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HP2-Z14 | Selling HP S-Series Networking Solutions

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Vendor HP
Exam Number HP2-Z14
Exam Name Selling HP S-Series Networking Solutions
Questions 61 Q & A
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Test Number : HP2-Z14
Test Name : Selling HP S-Series Networking Solutions
Vendor Name : HP
Q&A : 61 Dumps Questions

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Selling HP S-Series Networking Solutions certification

HP Makes It authentic: end Of the road For VCX VoIP | HP2-Z14 Dumps and Real exam Questions with VCE Practice Test

Hewlett-Packard will eventually announce conclusion-of-sale for the VCX VoIP device it got with 3Com -- something longtime VCX solution providers maintain is a large mistake given the product's loyal channel following and advantage to make HP a truer end-to-conclusion networking competitor against Cisco techniques.

HP representatives instructed CRN the coming near near flow would have an effect on most VCX products, including servers and gateways. HP, Palo Alto, Calif., will send the formal end-of-sale be aware later this month, with the specific conclusion-sale date anticipated to be in December 2012.

HP will sell phones and application licenses into 2013 and should proceed to aid VCX customers for the HP-common five years. It additionally already is aiding greater VCX purchasers with migration recommendations. however for all intents and applications, 2012 should be VCX's swan track, and HP will exit the voice market, pointing companions and purchasers toward VoIP and unified communications options from strategic allies equivalent to Microsoft, ShoreTel and Aastra.

"it's in our choicest interest to center of attention on these partnerships and de-emphasize our construction of products like the VCX," Mark Hilton, HP Networking product line manager, LAN part options, instructed CRN. "We're no longer going to reduce this off on the knees. however this is the appropriate time to transition off of that platform."

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

HP's choice bookends the long decline of a as soon as-proud set of VoIP items many companions say got misplaced in the shuffle following 3Com's implosion in the latter a part of the final decade, after which were largely left out by HP following its $2.7 billion acquisition of 3Com in 2010.

answer providers initially have been hopeful HP would focus on the platform and make the necessary R&D investments to hold it aggressive with Cisco, Avaya and different VoIP players. but HP in January 2011 advised CRN it had shifted VCX into "protection mode," which means it could see handiest simple platform updates and help.

The managing of that manner -- together with persistent rumors that HP had considered selling the VoIP unit -- became tons criticized through contributors of the previous 3Com voice reseller neighborhood, who said an in-condominium HP VoIP solution would improvement the whole HP Networking ecosystem because of how voice solutions create demand for data infrastructure.

solution providers mentioned HP hasn't communicated a great deal about VCX's future, save for a vaguely worded email sent to companions about six months in the past asserting that VCX's present application unencumber, 9.8, can be its closing update and that an end-of-sale announcement become on the horizon.

"They've advised us zero," talked about Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based answer issuer and longtime VCX associate. "I've reached out a large number of instances. They don't are looking to discuss it."

Demand for the product has endured to decline during the past two years, HP's Hilton noted, and it not makes sense for the company to put money into it. HP's international PBX device market share as of 2011, in line with the Dell'Oro community, already became under 1 p.c of a market heavily dominated by means of Avaya and Cisco and filled with challengers together with Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens business Communications.

but answer suppliers referred to that if activity in VCX is dwindling, or not it's partly as a result of HP did not put any advertising muscle behind it and didn't nurture the still-passionate community of former 3Com VoIP buyers.

"they are inclined to purchase Palm and cast off it, and spend what number of billion on Autonomy?" mentioned Mark Essayian, president of KME techniques, a Lake wooded area, Calif.-based solution company. "I get that it's a small product and that it's half a p.c of the voice networking [market] for them. however you might spend $100 million on it and make it a [killer] product. you have a community that helps it already."

"I really believe that they ignored the boat on this," pointed out Robert Betzel, president of Infinity community solutions, a Macon, Ga.-primarily based answer company. "They were going to be an extra participant subsequent to Cisco that can give you conclusion-to-conclusion. Now it's a piecemeal contend with diverse manufacturers. When or not it's a piecemeal deal, who basically cares if it be an HP router or switch? You lose that seamless integration and seamless continuity you get from end to end."

subsequent: HP Directs partners To Lync, ShoreTel, Aastra

As HP winds down VCX, the enterprise might be directing customers and channel partners toward VoIP and UC solutions from a handful of strategic partners.

exceptionally, HP is guidance UC purchasers with 250 seats and above toward Microsoft's quick-growing to be Lync platform, HP's Hilton mentioned. For smaller clients, HP will focal point on partnerships with ShoreTel and Aastra, the former predominantly in North the us and parts of Asia, and the latter mainly within the EMEA location.

"You can not have a strong relationship with your companions when you are competing with them," Hilton observed. "Routing, switching, management -- these items are our enterprise. From a company viewpoint, it makes greater experience to partner."

HP also partners with Avaya, though primarily for its direct and enterprise services engagements, and Hilton referred to HP is also nice with solutions the usage of different companies' items that may interoperate with HP's, including Cisco.

not particularly, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for decades, the two tech giants in may additionally 2009 unveiled a $one hundred eighty million, 4-yr global initiative to partner on integrated UC options that extended to Microsoft's workplace Communications Server (OCS), the forerunner of Lync. In September 2011, HP launched a Lync-optimized desk phone.

That relationship has endured, and earlier this week HP unveiled an SMB channel initiative at Microsoft's worldwide partner convention in Toronto. it be the primary time HP and Microsoft have collectively come out with a particular UC channel program, and it contains confirmed and validated reference architectures for valued clientele of 250 to 2,500 employees, customizable demand-era campaigns, more than a few income and technical practising elements, inclusion in Microsoft's answer Incentives application, and advertising collateral.

"With the HP UC&C with Microsoft Lync answer, you've got entry to probably the most finished Lync portfolio in the market from two Gartner Magic Quadrant leaders," wrote Terry Ann Fitzgerald, SMB options advertising and marketing supervisor for HP Networking, in a Monday post to the HP Networking corporate weblog. "The channel toolkit will assist you birth new conversations, expand your profits opportunities and shorten your earnings cycle."

"We know Lync is taking off; we work with some [partners] who we consider are effective partners with an excellent future in UC, and we think or not it's within the most beneficial hobby of our consumer base," Hilton informed CRN. "taking a look at something like VCX, or not it's a superb, strong product. however funding is prohibitive, and or not it's crowding and difficult the market. a couple of of our companions are excited on the chance and are jumping in with each feet with Microsoft. if they do not want to trade, it should be extra complicated for them to be aggressive long term."

"we've been constant in executing on our [UC and collaboration] approach with option and suppleness," mentioned Kash Shaikh, director of advertising and marketing for HP Networking. "All of those companions we're working with are superior-in-category and had been innovating in this area."

Most VCX buyers have already got moved to center of attention on other structures -- "HP essentially killed it when they said [maintenance mode]," Infinity's Betzel said -- however their ardour is still. earlier this yr, as an example, a website referred to as "long are living the VCX" went reside, promoted via a LinkedIn community fashioned round HP Networking-connected concerns.

It contains a instantaneous for site friends to leave opinions on the way forward for the VCX.

"HP the brand of the VCX needs to be enlightened," reads the website's mission commentary. "they are ending the life of a fine product right before your eyes. purchasers, companions, 3rd birthday party companies want this product!!! it's our accountability to let HP comprehend what an incredible mistake this is. We need HP to place its full force behind the VCX and make it the 'Voice' product for the longer term. we are able to no longer settle for 3rd birthday celebration options ... we want a product manufactured and supported by means of HP. by using presenting a complete portfolio, we can compete and win in opposition t different options."

solution providers agreed that HP is missing out on end-to-end networking knowledge.

"I promote an conclusion-to-conclusion answer. I do not sell best-of-breed," Conley mentioned. "in case you purchase a cellphone from me, that mobile is going to plug into an HP change, and into an HP router and, all in all, an HP answer. I do that because I promote lots of these. I desire an HP answer."

Conley mentioned he has enough VCX product to support purchasers within the short time period and is asking at different platform options. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP platforms equivalent to Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.

"they're making what they feel is the most desirable business decision for the company, so I do not fault HP for that," Betzel noted. "but we definitely trust in end-to-conclusion computing, so Cisco is our option. We agree with, from SMB to enterprise, that if you happen to can get one brand that has built-in all the aspects you need, you get the most fulfilling outcome. Cisco has that fit."

"in the event that they basically knew the direction of VoIP and understood it, they wouldn't be making this decision," referred to the CEO of an HP answer company who's been selling 3Com voice techniques and their forerunners for a long time. "When it comes to voice, mainly, consumers want one throat to choke. ShoreTel, for example, would not own the community, and if so, if there are complications 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 don't care if it really works or now not.'"

Most IT buyers select end-to-end options for the less-bother element alone, the solution provider argued. He noted he would move his company to Cisco when HP's reliable VCX announcement comes out.

"Cisco received this market as a result of they could be 'one throat to choke, ' " he observed. "HP is making a big mistake right here."

subsequent: What HP should Have Communicated To VARs

answer providers fault HP on its communique around VCX specifically. With so a good deal speculation about the loss of life of the product, the channel has had little to no air cowl for assisting consumers make choices.

"this is a credibility challenge. i'm not going to sell and my customer's no longer going to purchase whatever if I think you might be going to get out of that market in a month or two," Metropark's Conley noted. "in case you'd give us some stability, inform us there's a future for this, i am available waving the flag for you today. you are dumping what continues to be a thriving enterprise for loads of dealers."

"we now have lots of valued clientele that nevertheless have 3Com voice in vicinity," Infinity's Betzel spoke of. "lots of consumers purchase these things pondering they will be operating them for eight to 10 years. I have one VCX customer it's obtained it running at 22 websites. I should inform my consumers to get prepared for something that's going to return ahead of they're prepared for, so i need a transparent message from HP on how they'll guide these platforms for individuals that desire them."

KME's Essayian said that by pursuing a superior-of-breed, multivendor method instead of an conclusion-to-conclusion sale, HP is opening itself as much as dropping deals.

"i will be able to promote HP servers and switches, but if a consumer involves me and says, 'We are looking to put this on a Dell,' and/or i will be able to virtualize it anyway, i'll do this," he observed. "HP would not appear to get telephony, and that they have a center management layer that does not appear to have in mind what goes right into a voice network. What partner goes to dwell loyal to HP on just a commodity switching sale?"

Essayian mentioned he is chuffed along with his native team of HP reps and makes no presumption about the way to run a $127 billion business. but he agreed with different solution suppliers that HP is leaving in the back of a potential-packed VoIP probability with a developed-in, loyal channel following.

"The point is that this product has a toehold," Essayian said. "sure, we're a minority, sure we're a little loopy, however we're additionally inclined to promote the [crap] out of this product. if you study it even cursorily, how a good deal facts pull is there if you sell voice? It can also be a holistic sale."

"i am nevertheless a believer that voice pulls the information network alongside," delivered Betzel. "When the data community does not depend, and or not it's 'I simply want a 24-port gig switch,' they are simply looking round for somebody who's obtained one with comparatively cheap speeds and feeds at the greatest price. Cisco's the one it's long past after this intelligently. Video is so important to Cisco since it forces the conversation on upgrading the facts equipment."

The ex-3Com dealer channel is making other plans. answer providers informed CRN they're no longer precisely anticipating an HP reversal.

"now we have all moved on," Betzel pointed out. "I don't feel you're going to find any individual still having a bet the condo on HP voice."

published ON JULY eleven, 2012

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