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Test Code : HP2-Z22
Test name : Selling HP Network Solutions
Vendor name : HP
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Selling HP Network Solutions exam

HP Makes It official: conclusion Of the line For VCX VoIP | HP2-Z22 real Questions and VCE practice Test

Hewlett-Packard will ultimately advertise conclusion-of-sale for the VCX VoIP gadget it received with 3Com -- something longtime VCX reply suppliers maintain is a huge mistake given the product's loyal channel following and potential to yield HP a truer end-to-conclusion networking competitor against Cisco systems.

HP representatives advised CRN the drawing close stream would affect most VCX products, including servers and gateways. HP, Palo Alto, Calif., will ship the formal conclusion-of-sale celebrate 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 continue to assist VCX shoppers for the HP-ordinary five years. It furthermore already is assisting greater VCX valued clientele with migration innovations. but for everyone intents and purposes, 2012 might be VCX's swan track, and HP will exit the voice market, pointing companions and shoppers toward VoIP and unified communications solutions from strategic allies reminiscent of Microsoft, ShoreTel and Aastra.

"it's in their most profitable interest to focal point on these partnerships and de-emphasize their development of items fancy the VCX," price Hilton, HP Networking product line manager, LAN area solutions, advised CRN. "We're not going to reduce this off on the knees. however here is the appropriate time to transition off of that platform."

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

HP's determination bookends the lengthy decline of a once-proud set of VoIP items many partners protest received misplaced in the shuffle following 3Com's implosion within the latter a piece of the remaining decade, and then had been largely neglected by HP following its $2.7 billion acquisition of 3Com in 2010.

solution providers in the nascence were hopeful HP would focus on the platform and yield the imperative R&D investments to preserve it aggressive with Cisco, Avaya and other VoIP avid gamers. but HP in January 2011 told CRN it had shifted VCX into "preservation mode," that means it could survey best primary platform updates and support.

The dealing with of that system -- together with persistent rumors that HP had considered promoting the VoIP unit -- turned into much criticized by passage of individuals of the former 3Com voice reseller neighborhood, who pointed out an in-condo HP VoIP reply would improvement the entire HP Networking ecosystem as a result of how voice options create exact for statistics infrastructure.

solution suppliers stated HP hasn't communicated plenty about VCX's future, retain for a vaguely worded e-mail despatched to companions about six months in the past announcing that VCX's latest application liberate, 9.8, would be its final supplant and that an end-of-sale announcement became on the horizon.

"They've told us zero," referred to Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based reply provider and longtime VCX companion. "I've reached out a mess of instances. They finish not need to focus on it."

Demand for the product has endured to decline during the past two years, HP's Hilton pointed out, and it now not makes experience for the commerce to invest in it. HP's global PBX device market share as of 2011, in line with the Dell'Oro group, already was lower than 1 percent of a market closely dominated through Avaya and Cisco and filled with challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens enterprise Communications.

however reply suppliers talked about that if pastime in VCX is dwindling, it's partly as a result of HP did not region any advertising muscle at the back of it and failed to nurture the nevertheless-passionate community of former 3Com VoIP purchasers.

"they're willing to buy Palm and finish away with it, and spend what number of billion on Autonomy?" said price Essayian, president of KME techniques, a Lake forest, Calif.-based mostly reply company. "I procure that it's a little product and that or not it's half a % of the voice networking [market] for them. however you may spend $100 million on it and yield it a [killer] product. you absorb a neighborhood that supports it already."

"I really suppose that they overlooked the boat on this," said Robert Betzel, president of Infinity network solutions, a Macon, Ga.-based reply company. "They were going to be yet another player next to Cisco that can give you conclusion-to-end. Now it's a piecemeal contend with distinctive producers. When it be a piecemeal deal, who in fact cares if or not it's an HP router or switch? You lose that seamless integration and seamless continuity you procure from terminate to conclusion."

subsequent: HP Directs partners To Lync, ShoreTel, Aastra

As HP winds down VCX, the company may be directing customers and channel companions toward VoIP and UC options from a handful of strategic companions.

peculiarly, HP is steerage UC purchasers with 250 seats and above toward Microsoft's quickly-transforming into Lync platform, HP's Hilton mentioned. For smaller consumers, HP will focal point on partnerships with ShoreTel and Aastra, the former predominantly in North the us and components of Asia, and the latter typically within the EMEA region.

"You cannot absorb a powerful relationship along with your partners if you are competing with them," Hilton observed. "Routing, switching, administration -- these things are their enterprise. From a enterprise standpoint, it makes extra feel to partner."

HP additionally companions with Avaya, although essentially for its direct and commercial enterprise services engagements, and Hilton renowned HP is furthermore pleasant with solutions the usage of different carriers' products that can interoperate with HP's, including Cisco.

not particularly, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for a long time, both tech giants in can furthermore 2009 unveiled a $180 million, 4-yr global initiative to companion on built-in UC solutions that prolonged to Microsoft's workplace Communications Server (OCS), the forerunner of Lync. In September 2011, HP released a Lync-optimized desk cell.

That relationship has continued, and previous this week HP unveiled an SMB channel initiative at Microsoft's international associate convention in Toronto. it be the primary time HP and Microsoft absorb collectively arrive out with a specific UC channel program, and it comprises verified and validated reference architectures for consumers of 250 to 2,500 personnel, customizable demand-generation campaigns, a variety of income and technical practising materials, inclusion in Microsoft's reply Incentives program, and advertising collateral.

"With the HP UC&C with Microsoft Lync answer, you absorb access to essentially the most finished Lync portfolio in the market from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB solutions marketing supervisor for HP Networking, in a Monday publish to the HP Networking company blog. "The channel toolkit will assist you birth new conversations, expand your profits alternatives and abridge your earnings cycle."

"We know Lync is taking off; they labor with some [partners] who they feel are tenacious companions with a pretty Good future in UC, and they account or not it's in the foremost interest of their customer base," Hilton instructed CRN. " anything fancy VCX, it's a good, solid product. however investment is prohibitive, and or not it's crowding and difficult the market. a number of of their partners are excited on the possibility and are jumping in with both feet with Microsoft. in the event that they don't want to change, it is going to be extra problematic for them to be competitive longer term."

"we absorb been constant in executing on their [UC and collaboration] strategy with choice and suppleness," spoke of Kash Shaikh, director of marketing for HP Networking. "All of these partners they are working with are most excellent-in-class and had been innovating in this enviornment."

Most VCX buyers already absorb moved to focus of attention on other platforms -- "HP practically killed it after they said [maintenance mode]," Infinity's Betzel renowned -- however their ardour continues to be. past this yr, as an example, a site referred to as "lengthy are animated the VCX" went reside, promoted by passage of a LinkedIn group formed around HP Networking-related issues.

It contains a instantaneous for web site visitors to slump away opinions on the passage forward for the VCX.

"HP the brand of the VCX needs to be enlightened," reads the site's mission remark. "they are ending the lifetime of a mighty product redress before your eyes. customers, companions, third party providers want this product!!! it is their accountability to let HP comprehend what a massive mistake here's. They want HP to region its plenary compel in the back of the VCX and yield it the 'Voice' product for the future. they will now not accept 3rd birthday party solutions ... they need a product manufactured and supported by means of HP. via featuring an entire portfolio, they can compete and win against different solutions."

answer suppliers agreed that HP is missing out on conclusion-to-conclusion networking capabilities.

"I sell an conclusion-to-end answer. I finish not promote most desirable-of-breed," Conley spoke of. "in case you buy a mobilephone from me, that mobilephone is going to plug into an HP switch, and into an HP router and, everyone in all, an HP solution. I finish this as a result of I sell lots of these. I want an HP solution."

Conley pointed out he has satisfactory VCX product to assist shoppers in the brief time period and is calling at different 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 are making what they suppose is the surest company choice for the business, so I finish not weakness HP for that," Betzel stated. "but they definitely faith in conclusion-to-end computing, so Cisco is their alternative. They trust, from SMB to commercial enterprise, that in case you can procure one brand that has built-in everyone of the features you want, you procure the most fulfilling result. Cisco has that healthy."

"if they truly knew the route of VoIP and understood it, they would not be making this choice," mentioned the CEO of an HP reply company who's been promoting 3Com voice techniques and their forerunners for a long time. "When it involves voice, primarily, shoppers want one throat to choke. ShoreTel, as an instance, would not personal the network, and if so, if there are problems with a Cisco community or an HP network, ShoreTel can point its finger at that community and say, 'it be not their product; they finish not keeping if it works or no longer.'"

Most IT patrons pick conclusion-to-conclusion options for the less-bother ingredient by myself, the reply issuer argued. He referred to he would movement his company to Cisco when HP's legitimate VCX announcement comes out.

"Cisco won this market as a result of they may be 'one throat to choke, ' " he stated. "HP is making an vast mistake here."

subsequent: What HP may quiet absorb Communicated To VARs

answer suppliers weakness HP on its communique around VCX above all. With so a mighty deal hypothesis about the demise of the product, the channel has had little to no air cover for helping shoppers yield choices.

"here is a credibility problem. i'm no longer going to promote and my customer's no longer going to purchase whatever if I believe you're going to procure out of that market in a month or two," Metropark's Conley noted. "if you'd give us some balance, inform us there may be a future for this, i am accessible waving the flag for you nowadays. you're dumping what remains a thriving company for a lot of buyers."

"we absorb loads of purchasers that nevertheless absorb 3Com voice in area," Infinity's Betzel said. "a lot of consumers buy these things pondering they're going to be working them for eight to 10 years. I absorb one VCX customer it really is bought it running at 22 websites. I absorb to expound my purchasers to procure organized for something that's going to arrive ahead of they're organized for, so i want a transparent message from HP on how they're going to assist these platforms for americans that want them."

KME's Essayian mentioned that via pursuing a surest-of-breed, multivendor method as a substitute of an end-to-conclusion sale, HP is opening itself as much as dropping deals.

"i'll promote HP servers and switches, but when a customer comes to me and says, 'We need to region this on a Dell,' and/or i can virtualize it anyway, i'll finish that," he observed. "HP would not appear to procure telephony, and they absorb a core administration layer that does not appear to understand what goes perquisite into a voice community. What accomplice is going to reside loyal to HP on only a commodity switching sale?"

Essayian pointed out he is joyful with his endemic crew of HP reps and makes no presumption about how to flee a $127 billion enterprise. however he agreed with other reply providers that HP is leaving in the back of a potential-packed VoIP possibility with a built-in, loyal channel following.

"The aspect is that this product has a toehold," Essayian said. "yes, we're a minority, certain we're a bit crazy, but we're additionally inclined to sell the [crap] out of this product. if you study it even cursorily, how a whole lot facts drag is there in the event you promote voice? It will furthermore be a holistic sale."

"i am nevertheless a believer that voice pulls the records community alongside," added Betzel. "When the records community doesn't remember, and it's 'I simply want a 24-port gig change,' they're just searching around for somebody who's got one with low cost speeds and feeds at the best cost. Cisco's the one it truly is gone after this intelligently. Video is so crucial to Cisco because it forces the conversation on upgrading the records equipment."

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

"now they absorb everyone moved on," Betzel noted. "I don't suppose you are going to ascertain any person quiet having a bet the apartment on HP voice."

published ON JULY 11, 2012

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