SMB training final - Niche Associates Selling HP Networking Small-to-Medium Business (SMB) Solutions

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  • Selling HP Networking Small-to-Medium Business (SMB) Solutions

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  • Selling HP Networking Small-to-Medium Business (SMB) Solutions

    Welcome to the Selling HP Networking Small-to-Medium Business (SMB) Solutions training. This d h h k d f d h dpresentation provides insight into the networking needs of your SMB customers, discusses how HP and its

    networking solutions address these needs, presents you with selling scenarios to help you pinpoint the right product for particular needs, and offers informed responses to potential customer questions and HP sales tools that will assist you when selling these solutions to your customers.

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  • Selling HP Networking Small-to-Medium Business (SMB) Solutions

    Before you can sell a solution, you must understand the customers who can benefit from that solution. The f f h l h h ll h d k l kfirst section of this presentation explains the challenges that drive SMBs to seek out particular networking solutions. By the time you complete this section, you will be able to identify trends and opportunities in the SMB market.

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  • Selling HP Networking Small-to-Medium Business (SMB) Solutions

    For the purposes of this training, the SMB customer is defined as follows: Small businesses comprise anywhere from 1 to 99 users, and medium (also known as mid-market) businesses from 100 to 300 users. As you can see in the slide, a medium business can have as many as 999 users, but the products in this course are designed to meet the needs of companies with 1 to 300 users.

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  • Selling HP Networking Small-to-Medium Business (SMB) Solutions

    Whatever the number of users, SMBs , just like their large-enterprise counterparts, desire to gain the loyalty of their customers and attract ever more. To accomplish their goals, their employees must be able to quickly and effectively address the needs of these customers. While that is of particular import in this economy, it is always a front-and-center concern.

    Networking is key. To maximize productivity employees must be able to share files and printers, exchange ideas and documents over e-mail, access the Internet for quick and easy sales research—and do it all not only from their desks but from any corporate building or conference room.

    Not only wired but wireless access as well is becoming an essential component of even the smallest business network. Employees, vendors, and clients can be afforded convenient network access in this fashion. And wireless connectivity enables SMBs to avoid the cost and hassle of running wires throughout their buildings.

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  • Selling HP Networking Small-to-Medium Business (SMB) Solutions

    Connectivity—wired and wireless—is the first step. But many small businesses have grown beyond that point. Too big now for a consumer-grade or small-office network, they can’t justify large capital investments for enterprise solutions, and likely have neither the staff nor cash to deal with complexity. What they seek are affordable, simple, and reliable solutions that will scale effortlessly as their business grows for the greatest return on investment. They want the flexibility to deploy devices and applications whenever and wherever necessary, add bandwidth when such becomes necessary, and fortify security to meet their needs today and keep pace with still more business growth growth.

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  • Selling HP Networking Small-to-Medium Business (SMB) Solutions

    Perhaps your SMB customer’s staff has grown, causing an abundance of network connections to choke the k b d d h b h l d d l d b dnetwork bandwidth. Or maybe graphical data, video streams, large databases, or data storage is

    consuming bandwidth and slowing the network to a glacial pace. Either way, employees frequently find themselves waiting for files to arrive; and worse yet, customers find themselves waiting for service.

    To deal with performance issues in a wired network, the latest SMB networks are deploying Gigabit switching, which provides ten times the performance of Fast Ethernet networks.

    Performance can also be an issue for an SMB’s wireless network. As next-generation wireless applications emerge impro ed WLAN data thro ghp t capabilities are becoming essential emerge, improved WLAN data throughput capabilities are becoming essential.

    Videoconferencing, for example, is an uncertain proposition with older wireless technology standards—for example, with the 802.11g standard ratified in 2003. With the approval of the 802.11n standard, which supports much higher speeds, wireless networks can provide the many advantages cutting-edge SMBs seek. The new standard delivers significantly faster operating speeds than preceding standards, opening the door for the delivery of new applications and processes.

    Whether or not the SMB wishes to deploy 802 11n in the near term an architecture that can be quickly Whether or not the SMB wishes to deploy 802.11n in the near term, an architecture that can be quickly adapted to facilitate technological advances is a major consideration when making a WLAN investment decision.

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  • Selling HP Networking Small-to-Medium Business (SMB) Solutions

    Voice over IP (VoIP) is a service whose benefits are becoming markedly clear to SMBs. VoIP is the routing of voice conversations over a data network or the Internet, rather than over the traditional Plain Old Telephone Service (POTS) What this means for the SMB is:(POTS). What this means for the SMB is:

    • They can unite multiple offices on a single phone system. • No matter how remote the location, long-distance charges between sites are eliminated. • Support and maintenance costs are significantly reduced—Any additions, moves, or changes to IP phones can be

    performed quickly and easily, often simply by picking the phone up and plugging it into a new network port. • Remote workers have the ability to travel and yet still maintain a “virtual presence” at their offices—They are

    reachable at the same telephone number and can access corporate resources wherever they may bereachable at the same telephone number and can access corporate resources wherever they may be. • Operational flexibility is improved by enhancing communication with smaller branch and satellite offices.

    To provide the flexibility to choose the IP telephony solution that best fits their needs, however, SMBs must have a network infrastructure based on industry standards and openness. In addition, many SMBs are discovering that their existing data networks are not ready to support voice services. Many do not support end-to-end traffic prioritization capabilities, for example, and cannot handle the additional network demands of next-generation applications. Because VoIP is real time, delay, jitter, and packet loss will severely affect the quality of transmission. Phone conversations can be distorted garbled or lost because of transmission errors conversations can be distorted, garbled, or lost because of transmission errors. Of course, VoIP is far from the only means of communication in the modern network—and thus another issue is emerging for SMBs. E-mail, fax, instant messaging, voice mail, mobile phones, mobile data, audio conferencing, video conferencing…. Across the business, communication types, technologies, and devices are proliferating—often in isolation from each other and from critical business operations. The all-too-common result is a communications environment that hampers collaboration, slows decision making, diverts valuable IT resources—or brings the business to a grinding halt if there is no IT staff to address the problem—and drives up operations costs. Just like large enterprises SMBs need to tightly integrate diverse data voice and video systems and link them with Just like large enterprises, SMBs need to tightly integrate diverse data, voice, and video systems and link them with key business processes to:

    • Bridge the gap between business information and customer communications • Empower work teams to collaborate more effectively • Streamline information flows for improved management and decision making • Simplify administration by cutting infrastructure complexity January 2011Rev. 11.11 8

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  • Selling HP Networking Small-to-Medium Business (SMB) Solutions

    Security is another front-and-center concern. Because SMBs are very often less security savvy, small networks are vulnerable networks, and attackers descend upon easy prey. According to Visa, for example, 80 percent of all credit card hacks are attributed to small retailers—companies performing fewer than 20,000 transactions per year. Even more disturbing is the fact that this group of retailers accounts for only about one-third of all Visa transactions per year. While a larger enterprise may offer a larger payday to a hacker, the vulnerability of small businesses is more alluring still.

    For SMBs, even one downed computer could mean a downed storefront or complete network outage With a smaller often less skilled IT staff on hand with in some cases no IT staff outage. With a smaller, often less-skilled IT staff on hand—with in some cases no IT staff whatsoever—the SMB