© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 2
HP Networking – Our Mission
Mobility
Wired to Wireless Transition & BYOD
Virtualization of Infrastructure
Software-Defined Networking
Move to the Cloud
Automation and Scale
Simpli
fi
cation
Accelerate
the
networking industry
transformation
through
technology
innovation
and
economic disruption
to deliver superior
business value to our
customers
.
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3
Global Services
FlexNetwork
Architecture
Business Agility
Reduced complexity
Open, Scalable & Secure
Easier to manage
Standards based, 2 tier
The HP Networking Value Proposition
Changing the Rules of Networking
Lower TCO
HPN TCO vs. Legacy
Cost Reduction
Infrastructure
Maintenance
Power, space
Complete Lifecycle Services
Mitigate Risk
Maintenance Support
Consulting
Migration
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 4
Architectural leadership with FlexNetwork
HP Networking
Open
Scalable
Secure
Agile
Consistent
FlexFabric
FlexCampus
FlexBranch
FlexManagement
FlexNetwork Architecture
FlexManagement
Converges Network
Management &
Orchestration
FlexFabric
FlexCampus
FlexBranch
Converges and secures data
center network, compute,
and storage in the physical
and virtual worlds
Converges wired and
wireless networks to deliver
secure identity-based access
Converges network
functionality, security and
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 5
HP Positioned
in Gartner’s
Leaders
Quadrant
Magic Quadrant: Wired and Wireless LAN Access Infrastructure
The Gartner Magic Quadrant is copyrighted June 2012 by Gartner, Inc., and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at
and for a specific time period. It depicts Gartner’s analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not
endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the “Leaders” quadrant.
The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to
this research, including any warranties of merchantability or fitness for a particular purpose. The Magic Quadrant graphic was published by Gartner, Inc., as part of a larger
research note and should be evaluated in the context of the entire report. The Gartner report is available upon request from HP Networking.
Figure 1. Magic Quadrant for the Wired and Wireless LAN Access Infrastructure
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 6
Structure & EngagementHPN
Rita D’Andrea
Brazil HPN Country Manager
Cezar Carioca
DF, NO, CO
Job Borges
SP
Marcelo Naves
DF, NO, CO
Mauro Onizuka
South
Carlos Sega
SP
Eduardo Konishi
SP
Ronaldo Vieira
SP, GVT, CARSO
Murilo Bernardes
NE
Guilherme Fortes
MG, DF, NO, CO
Andre Bastos
PR, RS, SC
Adriana Bizutti
SP
Giovanni Anele
PR, RS, SC
Gisele Albagli
RJ, ES, NE, Petrobrás
Alex Marquesa
SP
Leonardo Setani
SP, Itau, Bradesco
Gilson Jeronimo
Telefonica, CTBC
Weidson Galindo
Oi, TIM
PUBLIC SECTOR
TERRITÓRIO (SMB)
COMMERCIAL (CONTAS NOMEADAS)
TELCO
Marcelo Gomes
RJ/ES
Marcelo Almeida
Public Sector Director
TBH
RJ/ES
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 8
Características dos clientes SMB
Poucos recursos para gerenciamento do ambiente de TI e conhecimento técnico limitado.
Possui suporte do fabricante atual ? Custo ?
HPN Garantia e suporte ilimitados.
HP IMC (gerenciamento fácil é completo) – módulo para SMB
HP Partner como Consultor Técnico
Infraestrutura de Rede precárias.
Risco ao business do cliente (muitas vezes não percebido pelo cliente)
HP IMC (gerenciamento fácil é completo) – módulo para SMB
HP Partner como Consultor Técnico.
HPFS.
Projeto de melhoria em fases.
Foco no preço no momento da aquisição de uma solução
Estrutura HP Networking para SMB
HP Networking tem produtos focados para o mercado SMB
HP Networking – Menor TCO
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 9
Características dos clientes SMB
Pouco ou nenhum planejamento de orçamento para TI
Projeto de vídeo conferência ou Comunicações Unificadas ? Projetos de CRM ou ERP?
Projeto de VDI? Projeto de Servidor?
Problemas de performance e gerenciamento ?
Quando foi feito o último refresh tecnológico ?
Contrato de garantia não é prioridade
A solução atual tem garantia do fabricante ? Custo ?
HPN Garantia e suporte ilimitados.
Amplo portfólio de CarePacks
Necessidade de Mobilidade & Wireless
Necessita conexão wireless segura para SmartPhones e Tablets ?
Portfólio HP MSM – Controladores e Access Points
MSM710 - Suporte para até 10 APs
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 10
Características dos clientes SMB
Data Center ou CPD?
Clientes usam infra de LAN para conectar servidores
Servidores tem requisitos técnicos diferentes que usuários.
Posicionamento correto de Produtos.
Melhores Práticas para SMB
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 11
Perguntas que devemos fazer aos clientes SMB
Quando foi feito o último refresh de infra de rede?
Possui suporte do fabricante atual? Qual o SLA e tempo de contrato?
Possui uma arquitetura de rede para usuários e Servidores?
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 12
•
Compelling events:
–
Obsolescence: Network Lifecycle 3 to 5 years
–
New Business Applications: ERP (SAP), CRM (Sales Force), Database
–
Multimedia Applications: IP Telephony, Video Conference, Video Surveillance
–
Expansion: Server, Storage, Users, Sites
–
IT Transformation : Merges & Acquisitions, Cloud Computing
•
Average Sales Cycle: 6 to 12 months
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.