Proč a jak prodávat HP Networking?

Prezentace na téma: "Proč a jak prodávat HP Networking?"— Transkript prezentace:

1 Proč a jak prodávat HP Networking?
Rudolf Šída Product Manager ED Expo 25/03/2014 Networking is the fabric of organizations – connecting employees, customers and partners to applications.  Software-defined networking (SDN) represents an inflection point in networking that holds the promise of eliminating legacy human middleware and paves the way for Simplification, scale and automation to deliver business agility. In this presentation, I will share with you HP’s leadership in SDN and our commitment to standards such as OpenFlow and OpenStack. I will also highlight use cases that span across the data center, campus & branch.

2 HP Networking… kdo a kde jsme

3 HP Networking - Lidé Petr Skořepa HPN BU Sales Manager
Rudolf Šída HPN Product Manager Vít Slunečko EG Indirect Sales Manager Svatopluk Churáček HPN Sales Specialist Tomáš Kubica Presales Consultant Jaroslav Chmelař Partner Business Manager ??? HPN Sales Specialist ??? HPN Sales Specialist Richard Šálek HPN Sales Specialist Jakub Tikovský Presales Consultant Eva Svobodová Partner Business Manager Daniel Fertšák Presales Consultant Martin Žampach Presales Consultant

4 HP Networking - Pozice na trhu

5 HP Networking - Pozice na trhu
CISCO HP

6 HP Networking je jasné číslo #2 v síťových řešeních … ale co s tím?

7 Market Shares – srovnání revenue & unit MS
Protože to „není vše jen o penězích“ Revenue Market Share Units Market Share

8 Co vlastně chceme, … všichni:
Zjednodušení Nižší náklady Produktivita HP Networking pomůže IT vašich zákazníků reagovat na požadavky businessu Let’s start our discussion with a comparison of IT yesterday and today. Until recently, IT was characterized by predictable workloads running on physical machines – oftentimes one workload running on a dedicated server to ensure service and performance levels. But today, IT is all about virtualization, with multiple virtual machines running on one physical machine. This methodology enables consolidation of workloads, servers, storage – in fact, the entire data center. In addition to virtualization, we are also seeing a shift from on-premise hosted IT to IT as a Service, or ITaaS, delivered via a service provider. This model helps organizations dramatically increase flexibility, because they can deploy new services on-demand from the hosting service, rather than purchase and deploy new infrastructure to support new services in-house. And a hot new trend in IT is the Bring Your Own Device initiative, or BYOD, which is all about mobility, enabling people to work from anywhere, at any time, from virtually any device, including their own smartphone, tablet, or laptop.

9 Jak toho chceme dosáhnout:
Technologické inovace SIMPLIFICATION Lepší TCO Ucelená HP řešení SDN, Virtualizace síťových služeb Inovativní architektura Dual-vendor strategie Stávající architektura BYOD Management Standardizace Simplification is our customer value proposition because it is also at the heart of our strategy. Networking has been too complex for too long and HP is leading the drive to simplify Auto Build: We are leading with product innovations 5900 Top-of-Rack switch New 2920 adding stacking and OpenFlow to the fixed GbE access category Our new solution for BYOD – onboarding and provisioning employee owned devices in less than 60 seconds. Click #1: We are disrupting the economics with FlexNetwork Utility Advantage Program Eliminating the untenable capital needed to modernize networks Aligning network costs with actual usage Bringing cloud economics to networking Click #2: We are integrating our go-to-market efforts Converge our FlexFabric with servers and storage solutions to bring to market Converged Infrastructure & Converged Cloud We integrate network solutions into pan-HP solutions (e.g., unified BYOD solution with PPS mobile devices) Build our on CPE business with service providers with our utility advantage program and our programmability with SDN to system integrators Engage our channel early in our New Product Introduction process like we did on our new 2920 – preparing them to make product transitions seamless, and like we are doing with our BYOD solution to help them seize profitable growth in wired-wireless networks

10 Jaká je naše strategie, co vám nabízíme:
SDN; Virtualizace; Dual Vendor Strategie; BYOD; … Zjednodušení všech sítí SIMPLIFICATION Komplexní portfolio Průlomové Technologie Jasný & jednoduchý prodejní model

11 Produktové Inovace

12 FlexNetwork Portfolio
Řešení pro všechny segmenty sítě od HP Networking FlexFabric Výkonná síťová řešení pro datová centra konvergující výpočetní a úložné kapacity v rámci fyzických i virtuálních světů FlexCampus Drátová i bezdrátová řešení pro kampusové sítě. Od přístupu přes agregaci k páteřním sítím. FlexBranch Řešení pro připojení pobočkových sítí – typicky téměř all in one řešení; routing switching; wireless; telefonie; bezpečnost FlexFabric FlexCampus FlexBranch FlexManagement Pro řízení správu a dohled nad klasickými fyzickými tak i nad virtuálními sítěmi FlexManagement FlexNetwork Architektura Otevřená Škálovatelná Bezpečná Agilní Konzistentní

13 FlexNetwork portfolio
End-to-End řešení: od poboček, campusových sítí po datová centra FlexFabric Routing Core Server access ToR access Security FlexCampus Routing Core Access Wireless Security FlexBranch Routing Switching Wireless Security Intelligent Management Center Virtual Applications Networks 20 modulů IMC pro jakékoliv potřeby managementu vašich sítí FlexManagement HP Networking delivers industry-leading solutions from the data center to the campus and branch. They are industry-leading based on your assess which we use to market to customers and earn new business. Our FlexFabric data center solutions and FlexCampus solutions deliver simplification by flattening architectures – eliminating the aggregation and distribution layers to increase bandwidth and operational simplicity Our FlexCampus solutions integrate wired and wireless for greater simplification, lower cost and with software that enables employees to bring their own devices and have a better user experience. Our FlexBranch solutions deliver highly flexible routing and switching platforms that integrate services for greater simplification. Our FlexManagement solution is based on IMC – our single pane-of-glass for the entire FlexNetwork architecture. IMC integrates with HP Automated Network Manager which allows customers to monitor and manage the entire IT infrastructure in an efficient, automated, & secure manner. IMC’s RESTful APIs also enable integration with third-party tools like F5 iApps. HP Confidential 13 4/5/2017

14 HP FlexFabric Portfolio
Core Aggregation WAN VSR 12500 / 12910 11900 HSR6800 / 8800 Access 61xx Blade Switch BladeSystems Virtual Connect 58X0, 59X0 Management Security TP Core Controller, vController - S5100N IPS, Security Subscription Services HP is one of the few companies that can offer a complete product portfolio for the data center network: switches routers security products and platforms: firewalls/IPSs, access control services management platform IMC Service Orchestration

15 HP FlexCampus Portfolio
Switch Series HP 5400/8200 zl Switch Series HP 6600 / HSR6600 Router Series Core Switching & Routing HP 10500 Switch Series HP 2530 Switch Series HP 3800/3500 Switch Series HP 5500/5120 Switch Series HP 2920/2915 Switch Series HP 2620/2615 Switch Series HP 8200/5400 zl Switch Series HP 36XX Switch Series Access Switching Wireless HP MSM430/46x Access Points HP MSM720 Controllers HP MSM765zl Mobility Controller HP MSM760 Controllers HP 830 PoE+ Unified Wired-WLAN Switch Series HP WX500x Controller Series HP 10500/ G Unified Wired-WLAN Module Network Management HP Intelligent Management Center

16 HP FlexBranch Product Portfolio
MSR4000 MSR3000 MSR2000 MSR93x MSR50 MSR30 MSR20 MSR900 Routers VSR 5400 2920 5500 EI/5500 HI 5120 EI 2530 Switches MSM46x Wireless MSR Firewall IPS RF Manager Security HP MSR OAP VMware Modules HP Services zl Module Applications Network Management HP Intelligent Management Center

17 Jednoduchý přehled:

18 Průlomové Technologie

19 Technologie mění náš svět …
Internet of Things (IoT) Nanosenzory a senzorické sítě Machine2machine komunikace Technologie, které si obléknete Augmented reality Stroje které rozumí lidem a poznávají je Brain2machine komunikace Big data 3D printing

20 Jak vybalancovat IT pro potřeby businessu?
Každých 60 vteřin… 98,000+ twees 695,000 status updates 11million instant messages Inovace Produktivita zaměstnanců Perfektní vztahy se zákazníky Náklady 698,445 Google™ searches 168 million+ s sent 1,820 TB of data created 217 new mobile web users  Small and mid-size businesses goals have several key business goals: continue to innovate, find ways to drive down costs and increase profits, help employees improve their productivity. But SMBs can really differentiate in the area of customer relationships. Unlike many larger organizations, SMBs often know their customers and their needs and are in a position to more quickly respond with highly valued services. There are many new technologies that promise to help SMBs achieve these goals including unified communications and collaboration, mobility, social media and cloud computing. At the same time, SMBs are balancing the IT issues that are the result of these new technologies. But they are doing it with far fewer resources than larger organizations. Social media is important to generate demand, increase awareness and collaborate with customers. Driving video usage that in turn is increasing bandwidth requirements Mobility, IT consumerization, BYOD promise to improve employee productivity and customer service. Shifting applications to the cloud allow SMBs to rapidly scale and adopt new technologies. Coupled with mobility to allow employees to work anywhere, access data anytime. Private, public and independent clouds.

21 Jsou to Aplikace /sw ... …které řídí svět

22 HP Software-defined IT infrastruktura
Software-defined Servers Software-defined Data Center Software-defined Storage Software-defined Networking

23 HP přichází s kompletním SDN pro větší flexibilitu, akceschopnost, rozšiřitelnost a jednoduchost vaší sítě Virtual Application Networks management s HP iMC Služby a školení designu, implementace, vývoje + podpora a komunita SDN architektura APP Síťové funkce, chování, aplikace CTL Centralizované řízení, operační systém sítě INFR Železo a virtuální železo s OpenFlow Our vision is that SDN will deliver agility—agility for businesses and organizations that they never had from their network before. SDN will give them a programmable network that they can align to their business applications. When you look at what HP is offering, it starts with our infrastructure. We have the broadest infrastructure portfolio that’s programmable for SDN. It starts with 50 switches, representing 25 million installed ports – and now we’re adding 10 new routers. One of those is the virtual services router, combining SDN with Network Function Virtualization. In accordance with our vision, these products span the entire network from the data center to the campus and the branch. So a consistent SDN implementation goes from where the applications are generated in the data center to where they are consumed by users in the campus and the branch. Our Virtual Application Network SDN Controller supports six announced applications. But now in accordance with our vision, we’re opening this up to the broader ecosystem—to our alliance partners, to independent software vendors—so that we can reignite the innovation that the networking industry needs. These new applications will be easily accessible to all customers through the HP SDN App Store. These will be HP applications, jointly developed applications, partner-developed and certified applications, and ones from members of the community. And to assist customers in their journey to SDN, to tackle the challenges around people, process, and technology change we have the SDN Learning Journey and Certification.

24 Jasný a jednoduchý prodejní model

25 HP Converged Infrastructure

26 Podpora partnerů a zákazníků HP Networking
Plně dedikovaný SMB tým 2 HPN Partner Account Managers 2 HPN Sales Specialists Podpora novým partnerům > Road Runners program Komplexní systém vzdělávání > EDU centrum Office Based Presales – jedinečná Presales podpora ČESKY Demo – systém zápůjček DRP - Ochrana ceny v projektu Cenově zvýhodněné nabídky

27 HP Networking - Q2 promotions
Top Value Lite Small Business Top Value Lite Mid-Size Business Unmanaged switches slevy až 39% * 1405 a 1410 switche Základní konektivita za skvělou cenu Plně Plug and play zařízení 10/100/1000-T ports Fully Managed Switches slevy až 39% * 2530 Switche Enterprise level výkon a spolehlivost MAC based VLANs Fast Ethernet varianty Wireless řešení slevy až 56% * 425, 430, 460 Access Points, M720 controller Řízený/kontrolovaný bezpečný přístup Vysoká míra škálovatelnosti Smart managed switches slevy až 49% * 1810 a 1910 Switche Snadno nasaditelné switche s managementem přes webové rozhraní Pokročila funkcionalita (HP 1910 series) pro rychlejší a bezpečnější síť Management slevy až 55% * IMC Standard platform 50 nodes Nakonfigurujte, nasaďte si a spravujte svou síť nebo sítě vašich zákazníků z jedné obrazovky Wired & wireless networks – enterprise class features k dispozici pro SMB. PCM to IMC upgrade platformy Wireless access points slevy až 43% * HP M200 a M220 Access Points Entry level mobilita pro clustering až 10 Access Point (M220) v jedné lokaci bez nutnosti kontroleru Vysoký výkon, vysoký stupeň ochrany dat včetně bezpečnosti na přístupu a enkrypce Add HP Support CarePacks za atraktivní cenu: slevy až 43% * * Jde o celkové slevy z list price. < nikoliv o adicionální slevy z distribučních cen, nabídky u distribuce se mohou lišit

28 Srovnání TCAs a TCOs Pro portfolio HP Networking platí:
Nejjednodušší – žádný - licenční model Kompletní, technologicky otevřená řešení Jednotný, interoperabilní management IMC SDN/Open Flow - průlomové technologie v ceně Bezprecedentní záruka na kompletní portfolio časově omezená časově neomezená Vždy s podporou 1-3y SW 24x7

29 Co byste si měli zapamatovat:
Technologické inovace Lepší TCO Ucelená HP řešení IRF; SDN IMC+; komplexní řešení LTW; bez-licenční politika 20% TCO vs. TCA; Market Shares One View; Interoperabilita Simplification is our customer value proposition because it is also at the heart of our strategy. Networking has been too complex for too long and HP is leading the drive to simplify Auto Build: We are leading with product innovations 5900 Top-of-Rack switch New 2920 adding stacking and OpenFlow to the fixed GbE access category Our new solution for BYOD – onboarding and provisioning employee owned devices in less than 60 seconds. Click #1: We are disrupting the economics with FlexNetwork Utility Advantage Program Eliminating the untenable capital needed to modernize networks Aligning network costs with actual usage Bringing cloud economics to networking Click #2: We are integrating our go-to-market efforts Converge our FlexFabric with servers and storage solutions to bring to market Converged Infrastructure & Converged Cloud We integrate network solutions into pan-HP solutions (e.g., unified BYOD solution with PPS mobile devices) Build our on CPE business with service providers with our utility advantage program and our programmability with SDN to system integrators Engage our channel early in our New Product Introduction process like we did on our new 2920 – preparing them to make product transitions seamless, and like we are doing with our BYOD solution to help them seize profitable growth in wired-wireless networks

30 Otázky ? m

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