UPGRADE POLICIES FOR HP 3000 NETWORK PRODUCTS

When customers upgrade a system, they must upgrade the network
products on that system.

Outlined below is the policy for upgrading network products when
customers are;

      1) Exchanging one system for another (summarized in a matrix)
      2) Exchanging multiple systems for one system
      3) Exchanging one system for multiple systems
      4) Upgrading network links and new hardware is needed

1) EXCHANGING ONE SYSTEM FOR ANOTHER
   Network Services Products are software products. Network Link
   Products are typically hardware and software products.

                              V -> XL      |         XL -> XL
MOVING TO                                  |
SYSTEM ON;                                 |
___________________________________________|___________________________
_______________________________________________________________________
SAME TIER  |                               |
           |                               |
           |Customer gets return credit for| Customers can use current
           |MPE V S/W after ordering MPE XL| product on new system
NETWORK    |Services product.              | without ordering anything.
SERVICES   |                               |
           |ORDER: MPE XL Services Product |
           |      with 2 options;          |
           |      a) S/W for XL system     |
           |      b) Upgrade credit for V  |
           |         S/W (0G1, ... 0G3)    |
           |_______________________________|___________________________
           |                               |
           |Customer gets return credit for| Customer can use current
           |MPE V H/W after ordering MPE XL| S/W on new system. Can use
NETWORK    |Link product.                  | same H/W except in these
LINKS      |                               | cases: (Must order new
           |                               |         H/W)
           |ORDER: 1) MPE XL Link Product  |
           |       with;                   | 1) NS Pt-Pt, SNA, or BSC
           |                               |    Link
           |     a) H/W option(s) for XL   |   * New system needs
           |        system                 |     Precision Bus PSI
           |     b) S/W option for XL      |     card, current system
           |        system                 |     has Central Bus PSI
           |                               |     card.
           |      2) MPE V Return Credit   |
           |      Link Product ("AN"       | 2) LAN Link
           |      instead of "A")          |   * Current system has one
           |                               |     LAN card, new system
           |                               |     needs more. (Systems
                                                 that require
           |                               |     two LAN cards -
           |                               |     948,958, 960, & 980)
           |                               |     Note: At this time,
           |                               |     there are no return
           |                               |     credits for the
           |                               |     current system's PSI
           |                               |     or LAN card.
___________|_______________________________|___________________________
_______________________________________________________________________
                                           |
HIGHER TIER|                               |
           |                               | Customer gets upgrade
           |                               | credit for current MPE XL
           |  See policy under "SAME TIER" | S/W after ordering MPE XL
NETWORK    |                               |  product fornew tier.
SERVICES   |                               |
           |                               | ORDER: MPE XL Services
           |                               |  Product with 2 options;
           |                               |  a) S/W for new XL system
           |                               |  b) Upgrade credit for
           |                               |     current XL S/W (0CD,
           |                               |     0CE,0CF,0GJ, .. 0GM)
           |_______________________________|__________________________
           |                               |
           |                               | Customer gets upgrade
           |                               | credit for current MPE XL
NETWORK    |  See policy under "SAME TIER" | Link S/W after ordering
LINKS      |                               | MPE XL product for new
           |                               | tier. Current H/W usually
           |                               | can be used on new tier
           |                               | except in cases stated
           |                               | under LINKS, "SAME TIER"
           |                               | plus
           |                               |
           |                               | 1) LAN Link
           |                               |  * Upgrading to a 980 and
           |                               |    current system doesn't
           |                               |    have TURBO LAN card.
___________|_______________________________|___________________________
_______________________________________________________________________
           |                               |
LOWER TIER |                               |
           |                               |
           | Order is same as in           | Order is same as in
           | "SAME TIER", except if the    | "HIGHER TIER" except if
NETWORK    | order is a negative amount.   | order is negative. Order
SERVICES   | Corp policy states we never   | must be brought to zero.
           | give customer money back so   | (See sect.4 of OP Field
           | order must be brought to zero.| Doc.)
           | (See section 4 of OP Field    |
           | Doc.)                         |
           |_______________________________|___________________________
           | Order is same as in           | Order is same as in
           | "SAME TIER", except if the    | "HIGHER TIER" except if
NETWORK    | order is a negative amount.   | order is negative. Order
LINKS      | Corp policy states we never   | must be brought to zero.
           | give customer money back so   | (See OP Field Doc.)
           | order must be brought to zero.|
           | (See section 4 of OP Field    |
           | Doc.)                         |
           |                               |
___________|_______________________________|___________________________
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