HP5-Z02D Delta - Selling HP Networking Solutions and Services Study Guide Prepared by Killexams.com HP Dumps Experts Exam Questions Updated On : Click To Check Update

Delta - Selling HP Networking Solutions and Services certification

HP Makes It professional: conclusion Of the line For VCX VoIP | HP5-Z02D Real Questions and VCE Practice Test

Hewlett-Packard will finally announce conclusion-of-sale for the VCX VoIP device it obtained with 3Com -- whatever longtime VCX solution suppliers retain is a huge mistake given the product's loyal channel following and competencies to make HP a more true conclusion-to-conclusion networking competitor against Cisco systems.

HP representatives told CRN the imminent move would have an effect on most VCX items, including servers and gateways. HP, Palo Alto, Calif., will send the formal end-of-sale observe later this month, with the precise conclusion-sale date expected to be in December 2012.

HP will promote phones and application licenses into 2013 and should continue to guide VCX purchasers for the HP-standard 5 years. It additionally already is aiding larger VCX shoppers with migration suggestions. but for all intents and applications, 2012 should be VCX's swan music, and HP will exit the voice market, pointing partners and customers toward VoIP and unified communications solutions from strategic allies similar to Microsoft, ShoreTel and Aastra.

"it is in our ultimate interest to center of attention on those partnerships and de-emphasize our building of items just like the VCX," Mark Hilton, HP Networking product line supervisor, LAN aspect solutions, told CRN. "We're now not going to cut this off at 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 lengthy decline of a once-proud set of VoIP products many companions say received misplaced within the shuffle following 3Com's implosion in the latter part of the closing decade, and then have been largely left out by way of HP following its $2.7 billion acquisition of 3Com in 2010.

answer providers initially had been hopeful HP would focus on the platform and make the quintessential R&D investments to maintain it aggressive with Cisco, Avaya and different VoIP avid gamers. however HP in January 2011 told CRN it had shifted VCX into "renovation mode," meaning it might see most effective primary platform updates and support.

The dealing with of that system -- together with persistent rumors that HP had regarded selling the VoIP unit -- turned into lots criticized by using members of the former 3Com voice reseller group, who pointed out an in-house HP VoIP answer would improvement the whole HP Networking ecosystem because of how voice solutions create demand for records infrastructure.

answer suppliers stated HP hasn't communicated tons about VCX's future, keep for a vaguely worded e-mail sent to partners about six months ago asserting that VCX's present utility unencumber, 9.eight, can be its final update and that an end-of-sale announcement changed into on the horizon.

"They've instructed us zero," noted Glenn Conley, president and CEO of Metropark Communications, a St. Louis-primarily based answer provider and longtime VCX partner. "I've reached out a mess of instances. They do not need to focus on it."

Demand for the product has continued to decline during the past two years, HP's Hilton spoke of, and it no longer makes experience for the enterprise to invest in it. HP's international PBX device market share as of 2011, in line with the Dell'Oro group, already became less than 1 % of a market closely dominated by means of Avaya and Cisco and full of challengers including Microsoft, ShoreTel, Mitel, Alcatel-Lucent and Siemens commercial enterprise Communications.

however answer suppliers spoke of that if activity in VCX is dwindling, or not it's partly as a result of HP didn't put any advertising and marketing muscle behind it and didn't nurture the nonetheless-passionate group of former 3Com VoIP purchasers.

"they are inclined to purchase Palm and do away with it, and spend what number of billion on Autonomy?" referred to Mark Essayian, president of KME systems, a Lake forest, Calif.-primarily based answer issuer. "I get that it's a small product and that or not it's half a p.c of the voice networking [market] for them. however you may spend $one hundred million on it and make it a [killer] product. you have a neighborhood that supports it already."

"I in reality think that they neglected the boat on this," spoke of Robert Betzel, president of Infinity network solutions, a Macon, Ga.-based mostly answer issuer. "They had been going to be an extra participant subsequent to Cisco that can provide you conclusion-to-conclusion. Now or not it's a piecemeal take care of distinct producers. When it be a piecemeal deal, who definitely cares if or not it's an HP router or swap? 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 business could be directing shoppers and channel partners towards VoIP and UC solutions from a handful of strategic partners.

specially, HP is guidance UC consumers with 250 seats and above towards Microsoft's speedy-starting to be Lync platform, HP's Hilton talked about. For smaller consumers, HP will focal point on partnerships with ShoreTel and Aastra, the previous predominantly in North america and parts of Asia, and the latter broadly speaking within the EMEA vicinity.

"You cannot have a robust relationship together with your companions if you are competing with them," Hilton spoke of. "Routing, switching, management -- these items are our enterprise. From a enterprise point of view, it makes more feel to accomplice."

HP also partners with Avaya, even though primarily for its direct and enterprise services engagements, and Hilton talked about HP is also best with options using other vendors' items that can interoperate with HP's, together with Cisco.

not rather, HP's Microsoft Lync relationship has blossomed. Having been strategic allies for decades, the two tech giants in may additionally 2009 unveiled a $180 million, four-year world initiative to partner on integrated UC options 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 past this week HP unveiled an SMB channel initiative at Microsoft's worldwide accomplice conference in Toronto. it's the primary time HP and Microsoft have jointly come out with a specific UC channel program, and it comprises established and validated reference architectures for shoppers of 250 to 2,500 employees, customizable demand-generation campaigns, a range of income and technical training resources, inclusion in Microsoft's answer Incentives application, and advertising collateral.

"With the HP UC&C with Microsoft Lync answer, you have access to essentially the most complete 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 put up to the HP Networking corporate weblog. "The channel toolkit will aid you delivery new conversations, extend your revenue opportunities and shorten your revenue cycle."

"We understand Lync is taking off; we work with some [partners] who we think are robust companions with a superb future in UC, and we believe it be in the ideal hobby of our client base," Hilton told CRN. " whatever like VCX, it be a good, solid product. but investment is prohibitive, and it be crowding and difficult the market. just a few of our partners are excited on the possibility and are leaping in with each toes with Microsoft. in the event that they do not wish to trade, it'll be extra intricate for them to be aggressive long run."

"we have been constant in executing on our [UC and collaboration] approach with choice and flexibility," mentioned Kash Shaikh, director of marketing for HP Networking. "All of those companions we are working with are highest quality-in-class and have been innovating during this area."

Most VCX dealers already have moved to center of attention on different systems -- "HP practically killed it after they observed [maintenance mode]," Infinity's Betzel talked about -- but their ardour is still. earlier this yr, as an example, a website known as "long reside the VCX" went live, promoted with the aid of a LinkedIn neighborhood fashioned round HP Networking-connected issues.

It comprises a immediate for site company to go away opinions on the future of the VCX.

"HP the brand of the VCX has to be enlightened," reads the web page's mission observation. "they're ending the lifetime of a superb product correct earlier than your eyes. clients, companions, 3rd celebration companies want this product!!! it is our accountability to let HP know what an enormous mistake here's. We want HP to place its full drive in the back of the VCX and make it the 'Voice' product for the longer term. we are able to now not settle for 3rd birthday celebration solutions ... we want a product manufactured and supported by means of HP. with the aid of providing a complete portfolio, we can compete and win towards other options."

answer suppliers agreed that HP is lacking out on conclusion-to-conclusion networking talents.

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

Conley pointed out he has enough VCX product to assist purchasers in the short time period and is calling at other platform alternatives. KME's Essayian promotes Microsoft Lync and ShoreTel, and sells VoIP structures reminiscent of Digium Switchvox. Infinity's Betzel is now emphasizing Cisco for voice.

"they are making what they believe is the superior enterprise resolution for the business, so I don't fault HP for that," Betzel pointed out. "however we in reality trust in end-to-conclusion computing, so Cisco is our option. We accept as true with, from SMB to commercial enterprise, that should you can get one manufacturer that has integrated the entire elements you need, you get the choicest effect. Cisco has that fit."

"if they really knew the path of VoIP and understood it, they wouldn't be making this resolution," observed the CEO of an HP answer provider who's been selling 3Com voice methods and their forerunners for a long time. "When it comes to voice, in particular, customers want one throat to choke. ShoreTel, for instance, doesn't personal the network, and if that's the case, if there are complications with a Cisco network or an HP network, ShoreTel can point its finger at that community and say, 'it be not our product; we do not care if it really works or now not.'"

Most IT buyers decide on conclusion-to-conclusion options for the less-hassle aspect on my own, the solution provider argued. He talked about he would circulate his business to Cisco when HP's reliable VCX announcement comes out.

"Cisco gained this market because they may well be 'one throat to choke, ' " he talked about. "HP is making a massive mistake right here."

next: What HP should Have Communicated To VARs

answer suppliers fault HP on its communication around VCX peculiarly. With so an awful lot hypothesis about the loss of life of the product, the channel has had little to no air cowl for assisting purchasers make decisions.

"this is a credibility concern. i'm now not going to sell and my customer's now not going to buy whatever if I suppose you might be going to get out of that market in a month or two," Metropark's Conley talked about. "in case you'd give us some balance, inform us there is a future for this, i'm available waving the flag for you nowadays. you're dumping what remains a thriving enterprise for a lot of dealers."

"we now have loads of customers that still have 3Com voice in vicinity," Infinity's Betzel mentioned. "a lot of purchasers buy these items pondering they will be operating them for eight to 10 years. I actually have one VCX client that is received it running at 22 websites. I should tell my clients to get prepared for something this is going to come back ahead of they're prepared for, so i want a clear message from HP on how they will assist these structures for americans that want them."

KME's Essayian talked about that by pursuing a choicest-of-breed, multivendor approach instead of an conclusion-to-conclusion sale, HP is opening itself up to losing offers.

"i will be able to promote HP servers and switches, but if a client involves me and says, 'We wish to put this on a Dell,' and/or i will be able to virtualize it anyway, i'll do that," he mentioned. "HP does not appear to get telephony, and they have a center management layer that doesn't seem to consider what goes into a voice network. What companion goes to stay loyal to HP on just a commodity switching sale?"

Essayian stated he's chuffed with his local group of HP reps and makes no presumption about how to run a $127 billion enterprise. however he agreed with different answer suppliers that HP is leaving at the back of a potential-packed VoIP opportunity with a developed-in, loyal channel following.

"The aspect is that this product has a toehold," Essayian noted. "yes, we're a minority, sure we're a bit crazy, but we're additionally willing to promote the [crap] out of this product. if you examine it even cursorily, how lots facts pull is there in case you sell voice? It may also be a holistic sale."

"i am nonetheless a believer that voice pulls the records community along," delivered Betzel. "When the data network would not depend, and it's 'I just want a 24-port gig change,' they are simply searching around for somebody who's acquired one with reasonably priced speeds and feeds at the most desirable cost. Cisco's the one it really is long past after this intelligently. Video is so crucial to Cisco since it forces the dialog on upgrading the statistics equipment."

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

"we've got all moved on," Betzel said. "I do not feel you'll discover any individual nevertheless having a bet the condominium on HP voice."

published ON JULY 11, 2012

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