Power Tools 1993 October - Disc 2/Power Tools (Disc 2)(October 1993)(HP).iso/hotlines/wsyhl/ezomphis.txt

Text File | 1993-02-26 | 10KB | 175 lines

Here it is!

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       *    OPEN MIGRATION PROGRAM (OMP) - INSTALLED BASE HISTORY   *
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                           HP INTERNAL USE ONLY
This document is meant for HP sales reps that are unfamiliar with the
history surrounding HP's Motorola-based workstation business. It is
a high-level summary designed to give you some perspective on where
your customers have been and how that might affect their buying decisions
today.


HP Workstation Installed Base
Product Name       Processor            Operating System     Intro Date
---------------------------------------------------------------------------
Series 700         HP PA-RISC           HP-UX                March 1991
Series 400         Motorola 68000       HP-UX and Domain     June 1990
Series 300         Motorola 68000       HP-UX and RMB        1983
DN Series          Motorola 68000       Domain               1981
                   PRISM (RISC)         Domain               1988


OMP TARGET:
HP Motorola-based systems

HISTORY OF MOTOROLA-BASED SYSTEMS
Background
----------
The merger of HP and Apollo in May 1989 brought many opportunities and
challenges for both parties. HP quickly acquired a customer base of more
than 150,000 loyal Domain users who not only built Apollo, but were the
pioneers of the workstation industry. The Apollo users instantly entered
into a relationship with a large, stable and profitable organization known
for producing high quality and highly reliable products, but was involved
in other businesses in addition to workstations.

The personality and purchasing habits of Apollo customers and HP
workstation customers were different. Apollo users were early adopters
accustomed to playing a major role in the development of Apollo
technologies and were intimately involved with the process. They were
committed to the proprietary operating environment called Domain and in
many cases would buy only from Apollo.
The HP Series 300 base was born out of existing HP account needs. Power on
the desktop and a networked UNIX environment was the rage and HP already had
the Motorola technology working in it's Test & Measurement business.
HP seized its opportunity in a rapidly growing market and the Series 300
became a competitor to the Apollo product family.
Hence, the challenge: How does HP continue to provide leadership products
to two sets of workstation customers that have spent years and millions
of dollars building their own computing environment on similar hardware
and different operating systems.
Series 400 & 700
----------------
HP's first step was to provide common hardware, so it introduced the
Series 400 (also known as the merged product) in 1990. The product utilized
the same processor (Motorola 68000) that both customer groups were currently
using, and it ran HP-UX or Domain. It was not designed to run both on the
same system because of peripheral differences. Customers either ordered a
S400/Domain or a S400/HP-UX. Today, certain S400 models can be converted
from Domain to HP-UX for about $300.

One year later, HP introduced its RISC workstation line - the Series 700,
and took the workstation market by storm, with incredible performance.
This product was built on HP's future/strategic architecture and OS.

Operating Systems
-----------------
HP chose HP-UX to be the single OS running on the Series 700 as a result of;
application vendors demand for fewer operating systems to support,
market demand for standards-based open systems, and compatibility with
the Series 800 so HP could offer enterprize solutions from desktop
to datacenter.
At the same time, OSF technologies were beginning to ship, and HP, being an
active and committed member of the OSF, began incorporating OSF technologies
into HP-UX and Domain.

This OS strategy did not evolve easily or quickly. There
were many discussions and strategy presentations made along the way to
HP/Apollo customers that did not reflect the final outcome, and confusion
was high. HP's strategy was and still is, to provide new, open systems
technology with the least amount of disruption to a customers environment.
The question was, how? The final solution, which is what we are delivering
today, is to phase out Domain, add the new technology and some Domain
functionality to HP-UX and enable interoperability between HP-UX and
Domain systems. Domain will be supported by HP through the year 2000,
but third party support is expected to end much sooner.

The Domain Customer's View
--------------------------
The merger brought great concern to our Domain customers. A new company,
new ways, new account reps, new technology, but most of all it threatened
their current environment. The Domain environment is technology
ahead of its time. It's true distributed computing at its best, but
its not Open, and HP is an Open Systems provider. They feared Domain
would be killed. The solution? OSF. OSF could provide an "Open Systems
Domain" with their operating system called OSF/1. HP planned for OSF/1
to run on the Series 400, the yet to be announced Series 700
and the DN5500* (the last of the DN Series).
And so Domain customers started buying the
Series 400 and upgrading their DN 3500 & 4500s to the 5500.
They continued to run Domain with the expectation of running OSF/1 in
the near future. The DN5500 and Series 400's were 10 times faster than their
current systems and HP guaranteed performance of 40+ MIPS for $5000**
on the Series 400 so these customers would have an economical
upgrade path and extend the life of the hardware.
These customers planned on using their Series 400's for a long time.
When the kernel of the OSF/1 operating system was found to be unacceptable,
HP and IBM chose not to incorporate it, instead they would incorporate
OSF middleware technologies on top of their respective OS kernels
(Domain, HP-UX and AIX).
At about the same time, Motorola announced that they would not be offering
a faster 68040 chip and the 68050 chip was delayed. HP counted on
these chips to achieve 40+ MIPS.

So now what? Domain customers were confused and felt duped.
Which operating system was the safe bet, which hardware
platform should I be investing in? Can I trust HP? (And of course, the
competition and press was having a field day talking to these customers.)
Well, their worst fears came true, Domain was dead. HP did incorporate
OSF middleware into Domain/OS SR10.4, to provide interoperability
but this is the final release, and it will be supported through the
year 2000. If they want the power of the Series 700 they will need
to change operating systems and go to HP-UX.
Their reaction was was powerful, emotional and at the same time,
constructive. Their willingness to work with HP to develop a win/win for
both sides resulted in the Open Migration Program. Those customers with
the most at stake were the most involved. They attended user group meetings,
worked closely with their sales and support teams, and have pioneered once
again, to help create a productive mixed environment of Domain and HP-UX
that best protects their past investments.

Many Domain customers did not participate in this process however. They
may still need to work through past problems/perceptions, and most
likely need to be updated on the present day solutions. Customers that
have already migrated are finding the new environment to be better
than expected. Although Domain has not been replaced, new technology
found in HP-UX (especially HP VUE), Series 700 system performance, and
software that's on HP-UX and not on Domain, creates a new environment
that is exciting and productive.

Today, Domain and HP-UX systems can interoperate successfully, and the
ultimate goal is to replace all Domain seats with HP hardware and continue
to build a long lasting, mutually beneficial relationship with these
customers.

* HP is providing a rebate of up to 50% for DN5500 upgrades to help
  rectify the change of OS plans. This offer is good until April 30, 1993.
  see TradeUp'93 for details.
** HP met this commitment with PA-RISC technology since Motorola could
   not. These customers can get 40+ MIPS for $4990 when they upgrade
   to the Series 715/33.

The Series 300 Customer's View
------------------------------
(NOTE: This refers to traditional Series 300 technical workstation
users, not Series 300 controller customers.)
These customers had less to lose from the merger, and being loyal HP users
they were a quiet audience. Too quiet, unfortunately. With so much focus
on the Domain base and selling the Series 700 into new accounts, these
customers have been ignored and feel slighted. Many have done nothing to
upgrade their hardware and others have upgraded to competitors systems.
Some traditional Series 300 workstation customers need to move to the
Series 700 to get competitive performing systems and application support.
Manufacturing and test applications however, are ideally suited
the Series 380 and 382 and these users may not need more performance
at this time. If they do, they can trade up to the Series 700,
Model 745i and 747i. HP stands committed to support of the 380 & 382.
The Series 380 and 382 are the latest in the Series 300 family. Some
earlier models can be board-upgraded to these systems, or trade-up
to the Series 700.

Application support for HP Motorola-based systems
is already dwindling and we expect to see the momentum pick up
sooner rather than later.