however we're also willing to promote the [crap] out of this product. if you study it even cursorily, how a great deal facts pull is there if you happen to sell voice? It can also be a holistic sale."

"i'm nevertheless a believer that voice pulls the information network along," delivered Betzel. "When the statistics community would not be counted, and it be 'I just need a 24-port gig swap,' they may be just looking round for a person who's received one with low-priced speeds and feeds on the most suitable expense. Cisco's the one it really is gone after this intelligently. Video is so essential to Cisco since it forces the conversation on upgrading the records gadget."

The ex-3Com broking channel is making other plans. answer suppliers advised CRN they may be not exactly expecting an HP reversal.

"now we have all moved on," Betzel spoke of. "I do not believe you'll discover any one still making a bet the residence on HP voice."

posted ON JULY 11, 2012


HP launches DataPass to sell pay as you go 3G facts plans, carrier piggybacks on dash's network | killexams.com Real Questions and Pass4sure dumps

It appears like HP is moving into the pay as you go facts online game. The company just announced DataPass, an answer that allows you to buy 3G provider out of your computer. The carrier is HP-branded, and that is rarely just marketing hype -- the business purchased wholesale spectrum facts from sprint and is atmosphere its own prices, effectively turning the workstation maker into an MVNO. The no-contract plans birth at $5 for a modest 75MB, which HP says is adequate for roughly five hours of use, and stretch as much as $30 for 1GB. look for it as an choice across the enterprise's lineup of enterprise notebooks with the Qualcomm Gobi un2400 radio module.

HP Sells community protection company TippingPoint To fashion Micro For $300M | killexams.com Real Questions and Pass4sure dumps

On the heels of Dell purchasing EMC for $sixty seven billion and Western Digital purchasing SanDisk for $19 billion, HP is selling off its TippingPoint community security company to TrendMicro for $300 million. TippingPoint is a issuer of next-generation intrusion methods and community security solutions, and HP says that in future it is going to resell community safety features from companions (including TrendMicro) as opposed to own its own belongings.

The flow is available in increase of HP finishing a damage-up of its company into pc and corporate features, a stream it introduced final year would be complete by the end of this fiscal 12 months.

HP changed into rumored in September to be shopping TippingPoint for between $200 million and $300 million. The deal is anticipated to close by the end of this autumn.

trend Micro says that the deal will include protection expertise, IP, trade capabilities and TippingPoint’s consumer base. It should be combining TippingPoint’s company with its latest network security operations in a new enterprise unit called network protection.

at the equal time, HP says that it's pulling out of having its personal network safety enterprise and will as an alternative companion with third parties for such functions “so we can invest in other areas of our safety portfolio.” HP says that after the deal closes it's going to proceed to companion with TippingPoint as a “strategic client and companion.”

fashion Micro and HP have had a strategic partnership in region on account that 2014. style Micro is positioning this as its means of completing the range of security options that they could offer to businesses, while maintaining some continuity in the HP relationship.

“businesses want a layered probability defense working seamlessly throughout the business to handle threats before, right through and after an attack,” referred to Eva Chen, CEO of vogue Micro in a press release. “This new next-era community protection solution combines our most excellent-in-classification community breach detection gadget, with proven intrusion prevention and response capabilities from TippingPoint.  Given our tenure with both HP and TippingPoint technology, we're excited concerning the agility of this acquisition and the price it is going to create for shoppers.”

the rise in cloud computing and IP-every thing has ended in an increase in malicious hacking and different cybercrime, and that in flip has resulted in a a great deal better precedence for network safety investments amongst companies.

but on the equal time, because the house turns into greater subtle, it looks like we may see yet greater corporations emerge that center of attention just on safety in place of trying to offer a full stack of IT functions.

TippingPoint grew to be a part of HP in 2010, when its previous proprietor 3Com become got with the aid of HP for $2.7 billion. earlier than that, 3Com purchased TippingPoint in 2005 for $442 million — making nowadays’s $300 million price some thing of a steal.


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Selling HP Networking Solutions and Services

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Digital Transformation, Customer Experience and Services-led Selling Take Center Stage at HP Reinvent | killexams.com real questions and Pass4sure dumps

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

News Highlights:

  • New financing model and WISE for Channel platform streamlines service-led selling
  • Adaptive learning certification and training program focused on contractual sales and soft skills
  • New HP Sales Central provides single intuitive gateway to services training and sales assets
  • HP Reinvent: World Partner Forum, HOUSTON, March 18, 2019 (GLOBE NEWSWIRE) -- Today at HP Reinvent, the company’s largest global partner event, HP outlined its digital transformation agenda, insights-driven go-to-market (GTM) strategy and partner enablement enhancements.

    The technology sales channel is undergoing a dramatic shift as consumer and commercial buying habits evolve. Aimed at driving partner growth in 2020 and beyond, the company shared its strategy for navigating the dramatic shifts taking place and arming partners with the inspiration, knowledge and expertise to optimize revenue, streamline costs, and future-proof their businesses.

    “The digital transformation of our global economy is impacting all facets of business on a global scale from jobs, to trade policies to supply chains,” said Jos Brenkel, Global Head of Sales and Strategy, HP Inc. “Our commitment to take purposeful action is unwavering - preparing ourselves, our partners and our customers for what’s coming next.”

    To aid partners to quickly tap into the power of social selling, HP now offers partners the option of leveraging Marketing Development Funds to contract LinkedIn Sales Navigators. With LinkedIn Sales Navigator, partners can target the right buyers, leverage key insights, and personalize outreach.  Partners are encouraged to contact ssactivation@hp.com for additional details.

    Leading the Shift to a Services-led Business Model

    Customers today are seeking services-led, non-linear buying experiences, and HP is poised to help its partners transition to these evolving sales models. Consumer and commercial customers alike are moving quickly towards a sharing economy and consuming products in completely different ways, which require a shift towards outcome-based or consumption-driven models.

    HP today introduced a number of infrastructure improvements optimized for services-led business models through the channel – enhancements include: HP branded finance solutions, specialized training, insights on buying behavior and online resources.

    As the industry increasingly moves to XaaS (Everything-as-a-Service), leasing and financing underpins HP’s approach to services-led selling—helping the company accelerate its services and solutions offerings.  Today the company introduced HP Integrated Financial Solutions, HP’s branded finance solution for providing partners with more flexibility to quickly ramp their services-based business and help ensure long-term, recurring revenue.

    HP Integrated Financial Solutions may provide options such as instant credit approval, mobile apps, automated document management, and electronic signature and invoicing to speed and enhance the customer experience. HP will be rolling out the program over the coming months, working in partnership with some of the world’s leading finance solution providers.

    To further aid its partner ecosystem, HP recently launched the WISE for Channel platform, which makes it easier to access technical information, training, how-to videos, service manuals and advisories. Immediately available via the Partner First portal, the WISE for Channel mobile-ready platform includes a highly intuitive search capability and easy-access to product specific support videos.

    Best-In-Class Training – Streamlined

    Based on partner feedback, HP streamlined HP University, one of the most advanced global partner training programs with a number of enhancements. Optimized to empower and equip the company’s growing number of partners, the company has evolved its vast training and certification models to enable outcome-based strategic selling and better equip partners to develop and grow their services business and recurring revenue stream.

    Highlights include:

  • New adaptive learning approach to certifications across PC, Print, and Supplies
  • Soft skills modules including Strategic Solution Selling, Hunting and Storytelling
  • Virtual and hands-on content workshops and customized learning paths
  • HP Sales Central – One Seamless Experience

    To enable a more seamless selling experience, HP announced the merger of HP’s Sales Central (HPSC) and Partner First portals into a single unified experience, providing partners around the world with immediate access to HP materials and a true “click one and done” experience. The portal, which will now live under the HP Sales Central Umbrella, also features a highly-intuitive presentation builder and my workspace personalization capabilities.

    One of the most interactive new additions to HPSC is a new chatbot capability acting as an AI conversational assistant. The HP Chatbot provides answers to any queries related to an HP product search for more than 80,000 active SKUs across the HP portfolio, allowing partners to easily navigate products much more quickly - returning between 35-55 minutes per week1.

    HP will also roll out a new Gamification-as-a-Service feature, available on both the mobile and desktop versions of HP Sales Central. The new program encourages users to participate in an interactive learning environment complemented with challenges, competitions, rewards, recognition and a virtual store to redeem program points. The unified site launches mid-April with full functionality of legacy sites throughout the calendar year.

    Diversity & Inclusion Partner Pledge

    As the industry navigates constantly changing social and cultural environments, HP remains strongly committed to diversity and inclusion (D&I). Diversity leads to stronger teams, more significant innovation, and better products and services.

    At HP Reinvent, not only will there be a session devoted to how partners can take action on increasing D&I in their workplace, partners will also have the opportunity to sign the ‘D&I Pledge’ – including an honest assessment of their current state, and a follow-on training session on how to create and deploy a D&I plan in their company, and in 12 months re-take the assessment to measure their efforts and improvements.

    About HPHP Inc. creates technology that makes life better for everyone, everywhere. Through our portfolio of printers, PCs, mobile devices, solutions, and services, we engineer experiences that amaze. More information about HP Inc. is available at http://www.hp.com.

    Resources:1 HP internal calculation based on average time it takes partners to find HP information on existing website vs time it takes to find the same information on the HP Chatbot

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

    www.hp.com/go/newsroom                                                                                                                                 


    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 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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