********************************************************** HP's Desktop Integration Strategy Presentation Attached are the presentation slides and script for HP's Desktop Integration Strategy. This presentation provides an overview of HP's networking product offering and product plans for desktop integration. Desktop integration refers to HP's networking offering to integrate "intelligent" desktop environments including PCs, Macintoshes, and UNIX workstations with HP Business Servers. Solutions include capabilities for application access, file and print sharing, and client/server applications. Script for HP's Desktop Integration Strategy Presentation: Slide 1: DESK01 This slide is the title slide. Use this slide to provide an overview of the presentation. The following points should be discussed: - Presentation provides an overview of HP's networking product offering and product plans for integrating intelligent desktop environments with HP's robust, scalable server platforms. Presentation also provides the key components and strengths of HP's offering and strategy. - Desktop integration solutions for application access such as NS/ARPA services and solutions for file/print sharing such as NetWare, LAN Manager, and NFS represent solutions that provide a first step to step to client/server computing. Slide 2: DESK02 This slide shows the different computing environments that HP addresses today and will address in the future as customers' move to a cooperative computing environment. This slide is also being used as part of HP's overall networking strategy and can be used in this presentation to demonstrate how HP's desktop integration fits into these environments. Key points to emphasize: o HP's provides a variety of solutions for different computing envionments and that the coexistance and integration of solutions across these environments is key. HP wants to provide customers with an easy migration to cooperative computing and allow customers to leverage their current investment in applications, networking, and systems (with easy migration path to suuport future growth) o Define different computing environments and convey that the majority of customers require host application access and file print sharing. HP's business server allow customers to have a common server that can be used for a variety of applications: - Host Application Access: This includes HP's solution provide desktop environments with access to applications and data on the HP 3000 and HP 9000 systems. Solutions include access from a variety of client environments (PCs, MACs, and UNIX workstations) and networking environments (NetWare: SPX/IPX, TCP/IP, & 802.3/Ethernet, Token Ring and Wide Area Networking Links) - Resource Sharing: This includes solutions for allowing customers to file and print resources across a LAN (ie., Novell NetWare, LAN Manager, NFS, and AppleShare Connectivity) - Client/Server: This includes APIs & Application Development Tools that allow the development of client/server applications (distribute application processing across an "intelligent desktop" client system and a server such as a database access application that provides front-end GUIs and processing on a PC). - Cooperative Computing: This describes an environment that integrates the desktop to enterprise resources, applications, and resources transparently. The end-user, application developer, and network administrator can perform tasks utilizing "enterprise resources" as though they were located on the local desktop. Slide 3: DESK03 This slide provides a high level overview of the key features and benefits of HP's Desktop Integration solution. Key Points to emphasize: o HP's Solutions allows integration of multiple client and networking environments. HP's strategy is to provide transparent integration across different desktop environments and provide a server that supports a variety of applications (ie., not just file and print sharing) o Key benefits include: - Leveraged Investment: Leveraged investment in systems, applications, and networking - Improved Reliability: HP's Business Servers provide a a more reliable, robust, and scalable platform than other platforms. Emphasize the benefits of HP's system such as system management capabilities to ensure file back-up and disk mirroring. - Flexible Growth Path: Scalability of HP's Solution from low-end systems to high-end multi-processing system. HP also provides consistent interfaces and supports standard clients allowing an easy migration from PC servers to HP Business Servers. - Greater Managebility: This refers to previous point regarding the robustness of HP's Server Management capabilities and key strengths in network management through Openview. Slide 4: DESK04 This slide presents the key elements and strengths of HP's Desktop Integration Strategy. This reflects HP's networking direction for desktop integration as well as key strengths of HP's current offering. The next six slides (DESK05 - DESK11) provide more detail on each of these elements. The five elements include: - Robust, Scalable Platform: This is a current strength of HP's offering. Emphasize the benefits of HP system platforms referring to HP's key strengths such as scalability, manageability, and application availability. - Connect Client Environments of Choice: HP's strength is integration wide range of clients platform and networking environments. HP's strategy is to provide transparent integration across diverse client environments (note: if you are presenting to an HP 9000 customer, you can mention that HP has already demonstrated some of this integration through file locking capabilities that we have added between AppleShare and LM/X environments) - Enterprise Integration: Emphasize enterprise networking and access to HP-UX and MPE/iX Server Resources as current strengths of HP's offering especially relative to a PC based server. Note that HP supports the predominant protocols for desktop integration (ie., Netware SPX/IPX, TCP/IP, Token Ring, and 802.3/Ethernet) and communication between server through a wider range of networking support to enable enterprise multivendor communication. Common services for multi-NOS and multi-client integration represent HP's direction for desktop integration. - Management/Security: The management capabilities of HP's servers and the foundation for integrated network/system management management reflects a key strength of HP's current offering. (note: Position network mgmt as an element of HP's strategy rather than as a current strength. Focus on the points mentioned to differentiate HP's current solution) - Multivendor Support: Emhasize HP's strength in support and that HP's provides multivendor support to enable improved support for key solutions provided by our third party partners such as Novell and Microsoft. - Partner with Leading Providers: HP's strategy is to provide leading desktop integration technologies such as Novell NetWare, Microsoft LAN Manager, NFS, and AppleShare connectivity. HP is an OEM of the leading NOS technologies from the key partners: Microsoft, Novell, and SunSoft. HP offers AppleShare connectivity on the HP 9000 through one of the leading providers of Macintosh connectivity, Pacer. HP will provide AppleShare connectivity on the HP 3000 in mid'93. HP has recently licensed it NS/ARPA Services to Walker, Richard, and Quinn for host application access capabilities. HP's strategy is to work with key providers of these technologies to influence future direction and commitment. By supporting these technologies on HP Business Servers, we provide customers with greater flexibility in choosing their desktop environment, ease of use through consistent user interfaces, and improved integration in mixed environments. This also allows HP to focus on providing value added on areas where it will provide significant customer benefit (such as integration across these diverse technologies) Slides 5 - 11: DESK05 - DESK11 These slides provide more detail on each of the strategy elements described on DESK04. Refer to points made in previous section (DESK04) for comments to make on these slides. Slide 11 (DESK10) provides more detail on HP's strategy with our partners. The key point here is to emphasize that we are working with them on future directions and discuss our goal to minimize lag time from releases on our partners' target platform (ie., Novell's target platform is Native Netware on Intel and Microsoft's current target platform is OS/2 today and NT in the future). Slide 12 (DESK12) can be used for back-up to convey the typical release schedule this demonstrates that there is often significant lag between the time that the vendor (ie., Microsoft, Novell, or SunSoft) releases on their target platform and the time that they provide code to their OEMs. This is an important point to emphasize since customers often complain about HP release schedules and compare our functionality to the offering provided on the target platform. Slide 13: DESK13 The remaining slides in the presentation focus on HP's current product solution and product plans for the next few years. These slides provide more detail on product detail. This slides provides a pictorial on HP's Desktop Integration solution in the three key areas: - Host Application Access: includes NS & ARPA Services for virtual terminal capabilities and file transfer; third party solutions for terminal emulation and virtual terminal capabilities; and Novell NetWare NVT for virtual terminal capabilities to HP 9000 in a NetWare environment - File/Print Sharing: includes capabilities for network file and print sharing such as LAN Manager, Novell NetWare, NFS, and AppleShare connectivity - Client/Server Applications: includes APIs and tools for application development such as TCP/IP based APIs (HP plans to support the standard Winsock API for PC-based application development), LM Named Pipes, TLI for application development in a NetWare environment, and the DCE RPC. In addition, HP plans to provide tools to support distributed OLTP through the Transarc Encina product. HP also currently provides client/server applications on our Business Servers for both e-mail integration (HP's messaging backbone and OpenMail and OpenDesk offering for support a variety of desktop environments) and database access. The remaining slides provide more detail on HP's product offering and product plans for both host application access and file/print sharing: Slide 14: DESK14 - HP's Host Application Access Strategy Slide 15: DESK15 - Overview of HP's File/Print Sharing Offering Slide 16: DESK16 - NetWare for HP 9000/HP 3000: Product Overview Slide 17: DESK17 - NetWare for HP 9000/HP 3000: What's New in '92 and future plans: Performance Improvements on MPE/iX: end of '92 3.11 (Printers, Performance) on HP-UX: end of '92 3.11 (IP Tunneling, Token Ring) on HP-UX: mid'93 3.11 on MPE/iX: mid'93 4.0 (Directory Services, Security): '94 Slide 18: DESK18 - LAN Manager for HP 9000/HP 3000: Product Overview Slide 19: DESK19 - LAN Manager: What's New in '92: Support standard and latest Microsoft LM clients (HP 3000: Resource Sharing/iX does not support OS/2 clients) File Locking for MACs (PacerShare on HP 9000) Structured Solution (Resource Sharing/iX, LM, and NS Services 2.1 at 20% discount) Performance Improvements for Resource Sharing/iX Slide 20: DESK20 - LAN Manager: Future Directions LAN Manager for HP 3000: Emphasize that LAN Manager solution has addressed customer requirements and we will provide enhancements if market demand justifies investment (at this time, no new plans) Remote Client Access capabilities through LAN Manager Access product on OS/2 is under investigation (it may just require testing) LAN Manager for HP 9000: See Statement on Network Hotline under LMXTWO for details Slide 21: DESK21 - Apple MAC integration offering Pacer for HP 9000 AppleShare connectivity on HP 3000: mid'93 Slide 22: DESK22 - NFS on HP 9000/HP 3000: Product Overview Slide 23: DESK23 - NFS/iX: Product Overview Slide 24: DESK24 - NFS for HP 9000: What's New for '92 Slides provide high level overview of new 4.1 Features provided in HP-UX 9.0 (see Network Hotline on NFS for more information) Slide 25: DESK25 - NFS for HP 9000: Future Directions Slide 26: DESK26 - Conclude with HP's Desktop Strategy Overview Re-emphasize HP's strengths and product direction ******************************************************************** Attached is the set of slides. To extract slides from the following package do the following: o Create a directory on your C:\drive (or A:\) called C:\desktop C:\>md desktop [enter] o Download Item 2 to your PC as SLIDES.EXE into the C:\desktop directory download 2 C:\desktop\SLIDES.exe [ENTER] o EXIT HP DESK o at the DOS prompt execute slides.exe C:\> CD\Desktop C:\desktop\> slides [ENTER]