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Selling HP Business Class Storage(R) Solutions certification
HP Makes It authentic: conclusion Of the line For VCX VoIP | HP2-K19 Real Questions and VCE Practice Test
Hewlett-Packard will ultimately announce conclusion-of-sale for the VCX VoIP equipment it received with 3Com -- some thing longtime VCX answer providers preserve is a huge mistake given the product's loyal channel following and expertise to make HP a truer conclusion-to-conclusion networking competitor towards Cisco methods.
HP representatives advised CRN the coming near near circulation would affect most VCX items, together with servers and gateways. HP, Palo Alto, Calif., will send the formal conclusion-of-sale observe later this month, with the genuine end-sale date expected to be in December 2012.
HP will promote phones and application licenses into 2013 and will continue to guide VCX shoppers for the HP-usual 5 years. It also already is assisting better VCX valued clientele with migration strategies. however for all intents and purposes, 2012 can 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 comparable to Microsoft, ShoreTel and Aastra.
"it is in our best hobby to center of attention on those partnerships and de-emphasize our development of products just like the VCX," Mark Hilton, HP Networking product line manager, LAN area options, advised CRN. "We're no longer going to cut this off on the knees. but here is 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 acquired lost within the shuffle following 3Com's implosion in the latter part of the last decade, and then were mostly ignored by way of HP following its $2.7 billion acquisition of 3Com in 2010.
solution suppliers at the beginning have been hopeful HP would center of attention on the platform and make the crucial R&D investments to keep it competitive with Cisco, Avaya and different VoIP players. but HP in January 2011 informed CRN it had shifted VCX into "renovation mode," that means it might see handiest basic platform updates and assist.
The dealing with of that system -- together with persistent rumors that HP had considered selling the VoIP unit -- became much criticized through contributors of the former 3Com voice reseller group, who pointed out an in-house HP VoIP solution would improvement the total HP Networking ecosystem as a result of how voice solutions create demand for records infrastructure.
answer suppliers referred to HP hasn't communicated a lot about VCX's future, shop for a vaguely worded e mail sent to partners about six months in the past announcing that VCX's present utility unlock, 9.eight, can be its remaining replace and that an end-of-sale announcement changed into on the horizon.
"They've advised us zero," talked about Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based answer provider and longtime VCX associate. "I've reached out a large number of instances. They do not want to talk about it."
Demand for the product has endured to decline in the past two years, HP's Hilton stated, and it now not makes sense for the enterprise to invest in it. HP's international PBX device market share as of 2011, according to the Dell'Oro neighborhood, already turned into less than 1 percent of a market closely dominated via Avaya and Cisco and packed with challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens commercial enterprise Communications.
but solution providers said that if interest in VCX is dwindling, it be partly as a result of HP didn't put any advertising and marketing muscle behind it and did not nurture the nonetheless-passionate group of former 3Com VoIP buyers.
"they're willing to purchase Palm and put off it, and spend how many billion on Autonomy?" stated Mark Essayian, president of KME programs, a Lake wooded area, Calif.-based mostly solution issuer. "I get that it's a small product and that or not it's half a percent of the voice networking [market] for them. but you may spend $100 million on it and make it a [killer] product. you have got a neighborhood that helps it already."
"I truly consider that they overlooked the boat on this," pointed out Robert Betzel, president of Infinity network solutions, a Macon, Ga.-based mostly solution issuer. "They had been going to be an additional participant next to Cisco that may give you end-to-end. Now it be a piecemeal cope with different producers. When or not it's a piecemeal deal, who basically cares if it's an HP router or swap? You lose that seamless integration and seamless continuity you get from conclusion to conclusion."
subsequent: HP Directs companions To Lync, ShoreTel, Aastra
As HP winds down VCX, the business should be directing shoppers and channel partners toward VoIP and UC options from a handful of strategic companions.
specially, HP is guidance UC purchasers with 250 seats and above toward Microsoft's quick-growing Lync platform, HP's Hilton spoke of. For smaller valued clientele, HP will center of attention on partnerships with ShoreTel and Aastra, the previous predominantly in North the united states and components of Asia, and the latter on the whole within the EMEA location.
"You can't have a strong relationship along with your partners if you are competing with them," Hilton referred to. "Routing, switching, management -- this stuff are our business. From a company perspective, it makes extra sense to associate."
HP additionally companions with Avaya, though primarily for its direct and commercial enterprise capabilities engagements, and Hilton pointed out HP is additionally first-rate with options the use of other providers' items that may interoperate with HP's, including Cisco.
not pretty, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for decades, the two tech giants in can also 2009 unveiled a $a hundred and eighty million, 4-yr global initiative to partner on built-in 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 prior 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 collectively come out with a specific UC channel program, and it includes tested and validated reference architectures for valued clientele of 250 to 2,500 employees, customizable demand-technology campaigns, quite a number sales and technical training elements, inclusion in Microsoft's solution Incentives software, and advertising and marketing collateral.
"With the HP UC&C with Microsoft Lync solution, you have entry to the most finished Lync portfolio in the marketplace from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB options advertising manager for HP Networking, in a Monday submit to the HP Networking company weblog. "The channel toolkit will support you delivery new conversations, extend your profits opportunities and shorten your revenue cycle."
"We understand Lync is taking off; we work with some [partners] who we think are effective companions with an excellent future in UC, and we think or not it's in the finest hobby of our client base," Hilton told CRN. " some thing like VCX, or not it's a very good, solid product. but investment is prohibitive, and it be crowding and confusing the market. a few of our partners are excited on the possibility and are jumping in with both ft with Microsoft. in the event that they don't want to alternate, it should be more difficult for them to be aggressive long run."
"we now have been consistent in executing on our [UC and collaboration] method with alternative and flexibility," stated Kash Shaikh, director of advertising for HP Networking. "All of these companions we are working with are most suitable-in-category and had been innovating during this enviornment."
Most VCX dealers already have moved to focus on different structures -- "HP nearly killed it after they stated [maintenance mode]," Infinity's Betzel referred to -- but their ardour is still. previous this yr, as an instance, a site called "lengthy live the VCX" went reside, promoted through a LinkedIn neighborhood formed around HP Networking-linked issues.
It contains a on the spot for web site friends to go away opinions on the future of the VCX.
"HP the company of the VCX must be enlightened," reads the web page's mission remark. "they are ending the life of a fine product appropriate earlier than your eyes. shoppers, companions, third party vendors need this product!!! it is our accountability to let HP know what a huge mistake here's. We desire HP to position its full drive behind the VCX and make it the 'Voice' product for the long run. we will no longer settle for third birthday party solutions ... we want a product manufactured and supported through HP. by means of featuring an entire portfolio, we are able to compete and win towards other options."
answer providers agreed that HP is missing out on end-to-end networking potential.
"I promote an conclusion-to-end answer. I don't promote optimal-of-breed," Conley noted. "if you buy a phone from me, that mobilephone goes 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 sell loads of these. I want an HP solution."
Conley spoke of he has satisfactory VCX product to assist purchasers in the brief term and is asking at other platform alternatives. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP structures similar to Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.
"they're making what they believe is the most useful company decision for the business, so I don't fault HP for that," Betzel spoke of. "but we really trust in conclusion-to-end computing, so Cisco is our alternative. We believe, from SMB to business, that for those who can get one manufacturer that has integrated all of the elements you need, you get the most excellent outcomes. Cisco has that fit."
"in the event that they really knew the direction of VoIP and understood it, they would not be making this decision," observed the CEO of an HP answer company who's been promoting 3Com voice programs and their forerunners for a long time. "When it comes to voice, primarily, purchasers want one throat to choke. ShoreTel, as an example, would not personal the community, and if that's the case, if there are issues with a Cisco network or an HP network, ShoreTel can factor its finger at that community and say, 'or not it's not our product; we don't care if it really works or not.'"
Most IT buyers select end-to-end options for the less-hassle element by myself, the answer company argued. He talked about he would stream his business to Cisco when HP's legit VCX announcement comes out.
"Cisco won this market as a result of they could be 'one throat to choke, ' " he stated. "HP is making a massive mistake right here."
next: What HP should Have Communicated To VARs
answer providers fault HP on its verbal exchange round VCX specifically. With so a whole lot speculation in regards to the demise of the product, the channel has had little to no air cowl for helping purchasers make choices.
"this is a credibility situation. i'm not going to promote and my customer's now not going to purchase whatever if I feel you're going to get out of that market in a month or two," Metropark's Conley talked about. "if you'd provide us some stability, tell us there's a future for this, i'm out there waving the flag for you these days. you're dumping what remains a thriving enterprise for lots of purchasers."
"we have a lot of customers that nevertheless have 3Com voice in area," Infinity's Betzel stated. "lots of valued clientele purchase these things considering they are going to be operating them for eight to 10 years. I even have one VCX customer that's obtained it running at 22 websites. I should inform my purchasers to get prepared for anything that is going to come ahead of they may be prepared for, so i would like a transparent message from HP on how they'll help these systems for americans that need them."
KME's Essayian said that by way of pursuing a superior-of-breed, multivendor approach instead of an end-to-end sale, HP is opening itself up to dropping offers.
"i will be able to sell HP servers and switches, but when a customer involves me and says, 'We are looking to put this on a Dell,' and/or i can virtualize it anyway, i could do this," he observed. "HP does not appear to get telephony, and that they have a center administration layer that would not appear to have in mind what goes right into a voice community. What accomplice goes to reside loyal to HP on just a commodity switching sale?"
Essayian talked about he is chuffed with his native group of HP reps and makes no presumption about the way to run a $127 billion company. however he agreed with different solution suppliers that HP is leaving behind a potential-packed VoIP opportunity with a developed-in, loyal channel following.
"The point is that this product has a toehold," Essayian said. "sure, we're a minority, yes we're a bit loopy, however we're additionally willing to sell the [crap] out of this product. in case you look at it even cursorily, how a lot statistics pull is there if you sell voice? It can also be a holistic sale."
"i'm still a believer that voice pulls the statistics network alongside," introduced Betzel. "When the information community doesn't matter, and it's 'I simply want a 24-port gig switch,' they may be just looking around for somebody who's received one with good value speeds and feeds at the top-quality fee. Cisco's the one it is long past after this intelligently. Video is so crucial to Cisco because it forces the conversation on upgrading the data machine."
The ex-3Com broker channel is making other plans. solution providers told CRN they're no longer exactly anticipating an HP reversal.
"we have now all moved on," Betzel talked about. "I do not feel you're going to find any individual still having a bet the condominium on HP voice."
published ON JULY eleven, 2012
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