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Test Number : HP2-Z16
Test Name : Selling HP E-Series Networking Solutions
Vendor Name : HP
Q&A : 37 Dumps Questions

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Selling HP E-Series Networking Solutions certification

HP Makes It legit: end Of the line For VCX VoIP | HP2-Z16 Dumps and Real exam Questions with VCE Practice Test

Hewlett-Packard will ultimately announce conclusion-of-sale for the VCX VoIP gadget it obtained with 3Com -- some thing longtime VCX solution suppliers preserve is a big mistake given the product's loyal channel following and talents to make HP a truer end-to-conclusion networking competitor in opposition t Cisco techniques.

HP representatives told CRN the approaching flow would affect most VCX products, together with servers and gateways. HP, Palo Alto, Calif., will send the formal conclusion-of-sale word later this month, with the precise conclusion-sale date anticipated to be in December 2012.

HP will sell phones and software licenses into 2013 and should proceed to aid VCX purchasers for the HP-ordinary 5 years. It additionally already is assisting greater VCX shoppers with migration concepts. but for all intents and purposes, 2012 might be VCX's swan song, and HP will exit the voice market, pointing companions and purchasers toward VoIP and unified communications options from strategic allies akin to Microsoft, ShoreTel and Aastra.

"it's in their most useful pastime to focus on those partnerships and de-emphasize their construction of items like the VCX," Mark Hilton, HP Networking product line supervisor, LAN aspect solutions, informed CRN. "We're not going to cut this off at the knees. however here is the appropriate 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 items many companions say got misplaced within the shuffle following 3Com's implosion within the latter a part of the last decade, and then had been largely overlooked through HP following its $2.7 billion acquisition of 3Com in 2010.

answer providers initially were hopeful HP would focal point on the platform and make the critical R&D investments to preserve it competitive with Cisco, Avaya and different VoIP avid gamers. however HP in January 2011 instructed CRN it had shifted VCX into "protection mode," meaning it would see only simple platform updates and guide.

The managing of that method -- including persistent rumors that HP had regarded promoting the VoIP unit -- become a lot criticized by way of contributors of the former 3Com voice reseller community, who talked about an in-apartment HP VoIP solution would improvement the complete HP Networking ecosystem as a result of how voice solutions create demand for facts infrastructure.

solution providers pointed out HP hasn't communicated a lot about VCX's future, shop for a vaguely worded e-mail sent to partners about six months ago saying that VCX's present application unencumber, 9.eight, could be its closing update and that an end-of-sale announcement changed into on the horizon.

"They've instructed us zero," observed Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based solution company and longtime VCX associate. "I've reached out a mess of instances. They don't want to discuss it."

Demand for the product has continued to say no in the past two years, HP's Hilton talked about, and it no longer makes sense for the business to invest in it. HP's global PBX equipment market share as of 2011, in line with the Dell'Oro community, already turned into below 1 percent of a market closely dominated via Avaya and Cisco and choked with challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens commercial enterprise Communications.

however answer providers stated that if activity in VCX is dwindling, or not it's partly because HP didn't put any advertising muscle at the back of it and did not nurture the nevertheless-passionate group of former 3Com VoIP buyers.

"they're inclined to buy Palm and get rid of it, and spend how many billion on Autonomy?" spoke of Mark Essayian, president of KME programs, a Lake forest, Calif.-primarily based answer issuer. "I get that it is a small product and that it's half a percent of the voice networking [market] for them. but you may spend $a hundred million on it and make it a [killer] product. you have got a group that helps it already."

"I definitely suppose that they ignored the boat on this," said Robert Betzel, president of Infinity network solutions, a Macon, Ga.-primarily based answer issuer. "They had been going to be another player next to Cisco that may supply you end-to-end. Now or not it's a piecemeal contend with distinctive manufacturers. When it be a piecemeal deal, who definitely cares if it's an HP router or swap? You lose that seamless integration and seamless continuity you get from conclusion to end."

next: HP Directs partners To Lync, ShoreTel, Aastra

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

in particular, HP is steerage UC valued clientele with 250 seats and above towards Microsoft's quickly-becoming Lync platform, HP's Hilton noted. For smaller shoppers, HP will focal point on partnerships with ShoreTel and Aastra, the previous predominantly in North the us and ingredients of Asia, and the latter normally in the EMEA place.

"You can't have a strong relationship along with your partners if you're competing with them," Hilton pointed out. "Routing, switching, administration -- these things are their business. From a business standpoint, it makes extra sense to partner."

HP also partners with Avaya, even though basically for its direct and business features engagements, and Hilton pointed out HP is also fine with options using other vendors' products that can interoperate with HP's, together with Cisco.

now not rather, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for many years, the two tech giants in may 2009 unveiled a $one hundred eighty million, four-12 months global initiative to partner on integrated UC solutions that extended to Microsoft's workplace Communications Server (OCS), the forerunner of Lync. In September 2011, HP released a Lync-optimized desk phone.

That relationship has persevered, and past this week HP unveiled an SMB channel initiative at Microsoft's worldwide partner conference in Toronto. it's the primary time HP and Microsoft have jointly come out with a selected UC channel program, and it includes validated and validated reference architectures for shoppers of 250 to 2,500 personnel, customizable demand-era campaigns, various earnings and technical practicing materials, inclusion in Microsoft's answer Incentives software, and marketing collateral.

"With the HP UC&C with Microsoft Lync answer, you have got access to essentially the most complete Lync portfolio within the industry from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB options advertising supervisor for HP Networking, in a Monday publish to the HP Networking corporate weblog. "The channel toolkit will aid you start new conversations, expand your salary alternatives and shorten your sales cycle."

"We comprehend Lync is taking off; they work with some [partners] who they suppose are powerful partners with a good future in UC, and they consider it be in the most appropriate activity of their client base," Hilton instructed CRN. " something like VCX, it's a fine, strong product. however funding is prohibitive, and it's crowding and puzzling the market. just a few of their companions are excited at the probability and are leaping in with both ft with Microsoft. in the event that they don't need to change, it can be extra tricky for them to be competitive longer term."

"we've been consistent in executing on their [UC and collaboration] strategy with option and flexibility," spoke of Kash Shaikh, director of advertising for HP Networking. "All of those companions they are working with are highest quality-in-class and had been innovating in this enviornment."

Most VCX buyers have already got moved to focal point on other platforms -- "HP nearly killed it after they noted [maintenance mode]," Infinity's Betzel said -- but their ardour is still. previous this year, as an instance, a website called "lengthy are living the VCX" went are living, promoted by using a LinkedIn community formed round HP Networking-related concerns.

It contains a instant for website company to go away opinions on the way forward for the VCX.

"HP the manufacturer of the VCX must be enlightened," reads the site's mission remark. "they are ending the lifetime of a great product appropriate before your eyes. valued clientele, partners, third party vendors want this product!!! it is their accountability to let HP know what a huge mistake here's. They want HP to put its full drive behind the VCX and make it the 'Voice' product for the future. they are able to now not settle for 3rd party solutions ... they want a product manufactured and supported by means of HP. by means of offering a complete portfolio, they can compete and win against different solutions."

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

"I sell an conclusion-to-conclusion answer. I do not sell gold standard-of-breed," Conley talked about. "in case you buy a phone from me, that cell goes to plug into an HP change, and into an HP router and, all in all, an HP solution. I do that because I sell loads of these. I need an HP solution."

Conley noted he has sufficient VCX product to help consumers within the short term and is asking at other platform alternatives. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP structures comparable to Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.

"they may be making what they think is the most suitable enterprise choice for the business, so I do not fault HP for that," Betzel said. "however they in fact agree with in conclusion-to-conclusion computing, so Cisco is their alternative. They accept as true with, from SMB to enterprise, that if you happen to can get one company that has built-in all the points you want, you get the most useful outcome. Cisco has that fit."

"if they truly knew the direction of VoIP and understood it, they would not be making this decision," observed the CEO of an HP solution provider who's been selling 3Com voice systems and their forerunners for decades. "When it comes to voice, principally, purchasers desire one throat to choke. ShoreTel, as an instance, doesn't personal the network, and in that case, if there are issues with a Cisco community or an HP network, ShoreTel can element its finger at that community and say, 'or not it's now not their product; they do not care if it really works or no longer.'"

Most IT buyers pick end-to-conclusion options for the much less-bother element on my own, the answer provider argued. He observed he would circulation his business to Cisco when HP's respectable VCX announcement comes out.

"Cisco gained this market as a result of they may well be 'one throat to choke, ' " he talked about. "HP is making an enormous mistake right here."

subsequent: What HP may still Have Communicated To VARs

solution providers fault HP on its communication around VCX in particular. With so a good deal hypothesis concerning the dying of the product, the channel has had little to no air cowl for helping clients make selections.

"here's a credibility difficulty. i'm no longer going to promote and my consumer's no longer going to purchase something if I feel you are going to get out of that market in a month or two," Metropark's Conley talked about. "if you'd supply us some balance, inform us there is a future for this, i am obtainable waving the flag for you nowadays. you are dumping what remains a thriving company for a lot of buyers."

"we've a lot of shoppers that still have 3Com voice in region," Infinity's Betzel noted. "lots of shoppers buy these items pondering they will be operating them for eight to 10 years. I have one VCX customer that is obtained it running at 22 sites. I have to inform my shoppers to get organized for whatever that's going to return prior to they are prepared for, so i want a clear message from HP on how they are going to guide these platforms for americans that desire them."

KME's Essayian talked about that via pursuing a most advantageous-of-breed, multivendor method in its place of an end-to-conclusion sale, HP is opening itself as much as dropping deals.

"i'll promote HP servers and switches, but if a customer comes to me and says, 'We wish to put this on a Dell,' and/or i will virtualize it anyway, i could do this," he talked about. "HP would not seem to get telephony, and that they have a core management layer that does not seem to be mindful what goes into a voice network. What partner is going to live loyal to HP on only a commodity switching sale?"

Essayian observed he's satisfied with his local crew of HP reps and makes no presumption about the way to run a $127 billion business. but he agreed with other solution suppliers that HP is leaving in the back of a possible-packed VoIP possibility with a constructed-in, loyal channel following.

"The point is this product has a toehold," Essayian mentioned. "sure, we're a minority, sure we're a little crazy, however we're also willing to promote the [crap] out of this product. in case you analyze it even cursorily, how tons records pull is there in case you promote voice? It will also be a holistic sale."

"i am nevertheless a believer that voice pulls the statistics community alongside," brought Betzel. "When the statistics community does not count number, and or not it's 'I just need a 24-port gig change,' they are just looking round for someone who's obtained one with least expensive speeds and feeds on the surest cost. Cisco's the one that's long gone after this intelligently. Video is so crucial to Cisco because it forces the dialog on upgrading the statistics machine."

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

"we now have all moved on," Betzel referred to. "I do not think you are going to locate anyone nonetheless having a bet the condo on HP voice."

posted ON JULY 11, 2012


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