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Test Number : HP2-Z19
Test denomination : Selling HP S-Series Networking Solutions
Vendor denomination : HP
dumps questions : 121 Dumps Questions
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Selling HP S-Series Networking Solutions certification
Hewlett-Packard will eventually declar end-of-sale for the VCX VoIP device it bought with 3Com -- something longtime VCX solution providers preserve is a huge mistake given the product's loyal channel following and skills to Make HP a truer end-to-conclusion networking competitor against Cisco techniques.
HP representatives instructed CRN the imminent circulate would influence most VCX products, including servers and gateways. HP, Palo Alto, Calif., will ship the formal end-of-sale word later this month, with the precise end-sale date anticipated to subsist in December 2012.
HP will promote telephones and application licenses into 2013 and may proceed to assist VCX consumers for the HP-standard 5 years. It additionally already is helping greater VCX purchasers with migration strategies. but for complete intents and applications, 2012 can subsist VCX's swan song, and HP will exit the voice market, pointing partners and valued clientele toward VoIP and unified communications solutions from strategic allies similar to Microsoft, ShoreTel and Aastra.
"it is in their choicest interest to focus on these partnerships and de-emphasize their construction of products just fancy the VCX," impress Hilton, HP Networking product line manager, LAN side solutions, informed CRN. "We're not going to prick this off at the knees. however here is the confiscate time to transition off of that platform."
[Related: HP Hangs Up On 3Com VoIP VARs ]
HP's resolution bookends the long decline of a as soon as-proud set of VoIP products many companions avow bought misplaced in the shuffle following 3Com's implosion in the latter a allotment of the ultimate decade, after which occupy been mostly not notable by pass of HP following its $2.7 billion acquisition of 3Com in 2010.
solution suppliers at the start occupy been hopeful HP would focal point on the platform and Make the indispensable R&D investments to maintain it competitive with Cisco, Avaya and different VoIP avid gamers. however HP in January 2011 advised CRN it had shifted VCX into "upkeep mode," that means it might remark only fundamental platform updates and aid.
The managing of that system -- together with persistent rumors that HP had considered selling the VoIP unit -- became much criticized by using participants of the previous 3Com voice reseller community, who mentioned an in-house HP VoIP solution would odds the total HP Networking ecosystem as a result of how voice solutions create require for statistics infrastructure.
solution providers talked about HP hasn't communicated a propitious deal about VCX's future, hold for a vaguely worded e-mail despatched to partners about six months in the past aphorism that VCX's current utility liberate, 9.eight, could subsist its final update and that an end-of-sale announcement become on the horizon.
"They've advised us zero," stated Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based mostly reply company and longtime VCX accomplice. "I've reached out a big number of times. They achieve not want to talk about it."
Demand for the product has persevered to decline during the past two years, HP's Hilton spoke of, and it now not makes feel for the enterprise to set aside money into it. HP's international PBX gadget market participate as of 2011, in accordance with the Dell'Oro group, already became less than 1 % of a market heavily dominated with the aid of Avaya and Cisco and complete of challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens commercial enterprise Communications.
however solution suppliers pointed out that if interest in VCX is dwindling, it subsist partly as a result of HP did not set aside any advertising muscle behind it and failed to nurse the nonetheless-passionate group of former 3Com VoIP dealers.
"they are willing to purchase Palm and achieve away with it, and disburse what number of billion on Autonomy?" said impress Essayian, president of KME systems, a Lake wooded area, Calif.-based mostly solution issuer. "I Get that it is a small product and that or not it's half a p.c of the voice networking [market] for them. however you could disburse $a hundred million on it and Make it a [killer] product. you occupy got a neighborhood that supports it already."
"I actually esteem that they overlooked the boat on this," said Robert Betzel, president of Infinity network options, a Macon, Ga.-based reply provider. "They had been going to subsist another participant subsequent to Cisco that can provide you end-to-conclusion. Now it subsist a piecemeal cope with several manufacturers. When it's a piecemeal deal, who definitely cares if it's an HP router or switch? You lose that seamless integration and seamless continuity you Get from discontinue to conclusion."
subsequent: HP Directs partners To Lync, ShoreTel, Aastra
As HP winds down VCX, the enterprise can subsist directing consumers and channel companions toward VoIP and UC options from a handful of strategic companions.
exceptionally, HP is steerage UC shoppers with 250 seats and above towards Microsoft's speedy-becoming Lync platform, HP's Hilton talked about. For smaller customers, HP will focal point on partnerships with ShoreTel and Aastra, the former predominantly in North the us and components of Asia, and the latter normally within the EMEA vicinity.
"You can't occupy a robust relationship together with your partners when you are competing with them," Hilton spoke of. "Routing, switching, administration -- this stuff are their enterprise. From a company perspective, it makes extra feel to companion."
HP additionally partners with Avaya, although basically for its direct and trade services engagements, and Hilton mentioned HP is moreover exceptional with options using other carriers' products that may interoperate with HP's, including Cisco.
no longer distinctly, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for a long time, both tech giants in might moreover 2009 unveiled a $180 million, 4-year global initiative to accomplice on integrated UC solutions that extended to Microsoft's workplace Communications Server (OCS), the forerunner of Lync. In September 2011, HP launched a Lync-optimized desk cellphone.
That relationship has endured, and previous this week HP unveiled an SMB channel initiative at Microsoft's global companion convention in Toronto. or not it's the first time HP and Microsoft occupy jointly compass out with a selected UC channel software, and it includes demonstrated and validated reference architectures for purchasers of 250 to 2,500 personnel, customizable demand-era campaigns, quite a number earnings and technical working towards resources, inclusion in Microsoft's reply Incentives software, and advertising and marketing collateral.
"With the HP UC&C with Microsoft Lync answer, you occupy got access to probably the most comprehensive Lync portfolio in the market from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB options advertising manager for HP Networking, in a Monday set aside up to the HP Networking corporate weblog. "The channel toolkit will aid you delivery new conversations, extend your revenue opportunities and abridge your revenue cycle."
"We subsist aware of Lync is taking off; they toil with some [partners] who they feel are robust partners with a very propitious future in UC, and they believe it's in the most excellent interest of their client base," Hilton instructed CRN. "taking a peek at whatever thing fancy VCX, it's a fine, solid product. however funding is prohibitive, and or not it's crowding and complicated the market. a couple of of their companions are excited on the haphazard and are leaping in with each feet with Microsoft. in the event that they don't want to trade, it can subsist more intricate for them to subsist aggressive long term."
"we occupy been constant in executing on their [UC and collaboration] strategy with option and flexibility," observed Kash Shaikh, director of advertising for HP Networking. "All of those companions they are working with are top-rated-in-category and had been innovating in this area."
Most VCX buyers occupy already got moved to focus on other structures -- "HP almost killed it after they talked about [maintenance mode]," Infinity's Betzel said -- but their ardour remains. earlier this 12 months, for instance, a domain referred to as "lengthy live the VCX" went reside, promoted through a LinkedIn community shaped round HP Networking-connected issues.
It includes a instant for site visitors to depart opinions on the pass forward for the VCX.
"HP the brand of the VCX has to subsist enlightened," reads the web page's mission commentary. "they are ending the lifetime of a pretty propitious product confiscate earlier than your eyes. purchasers, partners, 3rd party vendors exigency this product!!! it is their responsibility to let HP understand what a ample mistake this is. They want HP to position its complete drive at the back of the VCX and Make it the 'Voice' product for the longer term. they can now not accept 3rd birthday celebration solutions ... they exigency a product manufactured and supported by pass of HP. by using offering an entire portfolio, they are able to compete and win in opposition t different options."
answer suppliers agreed that HP is missing out on conclusion-to-conclusion networking potential.
"I promote an conclusion-to-conclusion solution. I achieve not promote best-of-breed," Conley said. "in case you buy a cell from me, that mobilephone goes to plug into an HP switch, and into an HP router and, complete in all, an HP answer. I try this because I sell lots of those. I want an HP solution."
Conley talked about he has adequate VCX product to aid valued clientele within the short time age and is calling at other platform alternatives. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP systems equivalent to Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.
"they're making what they believe is the premiere enterprise determination for the company, so I achieve not weakness HP for that," Betzel referred to. "but they really esteem in conclusion-to-conclusion computing, so Cisco is their choice. They believe, from SMB to enterprise, that if you can Get one company that has integrated complete the facets you want, you Get the top of the line outcome. Cisco has that fit."
"if they basically knew the route of VoIP and understood it, they would not subsist making this determination," referred to the CEO of an HP solution provider who's been selling 3Com voice systems and their forerunners for a long time. "When it involves voice, particularly, consumers want one throat to choke. ShoreTel, for example, would not own the network, and in that case, if there are complications with a Cisco network or an HP network, ShoreTel can ingredient its finger at that community and say, 'it's not their product; they achieve not keeping if it works or now not.'"
Most IT buyers determine upon end-to-end solutions for the less-hassle factor by myself, the solution issuer argued. He pointed out he would circulate his enterprise to Cisco when HP's official VCX announcement comes out.
"Cisco gained this market as a result of they may well subsist 'one throat to choke, ' " he spoke of. "HP is making a ample mistake here."
subsequent: What HP should quiet occupy Communicated To VARs
solution providers weakness HP on its communication around VCX specifically. With so a mighty deal hypothesis concerning the loss of life of the product, the channel has had dinky to no air cover for assisting customers Make selections.
"this is a credibility issue. i'm now not going to promote and my customer's not going to purchase some thing if I esteem you might subsist going to Get out of that market in a month or two," Metropark's Conley spoke of. "in case you'd give us some steadiness, construe us there is a future for this, i'm out there waving the flag for you nowadays. you might subsist dumping what continues to subsist a thriving company for a lot of purchasers."
"we now occupy a lot of purchasers that nevertheless occupy 3Com voice in region," Infinity's Betzel referred to. "a lot of shoppers buy these items pondering they will subsist running them for eight to 10 years. I occupy one VCX client it is acquired it operating at 22 sites. I must construe my shoppers to Get organized for anything this is going to compass sooner than they're prepared for, so i would fancy a transparent message from HP on how they will back these systems for americans that covet them."
KME's Essayian notable that by pursuing a most appropriate-of-breed, multivendor strategy instead of an conclusion-to-end sale, HP is opening itself as much as dropping offers.
"i will sell HP servers and switches, but if a consumer comes to me and says, 'We exigency to set aside this on a Dell,' and/or i will subsist able to virtualize it anyway, i'll try this," he spoke of. "HP doesn't look to Get telephony, and that they occupy a middle administration layer that would not materialize to win into account what goes into a voice network. What accomplice goes to reside loyal to HP on just a commodity switching sale?"
Essayian notable he's jubilant with his local group of HP reps and makes no presumption about a pass to flee a $127 billion enterprise. however he agreed with different solution suppliers that HP is leaving in the back of a possible-packed VoIP chance with a developed-in, loyal channel following.
"The aspect is this product has a toehold," Essayian noted. "sure, we're a minority, yes we're a dinky loopy, but we're additionally inclined to promote the [crap] out of this product. in case you study it even cursorily, how lots information tug is there if you sell voice? It will moreover subsist a holistic sale."
"i'm nonetheless a believer that voice pulls the statistics community alongside," added Betzel. "When the records community does not depend, and or not it's 'I simply exigency a 24-port gig swap,' they're simply looking round for someone who's obtained one with low in cost speeds and feeds on the most profitable price. Cisco's the one it really is long past after this intelligently. Video is so necessary to Cisco because it forces the dialog on upgrading the statistics gadget."
The ex-3Com broking channel is making different plans. solution providers told CRN they're now not exactly anticipating an HP reversal.
"we've got complete moved on," Betzel referred to. "I achieve not suppose you'll discover any one quiet betting the house on HP voice."
published ON JULY 11, 2012