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--------------------------------------------------------------------- NetWare for the HP 9000 Series 800 HP & HP VAB Sales Guide Table of Contents 1. Preface to the Second Edition...................... 1 2. Executive Overview................................. 1 3. NetWare for the HP 9000 - Features and Benefits........................................... 2 4. Success Stories.................................... 3 An $8 Million HP Win In Manhattan............ 3 NetWare Leverages 11 HP 9000s into the Los Angeles County Courts........................ 4 A Successful Sale for the Australian Reseller..................................... 5 5. Major Product Features............................. 5 Novell Approved NetWare Software............. 5 Access to all HP-UX Resources................ 6 Access to HP 9000 Scalability and Price Access to Corporate Standard Software Solutions.................................... 6 Interoperable with Existing Networking Services..................................... 7 Support for Multiple Name Spaces............. 7 Direct HP Product Support.................... 8 6. The Ongoing HP/Novell/Innovus Relationship......... 8 7. The Provision of NetWare Added-Value Products for the HP 9000........................................ 9 8. World Wide Distribution of NetWare for the HP 9000............................................... 9 9. Three Target Markets............................... 10 Target Market 1 - The Existing Installed Base of Novell NetWare LANs.................. 10 Target Market 2 - Companies that have Standardized Upon Novell NetWare............. 11 Target Market 3 - Companies Seeking to Consolidate Dispersed LAN Environments....... 11 10. Competition........................................ 12 NetWare on Other Minicomputer Platforms...... 12 NetWare for the HP 9000 and LM/X............. 13 11. HP 9000 NetWare Server Configuration Considerations..................................... 13 HP 9000 System Configuration Requirements................................. 13 Terminal Emulation Software Considerations............................... 14 The HP-UX License Requirement Considerations............................... 14 12. Planned System Enhancements........................ 18 13. NetWare for the HP 9000 Data Sheet - A Sales Aide............................................... 19 14. Availability, Pricing and Licensing for NetWare for the HP 9000.................................... 19 Product Availability......................... 19 Product Price List........................... 20 Obtaining a Demonstration Copy for Local Sales Use.................................... 21 Initiating a Customer License for NetWare for the HP 9000.............................. 21 Adding More Clients to an Existing License...................................... 22 Distributing New Versions of NetWare for the HP 9000...................................... 22 15. Reseller Opportunities............................. 23 16. Innovus Contact Information........................ 23 17. Hewlett Packard Contact Information................ 23 18. APPENDIX........................................... 24 18.1 Major Features of NetWare for the HP 9000......................................... 24 A Transparent Environment.................... 24 Integration of the HP 9000 and PC LANs....... 24 Transparent File Services.................... 25 Transparent Print Services................... 25 Combined NetWare and Host Security........... 25 Internetwork Routing......................... 25 Resource Accounting.......................... 26 System Administration........................ 26 File Server Backups.......................... 26 Terminal Emulation Support................... 26 Backwards Compatibility...................... 26 Applications Compatibility................... 27 Host-based Applications...................... 27 ____________________________________________________________________ Novell NetWare for the HP 9000 January 1992 1. Preface to the Second Edition This is the second edition of the NetWare for the HP 9000 Sales Guide. It has been approximately one year since the first edition was published in February of 1991. It has been a year of change. In February of 1991, Novell announced a joint relationship with IBM that gave a great amount of new credibility to Novell and helped it continue not only to retain its leading position in the PC LAN marketplace, but to gain additional market share. Perhaps more significantly, on December 10, 1991, HP and Novell announced a joint development agreement that will ultimately result in Native NetWare running as an operating system on HP PA-RISC platforms. As part of this agreement, HP has also agreed to distribute Novell Native NetWare products on HP platforms and has committed to directly distribute NetWare for the HP 9000. As a result, NetWare for the HP 9000 will be placed on the HP price list as of April 1, 1992. This has also been a year in which HP has made immense strides in the delivery of new HP PA-RISC HP 9000 servers. The new Series 8X7 family of business servers has set new standards in configurability and in low cost per unit of performance. The 8X7 family has opened up tremendous new opportunities for the HP 9000 to be installed into Novell NetWare LAN server environments throughout the business world. This Guide will explain what NetWare for the HP 9000 is and how it should be positioned with the new HP 9000 servers to open up a whole new marketplace for the HP 9000. It will also explain the transition of NetWare for the HP 9000 from an Innovus 3rd party product to an HP distributed product. 2. Executive Overview Novell is the international market leader for installed PC local area networks. Novell NetWare has captured approximately 65 percent of the PC LAN market world-wide. It is estimated that over 1 million Novell NetWare servers are presently installed and that over 12 million Novell client workstations are using these servers. Novell NetWare provides shared file and print services, as well as server based applications, to desk top clients running MS-DOS, MS- Page 1 NetWare for the HP 9000 - Sales Guide Windows, or OS/2 environments. 1. NetWare for the HP 9000 is a direct implementation of Novell NetWare on HP 9000 computers. NetWare for the HP 9000 is presently available from Innovus for all HP 9000 single processor PA-RISC families using HP-UX version 8. 2. NetWare for the HP 9000 provides the same file and print services to Novell NetWare clients that they are accustomed to from any standard PC-based Native NetWare server. 3. NetWare for the HP 9000 allows the HP 9000 to act as a server on any Novell NetWare LAN - either as the sole central server for a new Novell network, or as the means of adding a UNIX based HP 9000 NetWare server into any existing Novell network. 4. NetWare for the HP 9000 provides the means to integrate Novell NetWare PC clients into existing HP 9000 based networks. This integration includes support for PC- based terminal emulation over the LAN, for NetWare client access to terminal based HP 9000 applications, in addition to providing standard NetWare file and print services on the HP 9000. The availability of NetWare for the HP 9000 provides HP sales representatives (HP SRs) and HP Value-Added Businesses (HP VABs) with an open-ended opportunity to sell HP 9000 computer systems and HP peripherals, with NetWare for the HP 9000, into the vast installed base of Novell NetWare PC clients. 3. NetWare for the HP 9000 - Features and Benefits HP 9000 NetWare Features Customer Benefits Novell Native NetWare => The HP 9000 becomes a standard compatible file and print NetWare server to any Novell services on the HP 9000 NetWare PC client ______________________________________________________________ Novell written source => Compatibility with Novell Native NetWare ______________________________________________________________ Novell certified software => It is Novell tested and approved ______________________________________________________________ Novell Virtual Terminal => Direct NetWare client access (NVT) to all HP-UX applications over the network ______________________________________________________________ HP ResponseLine support => Support for the total network product available directly from HP ______________________________________________________________ Available after April 1, => The total Novell network 1992 on the HP-CPL solution can obtained directly from HP ______________________________________________________________ Backward compatible with => The HP 9000 can be added as a Native NetWare version 2.1 NetWare server on any existing and above Novell network ______________________________________________________________ Implemented on the latest => Provides NetWare performance HP PA-RISC server platforms comparable to Novell Native Intel servers => Best price performance implementation of NetWare for UNIX available from any vendor in the industry ______________________________________________________________ Page 2 NetWare for the HP 9000 - Sales Guide 4. Success Stories The following are examples of success stories that the availability of NetWare for the HP 9000 has made possible for the HP SRs and HP VAB mentioned below. These stories illustrate NetWare's ability to leverage HP 9000 systems as these sales would have gone to HP without the availability of NetWare for the HP 9000. An $8 Million HP Win In Manhattan Chuck Lloyd, an HP sales representative in Manhattan reports NetWare for the HP 9000 was a key leveraging product for HP that enabled a $8 million sale to Skaddan, Arps, Slate, Meagher & Flom, the largest legal firm in the United States in terms of annual revenue. Page 3 NetWare for the HP 9000 - Sales Guide During 1992, 16 HP 9000 Series 857s will be installed in 7 cities across the United States in the Skaddan network, each with a copy NetWare for the HP 9000. There will be approximately 1200 HP Vectra PC NetWare clients on this distributed network. The applications are primarily WordPerfect and other Windows based applications running on the client PCs and an HP 9000 based Legal database application which will be accessed over Novell Virtual Terminal (NVT). Chuck reports that, because of the magnitude of this opportunity, the competition was very intense, especially from Sun and IBM. Sun was eliminated early because of their lack of strength in the commercial marketplace. IBM, however, continued in the running against HP right to the very end. Although the decision to go with HP and NetWare for the HP 9000 was a culmination of many factors, several of the key points were: 1. HP's commitment to and leadership in the commercial UNIX marketplace and the attractive price/performance ratio of the HP 9000 Series 857. 2. HP's offering of total integration for the customer including full Network ResponseLine Support for NetWare for the HP 9000. 3. Skaddan's existing commitment to Novell NetWare and the fact that Intel based NetWare servers could not provide the database solution necessary to meet Skaddan's requirements. NetWare Leverages 11 HP 9000s into the Los Angeles County Courts Steve Perkins, an HP SR from Calabasas, California reports that NetWare for the HP 9000 was a key leveraging component for breaking into the Los Angeles Municipal Courts which historically has been a major IBM shop. Initially, 11 HP 9000's (ranging from 807s to 847s) have been sold, each with NetWare for the HP 9000 licenses ranging from 4 to 250 clients each. This installation will provide a connectivity solution over a very complex and diverse network. The client required a combination of services from their desktop -- HP 9000 access via ARPA for NetWare, a Netbios gateway to IBM 3090's and AS/400's and Filenet access for image processing. This is all obtained transparently from a NewWave front end. Page 4 NetWare for the HP 9000 - Sales Guide With a network of this size, comprehensive management of the file servers was required. The HP 9000 provides the file capacity and reliability that was required and HP-UX satisfied the complete server management requirements of this customer. The scalability of the HP 9000 family was also a significant factor in chosing this solution. The requirement for computing resources is expected to grow significantly and the Municipality required NetWare servers that could accommodate adequate growth in processing power, storage capacity and system memory. Steve reports that this sale provides a strategic opening for HP into the other 27 judicial districts in the LA Municipal Court system. These additional opportunities are expected to materialize during 1992. A Successful Sale for the Australian Reseller John Deftereos of Alcatel Datakey reports a successful sale of multiple copies of NetWare for the HP 9000 in Australia. Alcatel Datakey is located in Melbourne and was recommended by Hewlett-Packard Australia to resell NetWare for the HP 9000 in Australia. Alcatel Datakey has recently sold 6 copies of NetWare for the HP 9000 to Telecom Australia, supporting in excess of 500 PC clients. This was seen as a strategic sale for Alcatel as the success of NetWare for the HP 9000 in this installation will potentially leverage many HP 9000 sales over time. Alcatel not only resells NetWare for the HP 9000 and HP hardware but adds considerable value for their customer through their support organization and extensive NetWare expertise. 5. Major Product Features NetWare for the HP 9000 offers many benefits that make the HP 9000 an attractive NetWare server solution: Novell Approved NetWare Software NetWare for the HP 9000 is a fully tested and approved by Novell before being released to customers. NetWare for the HP 9000 offers full NetWare services including centralized file services, print queue management, resource accounting, and network security. To the Novell NetWare PC client, the HP 9000 will appear as a standard version 3.x NetWare server Page 5 NetWare for the HP 9000 - Sales Guide on the LAN. Access to all HP-UX Resources NetWare for the HP 9000 offers MS/DOS, OS/2 and MS-Windows NetWare clients access to the full set of resources available under HP-UX to create a unified, network computing environment that can become the foundation for fully distributed application processing. NetWare for the HP 9000 provides full access to host applications through support for most popular (interrupt 14 based) terminal emulation programs such as Advance-Link or Reflection directly over the network. This means that, in addition to NetWare file and print services, the full functionality of mission critical software HP 9000 based solutions can now be offered directly to Novell NetWare PC clients. Access to HP 9000 Scalability and Price Performance The availability of the industry leading HP 9000 business system as a Novell NetWare server means that NetWare clients can now be offered UNIX-based price performance leading office and workgroup computers as well as powerful corporate business systems all from HP. MS-DOS based NetWare servers typically must be dedicated to the server function alone. The HP 9000 is able to carry on with all of its other general purpose computing tasks at the same time it is acting as a NetWare server. This, combined with the fact that the HP 9000 family provides the most scalable line of UNIX-based business servers available in the industry today, means the customer can buy just the capacity needed today and carry out simple and inexpensive upgrades as the local server needs grow. Access to Corporate Standard Software Solutions NetWare for the HP 9000, provides NetWare PC clients the opportunity to access corporate-wide software standards directly on the HP 9000. This provides these users with all of the resource management, high system reliability and advanced security features of the HP 9000 for the following types of mission critical server functions: 1. Central Office Server: Central support for PC-based office software can now be provided directly off any HP 9000 computer system. 2. Central Database Server: ORACLE, Ingres, Sybase or Informix based work-group or corporate-wide databases, residing on an HP 9000, provide Novell NetWare clients Page 6 NetWare for the HP 9000 - Sales Guide direct access to enterprise-wide information residing on corporate databases typically not available on PC based servers. 3. Central Data Analysis Server: SAS, SPSS-X or RS1 data analysis systems on an HP 9000 server provide Novell NetWare based data analysis and planning work-groups, using PCs, the ability to access these packages and other analytical software resources on a powerful UNIX- based central computing system. 4. Central Computation Server: The HP 9000 can now provide an ideal central computational engine on which to deliver industry standard computation software solutions to Novell NetWare PC clients. The extensive scalability and steep growth curve of HP 9000 HP-PA systems offer NetWare clients assurance of being able to upgrade to meet future computational requirements. The availability of NetWare for the HP 9000 provides the Corporate Information Technology Department with a solution that will allow Novell NetWare PC clients to be integrated into the central corporate enterprise computing strategy using HP 9000 business servers. Interoperable with Existing Networking Services NetWare for the HP 9000 is fully interoperable with any existing Novell NetWare servers (version 2.15 and above). It can also co-exist on the same network with all other HP- UX Network services, including: LM/X, NS/9000, NS/3000, NS/ARPA and NFS. Support for Multiple Name Spaces NetWare for the HP 9000 provides support for multiple name spaces for NetWare clients on the HP 9000. This means a user can view and access a file from any one of MS DOS, MS Windows, OS/2, or Unix, regardless of which of these environments the file was created under. The software automatically takes care of mapping and modifying the file name and file attributes into each of these names spaces for the user. Support for multiple name spaces is not available in Microsoft's Lan Manager (LM/X). Page 7 NetWare for the HP 9000 - Sales Guide Direct HP Product Support A NetWare for the HP 9000 support product is available directly from HP under the HP Network ResponseLine service program (NetAssure product # INNNW9K+16B). This support product offers around-the-clock telephone access to the HP Response Center for problem-solving assistance, guaranteed response time and electronic access to patches. In addition to remote diagnostics, this program also provides on-site problem resolution if the problem cannot be solved remotely. 6. The Ongoing HP/Novell/Innovus Relationship NetWare for the HP 9000 is based on Novell's Portable NetWare source code (Novell has recently renamed the source product NetWare for UNIX). Novell developed Portable NetWare as a means of providing a standard host-based version of it's PC-based NetWare Network Operating System server product for use on minicomputer and mainframe computer systems. In an effort to promote the implementation of Portable NetWare software as broadly as possible, Novell has entered into Portable Partner relationships with sixteen hardware vendors and software migration companies thus far. Innovus established the HP 9000 Portable Partnership relationship with Novell in early 1990 and developed NetWare for the HP 9000 version 3.01B. This version was released and began shipment to customers in early February, 1991. As the provider of the Portable NetWare source code, Novell has committed to a program of ongoing enhancement of the Portable NetWare source with new versions which will parallel the development of Novell's Native NetWare product. As a Portable Partner with Novell, Innovus is responsible for ongoing HP 9000 product development from Novell's Portable NetWare source and for marketing, sales and distribution. As part of it's recent agreement with Novell, as announced December 10, 1991, Hewlett-Packard has committed itself to assume responsibility for marketing, sales and distribution of NetWare for the HP 9000 on the HP 9000 world-wide. Innovus is presently working closely with HP to complete the transfer of these responsibilities to HP for this family by April 1, 1992, at which time NetWare for the HP 9000 will be available on the HP-CPL (HP price list) world-wide. Until April 1, 1992, NetWare for the HP 9000, for all HP 9000 computer systems will continue to be available directly Page 8 NetWare for the HP 9000 - Sales Guide from Innovus in the same way it has been over the last year. Innovus will continue, after April 1, to be responsible for all aspects of technical product development and ongoing technical support of NetWare for the HP 9000 and will continue to be the sole source of the HP NetWare for the HP 9000 product. 7. The Provision of NetWare Added-Value Products for the HP 9000 Innovus has been an HP Independent Software Vendor (ISV) for more than 15 years and specializes in migrating major software products exclusively to HP computer systems and in providing ongoing technical support of these products within the HP marketplace. Now that Innovus has succeeded in making NetWare for the HP 9000 available, Innovus is now concentrating increased effort in identifying and migrating NetWare based added- value products to the HP 9000. There are a large number of applications that have developed a strong market presence on Intel based NetWare servers that are also appropriate for the HP 9000 NetWare server marketplace. Upon initial investigation of the marketplace, Innovus has decided that Btrieve and 3rd party Novell network backup software products will be the initial target. Innovus welcomes input regarding other NetWare related added-value application products that are required on the HP 9000. 8. World Wide Distribution of NetWare for the HP 9000 Innovus began direct sales and distribution of NetWare for the HP 9000 version 3.01B world-wide in February of 1991. It has subsequently developed relationships with a number of resellers and distributors who provide local added-value sales outlets for the product in countries around the world. Innovus has worked closely with the HP VAB program in each country in identifying appropriate distributors and local HP value added businesses to act as resellers for NetWare for the HP 9000. In Europe, HP itself has assumed responsibility for distribution of NetWare for the HP 9000 directly. The HP Local Product Organization (LPO) in Europe placed NetWare for the HP 9000 on the European HP price list in mid 1991. As the exclusive European distributor for NetWare for the HP 9000 on all HP 9000 systems, the HP-LPO is also responsible for authorizing HP-VAB resellers Page 9 NetWare for the HP 9000 - Sales Guide throughout Europe (contact Frank Renftle or Karl-Heinz Weiss, HP-GmbH, Boblingen, Germany, Ph: 49-7031-14-3881 for more information). As stated in section 3 above, Hewlett-Packard will assume responsibility for the world-wide distribution of NetWare for the HP 9000 on the HP 9000 when the product is placed on the HP CPL on April 1, 1992. At that time, HP will also assume world-wide responsibility for ongoing authorization and support of all NetWare for the HP 9000 distributors and resellers. 9. Three Target Markets There are three primary target markets for NetWare for the HP 9000: Target Market 1 - The Existing Installed Base of Novell NetWare LANs Because of the vast installed base of NetWare LANs, they will likely be found in one or more departments in most businesses. With the availability of NetWare for the HP 9000 combined with HP's new price performance leading HP 9000 Series 8X7 business systems, HP SRs and HP VABs are now in a position to talk very convincingly to NetWare users about the advantages of adding an HP 9000 server to their network. Novell clients can dramatically expand the power of their existing NetWare environment while, at the same time, be provided with direct access to mission critical applications hosted on the HP 9000. When an HP 9000 server is added to an existing Novell network, it will not likely replace the existing Native NetWare server, but will be added to the network as a multi-function server and may actually connect multiple LANs. Since the addition of the HP 9000 server will provide new and enhanced services without adversely impacting existing network services in any way, Novell PC clients on the NetWare LAN are introduced to the benefits of the HP 9000 in a very comfortable and seamless way. A review of sections 3 and 5 of this document will remind the reader of some of the customer benefits that the HP 9000 with NetWare for the HP 9000 can bring to an existing Novell network. Page 10 NetWare for the HP 9000 - Sales Guide The existing installed base of Novell NetWare LANs is the most visible target market for HP 9000 systems with NetWare for the HP 9000. It is also an extremely large and rapidly growing target market. Target Market 2 - Companies that have Standardized Upon Novell NetWare Many companies have adopted Novell NetWare as their standard networking solution. The availability of NetWare for the HP 9000 now makes it possible for the HP SR and HP VAB to sell HP 9000 platforms more aggressively into these companies. If the HP SR or HP VAB can become involved with a company early in this standardization process, there is a good chance of getting HP platforms adopted as an integral part of the standardization process. This opens up the possibility of HP being included in all future networking efforts within the company. Target Market 3 - Companies Seeking to Consolidate Dispersed LAN Environments Most large companies are now entering a phase in the evolution of their corporate computing strategy in which PC LANs are becoming accepted as part of the 'downsizing' corporate strategy. Departments that have developed their own stand-alone PC-based networking LANs are now being encouraged to look to the corporate Information Technology Department or the corporate MIS department to take responsibility for integrating and supporting these networks. The HP 9000 can now be proposed as an ideal central system solution. It will integrate LANs of various types directly into one central system strategy. Keep in mind that, with the availability of NetWare for the HP 9000, NetWare clients, UNIX workstation users and LAN Manager clients can now all access a single HP 9000 simultaneously on the same network. NetWare for the HP 9000, combined with the new Series 8X7 systems, provides the HP SR or HP VAB with an ideal opportunity to meet with the MIS director and to discuss the HP 9000 as a solution to centrally supporting dispersed networks. Page 11 NetWare for the HP 9000 - Sales Guide 10. Competition NetWare on Other Minicomputer Platforms Novell has thus far announced agreements with 16 Novell Portable Partners including: Altos, DG, HP, IBM, ICL, Innovus, Interactive, Intergraph, Mips, NCR, Prime, Pyramid, Rational Data, SUN, Unisys and Wang. Most of the existing implementations of Portable NetWare are on UNIX platforms, but work is under way on many proprietary operating systems as well (for example, Portable NetWare is available on the HP 3000 under MPE/iX). Novell is actively pursuing relationships with additional hardware vendors and software migration companies in an effort to continue its expansion beyond the PC server marketplace. To date, IBM, DEC and SUN do not have implementations of Novell Portable NetWare on the market. Both IBM and SUN demonstrated test implementations of Portable NetWare running on their respective RISC platforms at the October 1991 NetWorld show. At that time, SUN announced it's intention to ship product by mid 1992 and IBM is rumored to have similar plans. It appears that Portable NetWare will eventually be available on all major computing platforms. However, at the present time, NetWare for the HP 9000 provides the HP SR and HP VAB with a very important software product that is not yet available for IBM, DEC or SUN platforms. This could be a significant competitive advantage if followed up aggressively. To ensure that NetWare for the HP 9000 remains competitive with other Portable NetWare implementations, Innovus is committed to porting new versions of Portable NetWare as soon as they become available from Novell to ensure that HP SRs and HP-VABs are able to offer the very latest version on the HP 9000 platform at all times. In addition, Innovus, in its ongoing role as an HP software migration center (see section 7), will continually strive to provide the interoperability interfaces and companion added-value software products that the industry needs to most effectively use NetWare for the HP 9000 as a basis for developing enterprise-wide networking solutions using the HP 9000. Innovus would appreciate recommendations from HP SRs and HP VABs regarding added value software required to continue to make the HP 9000, with NetWare for the HP 9000, competitive in the market place. Page 12 NetWare for the HP 9000 - Sales Guide NetWare for the HP 9000 and LM/X The HP SR and HP VAB will need to address the obvious question of when to promote a NetWare for the HP 9000 solution and when to promote a LM/X solution for PC integration into the HP 9000. The best answer is to let the customer's requirements be the guide. If there is already a Novell NetWare LAN in place and the client is satisfied with this environment or if the customer states a preference for a Novell solution, then NetWare for the HP 9000 is clearly the correct answer. If there is no preference, then make the decision about which system to recommend based upon the HP solution that will best meet the customers needs and will be most likely to win the business for HP. 11. HP 9000 NetWare Server Configuration Considerations HP 9000 System Configuration Requirements Innovus has implemented NetWare for the HP 9000 and presently makes it available on HP-UX version 8.0 for the HP 9000 Series 800, and 600 systems. Since the new Series 8X7 (807, 817, 827, 837, 847, 857, 867 and 877) systems provide truly ideal NetWare business server platforms with the best price performance in the industry and since these systems will likely satisfy the majority of the HP 9000 NetWare server marketplace, we will discuss NetWare for the HP 9000 configurations only in terms of these systems here: 1. It is recommended that the base 8X7 NetWare server system have a minimum of 16 mbytes of RAM. To this base of 16 mbytes, it is recommended that .5 mbytes be added for each of the first 8 NetWare users to be supported on the system and then add about .25 mbytes for every user to be supported thereafter (eg: it is recommended that a Series 8X7 system with a 64 user NetWare for the HP 9000 license be fitted with a minimum of 32 mbytes of system memory for a server only configuration). If other host applications are to be supported on this system at the same time, add additional memory as required to run those applications over and above that required by NetWare for the HP 9000. It is recommended that a floating point processor board be considered for inclusion with any Series 8X7 system when it is being configured as a NetWare server. Tests indicate that the floating point board will increase raw NetWare performance by at least 30% on the HP 9000 Page 13 NetWare for the HP 9000 - Sales Guide Series 8X7 systems. Also, file server performance will be improved by adding more memory and configuring it as disc cache. 2. Add one LAN card with the appropriate MAU. More than one LAN card can be used if the customer LAN configuration requires it. Tests to date have not shown a significant performance advantage with multiple LAN cards. 3. At least 20 megabytes of free disk space is required for the NetWare for the HP 9000 software. The amount of disk required on the system will be determined by the application and the size and number of NetWare volumes required by the customer. 4. NetWare for the HP 9000 is available on 9-track, DAT or cartridge tape. The DAT tape system included with the Series 8X7 system is the most appropriate device for software distribution as well as network back up. 5. Finally, NetWare for the HP 9000 requires HP-UX Version 8 and the LAN Link/9000 software. Terminal Emulation Software Considerations NetWare for the HP 9000, provides Novell Virtual Terminal (NVT) capability as part of the product. With this facility. the PC client computer can be used to provide terminal emulation directly over the network into the HP 9000 for access to HP-UX host applications. Thus, terminal emulation software will need to be included as part of the system configuration. If the customer has no preference, it is recommend that HP's Advance-Link or Walker, Richer and Quinn's Reflection software be proposed. However, any popular terminal emulation software that supports interrupt 14 should work satisfactorily with NetWare for the HP 9000. The HP-UX License Requirement Considerations When configuring a system for NetWare for the HP 9000, be aware that the size of the HP-UX license and number of port connections may be reduced by the fact that users will be accessing the HP 9000 largely as NetWare clients over the network. Since NVT puts terminal emulation traffic on the network as well, the need for MUX connections is greatly reduced. This aspect should be discussed in detail with the customer. It may be that HP 9000 installations which plan to use the system primarily as a LAN server will find the standard 8-ports on the personality card and a 1-8 user HP- Page 14 NetWare for the HP 9000 - Sales Guide UX license sufficient. The number of NetWare users allowed on a system is controlled by the NetWare for the HP 9000 license and has no direct relationship to the HP-UX license. 12. Planned System Enhancements The following are functions that are presently available with Novell Native NetWare but which are not yet available with Portable NetWare: 1. Btrieve - Btrieve is an indexed data record storage and retrieval system that was originally implemented for Native NetWare servers by a 3rd party software developer and is now part of Native NetWare. Btrieve has become very popular on Native NetWare servers as a data storage and access mechanism for use with applications that require fast data storage and retrieval. Because it is so widely used in the Native NetWare environment, experienced NetWare users will be surprised that it is not part of Portable NetWare. Page 18 NetWare for the HP 9000 - Sales Guide Btrieve will likely be available to NetWare for the HP 9000 customers during 1992. Novell has a project underway to implement Btrieve for UNIX systems. Innovus plans to implement a Btrieve for the HP 9000 product as soon as the source becomes available from Novell. Until Btrieve is available, NetWare for the HP 9000 customers should be directed to the many commercial database systems presently available under HP-UX (Oracle, Ingres, Informix, Sybase, Allbase, etc.). The lack of Btrieve will not likely be a problem for new Novell users. However, because it has historically been the only high speed keyed data record storage and retrieval software available to Intel based Native NetWare users, it is used by most data oriented software applications written for Native NetWare environments. Thus, those opportunities with an existing NetWare LAN are likely to have one or more applications that require Btrieve. Please contact Innovus regarding the latest status of Btrieve if it is required for an opportunity. 13. NetWare for the HP 9000 Data Sheet - A Sales Aide A glossy 8.5" X 11" data sheet is available for general distribution to prospect lists, handing out at client calls, distribution at shows, etc. Innovus will provide as many copies of this data sheet as will be properly distributed and used in HP 9000 systems sales efforts where NetWare for the HP 9000 software will be part of the sale. Contact Innovus and request the Data Sheet. Indicate the number needed and where & to whom they are to be sent. 14. Availability, Pricing and Licensing for NetWare for the HP 9000 Product Availability NetWare for the HP 9000, for the Series 800, and 600 HP 9000 families is now available and may be ordered by contacting Innovus or any authorized reseller. As a result of the December 10, 1991 HP/Novell announcement, NetWare for the HP 9000 will be placed on the HP price list as of April 1, 1992. At that time, NetWare for the HP 9000 will be available directly from HP world wide. Page 19 NetWare for the HP 9000 - Sales Guide Product Price List NetWare for the HP 9000, base product bundle, is licensed and enabled for a maximum number of clients (4 to 250) that the customer wishes to be allowed to use the HP 9000 server concurrently. The price of NetWare for the HP 9000 is the same for all members of the HP 9000 family and is presently as follows: Option Description Retail Price $U.S. _____________________________________________ 050 1 - 4 clients 2,750.00 100 1 - 8 clients 4,750.00 200 1 - 16 clients 6,725.00 300 1 - 32 clients 8,950.00 400 1 - 64 clients 11,400.00 500 1 - 128 clients 16,600.00 600 1 - 250 clients 24,900.00 Notes: 1. All prices are quoted in U.S. dollars and are subject to change without notice. 2. Media is 9 track tape, 9144 .25" cartridge tape or DDS format DAT tape. 3. The price includes a Novell NetWare PC client shell on both 3.5" and 5.25" floppy media for installation on as many PCs clients as the license allows for. 4. One complete NetWare for the HP 9000 documentation set is provided with each license. Additional copies are available as required for $195 U.S. each (about 1,500 pages in each 6 volume set). 5. An Application Programming Interface (API) documentation set is available for a fee of $200.00 U.S. for customers who wish to do application development using NetWare. 6. All prices quoted do not include shipping, handling or any taxes that may be applicable. Page 20 NetWare for the HP 9000 - Sales Guide Obtaining a Demonstration Copy for Local Sales Use For a cost-of-materials fee of $300, any HP or HP VAB office can obtain a complete demonstration copy of NetWare for the HP 9000 for use in demonstrations, benchmarks and short term customer site installation purposes. The demonstration package contains a complete set of documentation and is, in all respects, the same package that a customer will receive. The only difference is that the codeword provided allows the software to run for a short period of time after which a new codeword will be required from Innovus. Requiring this regular contact with Innovus ensures that HP SRs and HP VABs are working with the latest version of the software and allows Innovus to monitor the use of these HP demonstration packages. To obtain a demonstration copy of NetWare for the HP 9000 for an HP office, contact Innovus requesting the NetWare for the HP 9000 HP demonstration license. Initiating a Customer License for NetWare for the HP 9000 Although an HP demonstration copy of the software may be installed at a customer site for short term trial periods, all customer licenses for NetWare for the HP 9000 are negotiated with an Innovus authorized reseller or directly with Innovus. A prospective customer can obtain the complete base product bundle for their own trial period merely by contacting Innovus or their local reseller (by phone, FAX or by mail), requesting the demonstration license and arranging a purchase order for the $300 cost-of- materials fee. All Innovus will require is the executed license, a purchase order, the computer media required for the customer's HP 9000 (9144 cartridge, DAT or 9 track tape) and the location and to who's attention the demonstration package is to be sent. At any point during the customer's trial period, the demonstration license can be converted to a customer license and the cost-of-materials fee will be applied against the purchase price of the license required. Converting a demonstration license to a customer license does not require that the software be re-sent to the customer. At the point at which the demonstration license is converted to a customer license, a new codeword is provided (over the phone or by FAX) which allows the software to continue to run on the customer's HP 9000 CPU. The customer is then invoiced for the remaining amount due for the software. Page 21 NetWare for the HP 9000 - Sales Guide Adding More Clients to an Existing License When the customer wishes to increase the number of users that can be supported on his HP 9000 (eg: from option 300 (32 users max) to option 400 (64 users)), a partial credit will be allowed for the amount paid for the previous option. The number of clients a specific customers license will support is controlled by the codeword the customer receives when the license is changed from a demonstration license to a customer license. This codeword is always unique to the customers license and specific CPU. It controls the number of users the customer's license is for, the CPU it is allowed to run on, the length of time the software will run, etc. Customers can obtain a new codeword to change the license on their system at any time by simply contacting Innovus, indicating their customer license number and specifying the change desired. This call also generates the invoice for any fee that may be required for the new license. Distributing New Versions of NetWare for the HP 9000 The 3.11 version of NetWare for the HP 9000 will be the next version of the software and it is expected to be available during the 2nd quarter of 1992. As new versions of Portable NetWare become available from Novell, Innovus will produce a new release of NetWare for the HP 9000 and make it available to customers. At the time that a new release becomes available, customers will be notified of its availability and its purchase price. All new customers from that point on will automatically receive the new product. Existing customers will be eligible receive a trade in credit for their existing product when they purchase the new version of NetWare for the HP 9000. HP ResponseLine service for NetWare for the HP 9000 is also available on the HP price list (NetAssure product # INNNW9K+16B) and will provide customers with access to any bug fixes that become available for existing versions of NetWare for the HP 9000. It also entitles the customer to any updates that may be necessary to the latest version of NetWare for the HP 9000 because a new version of the HP 9000 HP-UX operating system is introduced. Please note that only the latest version of NetWare for the HP 9000 will be supported for new versions of the HP-UX operating system. Page 22 NetWare for the HP 9000 - Sales Guide 15. Reseller Opportunities Innovus continues to offer reseller authorization for NetWare for the HP 9000 to qualified HP VABs. Local HP VABs, that the HP SR would like to see reselling NetWare for the HP 9000, should be encouraged to contact Mr. Bob Hewson at Innovus. After April 1, 1992, when NetWare for the HP 9000 can be purchased directly off the HP CPL, all HP 9000 VABs will be qualified to buy and resell the product as part of their VAB relationship with HP provided they are authorized by HP to sell NetWare solutions. 16. Innovus Contact Information Contact Mr. Chris Sears at the following Innovus location for more information or to order NetWare for the HP 9000: Innovus Inc. 200 James St. South Suite 204 Hamilton, Ontario Canada, L8P 3A9 Phone: (416) 529-8117 FAX: (416) 572-9586 HPDESK: Innovus INC / AL2014/01 17. Hewlett Packard Contact Information For more information on the transition of NetWare for the HP 9000 to an HP product, contact the Netowrk Sales Response Center. ____________________________________________________________ The following names are either trademarks, registered trademarks or products of the companies indicated: MS-DOS, OS/2 and LAN Manager are trademarks of the Microsoft Corporation HP 9000, HP 3000, HP-UX, Advance-Link and LM/X are products of the Hewlett Packard Company UNIX is a Trademark of AT & T Bell Laboratories Novell and NetWare are registered Trademarks of Novell Inc. Reflection is a registered trademark of Walker Richer & Quinn, Inc. (C) Copyright Innovus Inc., 1992. All rights reserved. Reproduction, adaptation, or translation without prior written permission is prohibited except as allowed under the copyright laws. Printed in Canada 1/92 Page 23 NetWare for the HP 9000 - Sales Guide 18. APPENDIX 18.1 Major Features of NetWare for the HP 9000 The following are a few of the key features of NetWare for the HP 9000 that will be of help to the HP SR when presenting this product to prospective customers: A Transparent Environment NetWare for the HP 9000 provides a transparent environment between the HP 9000 server and PC servers. The HP 9000 can continue to be used as a host environment while providing NetWare LAN services. PC-based NetWare clients will not be able to differentiate between an HP 9000 based or a PC-based NetWare server. NetWare for the HP 9000 provides a complete and seamless integration of NetWare clients into the HP 9000 HP-UX (UNIX) computing environment, allowing prospective customers maximum flexibility in meeting their specific business needs. Integration of the HP 9000 and PC LANs NetWare for the HP 9000 provides the means for creating the best of all computing worlds. Users can continue to use their HP 9000 host just as they always have in the past, while adding integrated work-groups, departmental LANs and enterprise-wide WANs. All supported workstations, whether PC NetWare clients, UNIX workstations or LAN Manager clients, will be able to easily access and share data on the HP 9000 server. Page 24 NetWare for the HP 9000 - Sales Guide Transparent File Services NetWare for the HP 9000 fully supports Native user environments. Users can be accessing their HP 9000 host and still see files displayed in their customary, Native desk top format. Transparent Print Services NetWare clients are able to easily print to their HP 9000 hosts. NetWare print queues will deliver print requests directly to the HP 9000's print spooler so that users can continue working while print requests are processed. No special commands or procedures are needed. NetWare takes care of it all. Output files and print queues produced on the HP 9000 can also be serviced by any other NetWare print server on the network. For example, an ORACLE database application on the HP 9000 can be accessed directly by any NetWare client workstation using terminal emulation. The output from the interactive session can then be automatically routed by NetWare to any Novell print server on the network. Combined NetWare and Host Security NetWare for the HP 9000 is a secure environment. It is designed to merge and compliment the HP 9000 security system as needed. Users have the option of having user accounts either under NetWare or HP-UX. The resulting flexibility allows the administrator to implement any level of security required. Internetwork Routing NetWare PC clients can access NetWare for the HP 9000 from any supported NetWare LAN. Over 30 network topologies are now supported by NetWare. This means that a NetWare client on a Token-Ring or Arcnet Novell network can access the HP 9000 through any PC-based NetWare server that acts as a bridge into the HP 9000 NetWare network. Page 25 NetWare for the HP 9000 - Sales Guide Resource Accounting The Resource Accounting features allow network administrators to charge back for network resource use. Rates can vary by the hour or by the day. Supervisors can assign credit limits and have the system monitor and enforce predetermined usage limits. System Administration Network supervisors are able to create and manage network accounts without any intervention from the host based supervisor. System administration may also occur from host based terminals. File Server Backups NetWare for the HP 9000 will support HP-UX based archival utilities to provide file backup of NetWare files on the HP 9000. NetWare for the HP 9000 file usage conforms to HP-UX, no special NetWare utilities are needed to provide file backup of NetWare files on the HP 9000. HP 9000 backup devices may also be used to archive PC-based NetWare servers. Conversely, users may also use PC-based NetWare- compatible backup utilities to backup or archive HP 9000- resident NetWare files. Terminal Emulation Support NetWare for the HP 9000 supports any third party terminal emulation program which adheres to the interrupt 14 interface standard such as HP's Advance-Link or Reflection thus allowing workstations to access host applications and client services. NetWare for the HP 9000 also increases the performance of terminal emulation programs while reducing the administration of adding new lines and serial ports. Backwards Compatibility NetWare for the HP 9000 is a full implementation of NetWare fully backward compatible to NetWare v2.1x. This makes NetWare for the HP 9000 compatible with PC and multi-user applications that currently run with NetWare. Page 26 NetWare for the HP 9000 - Sales Guide Applications Compatibility NetWare for the HP 9000 will fully support current NetWare applications on the PC client side. This means that millions of desk tops are instantly compatible with over 5000 PC application programs and over 2000 HP-UX applications from the HP 9000 NetWare server. Host-based Applications A general purpose Inter-Process Communication (IPC) facility is provided by NetWare for the HP 9000 to allow communication between processes residing on the HP 9000 and NetWare clients. In addition, a robust API suite provides hooks for Accounting, Bindery, Connection, File, Path, Queue Management, Server Platform Synchronization, and Transaction Tracking Services. These allow developers to quickly and easily build server-based applications on the host platform as well as transparently interact with PC-network based applications. In a sentence, properly developed applications allow PC-based clients to access host-based specialized services and host-attached clients to access PC-based specialized services. Page 27 NetWare for the HP 9000 - Sales Guide