Power Tools 1993 October - Disc 2/Power Tools (Disc 2)(October 1993)(HP).iso/stools/newstalk/systems/nts9304.txt

Text File | 1993-04-16 | 87KB | 1,621 lines

HP COMPUTER NEWSTALK - APRIL 1993
Side A
     LEO:      Welcome to the April edition to HP Computer
NewsTalk.
     JOANNE:   Your audio source for HP sales information.
     LEO:      I'm Leo Laporte.
     JOANNE:   And I'm Joanne Greene.  With Michelle
Greeven, Computer Systems Organization Sales Force
Communications manager. Michelle, what's new in this edition
of HP Computer NewsTalk?
     MICHELLE: This month we'll start off looking at the big
cose announcement.  Then we'll look at some tips on how to
compete against DEC's Pathworks.  We'll get an invitation
from PSO to take advantage of their KWS solution services,
and we'll make sure you're getting the most out of the
Channel Partner solutions catalog.  Then we'll feature a
look at our newest mainframe alternative programs and
events, followed by system news, featuring the HP 9000
Series 800, and the HP 3000.  We'll get the latest on a
commercial CASE update, and cover new HP 3000 incentives.
     LEO:      As always, Side B will start off with our
workstation segment.  Jannine Iacobucci of Workstation Sales
Programs is also with us.  Jannine, what's new in
workstations this month?
     JANNINE:   Well, Leo, first I'll talk with Mike Gallup,
worldwide marketing manager for WSG.  Mike is here to talk
about some excellent WSG Q1 results and other late breaking
news.  Then Michael Mahon talks about who needs 64 bits.
Then I'll take a look at new commercial markets with Janet
Muto, and also Bruce Huibregtse this month will give us a
Panacom Division update and inform us of a few sales
incentives for X stations.
     LEO:      Great.  Right after the workstations section
of Side B, we'll feature industries, including the auto view
segment, and several new telecom products and programs, plus
an interview with the president of Information Resources,
Incorporated, one of the top suppliers of marketing and
sales decision support systems. Sounds like a tape you're
going to want to listen to over and over.
     MICHELLE: Actually, we want HP Computer NewsTalk to be
the best sales tool possible for our sales reps.  We're
enclosing a feedback form with this tape.  Please let us
know what you think. Fill out the survey with your comments
on this particular edition and fax it back to the Sales
Force Communications group or send your comments to us over
HP Desk to HP Computer NewsTalk.  Your input is invaluable
to the success of this tape.
     JOANNE:   Thanks Michelle, Jannine, Leo.  Let's get on
with the show.
     JANNINE:   To get started, we want to take a look at
the cose announcement, and here to tell us all about it is
Linda Hargrove, General Systems Division Marketing Manager.
     LINDA:     One of the most exciting news topics at
Uniform on March 17 was the worldwide UNIX systems leaders,
including Hewlett Packard, IBM, the Santa Cruz operation,
Sun Microsystems, and UNIX System Laboratories, all standing
up on stage together to announce their intent to deliver a
common open software environment or what we've been calling
internally in HP "cose."  They're going to implement this
across UNIX system platforms.  And the announcement really
is in response to increased customer demand for real
consistent technologies across these multiple platforms.
And this obviously will be the "UNIX vendors unite" against
MT.
     The agreement defines a common distributed desktop
environment and a common user interface.  And HP View plays
a major part in this announcement.  There are, of course,
technologies from other companies as well, but View is
really what it looks like.  So encourage your customer to
take a look at the common open software environment Desktop.
This is the first step toward unifying UNIX, and I think we
can all expect follow-on announcements to come in the near
future.  This really means the GUI wars are over, and even
Sun is now implementing a motif-based environment.
     HP's client server, a UNIX to UNIX offering, is further
strengthened by this announcement, and we are in an
excellent position as the strongest UNIX product line in the
industry with the Series 700 and 800 easily connecting today
to the new common industry standard UNIX desktop client
environment.
     LEO:      Now it's time for competitive news.  Have you
heard
what DEC's been saying about Pathworks and HP?  Joanne
Greene has the story.
     JOANNE:   In an effort to boost VAX sales, DEC's been
creating lots of hype about Pathworks on VMS having greater
flexibility and functionality than our LAN Manager and
Novell Network offerings on the HP 9000 and 3000.  Lou
Petrella from Computer Systems Organization Competitive
Program is here.  Lou, how should our sales reps handle this
if it comes up on a sales call?
     LOU:      Well, first I'd point out to the customer
that HP provides support for the three main PC integration
services in the industry:  Novell Netware, Microsoft LAN
Manager, and Appleshare for the Macintosh.  In fact, HP
sells more minicomputers as Netware servers than any other
vendor.  And our LAN Manager X implementation has recently
been named the best in the industry by LAN Technology
Magazine.
     JOANNE:   Okay.  But doesn't Pathworks also
interoperate with all three of those PC integration
services?
     LOU:      Well, only Pathworks' file and print services
run as a standard.  All the rest of Pathworks'
functionality, like shared disk and mail services, require
Stacknet.
     JOANNE:   It sounds like a customer might be buying a
lot less flexibility than they figured on.  What about those
disk and mail services?  Does HP provide something similar?
     LOU:      Yes, we do.  And our services run
simultaneously with our LAN Manager and Novell Netware
offerings.  They also run over a variety of different
transports, including OSI, SNA, TCPIP and the Novell PC
interface, IPXSPX.
     JOANNE:   Well, it sounds like HP helps the customer
avoid software lock-in without compromising PC server
functionality.  If you were on a call, what key points would
you emphasize in positioning HP's Novell Netware and LAN
Manager products against Pathworks?
     LOU:      First, I'd point out that we offer the same
mix of services provided with Pathworks, and our services
run concurrently with LAN Manager and Netware solutions.
Second, I'd state HP is at least three years ahead of DEC in
supporting LAN Manager standards since Pathworks provides
only the basic file and print services from LAN Manager or
Netware for that matter.  Plus, Pathworks is a slow
implementation of a pre-LAN Manager solution from Microsoft.
Later this year, customers can expect LAN Manager 2.1
support from HP which will provide enhanced security and
system administration features.  Finally, I'd point out that
HP is the marketplace leader in many computer netware
servers.  HP will be the first vendor to offer native
netware on RISC.  Look for it by the end of the year.
     JOANNE:   Thanks, Lou.  By the way, on Side B of this
tape, HP's Michael Mahon will talk about the 64-bit
processor and how you can counter DEC's Alpha hype.  For
more information, contact Lou Patrella in CSO, telnet 447-
4651.
     And now for a subject near and dear to the hearts and
pocketbooks of America's SF 40 reps.  Solutions Availability
Information.
     LEO:      You'll be happy to learn that HP is getting
ready to go to press with a 1993 solutions catalog.  This
year, HP is doing things a little differently.  Instead of
printing two catalogs, one for MPE operating systems and
another for HP-UX and Domain, HP is combining them into a
single catalog which will be published in September.
     JOANNE:   Right now, HP's collecting updated solution
information from US and Canadian Channel Partners currently
listed in the valid database.  The deadline for receiving
updates is April 19.  SF 38 reps please encourage your
Channel Partners to return their corrected edit sheets to HP
before the cut-off date. And if any of you Channel Partners
are not yet in the valid database, have them fill out an HP
data kit and send it in immediately.  All information turned
in by April 19 will be included in the 1993 catalog.
     LEO:      Aside from the printed catalog, we have some
additional good news for you.  Solutions information from
the valid data is now available to you on Power Tools.  The
information is updated monthly and gives you immediate
access to solutions of US and Canadian Channel Partners with
current computer systems organization contracts.  Using
Power Tools, you can do key word searches by company and
product name, application, and industry, to locate just the
right channel partner for your sales opportunity.
     JOANNE:   For questions about the 1993 catalog
production, contact Diane Wittorrf at telnet 447-1545.  For
information on Power Tools, send a Desk message addressed to
Power Tools, Desk node HP 6650/AF and you'll get a response
back.
     LEO:      We'll be right back with more HP Computer
NewsTalk after this message from PSO.
     JOANNE:   PSO has KWS for YOU.
     LEO:      Nearly 50 professional service organization
technical consultants worldwide are ready to help deliver
knowledge worker solutions professional services to help you
make that sale.
     JOANNE:   And these dedicated PSO consultants are
willing to go all the way.  That's right.  You get more than
just solution design and prototype.  They'll actually
implement the pilot and deploy the solution.
     LEO:      If your customers have incompatible E-mail
systems, are ready to replace expensive mainframe E-mail
solutions, or are struggling with an out-of-control PC LAN-
based E-mail, bring in KWS professional services.
     JOANNE:   You know, Steve Lambert did, and he closed a
KWS deal for over $1 million with Lever Brothers.
     LEO:      Elaine Cutting used a PSO technical
consultant to add nearly a million bucks in consulting to
her deal with the Miami Herald Publishing.
     JOANNE:   And remember, professional services sales
over $25,000 count toward quota and are commissionable.
     LEO:      If you need a PSO technical consultant peaked
in knowledge worker solutions, check the insert that came
with this month's tape for the name and number to call.
                               _
     LEO:      With mainframe alternative deals, it helps to
have applications development and/or CASE tools in your bag
of tricks.
     JOANNE:   Fortunately, the HP 3000 is well-positioned
in this department and we've got a few things to tell you to
beef up your tool kit even more.
     LEO:      You know, you have a lot of choices when it
comes to application development tools including HP's
Allbase or third party DBMS such as Ingress or Oracle.  Now,
here's a list of tools which work with Allbase SQL.
     JOANNE:   In the area of decision support EIS, Channel
Computing's Forest and Trees, Gupta Quest, Cognose Impromptu
and HP Information Access.
     LEO:      And when it comes to 4GLs and development
tools sets, there's Powersoft PowerBuilder, Gupta SQL
Windows, IBI Focus and EDA, Cognose Powerhouse and
PowerCASE, Uniface, Speedware, Allbase/4GL/QUERY, BRW,
Ingres Windows 4GL, and Oracle CASE.
     JOANNE:   Do you know that by heart, Leo?
     LEO:      I knew it by heart.
     JOANNE:   Later this year, the lab will release
additional Windows-based client server tools such as Visual
Basic and Object Vision.  Access to Allbase SQL from these
tools will be available initially through Pioneers Q&E
Library and the Allbase PC API product, B2463A.
     LEO:      In addition, OBDC will follow the initial
introduction and will allow tools like Visual Basic to
access Allbase directly without the need for a third party
product.
     JOANNE:   And we're not stopping here.  Additional
client server tools are being investigated.
     LEO:      Turning to CASE specifically, HP 3000
developers involved in re-engineering or developing
mainframe-class COBOL applications can use the integrated
CASE tool sets from CGI Systems called PACBASE and PAC-LAN.
Also upper CASE tools from Knowledgeware, Inc., and Bachman
will be useful to design HP 3000 applications.
     JOANNE:   HP also gives developers access to lower CASE
tools for source management, maintenance and debugging
through Microfocus COBOL, which is one of the most widely
used mainframe COBOL compilers.
     LEO:      With this broad an offering of application
development and CASE tools, the HP 3000 is well-positioned
in the industry.  For more information, contact Sheri
MacInroy of the MFA program team at telnet 447-7002.
                            _
     Do you have prospects who would like to hear from major
corporations who've offloaded or replaced IBM mainframes
with HP platforms?  In this case, Timex, Dunn & Bradstreet
information system, and a third mainframe turnkey
replacement customer.  Might they be interested in hearing
from John Logan of the Aberdeen group on the key elements of
a successful mainframe alternative?  If you're nodding your
head, you need to know about an event coming up on April 22.
     JOANNE:   It's a 2- to 2╜-hour live teleseminar
featuring the why, how, and result of the D&B and Timex
rightsizing experiences by the very people who implemented
them:  Steve Gold, VP Production
Services D&B, and Bob Lutz, Corporate Data Center manager of
Timex. Just about 50% of this event will be dedicated to
questions from those attending at 57 sites across the U.S.
     LEO:      Invitations have been sent to CIOs, CFOs, and
upper level MIS managers of firms with a competitive
mainframe installed base.  Additional invitations are
available from your local MPI.
     JOANNE:   This is a great opportunity for shortening
sales cycles by hearing it straight from those who've made
the move. That's April 22nd, 8:30 to 11:00 a.m., Pacific
time.
     LEO:      Any questions?  Call Wayne Domke at telnet
644-3225.  Or Mimi Figpen at [phone].
     For this next story, we travel to England where HP's
AlexWilson of CCSY Marketing has a success story to share.
     JOANNE:   It's the story of Mobil Oil replacing their
IBM
mainframe-based Profs E-mail system with CCSY's cooperative
computing solutions.
     ALEX:     Yes Joanne, if you were to profile a prime
customer for CCSY's messaging services, Mobil would be the
one.  Mobil had teams of people stretched across the globe
and quite often they can't afford to physically move these
people to a problem.  What Mobil needed to do was to be able
to bring together the technical expertise of these people to
solve a problem no matter where that problem was and no
matter where the people were located.  Now, with CCSY's
messaging services, Mobil's people can share research and
analysis electronically, effectively bringing the expertise
of their worldwide teams together electronically to resolve
their problems.
     JOANNE:   So with CCSY's messaging solution, there's
more immediacy?
     ALEX:     Yes.  Immediacy, flexibility and, indeed,
scalability.  You see, CCSY's messaging service is a part of
a larger picture.  It's just part of HP's Open System
solutions and that's really the key.  But in addition to
their IBM Prof system, Mobil had been using DEC VAX systems
for sharing technical information.  And what Mobil found was
that these IBM and DEC Legacy systems are closed.  They were
not flexible enough in meeting their changing business
needs.
     HP offered Mobil an Open Systems environment with
reliable, scalable applications to work in that environment.
And because these open applications are designed for this
open environment, you get the added benefits of
compatibility and interoperability.
     JOANNE:   So Mobil installed HP 9000 Series 800 servers
at oil exploration sites all over the world.  And as I
understand it, as the older IBM and DEC systems were
retired, they're replaced now by HP systems.  That must have
been quite a loss for IBM.
     ALEX:     I'd say it was.  In fact, we were told that
after IBM lost this deal, they replaced their entire Mobil
account team.
     JOANNE:   Ooh.  Well, congratulations.  By the way,
there was a great article in Computer World detailing this
win, and you can now receive reprints for your customers
from the LDC.  Ask for part number 50916709E.  Thanks for
joining us, Alex.
                               _
     LEO:      It's time to see what's new in the systems
news and we start with Linda Hargrove, General Systems
Division Marketing manager.  Hi, Linda!
     LINDA:    Thank you, Leo.  This has been a busy month
in the General Systems Division.  This month let's take a
look at our new commercial CASE strategy, just one more way
we're making Softbench the best development tool anywhere.
I think it's also important to show you how you can use CASE
tools to move customers from their mainframes to HP-UX.  And
Wang.  Wang is porting its hot imaging enabling software to
the HP     9000.  This was a major announcement
for us this month.  We want to make sure you get all the
details. And another very popular mainframe program from
Legent Corporation is also moving to HP-UX.
     LEO:      Now it's time to get down to CASEs.
     JOANNE:   CASE tools are the development platform of
choice right now for customers and Channel Partners working
on business solutions.  We'll take a look at the story from
two angles.
     LEO:      Dave Kuykendall will tell you how integrated
CASE can help your customers move their mainframe
applications to HP.
     JOANNE:   But first, Lee Huffman, Commercial Softbench
program manager for Software Engineering Systems Division is
here to explain HP's new commercial Softbench strategy.
Lee, let's start at the beginning.  What is the difference
between commercial and technical development?
     LEE:      Technical application development is more
logic-based programming like CAD/CAM applications or machine
control that's used on the shop floor.  Commercial
development is datadriven or business applications like
accounting systems, human resource management systems, and
customer service.
     JOANNE:   What prompted HP's commitment to commercial?
     LEE:      Actually, it was customer demand.  Softbench
made this mark as a technical development tool, but the
lines between technical and commercial are starting to fade
together.  Forty percent of Softbench sales last year were
sold into business application development environments.
More developers are asking for commercial tools integrated
into the Softbench environment and many of our Channel
Partners who are business application development writers
want to integrate into Softbench framework.
     JOANNE:   Lee, what changes have you made to Softbench
to make it appeal to the commercial developers?
     LEE:      We talked to a number of customers who were
already using Softbench for commercial development and asked
what they wanted.  They told us they wanted SQL.  They
wanted enhanced support for interface architect, and they
wanted COBOL and more tools for the commercial development
environment.  Today we have over 70 Channel Partners
integrated with Softbench and we have new ones that were
announced last month which include TI's IEF product,
Knowledgeware's IDW product, and Legent's Endeavor products.
Microfocus and HP announced last month that we will
collaborate on a COBOL Softbench product.  Microfocus has
over 70% of the COBOL market.  COBOL HP-UX is also a
Microfocus COBOL product.
     JOANNE:   All right.  Time for the bottom line.  How do
these commercial enhancements help our sales reps?
     LEE:      Hewlett Packard can now offer a single tool
integration platform across the whole enterprise.  So we can
do enterprise-wide computing.  You can do technical
development and business development plus if you have
customers that have ICASE such as IEF or Knowledgeware, then
those products can be brought into Softbench as well.  We
give you the ability to sell at a high level, to a CIO, and
sell a framework across his whole business.
     JOANNE:   It sounds like HP's commitment to commercial
means more dollars in your pocket.  For more information,
contact your HP Channel Partners sales rep.
                                _
     LEO:      Re-engineering the business process has been
getting a lot of press lately, and a recent survey at top
corporate companies, re-engineering the business process was
the number one company issue with over 70% of the responding
companies placing it as the top issue.  Let's talk to Dave
Kuykendall--he's CASE program manager with General Systems
Division--to understand some of the way business systems can
be changed to accommodate the demands from new business
processes.  David?
     DAVID:    An interesting change is taking place.  The
companies that enable users to develop large mission-critical
applications are now positioned to move mainframe customers
to take full advantage of cooperative processing, client
server computing, and Open Systems.  Originally, these CASE
vendors focused on methodologies to improve productivity and
move designers away from the inefficiencies of programming a
lower level language. They created graphical user interfaces
to define corporate environments and to define the behavior
of applications at a high level.  Now they are focused on
moving the mainframe customers to Open Systems to take
advantage of client server computing.  It is critical to
enable both local and server processing power if demands of
new business processes are to be met.
     LEO:      How do these CASE vendors fit into our
commercial
Softbench and our cose strategy?
     DAVID:    Well, Softbench provides an open development
environment from which customers can develop both technical
and commercial applications.  This is of significant value to
our CASE partners and is included in their statement of
direction.  The recent cose announcement means that Softbench
will use the underlying tool talk technology.  This merger of
these two frameworks is a big win for HP and for our
customers.

     LEO:      I know we've got some big names.  Who are the
top CASE vendors we're working with right now?
     DAVID:    Well, we have Foundation for Cooperative
Computing, an exciting, next-generation product from
Anderson Consulting that takes full advantage of client
server computing.  We also have the market share leader,
Texas Instruments, whose 5.2 release supports client server
computing.
     LEO:      IEF.
     DAVID:    That's IEF.  Soon we'll have a UNIX version
of one of the largest install products, ADW, from
Knowledgeware.
     LEO:      That's a great line-up.  Anything else you
want to tell our sales reps?
     DAVID:    Well, with their commercial product line,
these partners and the Softbench framework, we should never
walk away from a downsizing, reengineering deal or an
application development deal.
     LEO:      I don't think we would anyway, but this gives
us a whole lot more to work with.  Check the GSY hotline for
a complete list of Channel Partners and contacts, and if you
don't know which partner to use, well, give Dave a call.
It's Dave Kuykendall in GSY Marketing, telnet 447-4565.
                                _
     A few weeks ago, HP announced an important new
strategic relationship with Wang Laboratories.  Wang will
port their integrated imaging and office productivity
software to the HP 9000 Series 800 computer system and will
be a worldwide reseller for the computer system.  This
exciting new relationship provides you and your Channel
Partners with new target markets and revenue opportunities
for FY '93 and beyond.  Now, there are four new products
that will be ported to the HP 9000, starting with Open
Image.
     JOANNE:   Wang's Open Image is an integrated package
that allows businesses to add document imaging to existing
applications inexpensively.  It also protects the customer's
investments in hardware, software, networks and trainings.
The Image market's growing at over 50% per year so this
announcement opens up a lot of opportunities for you.  Open
Image will be available before June, and it will be
demonstrated at AIMS this month.
     LEO:      Pace for Open Systems is Wang's next
generation application development and SQL-based database
environment.  It allows a VS user to migrate data and
applications to the HP 9000 environment.  Pace will be
available sometime this summer.
     JOANNE:   Open Office is Wang's newest version of its
popular E-mail product.  It's an X.400 - X.500 compliant
package that includes utilities that allow VS Wang Office
users to coexist and migrate to the HP-UX environment.  It's
also going to be available sometime in 1993.
     LEO:      COBOL Resource is a COBOL 85 compliant COBOL
compiler.  It allows VS users to recompile VS COBOL programs
on the HP 9000 Series 800 and keep the same look and feel,
commands and development environments that they use on VS
today.
     JOANNE:   Bonnie Rogers, GSY Channel Partner manager,
managing the Wang relationship, is here with us today.
Bonnie, how can the sales force take advantage of this new
relationship?
     BONNIE:   By working together with Wang, there are two
major opportunities that they can work on immediately.
First, Wang's integrated imaging software will ship before
the end of June.  So customers who desire this Image
technology to use on their HP-UX applications can be
working with the joint HP/Wang sales team. These Image
opportunities will produce hardware revenue for HP and
software revenue for Wang.  HP business partners can sign
up immediately for pre-release developer kits and get
working right away.
     The second opportunity lies in the large installed
base of VS minicomputers.  Wang VS customers who have
chosen to migrate to a UNIX environment and prefer the HP
9000 systems can begin pilot installations, testing and
training implementations now.  Working with the Wang sales
teams can provide new revenue streams and a quicker sales
cycle and bring you closer to your 1993 revenue goals.
     LEO:      Now, wait a minute, now.  Correct me if I'm
wrong, but doesn't Wang also resell the RS/6000?  Isn't
this going to be a potential conflict for HP?
     BONNIE:   Well, yes and no.  You know, Wang currently
OEMs the RS/6000 and relabels the system.  And they're going
to continue this relationship but the beauty about the
relationship with Hewlett Packard is that we have a VAR
relationship.  And this means that the sales teams will be
working together cooperatively to sell the system.  With the
relationship with IBM, the Wang sales reps is often
competing with the IBM sales reps and this can be
detrimental to their relationship.
     LEO:      So how does the customer benefit from this
announcement?
     BONNIE:   Well, clearly, the customer benefits by
having access to superior software technology from Wang.
And they also have their advantage of having the security
and stability of the number one Open Systems vendor in the
world, and that's HP.
     JOANNE:   With the new Wang relationship you have two
new markets to sell into:  existing Wang customers who want
to migrate to Open Systems; and customers who want leading
Image and office solutions. How can you lose?  For more
information, call the Sales Response Center, your sales
development engineer, or Bill Roy, Wang's channel rep, at
telnet 221-5177.
                             _
     Here's some good news for sales reps who are trying to
find a way into corporate MIS departments.  One of the most
respected providers of systems management solutions, Legent
Corporation, has made an announcement.  It will be porting
its software management solution, Endeavor, to HP 9000
Series 800 business servers and workstations by late '93 or
early '94.  HP and Legent also plan to combine Endeavor with
Softbench to create a tightly-integrated application
development solution.
     LEO:      Nancy Twombly, channel partner business
manager for the General Systems Division is here.  Nancy,
how will this relationship with Legent help our customers?
     NANCY:    Well, the relationship will help in a couple
of ways.  First, it will help customers coming from
mainframe environments move more easily to Open Systems.
Because these customers are now using Legent's products in
their mainframe, they can migrate to UNIX without having to
retrain their operations and development staff.  And the
relationship will also help customers who are looking for
commercial-strength configuration and change management
solutions.  Endeavor provides automated facilities for
storing, tracking and controlling all software assets and
their changes.  These are the kinds of features that
customers need in mission-critical environments.
     LEO:      Are there other Legent products currently
available on HP-UX?
     NANCY:    Yeah, there are.  I'm happy to say that XCOM
6.2 originally from Spectrum Concepts is now available for
the HP 9000 Series 800.
     LEO:      What does that do?
     NANCY:    Well, XCOM 6.2 is a high-speed, high-volume
file transfer solution.  It's designed for mission-critical
transfer applications.  It's based on IBM's 6.2 and it
supports unattended and bi-directional transfers between HP-
UX and MVS, CM, PC, DOS, OS-2...
     LEO:      Everybody.
     NANCY:    Everybody.  You name it.
     LEO:      How does this new agreement with Legent fit
into HP's overall commercial systems strategy?
     NANCY:    Well, it fits very, very well with HP
strategy because it enhances our already strong commercial
UNIX offering with leading solutions that are now available
in the mainframe world.  Legent will be providing solutions
in the areas of application management and file transfer and
discussions are underway for more solutions in the areas of
computing resource management and LAN management.  Another
thing to note is that Legent is one of the most respected
system management vendors in Fortune 1000 accounts.
Legent's service and support practices are very consistent
with HP's, so HP's installed base customers will feel very
comfortable working with this new account.
     LEO:      Do you have some tips for sales reps who want
to use Endeavor to sell HP systems?
     NANCY:    Yeah, I do actually.  Endeavor is installed
in thousands of data centers around the world, and many of
these sites are looking at Open Systems.  So you can now go
into these MIS shops with confidence with a solution to
satisfy these customers. And what makes this announcement
really exciting for HP is that Legent will also integrate
Endeavor with Softbench which is a de facto industry
standard development framework.  This integration will allow
customers for rightsizing to have access to Legacy
applications from their workstations.  And Endeavor will be
able to communicate with Softbench's tools and with more
than 60 commercially available tools currently integrated
with Softbench.
     LEO:      Great.  Thanks, Nancy.
     JOANNE:   Thanks.  This is just the beginning.  Stay
tuned for more exciting developments from Legent and HP.
For more information, check the March edition of Computer
News, or access the GSY hotline.  Subject:  LEGINFO.

                               _

     JOANNE:   Time now for a spotlight on the HP 3000 with
Olivea Helleboid, Commercial Systems Division Marketing
Manager.
     OLIVIER:  Hi, Joanne.  It's nothing but great news this
month with big wins on all fronts.
     JOANNE:   So I've heard.
     OLIVIER:  For a start, Morris Air took off with the top
of the line HP 3000 corporate business system.
     JOANNE:   Morris is a Salt Lake City-based airline that
specializes in providing low-rate flights to resort
destinations.
     OLIVIER:  Right.  On February 2nd, an HP 3000 corporate
business system, 992/400 was installed.  Four days later,
the system was in production with 750 (seven five zero)
users on line.
     JOANNE:   It's amazing.  And this was the four-way
multiprocessor version, right?
     OLIVIER:  Right.  The highest end system currently
available from HP.  When we speak of large OLTP?
configurations on the HP 3000, we mean it.
     JOANNE:   For more information on the Morris Air win,
contact the sales response center for Corporate Business
System, Customer Reference Sites, or the CSY hotline.
Subject:  CBSREFS.  Oivier, I understand joint wins keep on
rolling in for the HP 3000 and People Soft.
     OLIVIER:  You bet.  Betzlabs, WR Grace, and Ingram
Industries are all on board.  To keep this momentum going,
we've added a few new sales tools.  There's excellent
performance data comparing the 3000 and UNIX running People
Soft.  Copies are being sent to all sales reps.
     JOANNE:   And HPTV has produced an eight-minute video.
     OLIVIER:  Yes, and it features Becky Everett from our
internal implementations team talking about how People Soft
and the 3000 provide a great mainframe alternative solution.
It's a great prospecting tool and it really ought to be
shown to all large HP 3000 accounts.
     JOANNE:   So for more on any of these sales tools
regarding Peoplesoft, contact Vince Gritch at telnet 447-
4510.  To receive an order form for the video, send an HP
Desk message to the CSY hotline.  Subject:  VIDEOS.  And
we'll talk again next month, Olivier.
     OLIVIER:  Yes.  Thank you.
     JOANNE:   Hey, Leo.  Do you think you could sell a
$750,000 HP 3000?
     LEO:      Oh, yeah.  Sure.  But I don't usually care
whether it's a 3000 or 9000.
     JOANNE:   Well, this time you might.  What if I said
you could be looking at a $4,000 bonus on the HP 3000.
     LEO:      Suddenly I care.
     JOANNE:   I knew it.  Sales reps can make a lot of
money selling HP 3000s.  The new 1993 incentive program
shall we say encourages MFA deals, sales to new accounts,
and sales of new applications to existing 3000 customers.
And this is some serious additional compensation.

     LEO:      Now, who is eligible to participate in this
program? I mean, can I...?
     JOANNE:   Forget it, Leo.  You're not on the list.  It's
for all sales reps and their district managers, the account
sales force, the geography sales force, and the channels
sales force in the U.S.
     LEO:      So what do I have to do?
     JOANNE:   Reps make the sale.  Fill out the appropriate
claim forms, get the signatures of their district and area
sales managers, and then fax the forms to the fax number on
the claim form.
     LEO:      And when does the bonus arrive?
     JOANNE:   After the shipment.  This program, by the way,
is applicable to all orders submitted during fiscal year '93.
     LEO:      So for more information, refer back to the
December mailing of Sales Link and/or check the CSY hotline
under INCENT 93.
     JOANNE:   The direct sales force form is LDC Part No.
50914065E.
     LEO:      Topping the charts, the HP 3000 corporate
business system customer of the month:  large-scale
manufacturer, INA Bearing.  INA Bearing is part of a $1.2
billion international firm that does one-third of its
business in the U.S., two-thirds worldwide.
     JOANNE:   Prior to the upgrade, INA Bearing had 400
users on the Series 70 using a port selector.  The problem?
Not everyone could log onto the system at the same time.
     LEO:      Corporate Business System 992/200DX solved
that problem with 18 times the performance of the Series 70.
Now this move was actually the culmination of a three-year
sales cycle and it included a Series 917 for development.
     JOANNE:   The only competition was the IBM ES/9000 and
it could have been a threat since the parent company is a
strong user of IBM mainframe solutions.  HP sales rep Victor
Smith took care of that.  He pointed out the costs involved
in moving to an ES/9000. The question of UNIX versus MPE/IX
also came up.  Victor settled that issue by emphasizing the
open characteristics of the HP 3000 and POSIX.
     LEO:      INA has traditionally developed their own
application software using packaged software only for payroll
and human services.  But after extensive evaluation, INA is
leaning toward the AMAPS package from Dunn & Bradstreet for
their critical manufacturing needs.  They also considered
ManMan from Ask and Growth Power from Spectrum.
     JOANNE:   So congrats to Victor Smith and INA Bearing,
our HP 3000 corporate business system customer of the month.
For more information, contact the sales response center at
telnet 447-4444.
     Leo, I'm going to tax your memory for a minute.
     LEO:      Well, this is our April tape.
     JOANNE:   That's very good.  Remember the massive
floods last spring in downtown Chicago?
     LEO:      Oh, yeah.  Of course.
     JOANNE:   When tens of thousands of workers were
evacuated?  The power was out.  Fish were swimming in the
basement of the state building.
     LEO:      I think I missed the part about the fish.
     JOANNE:   Two downtown businesses didn't miss
a beat.
     LEO:      Ah, let me guess.  They had HP
3000s.
     JOANNE:   You guessed it.  Stone Container Corporation
and the Corporate Trust and Shareholder Services at Harris
Bank survived beautifully.  And now there's a printed case
study to help you show customers how flawlessly the HP 3000
performs in and recovers from disaster.
     LEO:      I love these pictures in the case study
showing office workers carrying their computers out of the
flooded building.
     JOANNE:   You know, Harris Bank is so thrilled with
their 3000s that they're sending copies of this case study
to all their corporate customers.
     LEO:      Wow, really.  For more information, refer to
the CSY hotline via HP Desk.  Subject:  SSMISC.  For an
order form, request Part No. 50915256E from LDC or HP first.
     JOANNE:   Well, that's it for Side A of HP Computer
NewsTalk. Turn to Side B for a look at what's new with
workstations and industries.
Side B
     LEO:      Welcome to Side B of HP Computer NewsTalk
where we hear from Jannine Iacobucci and the workstations
group.
     JANNINE:  Hi, this is Jannine, and I have with me in
the studio Mike Gallup, worldwide WSG marketing manager, and
he's here to talk about Q1 results.
     MIKE:     Well, hi, Jannine.  Thanks for the
opportunity.  We are off to a terrific start on the year.
We finished Q1 at almost 110% of bookings quota.  February
continued even stronger than that, well over 120% of quota
for February.  And the nice thing is that it's very balanced
performance around the world.  All three geographies are
well over 100% which is hopefully indicative of some
improving economic conditions.  We certainly know we have
that here in the U.S., but I think that the European
situation's improving and I think in the Far East, while the
economy is still a question mark, there's a tremendous
workstation focus which is paying dividends right now.
     What's important is that this comes on the heels of, or
at the conclusion of, a year where all of the indications
are we gained some market share on Sun, which of course is
my personal goal in life, has been for a while and will
continue to be, I'm sure.  But Data Quest, IDC, everybody's
showing that on the revenue front we picked up some nice
market share on Sun.  Our revenues grew in the 13, 14% range
last year and Sun was a little less than 10.  So that was
very nice to see progress in that area.

     I think, by the way, that reflects the fact this
message we've been saying for quite a while now, Sun is
abdicating the technical markets.  They've disinvested in
graphics.  Their architecture can't match the price
performance demands of our customers.  And consequently, I
think we are eating their lunch in the performance
marketplaces like mechanical CAD, as an example, which are
still a very, very sizeable market.  So we're really pleased
with the market share results that are coming along.  That's
not only true for workstations.  It's also true in the X
terminal area where I think everybody knows now we're now
the number one X terminal manufacturer in terms of revenues.
So some great market share results.  And it looks like we're
off to a terrific start on this year.
     Now I understand and I'm very sensitive to the fact
that this overperformance is straining some capacity
problems that we already have, and I know that everybody out
there is spending far more time than they would like to
trying to keep orders on the books and working customer
satisfaction issues.  And all I can say is that this has
absolutely everybody's attention.  I was at a meeting
yesterday talking to Lew Platt and, I'll tell you, it's
right on the top of his list.  The company is really working
this one.  So while we may not have all the results and
relief in hand yet, everybody can rest assured that anything
that can be done is being done.
     JANNINE:  Excellent.  Actually, I'm interviewing Bruce
Huibregtse on this tape from the Panacom Division and Janet
Muto with a commercial program.  So those are two things
that are being worked in within WSG.  What is this I hear
about a party line, telnet party line?
     MIKE:     Yeah, we set up a party line.  And basically
what it is, you can call in through telnet only.  That's our
form of security here.  As a matter of fact, the telnet
number is 229-2699. And you can listen to certain news.
It's, you know, pick your menu.  Pick "1" to hear about some
competitive news or pick "2" to hear a position statement on
NT, etc.  So we have a newsy type of items on there.  It's
just sort of telegram format, one or two minutes.  And then
we also have the top ten questions and answers from the sales
response center for the week.  So maybe people want to call
in once a week or something and see what's new and check out
the questions and answers from the sales response center as
well.
     JANNINE:     So this is definite, up-to-date
information.
     MIKE:     Right.  Yes, and again, it's accessible
through telnet only, and that's 229-2699.
     JANNINE:  Great.  Well, it sounds like a good
opportunity for all our sales reps.  And thanks for stopping
by, Mike, giving us the Q1 results.  And keep us informed on
WSG results.
     MIKE:     I will, and my thanks to everybody out there
who's really responsible for these results.  Keep up the good
work.
     JANNINE:  Thank you.
                                _
     JANNINE:  Okay, I'm going to switch gears a bit here.
I'm now talking on the telephone with John, the sales rep for
the Boeing account and he's going to talk to us about a big
win at Boeing.  Welcome, John.

     JOHN:     Good morning, Jannine.
     JANNINE:  How are you doing today?
     JOHN:     Just fine, thank you.
     JANNINE:  So let's hear more about this Boeing
account.
     JOHN:     I'd be delighted.  We were just recently
awarded a major contract award from Boeing.  What that means
is that they have awarded us a two-year contract for all of
their UNIX application servers.  We have a preferred
supplier position and as a byproduct we were able to lock
out both Sun and IBM who were not officially awarded any
market share of this.
     JANNINE:  Okay.  And how is Boeing using our systems in
that account?
     JOHN:     Boeing Computer Services and Boeing
Commercial Airplane Group, the two business units, will be
implementing systems in a distributed environment for all of
their business and manufacturing locations.  These will be
implemented in what they call their "line of business"
applications which many people would refer to as mission
critical.  In addition to that, HP will be providing the
system management tools, software development environment,
and technical consulting and support services, and then
Boeing Computer Services will then develop or acquire and
then integrate application software and implement that in
the Boeing Commercial Airplane Group.
     JANNINE:  Okay.  Now you mentioned the other two
competitors: IBM and Sun.  Do you want to talk a bit about
strategies?
     JOHN:     Ah, yes.  What Boeing did was take about a
full one-year formalized process involving a request for
information, formalized RFP, including a live-test
demonstration, and then finally a quality assessment that
was conducted on site at each one of the three finalist
companies.  As a byproduct of that, we were able to
demonstrate a superior technical solution that was better
matched to meeting their business requirements and were able
to demonstrate a superior life cycle cost position than the
other two finalist competitors.
     In addition to that, I believe a couple of key
contributing factors that I think really set us aside was
one, I think the creativeness and the quality of our RFP
response and test demonstration, and also the quality
assessment review that was conducted really brought out the
key contributions of both the field and division of people
from 14 different HP business units and divisions that I
think really spelled a key difference.
     JANNINE:  So again, you said this was a one-year RFQ?
     JOHN:     It was a one-year RFI and RFP live test
demonstration.  Correct.
     JANNINE:  And so those two points you mentioned were
the key deciding factors for Boeing?
     JOHN:     I think one was our response in terms of fit,
was the quality, and I think attention to detail that the
combination of the field and division response made up.  And
I think the third one is really the broad and consistent
account coverage that we have applied to the account for a
number of years including executive management, top
technical management, and key technical staff, were probably
the three contributing factors to our being successfully
awarded the contract.
     JANNINE:  Great.  Tell me, John, what were the
configurations that were finally decided?  I understand
there are some systems from GSY.
     JOHN:     You bet.  The system configurations are from
the WSY, the 715/33, the 715/50, and 750 and 755.  And then
we have from a couple of our other key divisions, key
components are the Softbench environment, the Open View
environment, and then also the Perf View environment from
SWT were also key contributing products in our final
solution.
     JANNINE:  So what's the big picture here, John?  How
many quantities did Boeing actually order?  Let's hear some
dollars, too.
     JOHN:     Well, we're still finalizing the details.
The key point is executing the orders over the next two
years.  Our anticipation in terms of the order size is in
the neighborhood of a $60 million contract over two years
with the option to renew that for the third year.  The
volume, again, could range anywhere from 400 to 650 units
depending upon the specific configurations.
     JANNINE:  Well, excellent, John.  I congratulate you on
the big win at Boeing.
     JOHN:     Great.  Thank you so much.
     JANNINE:  Keep up the good work.
     JOHN:     We will do that.
     JANNINE:  Take care.
     JOHN:     Thanks.
     JOANNE:   And now Jannine has a quick update on MPower
and the PA RISC developer program.
     JANNINE:  Thanks, Joanne.  The HP PA RISC developer
program, which was announced on March 9th, is a program to
support application developers that want to port their
software to HP-UX Series 700.  Look for more information on
this program in a series of seminars to begin in April, in
Computer News, and SalesLink. Or call the PA RISC developer
program hotline at [phone].
     And have you been Mpowered yet?  Mpower, the newest
multimedia based user environment for the HP Apollo Series
700 workstation provides a natural way to communicate within
a work group.  Now we have just made Mpowerment one step
easier.  Until September 30, 1993, Hewlett Packard will
offer an 80% discount off the client license for Mpower.
This means your customers can Mpower each member of their
work group for as little as $99.
     LEO:      Wow, that's a great deal.  For more
information regarding the Mpower promotion and on the Mpower
program, see the WSG hotline for sales guides and a white
paper.

                               _

     JOANNE:   On Side A, we've heard a lot about HP's
continued commitment to commercial markets.  Let's take a
look at this from a workstations perspective with Jannine.

     JANNINE:  One of the fastest growing segments of the
workstation market is the use of the workstations and X
stations as the desktop for commercial applications.  I'm
now talking with Janet Muto, commercial workstation program
manager in Chelmsford. Welcome, Janet.
     JANET:    Hi, Jannine.
     JANNINE:  I'd like to know why are workstations moving
so well in desktops for commercial applications?
     JANET:    Well, two reasons primarily.  First, the
price of workstations and X stations are now closer to the
price of network PCs.  And secondly, there's a great
increase in the information demands of the business.
     JANNINE:  In fact, in the '80s, workstations provided a
dramatic solution for engineering users in large part
because of the inherent connectivity, performance, and in
global capabilities.
     JANET:    And it's precisely those characteristics,
combined with the network and system management capabilities
that have been added to UNIX over the past few years that
make the workstation the desktop of choice for so many
applications.
     JANNINE:  Right.  And can you tell me what are
workstations and X stations best suited for?
     JANET:    Well, they make a lot of sense across
industry for solving mission-critical needs such as customer
service, brand management, or transportation scheduling.  In
actuality, the telecom and financial industries have been
the first to use workstations for their mission-critical
applications but many other industries are now also
evaluating workstations for these applications.
     The workstation can also be important in application
areas like document and workflow management where imaging
plays a key role.
     JANNINE:  Of course, isn't it true, Janet, that the
majority of desktop clients will continue to use the
terminals and PCs?
     JANET:    Yes, it is.  But when you think of the sheer
number of desktops in your assigned accounts, it's easy to
understand how successful you can be in selling workstations
even as 10 or 20% of that total.  Also, don't forget that
there are several large accounts that are deploying
workstations as their desktop of choice because of the
system management and application development gains from a
homogenous desktop and client strategy.
     JANNINE:  Okay.  Janet, what would you say are the key
differentiators between UNIX desktops and PCs?
     JANET:    Well, first and foremost, in mission-critical
applications there's the advantage of a homogenous client
and server environment.  As your accounts needs change, a
single environment allows more flexibility both in the
development of the solution and in changing that solution as
the business needs change.  In essence, providing future-
proofing for both the application and the hardware
investments.
     Second, the inherent connectivity of the workstation
allows it to provide simultaneous connectivity and data
access to multiple systems.

     Third, it provides the systems and graphics performance
necessary to run many of the mission-critical environments.
     And fourth, you know, it really isn't necessarily that
much more expensive.  There are hidden costs such as
availability, capability and supportability that need to be
evaluated for both PCs and workstations.
     JANNINE:  Right.  And what about the benefit of
enterprise-wide systems management?
     JANET:    Well, the benefits of enterprise-wide systems
management and administration provided by both Open View and
Channel Partners like Tivoli combined with the advantage
just mentioned allow your CIO to meet the business needs of
the organization, the individual needs of the users, and
also manage that IT environment efficiently and effectively
creating that win/win between the IT organization and the
users.
     JANNINE:  You know, Janet, one of the things I think
the field would be interesting in hearing about is we are a
$16 billion company and I'd like to know how are we dealing
with legacy systems in deploying new and re-engineered
applications?
     JANET:    In fact, Jannine, when I was in the field, I
used to ask that question all the time.  Well, you'll be
surprised to hear that in nearly all of HP's mission-critical
areas such as the North American Distribution Operation and
the customer service response center, we have decided upon
workstations as the desktop of choice. We'll continue to
document these best practices for you and your customers.  In
fact, we sent a video tape describing the use of workstations
as commercial desktops in our North American distribution
organization to all HP district managers.  A more detailed
case study will be available in early April.
     JANNINE:  Great.  Okay, so now that we know what to
recommend for UNIX clients in commercial environments and the
key strengths of the workstation and X station for those
environments, what are you doing to assist our sales force
and Channel Partners in their efforts?
     JANET:    Well, first of all, I've been participating in
many customer visits both in Chelmsford and Cupertino and at
customer sites where your accounts and prospects are looking
to understand HP's desktop strategy and where to position
UNIX clients in their own IT environment.  If you have an
executive visit plan for either Cupertino or Chelmsford and
think I can be of value, please don't hesitate to call me at
[phone].
     Second, I'm working closely with GSY to ensure that the
workstation and X station are positioned in the overall
client server and mainframe alternative messages.
     JANNINE:  Okay, Janet.  So I'm going to assume you'd
like to hear about other examples of customers who've
implemented client server applications using X stations and
workstations as clients.
     JANET:    Absolutely.  We're looking for customer
examples to use in a client server video that will be both
for field, channel partner and customer use.  And I'm
constantly looking for material for success stories.  If you
have any customers who have implemented a workstation or X
station, client server application, and are willing to talk
about it on video or in print, please call me.
     JANNINE:  Okay.  So once again, Janet's telephone
number is [phone].  Okay, and the best practices
video that Janet talked about for HP reps can be awarded by
sending an HP Desk message to Carol Grant and reference part
no. 90584T.  And for Channel Partners, you can contact your
HP Channel Partners sales rep to receive a copy.  Well,
thanks so much for keeping us up to date, Janet, with all
this information and congratulations on your new position.
     JANET:    Thanks for the opportunity, Jannine.  The
final message I'd like to leave the sales force and Channel
Partners with is that Chelmsford doesn't just stand for MIPS
and megaflops.  We are addressing the business needs of the
commercial user.
     JANNINE:  Great.
_
     LEO:      Coming up next, Joanne speaks with Michael
Mahon, principal architect, Computer Systems Architecture,
on the topic of DEC's new 64-bit processor.
     JOANNE:   Lately DEC's been making a lot of noise about
their 64-bit processor, Alpha, and how superior it is to all
the 32-bit RISC machines including PA RISC.  Well, it's not
necessarily so.
     MICHAEL:  Right, Joanne.  You know, not a single user
has received any benefit from 64-bit hardware and they won't
for several years yet.  The so-called performance benefits
don't materialize on real applications because real
applications don't operate on integers larger than 32 bits.
Larger integers are extremely rare and aren't part of the
performance path of the application.
     JOANNE:   Well, DEC also claims that 64-bit machines
are faster at moving blocks of data around.
     MICHAEL:  Well, that's what they claim, but most RISC
machines, including PA RISC, already move data blocks from
clear storage areas by moving 64-bit chunks to the floating
registers.  The truth is that going to 64 bits is not paced
by hardware at all. The critical path of making good use of
64-bit capability is several layers of software and its APIs,
all of which must be standardized, implemented, and widely
distributed before the applications can enter the 64-bit
world.  This is not expected to happen before about 1996, and
64-bit applications are not expected to proliferate until
late in the decade.
     JOANNE:   So why all this talk now?
     MICHAEL:  Well, I think this is being compared a lot to
the transition from 16-bits to 32-bits.  And I think that
that is a very dangerous comparison.  As International Data
Corporation pointed out in their analysis, the situations are
quite different. In the move from 16 to 32 bits in the late
'70s, there was a pent up demand for greater than 16-bit
addressing, which created a tremendous market pull for 32-bit
systems way in advance of their availability.  Remember that
16 bits address only 64,000 bytes, while 32 bits are enough
to address 4,000 megabytes of memory. Since practically all
applications use only a small fraction of this space, there
is no market pull to 64 bits.  On the contrary, 64-bit
processors are a technology push which does not yet deliver
any user benefits.  Simply applied to differentiate DEC's
Alpha processor, which is just a warmed over MIPS.
     JOANNE:   So how can HP sales reps handle all of this?
What are they supposed to say in response?
     MICHAEL:  Well, I think the first thing they should
note is that we've already been shipping 64-bit systems for
a long time. All PA RISC systems have 64-bit virtual
addressing.  And they've been implemented in a way that does
not penalize people who are not using 64 bits.  The second
thing is that HP has plans to introduce 64-bit systems
around the middle of the decade, way in advance of when
there'll be much application pull.
     JOANNE:   So I gather that our sales reps shouldn't be
put on the defensive by DEC.
     MICHAEL:  Not at all.  DEC is so desperate to hold onto
their VAX base that they're playing the only distinctive
card they have even if it offers no benefits to their
customers.  HP's shipping the best, most cost-effective
systems in the world and we're shipping them in volume.  So
sell hard and sell proud.
     JOANNE:   Michael Mahon, I thank you very much.
     MICHAEL:  You're welcome.
     JOANNE:   There's a white paper available on 64-bit
facts and fallacies.  If you'd like a copy, contact Lou
Patrella at [phone].
     LEO:      Next on the agenda, the subject of X
stations.  How well you've been doing and how you can sell
even more.
     JOANNE:   Jannine Iacobucci caught up with Bruce
Huibregtse, general manager of the Panacom Automation
Division.  Panacom has the worldwide mandate for HP's family
of X stations.
     JANNINE:  Well, I suppose congratulations are in order
for the great success the sales force has had in moving X
stations.  Is that right, Bruce?
     BRUCE:    That's certainly an understatement, Jannine.
As I'm sure everyone out there in the field knows, product
line 2E, Panacom, finished FY '92 at 174% of quota.  We were
CSO's fastest growing product line and we more than doubled
our performance over the previous year.  It was just an
incredible year.  It just blows me away every time I look
back at those quarter to quarter growth rates we posted in
FY '92.
     JANNINE:  Great.  Bruce, I know the awards and
accolades have been pouring in from all corners.  Can you
share a few with us?
     BRUCE:    Well, yeah.  I tell you sometimes, Jannine,
it gets a little bit embarrassing about all the recognition
we've received inside and outside of HP for all of our
success in X terminals this past year.  But, you know, a lot
of times you feel bad when you get all this credit and you
know that others have really done a lot of the work that has
given us this results.
     And I think the first thing I'd like to share is
recognition to the field who I think were really the big
heros last year in helping us deliver these incredible
results.  As I'm sure you're aware, X terminals are a
relatively new product concept.  I think the first X
terminals only came out in early 1990, '91.  And so they've
only been with us a few years now.  And, gees, you know, the
fact that our field has embraced this product concept, uses
the key differentiator against Sun in so many situations,
has really propelled us to that leadership position.  And
they've had to fight against some niche competitors like NCD
where they have a missionary sales force that sells nothing
but X terminals.  And I'm just so proud and so thankful for
the field's quick adoption of this new computing paradigm
and learning about our X stations and using it in
competitive situations.  So I'd like to thank all the field
people.
     Regarding the other accolades we've received from IDC
and X business group of the recognition that we are the
leading vendor of color X terminals now for the third
consecutive year.  So every year we've been in business, HP
has led with a leadership share of color X terminals.  In
fact, this past year we're even more proud because we now
rank as the number one vendor worldwide in X terminal
revenues.  So we are the largest X terminal company.  And
you can be assured that that recognition has been noticed
inside CSO as well.  And in November of this year at Wim
Roelandts off site in Half Moon Bay, Panacom received a
division of the year award for CSO for FY '92.  And again,
the applause and the recognition has been terrific, but we'd
been nowhere without the contributions of the sales force of
understanding this new concept and really getting out there
and pushing it and satisfying customer needs better than our
competition in the process.
     JANNINE:  Well, that is great news, Bruce.  And I also
understand there are a number of other initiatives that
boost X station sales.
     MICHAEL:  Yeah.  There's a lot of things going on.
This is a very dynamic business and I think I mentioned
previously that this is the fastest growing product line in
CSO but it's the fastest growing part of the computer
business today.  I think the annual growth is somewhere
between 70-100% a year right now.  So it's a real exciting
place to be, very dynamic and you can't just sit back and
use the same programs as last year if you're going to be
continually successful.
     Some of the key things that we've discovered that we
need to do is to lower our prices significantly.  Our sales
force seems to be at a competitive disadvantage to our niche
competitors in this business such as NCD.  What seems to be
happening out there is that while both HP and NCD have the
same list prices, NCD and Techtronics and those kind of
people seem to have Mpowered their sales force with discount
approval so that they can respond very quickly and
aggressively in deals where our sales force has to go
through multiple levels of discount approval through their
field management chain which I think slows them down and
makes them uncompetitive.
     So what we're doing is we are hoping that by lowering
our list prices significantly, our sales reps will be able
to compete at a price level without having to go for
additional off-schedule discount approvals.  So the real
initiative here is we're going to make a big splash in April
with a dramatic price reduction which I'm sure will be big
news in the industry.
     For some other initiatives, we're offering some new
bundles. We've gotten lots of requests from the field for
some new 17-inch bundles that have high resolution and in a
lot of our commercial, financial telecom situations this is
being repeatedly called for because people just don't have
the desktop space for a large 19inch high resolution
monitor.  In the commercial communities which are really
showing explosive growth for X terminals, they're more cost
sensitive so we've pulled this bundle together.  That will
be announced probably at about the time that this tape is
aired.
     We're also putting some new programs in place such as
new multi-seater bundles between ASD and Panacom that offer
aggressive cost per seat solutions that are unmatched in the
industry.  We're offering some open for X business programs
with the 800 Series for commercial customers to be incentive
to try X terminals.  And we're an integral part of the Trade
Up '93 program that will allow people who have old
workstations, PCs, or older vintage X terminals from either
us or our competitors to trade up to our new models.  And
all in all, I think this should make a really great
difference for '93.
     JANNINE:  Okay, Bruce.  So what I'm hearing you say is
with all these program initiatives, FY '93 could even look
better than FY '92.
     BRUCE:    Oh, Jannine, you're absolutely right.  I
think we still have the best products, not just in X
stations, but when you put the package together of HP
servers, workstations, X stations, HP certainly has the
greatest breadth compared to our competition. These new
programs make us really competitive and I want to assure you
that my team is, in spite of our success, we're as motivated
as ever to help the field be competitive out there through
these programs.  So I'm real inspired that we're going to
have another good year.
     JANNINE:  Great.  So where can one find details on
these initiatives?
     BRUCE:    Well, just like the other programs in WSG,
anybody can get this information real time from the Panacom
hotline on HP Desk.  These things will be updated regularly
because let me assure you that the announcements that I'm
just sharing with you today are just the first of many
announcements we'll be making each quarter this year.  It's
going to be a very dynamic year and tell everyone to stay
tuned because there's a lot more coming.
     JANNINE:  Well, thanks for the update and all the good
news, Bruce, and we'll hear from you in the future.
     BRUCE:     More than anything else, I appreciate the
opportunity to thank the field again for the results in FY
'92 and I'll look forward to another interview a couple of
times this year as we roll out some of these new programs.
                            _

     JOANNE:   Now it's time for the industry section,
starting with a success story involving one of the biggest
names in the packaged goods industry.
     LEO:      Joanne, General Mills has been using Britton
Lee and DB2 database servers and Metaphor DIS workstations
for brand and business analysis.  Britton Lee servers were
obsolete and costs were getting out of hand.  Enter HP CCSY
sales rep Doug Kaywood and channel partner Red Brick
Systems.  Doug, what was General Mills looking for?
     DOUG:     Well, I think you indicated it there real
well.  They were basically using the Britton Lee servers and
they were out of gas.  That, coupled with the fact that
their costs for trying to run the same applications on DB2
was just way too expensive.
     LEO:      I'm sure we weren't the only company pitching
them.  Who else was out there?
     DOUG:     Well, they were of course looking at IBM
because of IBM's relationship with Metaphor.  And then we
were the other alternative.

     LEO:      And what did General Mills end up buying?
     DOUG:     They ended up buying Red Brick on an HP 9000
system,
Model 867, with about 20 gigabytes of fault-tolerant disk
arrays.
     LEO:     Great.  And they're still using the Metaphor
DIS
workstations, I take it.
     DOUG:     Yeah, that's one of the great things about
this is
that they were able to take this solution and transparently
plug it into their existing environment and the users didn't
even realize anything happened.
     LEO:      From the users' point of view, it was the
same front end.  They didn't know.
     DOUG:     Right.
     LEO:      So how did Red Brick help you win the
account?
     DOUG:     Well, Red Brick is phenomenal.  They are one
of the best companies that I've worked with.  And one word
to all the sales reps out there:  I think this is cherry
picking time if you have accounts out there that have
Metaphor installed in them.  This is a really great
opportunity for our customers.  Red Brick's team was just
technically extremely confident...  competent.  They were
very, very responsive and that coupled with our own internal
people within CCSY and their technical expertise along with
the COE really made it a combination that worked real well.
And that was actually something that General Mills told us
was one of the reasons why they selected Hewlett Packard
over IBM was because of those components.
     LEO:      Red Brick did the pilot consulting for the
project, too, right?
     DOUG:     Yeah, yep.  We had to do some benchmarking to
prove that what we were talking about was actually true and
that all was true.
     LEO:      What else made General Mills choose HP?
     DOUG:     Well, we've got a strong relationship with
them, so that definitely helped a lot.  But just the breadth
of the systems that we had, the scalability, the high
availability disk drive, the ability to manage our systems
more effectively than the IBM RS/6000s.  And again, the COE
was key.  They told us that if it hadn't been for the
involvement of the COE, it would have made their decision
much tougher.  The COE did a great job in understanding
their industry and providing a lot of really good consulting
to the customer.
     LEO:      That's great.  Were there any HP weaknesses
you had to overcome?
     DOUG:     Probably the hardest was just at the time
there weren't a lot of references and we also didn't have a
very strong relationship or a formal relationship with
Metaphor at the time. Now we do have references and we have
an excellent relationship with Metaphor, probably equal to
or maybe in some cases even better than IBM does.
     LEO:      That's great.  So what's the moral to the
story in your own words?
     DOUG:     Well, Red Brick does perform.  The database is
about 30 times faster, in some cases, than a typical
relational database. It does allow them to do a lot of the
things they need to do from the data standpoint and decision
support better than alternatives that they might have.  But
the great thing for HP is that this is really going to be on-
going revenue to HP because, over time as the data grows out
there, they're going to need additional disks and larger CPUs
and they're starting to look at this now as a potential
information warehouse strategy for their entire corporation.
So if you can get it into a company, then I think just
watching it grow...  there are going to be great
opportunities for Hewlett Packard and for the customer.
     LEO:      You said "cherry picking time"?
     DOUG:     I think it's cherry picking time.  Yeah.
     LEO:      Thanks, Doug.
     DOUG:     Okay.
     LEO:      For more information on this CCSY Red Brick
win or warehouse solutions in general, check Power Tools, or
you can contact Al Morgan at CCSY.  Telnet 447-0971.
     JOANNE:   And now for a look at the impact of government
policy on the auto industry.  Here's Auto Views with Claudia
DeVeaux of Automotive Industry Programs.
     CLAUDIA:  The domestic automotive industry's
contribution to the gross national product is running today
just over half what it was back in the late 1960s.  That's a
major loss of wealth.  Auto industry leaders like William
Hogland, vice president of Corporate Affairs at General
Motors, maintained that government policy that assumes an
adversarial role to business and industry is suicidal in an
intensely competitive global economy.
     How does government policy influence the ability of
industry to compete globally?  Back in the '60s when the
domestic auto makers owned just under 90% of the market,
competition was contained within regions.  So public sector
elements were basically the same for each competitor.  They
paid the same cost of capital. They had the same health care
costs.  And they were subject to the same regulations.  As
Alex Trotman, executive vice president of Ford, likes to say,
"When it rained, it rained on everyone equally."
     Nowadays, the difference in public sector policies have
a major effect on the industry's ability to compete in a
global market.  Last month we talked about U.S. auto makers
having a $500 handicap on every vehicle produced.
     Let's look at free trade.  Former Chrysler CIO, Lee
Iacoca, indicates that in this country we like to worship at
the altar of free trade but insist that we are really making
burnt offerings to false gods--not because free trade isn't a
high or nobel idea, but because it doesn't exist.
For example, in Gat, in the new European community, we see
nations openly figuring out how to manage world trade.
     Japanese companies can help make American trade policy,
but American companies have no way to influence Japanese
trade policy. Japanese companies lobbied our government in
Washington and even hired a way to trade negotiators from
U.S. companies, while the U.S. auto makers had no access to
either Japanese consumers or officials.  In the words of Lee
Iacoca, we don't have a level playing field.  All U.S.
trading partners create public policy with their national
competitiveness in mind.  What the U.S. auto industry seeks
is for Washington to act in its interest and become just as
tenacious in protecting U.S. industries, U.S. companies, and
U.S. jobs.  That's the auto industry's view on industrial
policy.  I'm Claudia DeVeaux.
     JOANNE:   I see our next story is on a new solution for
customer network management.  What's that?
     LEO:      Well, simply put, customer network management
is an
emerging standard interface with a flow of subscribed
telecom service information from a telecom service provider
to its customers.
     JOANNE:   That's simple?
     LEO:      It is when the telecommunication service
provider uses Harmony, HP's Open View development tool for
customer network management.  Maybe we'd better let an
expert explain.  Here's Kiong Hong Tay.  He's the product
marketing manager for Harmony.  Kiong, what is Open View
Harmony?
     KIONG:    The HP Open View Harmony platform actually
provides a comprehensive and integrated set of management
services and tools which was a simplified path of developing
customer management solutions.  It also includes the key
components of the industrial leading Open View network
management platform, object-oriented management services,
generic application utilities, and graphical integrated
development tools.
     With HP Open View Harmony, telecommunication service
providers will be able to easily integrate telecom network
and service management information for both the service
provider and their customers.
     LEO:      Who are the potential customers?
     KIONG:    Well, any telecom service provider will be
the potential primary customers.  However, the target
customer using the product has got to be the application
developers of this telecom service provider.  Their
subscribers are demanding customer network management, and
HP Open View Harmony gives both the service provider and the
subscriber this enabling technology.
     LEO:      How will they benefit from using HP Open View
Harmony?
     KIONG:    Well, the HP Open View Harmony will provide
the telecom application developers with key breakthrough
gains through timely and easily-developed CNN application
that will meet the critical time o market requirements.
     LEO:      How can Channel Partners incorporate it into
their product?
     KIONG:    Well, Channel Partners will be able to add
value to our CNN solution in the following areas.  Firstly,
they can deliver the telecommunication back end system
information integration solution which is actually a very
crucial requirement to the success of a CNN implementation.
Secondly, they can develop specific CNN applications for the
telecom service provider using our HP Open View Harmony
product.  And thirdly, they can be doing the integration of
the whole CNN implementation for telecom service provider.

     LEO:      And when does Open View Harmony ship?
     KIONG:    The target shipment date for these HP Open
View Harmony product will be in May 1993.
     LEO:      Okay.  So where do we go from here?
     KIONG:    Well, customer network management is an
emerging solution area viewed as a key differentiator for
most competing telecom service providers.  They believe that
HP is among the first computer vendors, if not the first, to
provide an industrial leading enabling technology in this
solution area.  Intent to promote this enabling technology
is the HP Open View Harmony platform to as many telecom
service providers as possible as we believe that HP is in a
better position to serve this group.
     Another area in which HP will be collaborating with
telecom service providers is the work to standardizing a
common core CNN object model.
     LEO:      How should sales reps use HP's Open View
Harmony to pitch to new and existing customers?
     KIONG:    Well, since this is a relatively new area, I
think the first approach to the sales effort has to be the
selling of the customer network management concept to the
telecom service providers.  We have put together a number of
tools for the telecom sales and support organization.  Happy
selling!
     LEO:      Thanks, Kyung.  For more information, contact
telecom business marketing or SNO marketing.
     JOANNE:   Announcing the premier exhibition for the
telecom industry--the largest telecom conference in the U.S.
     LEO:      Supercom is coming to the Georgia World
Congress in Atlanta April 20th through the 22nd.  More than
20,000 people are expected to view HP solutions exhibit.
     JOANNE:   We're running a seminar that is telecom
specific called "Empowering through Integrated Solutions."
For more information on Supercom and what HP has planned,
contact Bonnie Jones:  [phone].
     LEO:      Now for a look at some key successes in media
and distribution, and a new mainframe alternative solution,
but first for the second month in a row, yes, it's a
newspaper success story.
     JOANNE:   We have a trend.
     LEO:      Yes.  Again, it's a team of HP and Collier
Jackson at work, as a matter of fact.  This one's with
Donrey Media, a large newspaper chain with more than 54
sites.  They had a mixture of small AT&T UNIX computers and
various software solutions. Collier Jackson proposed a
common system solution consolidating many smaller sites.
     JOANNE:   The result?  All Donrey sites are moving to
HP 3000s using C.J.'s advertising and circulation systems,
plus an IBM 4381 that's been used for all financial systems
at Corporate is being replaced as well.  For more
information, contact Eric Hammersand.  Call your Jackson
channel partner rep at (813) 6894421.
     It's time for a channel partner update.  This month we
take a look at Information Resources, Inc., one of the top
suppliers of marketing and sales decisions support systems.
IRI software runs on both the HP 9000 Series 800 and the HP
3000, and it's a great mainframe alternative solution for
large companies.
     LEO:      Joanne, we've got Jeff Stamen on the line.
He's the president of Information Resources.  Jeff, can you
tell us a little bit about your company?
     JEFF:     Sure.  Information Resources has sales of
roughly $300 million and we are in two business areas.  One
is as one of the two largest suppliers of data on consumer
purchase behavior. And the other is software and that's the
focus of today's discussion here.  About a third of our
revenue comes from software and we are growing about 30% a
year in that business.
     LEO:      How do customers use your software, Jeff?
     JEFF:     Well, they use our software basically in the
area that we would generically call end user computing.
It's also been called decision support and executive
information systems. Customers have data.  It's either their
internal data or it could be external data sources like our
own or perhaps a data from Neilson or IMS, depending on the
industry you're in.  And we enable users to get value out of
their data to make marketing decisions, sales decisions,
financial decisions generally throughout the professional
ranks of an organization.
     LEO:      What industries specifically do you cover?
     JEFF:     Well, we cover just about every industry, but
we are the leader in the consumer products industry and have
the largest market share in sales and marketing systems in
that industry. We're also very strong in pharmaceuticals,
telecommunications, financial services, and growing in
government agencies.
     LEO:      What do you see is the potential market for
your solutions on HP platforms?
     JEFF:     Well, it's tremendous.  The market is
literally every company that wants to get value out of the
data.  And, as we all know, that's the major trend in
competing today.  It's almost unlimited.  There's not one
company that we go into that isn't frustrated with the
limits they have today on being able to turn data into
information and into useful decision.
     LEO:      Now, I know that you're number one in
marketing decision support, but you are not alone in that
market.  What is it that makes IRI so successful?
     JEFF:     Well, I think it's a number of things.  I
think the first is that we have very much a solutions
orientation, and a lot of people use that word but I think
it's very rare in the software business to see companies
that can literally meet with the client's end users
directly, understand their business problems, and turn those
into usable, value-added applications.  And we have the
ability to do that.
     LEO:      As you know, Jeff, right now you're talking
to HP's sales reps.  Can you give them any tips on how to
work with IRI products?
     JEFF:     Oh, yes.  I think the first tip--and we hope
that we get called in early as a premier solution provider--
we would like very much to be in on the sales cycle as soon
as the opportunity is found.  We're ready to come in there
very early on, work with both IF and the end users, create a
new opportunity here, and I think this really is a new
opportunity.  It's something that people rarely will do on
their existing mainframes.  They very typically will buy new
hardware to run this kind of system.
     LEO:      So it's a whole new market really.
     JEFF:     I think it's a whole new market.  It's bigger
than the LAN market in the sense of the scale of these
applications is way beyond what you would find on a typical
small LAN server.  It's something that requires a lot of
horsepower and a lot of data.  And I think that fits the HP
profile very well.
     LEO:      You bet.  It sounds like we've got a great
partnership ahead.  Thank you, Jeff, for your time.
     JEFF:     Okay.  My pleasure.
     LEO:      Marketing and sales, as you know, is a
primary target for HP and the consumer package goods,
pharmaceutical and chemical industries, and IRI solutions
are a great fit in these areas.  Also look for mainframe
alternative opportunities in telecom, financial services,
insurance, and discrete manufacturing industries.
     JOANNE:   For more information on IRI, contact Peter
Young, HP channel partner rep at telnet 221-5181.
     Well, that's it for the April edition of HP Computer
NewsTalk. I'm Joanne Greene.
     LEO:      And I'm Leo Laporte wishing you happy sales.
We'll see you next month.
_