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ADVERTORIAL HE RULES OF NETWORKING
product arsenal that opens new opportunities for business growth with standards-based integrated solutions and services specifically developed to improve performance while reducing complexity and cost.
The UK networking arena represents one of the biggest addressable market opportunities in EMEA, and HP is forcing a new economic model that allows customers to shift their budget from capital costs and maintenance fees towards driving business innovation. “The HP Networking addressable market is now perceived to be $40 billion worldwide, much of which is addressable via adjacent markets outside of the traditional ProCurve core competency in the mid-market and network edge,” observed Jason Renders, Distribution Manager at HP Networking. “The networking market is at an inflection point. There is a rapid pace of change and a constant demand to reduce costs. We are playing to win using all company assets to accelerate the business.”
HP’s expanding next generation strategy is built on the convergence of servers, storage, networking,
management, facilities and services, and full integration with HP’s converged infrastructure and
interoperability with other networking and computing technology enables resellers to sell superior solutions into existing networks. The secure, energy efficient and cost saving offerings are developed to simplify networking, from the largest enterprise to the smallest emerging business.
Revolutionary At the vanguard of HP’s campaign to revolutionise networking are four feature rich solutions: A-Series (Advanced), E-Series (Essential), V-Series (Value) and S-Series (Security). “This holistic portfolio of products and solutions, along with comprehensive service options, provides a huge market opportunity for the channel,” said Renders. “The new HP Networking portfolio addresses the full spectrum of customer needs from data centre to branch office, across wired and wireless campus LANs, from a few employees to global businesses. With this portfolio of innovative products, customers gain simpler architectures, superior performance and availability, lower energy consumption, scalability, advanced security and comprehensive
Architect of a revolution
Changing the Rules of Networking is one of the five core Enterprise Server, Storage and Networking (ESSN) campaigns driven from HP Worldwide. The campaign provides a range of sales and marketing tools tailored for the channel community. HP’s channel partners can leverage tailored presentations, sales training, podcasts, door opener guides, white papers, sales battlecards and co-brandable marketing assets. These campaign deliverables are available to access via HP’s umbrella channel partner portal – Smart Portal.
management for a significantly lower cost of ownership.”
The new portfolio
segmentation means that customers can evaluate and adopt a solution based on their IT needs and business challenges. For a converged network infrastructure, enterprise customers can consider an end-to-end A-Series suite of products. This will provide a common OS from data center to edge, highly scalable wired and wireless LAN and branch, and end-to- end unified management though Intelligent Management Center (IMC). These standards- based products are built to coexist within Cisco and multi-vendor networks for a smooth migration.
For those customers looking for the essential technology elements at a more affordable price for their edge infrastructure, the E-Series offers flexibility. “Many customers are drawn to the lifetime warranty that accompanies the comprehensive feature set of traditional ProCurve products, offering relief from costly support contracts and drastically reducing opex,” added Renders. “And for those customers seeing benefits in the deployment of a mixed A-Series and E-Series solution, they will enjoy full interoperability and end- to-end management using the Intelligent Management Center (IMC).”
HP Networking operates a channel centric go- to-market model and investment in the channel is another key component of the company’s capital
Jason Renders: “I see Westcon as a key value added partner within our distribution landscape, and a great route to market”
strategy. “Gaining rapid momentum in adjacent markets such as enterprise networking and security is critical, therefore as part of the HP Preferred Partner Gold Program 2011 we will be launching two new Specialisations to complement the existing Unified Networking Specialisation (UNS, formally PNS – ProCurve Networking Specialisation),” commented Renders.
Specialisations “These two new Specialisations include the Enterprise Networking Specialisation (ENS), and Network Security Specialisation (NSS), both of which will carry a healthy compensation envelope and a wide breadth of additional program benefits. For our SMB channel we will be evolving our Select Partner Program. The Select Program offers a lower barrier to entry, however with significant benefits such as specialist account
management, network design and consultation, RFP support, marketing resources and training.”
According to Renders, the status quo of networking has led the market to a set of solutions that are too complex, rigid and expensive. Now HP Networking plans to change all of that with the help of Westcon Convergence. “Westcon has a best-in-class sales coverage model for the channel and drives creative and innovative sales and marketing programs which we can leverage,” noted Renders.
“The internal transition went smoothly and we have developed an aggressive business plan. I see Westcon as a key value- added partner within our distribution landscape, and a great route to market to drive organic growth with its formidable skill-sets in unified communications and security.”
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To realise the HP opportunity call Huw Parry on 01285 627 216 or email:
huw.parry@
westcon.com www.comms-dealer.com COMMS DEALER OCTOBER 2010 41
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