HP issues challenge to Cisco with ONE launch

HP’s traditionally cordial relationship with Cisco could be jeopardised by the launch of HP ProCurve’s Open Network Ecosystem (ONE).

Unveiled last week in Chantilly, ONE sees many vendors teaming up with ProCurve to provide interoperable technology and offer an open-standards-based alternative to Cisco. Vendors taking part include Avaya, Microsoft, McAfee, F5 Networks, Riverbed, Aastra and Mitel.

ProCurve general manager Marius Haas claimed customers did not want the rigidity of an end-to-end network infrastructure provided by a single vendor. “That model provides accountability, but not flexibility or cost effectiveness,” he said.

“Customers want choice and ProCurve is best positioned in the market to deliver that choice.”

Martyn Lambert, vice president of EMEA marketing at Avaya, claim-ed the IT industry’s history suggests that an open-standards model would triumph over a proprietary model. “HP is a large and credible partner and this takes our battle with Cisco into the datacentre,” he said.

Lambert was also unconcerned that fellow communications vendors Aastra and Mitel are part of the ONE alliance. “We will have a good fight, but the real competition here is Cisco. In the battle for the datacentre, there will be two main players.”

ProCurve’s general manager for EMEA Alberto Soto Garcia admitted that HP’s relationship with Cisco might deteriorate.

“How the relationship will evolve remains to be seen,” he said. “We expect changes and the relationship will not get better as we go forward.”

Global alliance manager Andy Bryant indicated ProCurve would encourage its channel partners to forge links with ONE vendors. “We think partners can pick up wallet share by aligning with some of our ONE partners,” he said.

UK and Ireland manager Darryl Brick claimed: “I do not think one size fits all anymore and an end-to-end proprietary solution is too risky for a customer. ONE provides a viable alternative to Cisco and it gives partners new revenue streams.”