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Selling HP E-Series Networking Solutions certification

HP Makes It reliable: end Of the road For VCX VoIP | HP2-Z16 Real Questions and VCE Practice Test

Hewlett-Packard will at last announce end-of-sale for the VCX VoIP gadget it bought with 3Com -- some thing longtime VCX solution providers maintain is a huge mistake given the product's loyal channel following and abilities to make HP a truer end-to-conclusion networking competitor in opposition t Cisco techniques.

HP representatives advised CRN the approaching stream would have an effect on most VCX items, 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 expected to be in December 2012.

HP will sell phones and software licenses into 2013 and may continue to aid VCX shoppers for the HP-average 5 years. It also already is aiding better VCX customers with migration options. but for all intents and applications, 2012 could be VCX's swan tune, and HP will exit the voice market, pointing partners and shoppers toward VoIP and unified communications options from strategic allies reminiscent of Microsoft, ShoreTel and Aastra.

"it's in our most suitable interest to focus on those partnerships and de-emphasize our building of items just like the VCX," Mark Hilton, HP Networking product line manager, LAN edge solutions, informed CRN. "We're not going to cut this off on the knees. however this is the correct time to transition off of that platform."

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

HP's decision bookends the long decline of a as soon as-proud set of VoIP products many partners say obtained misplaced within the shuffle following 3Com's implosion in the latter a part of the remaining decade, and then have been mostly left out via HP following its $2.7 billion acquisition of 3Com in 2010.

solution providers at first had been hopeful HP would focus on the platform and make the quintessential R&D investments to maintain it competitive with Cisco, Avaya and different VoIP players. but HP in January 2011 informed CRN it had shifted VCX into "renovation mode," which means it will see most effective primary platform updates and assist.

The dealing with of that method -- together with persistent rumors that HP had considered promoting the VoIP unit -- turned into a lot criticized by means of members of the former 3Com voice reseller neighborhood, who noted an in-condo HP VoIP answer would improvement the total HP Networking ecosystem as a result of how voice solutions create demand for data infrastructure.

solution providers noted HP hasn't communicated a lot about VCX's future, retailer for a vaguely worded e-mail despatched to companions about six months ago asserting that VCX's latest software unencumber, 9.eight, could be its ultimate replace and that an conclusion-of-sale announcement become on the horizon.

"They've advised us zero," noted Glenn Conley, president and CEO of Metropark Communications, a St. Louis-based mostly solution provider and longtime VCX associate. "I've reached out a mess of times. They don't want to discuss it."

Demand for the product has persevered to decline during the past two years, HP's Hilton noted, and it no longer makes sense for the company to invest in it. HP's global PBX equipment market share as of 2011, according to the Dell'Oro community, already was lower than 1 % of a market closely dominated via Avaya and Cisco and choked with challengers together with Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens enterprise Communications.

but answer providers pointed out that if hobby in VCX is dwindling, it's partly as a result of HP did not put any advertising muscle at the back of it and failed to nurture the nonetheless-passionate neighborhood of former 3Com VoIP purchasers.

"they're willing to purchase Palm and get rid of it, and spend what number of billion on Autonomy?" referred to Mark Essayian, president of KME methods, a Lake woodland, Calif.-based mostly solution issuer. "I get that it is a small product and that or not it's half a percent of the voice networking [market] for them. however you may spend $one hundred million on it and make it a [killer] product. you have got a group that supports it already."

"I really believe that they ignored the boat on this," noted Robert Betzel, president of Infinity community solutions, a Macon, Ga.-primarily based answer company. "They were going to be a further player subsequent to Cisco that can provide you end-to-end. Now it be a piecemeal contend with diverse manufacturers. When or not it's a piecemeal deal, who in reality 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 enterprise should be directing customers and channel companions towards VoIP and UC solutions from a handful of strategic partners.

mainly, HP is guidance UC customers with 250 seats and above toward Microsoft's quick-becoming Lync platform, HP's Hilton pointed out. For smaller consumers, HP will focal point on partnerships with ShoreTel and Aastra, the previous predominantly in North the united states and constituents of Asia, and the latter mostly in the EMEA region.

"You can't have a robust relationship along with your partners if you're competing with them," Hilton spoke of. "Routing, switching, management -- this stuff are our enterprise. From a enterprise perspective, it makes more experience to partner."

HP also partners with Avaya, although basically for its direct and enterprise features engagements, and Hilton noted HP is also great with options the usage of other carriers' items that may interoperate with HP's, together with Cisco.

not exceptionally, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for a long time, the two tech giants in may 2009 unveiled a $180 million, four-yr global initiative to associate on built-in UC solutions that extended to Microsoft's office Communications Server (OCS), the forerunner of Lync. In September 2011, HP released a Lync-optimized desk telephone.

That relationship has continued, and earlier this week HP unveiled an SMB channel initiative at Microsoft's global companion conference in Toronto. or not it's the primary time HP and Microsoft have jointly come out with a specific UC channel software, and it comprises demonstrated and validated reference architectures for valued clientele of 250 to 2,500 employees, customizable demand-technology campaigns, quite a number earnings and technical practicing supplies, inclusion in Microsoft's solution Incentives program, and advertising collateral.

"With the HP UC&C with Microsoft Lync answer, you have got entry to probably the most finished Lync portfolio within the marketplace 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 company weblog. "The channel toolkit will support you start new conversations, extend your profits opportunities and shorten your sales cycle."

"We understand Lync is taking off; we work with some [partners] who we think are powerful partners with an excellent future in UC, and we feel it's within the most efficient hobby of our customer base," Hilton advised CRN. "taking a look at whatever like VCX, it be a great, strong product. but investment is prohibitive, and or not it's crowding and puzzling the market. a number of of our partners are excited on the possibility and are leaping in with each feet with Microsoft. in the event that they do not want to trade, it's going to be extra elaborate for them to be aggressive long run."

"we've been consistent in executing on our [UC and collaboration] approach with alternative and suppleness," pointed out Kash Shaikh, director of advertising for HP Networking. "All of these partners we're working with are most efficient-in-classification and had been innovating in this area."

Most VCX buyers already have moved to focus on different systems -- "HP pretty much killed it after they spoke of [maintenance mode]," Infinity's Betzel referred to -- but their ardour remains. previous this yr, for instance, a website called "long are living the VCX" went live, promoted via a LinkedIn neighborhood fashioned around HP Networking-connected issues.

It contains a immediate for site visitors 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 life of a superb product right earlier than your eyes. shoppers, companions, third birthday party vendors desire this product!!! it is our accountability to let HP comprehend what a big mistake this is. We want HP to position its full force at the back of the VCX and make it the 'Voice' product for the future. we can not accept 3rd celebration options ... we desire a product manufactured and supported through HP. through presenting a complete portfolio, we can compete and win in opposition t different solutions."

solution suppliers agreed that HP is lacking out on conclusion-to-conclusion networking advantage.

"I promote an conclusion-to-end answer. I do not sell best-of-breed," Conley spoke of. "in case you purchase a mobilephone from me, that cell goes to plug into an HP switch, and into an HP router and, all in all, an HP solution. I try this as a result of I promote a lot of those. I want an HP answer."

Conley said he has enough VCX product to support purchasers in the brief time period and is looking at other platform options. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP systems such as Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.

"they may be making what they think is the most beneficial company decision for the enterprise, so I do not fault HP for that," Betzel stated. "however we definitely believe in end-to-end computing, so Cisco is our option. We consider, from SMB to commercial enterprise, that in case you can get one company that has integrated the entire elements you need, you get the most beneficial outcomes. Cisco has that fit."

"in the event that they in fact knew the course of VoIP and understood it, they would not be making this resolution," pointed out the CEO of an HP answer provider who's been promoting 3Com voice techniques and their forerunners for many years. "When it involves voice, notably, customers desire one throat to choke. ShoreTel, as an example, doesn't personal the community, and if so, if there are complications with a Cisco network or an HP community, ShoreTel can aspect its finger at that community and say, 'or not it's not our product; we do not care if it works or now not.'"

Most IT buyers pick end-to-end solutions for the less-hassle element alone, the solution provider argued. He observed he would stream his business to Cisco when HP's reputable VCX announcement comes out.

"Cisco won this market because they may be 'one throat to choke, ' " he mentioned. "HP is making an enormous mistake here."

next: What HP may still Have Communicated To VARs

solution suppliers fault HP on its communique around VCX peculiarly. With so lots speculation in regards to the death of the product, the channel has had little to no air cowl for helping valued clientele make choices.

"this is a credibility problem. i'm now not going to sell and my consumer's now not going to buy whatever thing if I think you might be going to get out of that market in a month or two," Metropark's Conley talked about. "if you'd provide us some steadiness, inform us there may be a future for this, i am available waving the flag for you today. you're dumping what is still a thriving enterprise for a lot of purchasers."

"we've lots of valued clientele that nevertheless have 3Com voice in area," Infinity's Betzel talked about. "loads of shoppers purchase these things thinking they're going to be operating them for eight to 10 years. I even have one VCX client it's received it running at 22 sites. I need to tell my consumers to get organized for whatever thing that is going to return ahead of they may be organized for, so i would like a clear message from HP on how they'll assist these structures for americans that need them."

KME's Essayian pointed out that by using pursuing a surest-of-breed, multivendor strategy instead of an end-to-conclusion sale, HP is opening itself as much as losing offers.

"i will be able to promote HP servers and switches, but if a customer involves me and says, 'We wish to put this on a Dell,' and/or i can virtualize it anyway, i'll try this," he spoke of. "HP does not seem to get telephony, and they have a middle administration layer that does not seem to keep in mind what goes right into a voice community. What companion is going to live loyal to HP on just a commodity switching sale?"

Essayian spoke of he's satisfied along with his native crew of HP reps and makes no presumption about how to run a $127 billion business. however he agreed with different answer suppliers that HP is leaving in the back of a possible-packed VoIP probability with a built-in, loyal channel following.

"The aspect is that this product has a toehold," Essayian pointed out. "yes, we're a minority, yes we're a bit loopy, however we're additionally inclined to promote the [crap] out of this product. if you study it even cursorily, how plenty statistics pull is there if you happen to sell voice? It will also be a holistic sale."

"i'm still a believer that voice pulls the records community along," brought Betzel. "When the information network does not count number, and or not it's 'I simply want a 24-port gig change,' they're just searching round for someone who's bought one with low in cost speeds and feeds on the greatest cost. Cisco's the one that is long past after this intelligently. Video is so vital to Cisco because it forces the dialog on upgrading the information gadget."

The ex-3Com broking channel is making different plans. answer providers informed CRN they may be no longer precisely anticipating an HP reversal.

"we have all moved on," Betzel noted. "I do not consider you'll locate any one nonetheless making a bet the condo on HP voice."

published ON JULY 11, 2012

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