Product Intelligence Report: HP Halo Managed Services

Report Date: October 06, 2009

Analyst: Page, Bruce

Market: Business Network Services - U.S., Business Telecom Services - Europe, Telecom Services -
Asia, Telepresence Services, Unified Communications

Summary

Analytical Summary
Hewlett-Packard’s Halo Managed Telepresence and Video Conferencing Solutions are competitive in the managed
telepresence services space, because HP is a complete, single-source global supplier for end-to-end telepresence
products and services. The company's reach additionally extends from fully immersive conferencing down to
desktop-based systems. HP Halo uses the company's own dedicated, private OC-level fiber facilities-based
network, named the Halo Video Exchange Network (HVEN), which provides guaranteed available bandwidth for
all endpoints on an unlimited-use basis. Halo is based on a combination of industry-standard components and
HP-developed technologies. HP positions Halo as offering superior video call setup and session management for
subscribers compared to competing telepresence offerings.

HP Halo also supports off-net telepresence users through its HP Halo Gateway. However, Cisco’s recent move to
acquire TANDBERG will set back HP’s ambitions at least temporarily, since the company sources much of the
hardware on which Halo is based from TANDBERG.

HP’s Halo portfolio includes a fully-managed end-to-end service for HP’s telepresence rooms (HP Halo
Telepresence Service), as well as a managed network service for interconnecting TANDBERG with H.323/H.320
endpoints (HP Halo Video Collaboration Service). Both services provide customers with guaranteed available
bandwidth, and have access to technical support and directory management. HP has integrated Halo solutions
and the HVEN network with Microsoft’s Office Communications Server for user scheduling. Joint product
development by HP and Microsoft plans to allow Microsoft Office Communications Server-connected PC endpoints
to join Halo Telepresence calls. Over the long term, HP’s Halo value proposition can continue to benefit from the
company's Frontline alliance with Microsoft.

However, HP is swimming against the prevailing current in the marketplace, which has found Cisco emerging as
the market driver in the managed telepresence space. HP originally introduced HP Halo about a year before Cisco
launched its telepresence offering. HP, however, decided to be its own service provider while Cisco signed global
Tier 1 carriers to sell its systems; HP's strategy failed to capitalize on its time-to-market advantage, and Cisco
has taken the market leadership role. HP continues to go it alone as a vertically integrated telepresence supplier
offering hardware, software, networking options, and services, while Cisco's partners include AT&T, BT Global
Services, Orange Business Services, Tata Communications, and others, multiplying its market reach. HP has a
powerful ally in Microsoft, but it will need to work hard to keep up with the juggernaut of Cisco’s telepresence
market machine – particularly with Cisco's plan to acquire TANDBERG, which is expected to be finalized early in
2010.

Positives and Concerns

Strengths
• HP’s Halo Telepresence and Video Collaboration Solutions are based on the dedicated Halo Video Exchange
Network (HVEN), a private OC-level, facilities-based network that provides guaranteed available bandwidth for all
endpoints. HVEN currently spans nearly 40 countries across five continents.

• HP Halo is leveraging tight integration of HP Halo solutions and the HVEN network with Microsoft’s Office
Communications Server. HP has announced that seamless interoperability is coming in the near term.
Telepresence inter-platform interoperability is also a key part of HP’s Halo strategy. HP plans to expand its
 existing support for HP Halo and TANDBERG endpoints to include other vendors.

• HP Halo extends its services to off-net telepresence equipment through its HP Halo Gateway. HP also goes
beyond telepresence, supporting traditional videoconferencing and desktop videoconferencing. A company may,
for example, place desktop video solutions on its corporate network while placing higher-bandwidth telepresence
and videoconferencing endpoints on HP’s fully managed HP Halo Video Exchange Network (HVEN).

Weaknesses
• HP lacks the relationships with carriers worldwide that are necessary to make a robust and cost-effective high-
bandwidth solution for the customer. For example, tail circuits will nearly always be required to connect the
customer premises with HP’s network. Without in-place relationships for provisioning, service management, fault
management, trouble ticketing, fault resolution, billing, etc., across dozens or hundreds of countries, HP will have
a hard time providing a truly managed service.

• HP delivers HP Halo services via a dedicated, standalone video network approach that may be more expensive
than alternatives since companies do not have a choice to “piggy back” the telepresence application on their
existing corporate networks. Customers that choose to tap their carrier to build separate telepresence networks
can still benefit, as they can qualify for volume discounts.

• HP’s “all-in” pricing model for HP Halo services may be simple, but customers may complain that it is too
simple. For example, about the only variable in the pricing model is the volume discount for multiple room sales.
This may lack flexibility to meet customers’ unique requirements.

• HP's choice to operate a fully vertically integrated service, from equipment to network and application, may
give the carrier more control over the end-to-end solution. However, Cisco's telepresence systems strategy – sell
to and certify carriers, and let them operate the network services – has made for a much more rapid rollout and
higher profile.

• Cisco has announced that it is acquiring rival telepresence system vendor TANDBERG. HP developed its HP Halo
solution using hardware supplied by TANDBERG. HP will not be able to swap out its HP Halo underlying
technology components quickly or easily, which means it will need to source technology components for HP Halo
from its chief rival in telepresence.

Product Metrics

Metric
Vendors/Platforms Supported
Available CPE Terms
Maximum Number of Active Video Endpoints
Number of PoPs/Countries Reached Directly
Number of PoPs/Countries Reached
Indirectly
Video-specific SLA Guarantees, Credits
Value
HP supports and resells TANDBERG’s full line of video
collaboration systems, from desktop to dedicated room and
suite systems, along with HP's proprietary hardware and
software extensions to TANDBERG's platforms.
HP Halo is a fully managed end-to-end telepresence service.
Customers may purchase or lease the required endpoints and
networking hardware and software.
HP supports up to four simultaneous telepresence
connections. The HP Halo Gateway can connect from four to
20 endpoints (the number of connections is limited by the
customer’s corporate network).
Halo Video Exchange Network (HVEN) reaches 27 countries,
with plans to extend to nearly 40 countries by the end of 2009.
HP can deploy in all major countries where sufficient capacity
of public Internet access is available.
HP offers uptime and performance commitments on the end-
to-end Halo telepresence solution.

Halo Video Exchange Network has a managed on-net/off-net

gateway that enables connections between HVEN-connected
studios and suites and off-net TANDBERG and H.323/H.320
endpoints.
HP Halo Webcasting is an end-to-end managed Webcasting

Network-hosted Bridging/Multicast Support
Inter-vendor/Inter-customer/Inter-network
Support
Related Professional Services
Related Managed Services
Hosted Facilities
Pricing Principles
solution capable of delivering professional video HD-quality
broadcasts in real-time or on-demand to a wide array of client
platforms (any PC with a Web browser and access to the
HP/customer network).
HP provides a bridge from its HVEN to Microsoft Office
Communicator attached to Office Communications Server
(OCS), allowing potentially any Office Communicator user to
join an HP Halo videoconference.
Yes, HP supports inter-company telepresence, from opt-in
shared directory or concierge request by both parties (HP Halo
Telepresence Service), or direct calling from a video
conferencing endpoint with valid number (Halo Video
Collaboration Service - HVCS).
HVCS offers secure cross-company connections from
endpoints on the HVEN to endpoints on other networks with
no usage charges.
HP offers a full set of enablement services, including
assessments, architecture planning, and design, deployment,
monitoring, and management of hardware, software, and
infrastructure required for customers’ collaboration initiatives.
24/7 concierge support for tech support and escalation to
product support specialists available in English and Spanish at
all locations; additional languages and interpreter services on
demand with reservation
HP is a leading global provider of managed IT services across
premises-based equipment management, network
management, and data center-based services.
HP has one operations management center (OMC) in Puerto
Rico and one backup in Corvallis, OR.
HP Halo Collaboration Studio: a six-person dedicated
telepresence room with customized space, lighting, and sound
engineering. Optional second row audio service for up to six
additional participants. $349,000 list price plus $18,000 per
month for an end-to-end managed network service that
includes guaranteed available bandwidth, technical support,
directory management, technology refresh, and 24/365
monitoring of network activity. Second row audio service
incurs a one-time setup fee of $25,000 plus an additional
$1,000 monthly managed service fee that includes ongoing
calibration for these audio components.
HP Halo Collaboration Meeting Room: a six-person
telepresence suite engineered for installation in existing
conference rooms. $249,000 list price plus $18,000 per month
for an end-to-end managed network service that includes
guaranteed available bandwidth, technical support, directory
management, technology refresh, and 24/365 monitoring of
network activity.
HP Halo Collaboration Center: a four-seat or two-seat
immersive telepresence solution. $135,000 list price for four-
seat; $120,000 for two-seat version, plus $9,900 per month for
an end-to-end managed network service that includes
guaranteed available bandwidth, technical support, directory
management, technology refresh, and 24/365 monitoring of
network activity.
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