Power Tools 1993 October - Disc 2/Power Tools (Disc 2)(October 1993)(HP).iso/hotlines/wsyhl/wkstrat/script1.txt

Text File | 1993-01-07 | 34KB | 814 lines

       IMAGINATIVE SOLUTIONS TO CUSTOMER REQUIREMENTS


Slide 01:  Imaginative Solutions. . .

It takes a unique combination of imagination and rapport to
help people solve real business problems.  Hewlett-Packard
has a 50-year history of developing strong relationships
with customers, working with them to understand their needs
and only then providing products which can truly meet those
needs.  Today we'd like to talk with you about HP's approach
to workstations, that fast-moving, technology-driven part of
the computer industry.  It's an approach driven by both
imagination and customer needs:  vision and reality.


Slide 02:  Vision and Reality for the 90s

The decade of the 1990s has arrived; with it has arrived the
reality that Hewlett-Packard envisioned nearly a decade ago:
true distributed computing in a multivendor environment.
However, this environment as it exists today is complex even
for a technically sophisticated user.  The challenge for the
nineties is to create a single view into this distributed
environment.  In a way, it's like combining the features of
Domain/OS with the ease-of-use of a Macintosh(tm).  When
we've fully created this environment, machines from many
different vendors will act as a cohesive, cooperative whole,
providing their users with a single, consistent view of
resources, system administration, information and other
users.  Of course, many firms in the industry share some
version of this idea, but really creating it requires not
only technology, but also a rigorous and consistent
commitment to standards and open systems.

HP recognizes another reality:  customers have needs beyond
implementing technology.  It does no good to talk about
visions of the 90s if you're unable to meet these
fundamental customer needs:

      o   Broad availability of applications

      o   Compatibility with their existing environment,
          whether through portability of code,
          interoperability with other systems on their
          network or a single ease-of-use paradigm across
          their systems.

      o   Price/performance to meet the needs of today's
          demanding, network-oriented, graphically driven
          applications.

      o   Growth path to enable them to grow the capability
          of their systems or networks to meet the needs of
          their growth and the demands of tomorrow's
          environments.
Slide 03:  Why Choose HP?

Hewlett-Packard's strengths lie in this convergence of
vision and reality.  We understand the vision of the 90s:
our goal is to provide the user with transparent access of
all the resources in a distributed computing environment
from a single view.  But we also understand the realities
customers face.  We've made the investments that will allow
us to achieve the vision and address the four key customer
needs.  The Apollo acquisition is an obvious example, but
certainly our commitment nearly a decade ago to evolve to
industry-standard connectivity and our early development of
PA-RISC architecture are other important investments.

Let's look at the four key needs we summarized earlier:

      o   Applications.  It's here that our investment
          really paid off.  Over 3200 applications support
          Hewlett-Packard Apollo workstations.  More are
          being delivered on almost a daily basis.  No other
          workstation vendor offers such a breadth of
          applications, giving customers an unparalleled
          choice of workstation solutions.

      o   Compatibility.  HP is a recognized leader in
          delivering open systems computers and networks
          based on industry standards.  This enables HP
          systems to interoperate easily in a standards-
          oriented environment.  Additionally, it becomes
          much easier to port applications to HP
          workstations.

      o   Price/Performance.  We have a strong history of
          delivering excellent price/performance:

          o    The 825, one of the first RISC workstations,
               led the industry in price/performance back in
               1987.

          o    The 319SRX delivered 3D solids modeling at a
               breakthrough price in 1988.

          o    The 340C led the industry with the first 4
               MIPS, 2D color workstation for under $9,000.

          With the latest workstations from Hewlett-Packard,
          we are once again demonstrating our ability and
          intent to remain extremely competitive in
          workstation price/performance.

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      o   Growth Path.  HP is acknowledged as the industry
          leader in protecting customer investment.  Our
          board upgrades have enabled customers to scale
          performance without having to replace entire
          systems.  Today, we'll discuss new, innovative
          ways to assure future growth paths for our
          workstation customers.


Slide 04:  HP's Investment is Ready. . .

Earlier, we said one of the most important requirements is a
rigorous commitment to open systems.  Our record here is
outstanding and gaining recognition as we'll see shortly.
The Apollo merger itself was an obvious example of
investment to achieve the critical mass needed to succeed in
this competitive market.  One result is a software catalog
that includes some 3200 products.  And, of course, we have
and are investing in the technology to keep our program
strong.  Developments like PA-RISC, graphics, NewWave, NCS
and others have already given us a reputation as leaders in
the important technologies of the 90s.


Slide 05:  Hewlett-Packard:  "The Gathering Force"

The industry analysts already understand.  Here is a quote
from April of this year.  It's from an excellent report
titled "Hewlett-Packard:  'The Gathering Force.'"  It reads:

     "Hewlett-Packard is uniquely perceived among
     computer users as possessing the size and
     stature to inspire confidence within
     boardrooms and as having a total commitment
     to open systems."

What does this mean for you?

If  you remember only one phrase from this presentation,
think about this:  our commitment is to industry standards,
not standardized products.  This means we'll continue to
deliver to our customers the state of the art in performance
and new features with a commitment to standards to ensure
that this innovation is compatible with our existing
products and with the growth path to protect our customers'
investments.  Anyone who would tell you that all the
innovations are finished and that the best decision is to
adopt standardized architectures and instruction sets is
technologically naive.  HP's strategy of industry standards,
not standardized products, is the right strategy for the 90s
and will enable us to continue to offer more rapid and
compelling performance than our competitors.

But even though this rigorous and comprehensive commitment
to standards is the cornerstone of our strategy, it's not
enough by itself.  There has to be more. . .and there is.
Slide 06:  Innovation with Investment Protection

At Hewlett-Packard, we pride ourselves on two things:  our
technological vision and our commitment to understanding the
needs of our customers.  Earlier, we spoke about the vision
and the reality that you see on the left.  On the right are
the elements of HP's workstation strategy as it relates to
the user's vision of a single view into a multivendor,
distributed computing environment, coupled with the four
fundamental customer needs, along with our investment
protection strategy.  For example, our standards commitment
addresses the user requirements of compatibility and growth
path.


Slide 07:  HP Workstation Strategy

Our rigorous commitment to standards is critical and
absolutely necessary, but not sufficient.  We are also
committed to leadership in four key areas:

      o   Price/performance.  Workstation users demand a
          high level of price/performance.  HP's
          workstations deliver a balanced approach to both
          graphics and CPU performance.

      o   Team Computing.  Managers recognize that most
          people don't work by themselves.  They work in
          teams, sometimes formal, sometimes ad hoc.  HP's
          approach is to develop computing solutions that
          facilitate teamwork.  Our term for this is team
          computing--the implementation of NewWave
          Computing for project teams.

      o   Ease-of-use.  The whole idea is to make
          workstations as easy to use as the telephone.

          Beginning with HP-VUE, our Visual User
          Environment, we provide an outstanding user
          interface that completely shelters the user from
          the underlying UNIX(tm) environment.

      o   Investment Protection.  HP's hardware investment
          protection has always been second to none.  We'll
          talk about how we continue that trend with new
          hardware upgrade programs our competitors can't
          touch.  Today, we'll also discuss our strategy for
          software investment protection:  innovative ways
          to protect software investments without
          restricting the underlying technology.


Slide 08:  HP Workstation Price/Performance Strategy

Let's begin discussing our price/performance strategy with
two key points:

      o   We are committed to RISC

Each has an important role to play.  Our position for RISC
is extremely simple:  performance leadership.

By the end of the year, we'll be able to show the results of
one of the largest RISC workstation R&D efforts in the
industry, based on the leadership PA-RISC processor family.
These will be systems with exceptional performance levels
and industry-leading price/performance levels.  And these
will only be the first of a many generations of PA-RISC
workstations.

      o   We are committed to 68K

Our position regarding the 68K is equally straightforward:
leadership in compatibility and application availability
with competitive price/performance.

Our 68K products offer binary compatibility for existing
Domain/OS and HP-UX customers and a vast array of
applications, the large installed base of 68K workstations.
With the advent of the 68040, HP's 68K workstations will
offer highly competitive price/performance while retaining
the base of over 3200 applications.  Not only that, but the
performance of our 68K systems will be increasing over time:
we are guaranteeing 68K-based systems with greater than 40
MIPS performance.

Both today's 68K systems and the future PA-RISC workstations
will interoperate well together in the distributed
environment of the 90s.


Slide 09:  Introducing the HP Apollo Series 400

We're pleased to demonstrate the success of our product
strategy with the introduction of the HP Apollo Series 400
workstations.

These robust workstation systems offer a number of key
features:

      o   Leadership Price.  Offering competitive
          price/performance, the Series 400 also offers low
          entry prices at all levels.

      o   Broadest Graphics Functionality.  From 2D
          monochrome all the way up to 24-plane, 3D solids
          rendering with ray-tracing and radiosity, HP's
          workstation family offers the broadest range of
          graphics functionality of any workstation vendor.
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      o   Object Code Compatibility.  Whether you're running
          HP-UX or Domain/OS, these systems are object-code
          compatible with both operating systems.

      o   Broadest Applications Offering.  Because we are
          using the 68030 and 68040, we still have access to
          the vast array of applications available.

The bottom line:  HP offers the strongest investment
protection in the workstation industry.


Slide 10:  Introducing. . .HP Apollo Series 400

Here is a snapshot of the Series 400 family.  There are
three desktop systems and two tower systems:

      o   The 400dl is a diskless system with 12 MIPS
          performance, a 19-inch monochrome monitor and
          compatibility with existing software--all for
          $4,990.  Plus, it's upgradeable to a 68040 system
          later, like all of our Series 400 line.

      o   The 400t is more flexible than the 400dl, with up
          to 400 MB of internal mass storage and choice of
          networking.

      o   The 425t desktop system is based on the MC68040,
          offering competitive performance at a very
          reasonable price.

      o   The 400s is a 12 MIPS expandable, deskside
          workstation, suitable for applications requiring
          expansion slots.  With mass storage expandability
          of greater than 4 GB, it is a very capable server
          for small workgroups.

      o   The premier system in the family is the 433s.
          With 26 MIPS, access to high performance, 3D
          graphics and exceptional expandability, this
          system delivers the raw performance for the most
          demanding workstation application.

The performance numbers quoted here are for HP-UX.  The
400dl, 400t and 400s are available today.  The 425dl, 425t,
433s will be available concurrent with volume shipments of
the 68040; our estimate is October.

[Note:  We expect that Domain performance numbers will be
somewhat less than the HP-UX figures on Slide 10, due to
compiler differences.  As of 6/15/90, the Domain numbers are
not firm.  We will supply those via the Hot Line when they
are available.  Meanwhile, please use good judgment when
presenting this slide to Domain customers.]


Slide 11:  Introducing. . .VRX Family of Graphics

No workstation is complete without broad graphics
functionality.  The VRX family of graphics provides the
broadest range of graphics functionality and performance in
the industry today.  Every member of the VRX family has
1280x1024 pixel resolution standard.  Every system has
superior X-Window performance.  The Personal VRX provides
entry-level, 3D functionality at a low price.  The TurboVRX
offers performance competitive with any system in its class
and functionality superior to systems costing far more.

Additionally, we are announcing a new software application--
the HP Personal Visualizer--supporting the Personal VRX and
the TurboVRX.  The Personal Visualizer brings revolutionary
ease-of-use to a formidable task:  taking a design and
wrapping a 3D surface around it.  The Personal Visualizer
makes full use of VRX features such as radiosity, but in
such a way programming isn't required.


Slides 12 and 13:  Series 400 Price/Performance and Price

But does the Series 400 deliver competitive
price/performance?  Absolutely--better price/performance
and better price.  For example, the 400dl has nearly the
same price/performance as the SPARCstation SLC--but has a
19" monitor and the option to upgrade to better performance.
Not only do you get comparable price/performance ratios, but
the actual price of the systems is lower as well.  This
allows you to bring the productive power of 12-26 MIPS
workstations to more of your people.

[Note:  How to read these slides:  on the left are
price/performance comparisons--$/MIPS.  This is important to
establish the competitiveness of the new Series 400.  On the
right are the same products, but the Y-axis is just $.  This
gives you a way to position the series 400 from both a
price/performance perspective and an absolute price
perspective.]


Slide 14:  HP's Family of Servers

The Series 400 also joins our family of servers for
peripheral, database and compute applications.

      o   For project teams, the 400 series server
          configurations, with their large internal disk
          capacity and I/O expandability, serve as ideal
          file and peripheral servers.

      o   The Series 600/800 systems, because of their
          capability of managing very high capacity, high-
          performance disks, plus their I/O throughput, are
          winning database servers.

      o   And the DN10000, with its multiprocessing support
          and vector performance, is an outstanding compute
          server.


Slide 15:  HP's Commitment to RISC

Now that you've heard our Motorola 68K story, let's shift
gears and discuss our RISC workstation strategy.  On this
chart are two curves.  The upper curve illustrates the
historical price/performance trend for expandable systems;
the lower curve shows the curve for compact systems with
limited expandability--the "hot box" curve.  On it, you can
see the price/performance points for some of the key players
in the industry.

The key point we'd like to make is that HP guarantees that
our RISC workstation program will deliver systems that will
be below these curves--i.e., better than the industry.  In
fact, we have announced that the performance of our upcoming
RISC workstation product line will exceed 50 MIPS and with
floating point performance in the range of 12-20 megaflops.

How can we make such a bold assertion?  First, we know both
where the industry is today and where it's heading.
Secondly, we understand our own design process and the
semiconductor technology involved.  Stay tuned:  you'll hear
more before the end of 1990.

The next obvious question is:  what operating system will
run on our PA-RISC workstations?

As a practical matter, HP-UX will run on the PA-RISC
workstations at intro, but our strategic decision is to
focus our development effort on OSF for these products,
instead of a straight port of Domain/OS.  We are convinced
that we can build many of the Domain/OS features into a
next-generation operating system based on industry standards
and give all of our customers access to this level of
performance.


Slide 16:  HP's RISC Strategy

HP has been developing RISC-based computer systems since
1986.  Currently, Hewlett-Packard has two RISC workstation
families:  the Series 800, based on HP's PA-RISC, and the
DN10000, using the PRISM architecture from Apollo.  In
December 1989, we announced we would offer upgrades to
the DN10000 to roughly 2X the performance of the current
DN10000, and that we would introduce a new family of RISC
workstations based on PA-RISC.  We recently confirmed these
plans and announced more performance details that you see


here.  The DN10000 remains HP's highest performing compute
server.  The upcoming generation of RISC workstations will
set new industry performance levels.


Slide 17:  Investment Protection - Hardware

Hewlett-Packard is committed to protecting the investment of
both existing and new customers.  This slide maps out our
investment protection plan.  First, existing Series 300 and
DN3000/3500/4500 customers can move to 68040 performance
with a board upgrade.

Customers who purchase the Series 400 upgrade (capable of
running either Domain/OS or HP-UX) have an exceptional
upgrade path:  we call it the "40 Plus program."

Owners of Series 400 systems are guaranteed upgrades to 40
MIPS or better.  For everyone, we will offer board upgrades
to future 68K products with at least 40 MIPS performance.

Series 400 users with Personal VRX or TurboVRX graphics
often need an even higher level of computer performance,
given the nature of 3D graphics.  For these customers, we
are offering 50% trade-in credits to our future PA-RISC
workstations.

No one else in the industry offers this level of hardware
investment protection.

This is a good time to introduce our parallel plan for
protection of your investment in software.


Slide 18:  Investment Protection - Software

Because of our adherence to industry standards, HP
workstations have had a history of applications portability.
However, in today's environment of rapid technology change,
we needed a strategy that would allow us to improve our
ability to offer our customers superior portability:

          Provide source code portability and
          transparent system interoperability
          across all current and future HP
          workstations.

The result is what we call our Application Portability
Specification, with the objective of allowing developers to
simply recompile and run their software, with minimal
changes in their source code, regardless of whether they are
moving their code between different hardware platforms,
operating systems or both.  There are four key enablers
which make this possible:


      o   Standard Interfaces.  Careful adherence to
          standard interfaces (and defining ambiguous
          interfaces identically across multiple systems).



      o   Common Subsystems.  Using common subsystems (disk
          interfaces, I/O buses and graphics) ensures
          another level of source code portability and
          interoperability.

      o   Tools and Services.  HP will offer a rich set of
          tools (such as filters to check for code
          differences) and services (such as qualification
          centers for testing code) to validate portability.

      o   Upgrades.  Both hardware and software upgrades to
          future systems will ensure that our customers have
          growth paths as required to meet their needs.


Slide 19:  Application Portability Specification

How are we ensuring applications portability?  First, we are
carefully defining standard software interfaces across
hardware and systems software platforms.  If customers write
to the portability specifications listed in this slide, we
will ensure complete source code compatibility across all
our systems.

The base level is the X/Open Portability Guide.  This first
level is industry standards accepted by both Unix
International and the Open Software Foundation.  The next
level is adherence to the OSF Application Environment
Specification.  This will ensure portability between systems
from all the OSF vendors.

Finally, we will offer a set of features that are unique to
HP and which offer functionality beyond the industry
standards.  We will offer these consistently across all of
our platforms, and in many cases will propose these features
as future standards.  The sum of these specifications is
called our Workstation Application Portability
Specification.

By offering the Application Portability Specification, we
will draw applications to all of our operating systems,
because of the reduced effort to support them.  Software
developers will be able to support a single source code
image for all HP Workstation offerings.  Not only that, but
we'll provide our installed base with outstanding
interoperability, and finally we demonstrate that we are
applying our resources to the issues that modern software
developers face.


Slide 20:  Application Portability Specification

This is another view of the APS, showing examples of
industry standard and HP value-added interfaces.  The key


point to stress is that any HP value-added interface called
out in the APS will run on all HP workstation hardware
platforms and operating systems.

Another point to note is that for the first time, every
layer of application software can now be standardized.  This
hasn't been true in the past.  If you think of software
layers in terms of system calls, file management,
networking, distributed computing, graphics and user
interface, there now exists a set of standards which allow
uniform application development in a complete way.
Developers are no longer required to fill in gaps with a
proprietary layer.


Slide 21:  Application Portability Specification

This is a conceptual view of the APS.  The key thing to
remember is that the APS is actually two things:  it's
source code portability and interoperability.  A developer
who adheres to the HP APS only needs to keep a single source
code image for all HP platforms.  Also, if the developer
takes advantage of all the interoperability features (e.g.,
NCS), then his application will interoperate across all
platforms.


Slide 22:  Portability With Innovation

How do major software vendors view the APS?  Here the
president of Interleaf, the industry leading electronic
publishing package, states his view.  Our conversations with
other developers have elicited similar reactions.  Overall,
everyone we talked with praised our view of portability.


Slide 23:  Leadership in Team Computing

Let's turn now to the subject of Team Computing.

The picture on this slide shows the view users want of a
distributed computing environment.  They want a single view
into the computing environment, including transparent
resource access (including applications), easy system admin,
simple installation and tools that facilitate team
productivity.  This slide demonstrates our understanding of
these basic requirements.  We'll now show that HP can
address all of these customer requirements.
Recall that Team Computing is the implementation of HP's

NewWave Computing Environment for project teams.  It's a key
piece to achieving that single view into the distributed
environment that is the vision of the 90s.


Slide 24:  Levels of Team Computing

Until now, the industry has focused on networks:  getting
the computers to simply talk to each other.  At Hewlett-
Packard, we view this as only the first layer of a hierarchy
of team computing.  It's no longer enough to have computers
move data around.

First, there needs to be a way for resource-to-resource
communication.  For example, let's look at a person who
might be writing a complex document, with many illustrations
and tables.  The application may be automatically compiling
all the tables in the background while the user is editing.
At some point, on a single system, the table compilation may
begin to slow the system down enough so that the user sees a
lag in performance (e.g., typed characters appear slowly).
If the software is written to take advantage of the NCS
Remote Procedure Call facility, the routine that compiles
the table may actually be on a different network node.  The
author then sees good performance in his or her editing
environment.

Also, there needs to be better teamwork between people and
computers.  For example, NetLS, the Network License Server,
will allow system administrators to easily manage software
licenses.  The system will take care of checking software in
and out, so the administrator doesn't have to track how many
copies are out on the net.

The final layer, which is still under development, are tools
that enable people to work together better.  Pieces of it
certainly exist (electronic mail, for example).  But
applications such as electronic conferencing, shared windows
and others are exciting new areas being investigated.


Slide 25:  Distributed Computing

Team computing is the key to implementing the vision of the
90s, and obviously it must include equipment from more than
one vendor.  One of the most exciting events in the industry
happened recently with the announcement of the Distributed
Computing Environment from OSF.  OSF recognized this need
for a comprehensive, scalable, standard and secure
environment for distributed computing.

Hewlett-Packard recognized this as a key opportunity and led
the process that eventually became the DEcorum reply to the
OSF Request for Technology for a distributed computing
environment.

In the submittal are key HP-developed technologies:  NCS,
Passwd Etc, HP Diskless and others.  We also recognized
that these useful technologies would never gain wide
acceptance unless they became industry standards.
Altogether, some 50 vendors responded to the OSF/RFT
(including Sun Microsystems).  It was clear that the DCE
decision would set a framework for coming generations of
multivendor computing.


Slide 26:  Result:

The result of HP's leadership in pulling together the
DEcorum submittal was acceptance by OSF of HP's package.
Gartner Group, a highly respected consulting company
focusing on industry analysis, had highly favorable comments
about DEcorum and OSF's acceptance of it.

What does this mean to Hewlett-Packard and HP's customers?

      o   DCE is the basis for interoperability for our HP-
          UX, Domain/OS and future OSF operating systems.
          We now have a clear roadmap to merge our installed
          base and older platforms with all of our new
          hardware platforms and operating systems as we
          move forward.

          The basis for this is the Andrew file system,
          widely recognized as much more transparent and
          scalable than NFS while retaining NFS
          compatibility.  Imagine a network of OSF,
          Domain/OS and HP-UX systems with common file
          system and system administration.  This should
          give customers a secure sense of planned growth
          with Hewlett-Packard.

          As an example, Carnegie-Mellon University is
          running an AFS network with 25 servers, 1200
          clients and 9000 users, so when we talk about
          growth path, there is already an impressive
          example in place.

      o   The next important point is that the DCE services
          are very similar to the features that have made
          Domain/OS the leader in distributed computing for
          many years.  Remember that many of the key pieces
          of DCE are Hewlett-Packard technologies.

          The implication is clear:  we now have the
          opportunity to create the next generation
          Domain/OS, based on industry standards, an "Open
          Systems Domain/OS."  And that is exactly the
          course we will take.



          For HP-UX customers, the story is equally good.
          As we incorporate DCE into HP-UX and into our OSF
          release, they will for the first time have access
          to Domain-like features, which will be a
          breakthrough in their implementation of
          distributed computing environments.

The OSF Request-for-Technology process has worked twice--
once for Motif and recently for Distributed Computing.  In
both cases, OSF has won acclaim for focusing the industry on
best-of-class technologies to address critical areas.  Look
at what happened with Motif:  there are 600 source licenses
and 200,000 binary licenses so far, and a growing belief
that Motif is the GUI of choice for UNIX.


Slide 27: Leadership in Ease-of-Use

HP-VUE offers outstanding ease of use.  The Macintosh set
the standard for ease-of-use in the PC environment only
recently matched by Microsoft's Windows 3.0.  HP-VUE extends
this level of transparency into a true distributed
environment.


Slide 27a:  HP VUE Screen (optional, not on disk)

Here is a typical HP VUE screen.  Let's walk through the
screen:

      o   The right side of the screen shows two File
          Manager screens.  Note that files and applications
          are represented by icons.  Applications can be
          launched by clicking on them or on associated data
          files.

      o   Along the bottom are key icons for everyday use.
          The first four are straightforward:  clock,
          calendar, electronic mail and a calculator.

          The group of eight buttons in the middle represent
          a unique feature of HP-VUE:  multiple custom
          workspaces.  By simply clicking on one of these
          buttons, the user can launch an environment
          customized for a specific need.  For example, the
          environment for ME-CAD may be quite different from
          the Electronic Publishing environment, yet a user
          may need to do both.

          The printer icon can be activated by simply
          dragging a file over and dropping it on the icon.
          There's also a help function built in.

Overall, HP-VUE represents a new level of ease-of-use in the
industry, giving HP a leadership position in this key area
of user need.
Slide 28:  The Architecture of the 90s:  Here Today

Let's close by returning to our opening image of the 90s


computer environment:  a multivendor, distributed computing
environment which is accessible from the user's desk with a
single, uniform view.

We've demonstrated that HP not only understands this
environment, but has the technology, the programs and the
products to deliver this vision today.
Additionally, we also understand the fundamental needs users
have had since the inception of computers.  We've shown:

      o   We have the largest array of applications
          available in the workstation industry today.

      o   HP workstations are compatible with the customers'
          environment because of HP's strict adherence to
          the Open Systems philosophy.

      o   We have the price/performance to be competitive,
          and are commiting to programs that will enable us
          to remain competitive.  Not only that, we'll be
          delivering our systems with HP's legendary quality
          and support capabilities.

      o   We have the right marketing and development
          efforts in place to ensure that customers'
          workstations can grow with them.  We offer the
          strongest investment protection and growth path in
          the industry.

With all of these strengths, we feel that HP is indeed the
best choice in workstations today--and into the 90s.