Power Tools 1993 November - Disc 1/Power Tools Plus (Disc 1 of 2)(November 1993)(HP).iso/3khw/50913020/a3020007.txt

Text File | 1992-03-18 | 34KB | 856 lines

Chapter 2.
Selling the benefits of Open HP 3000

The Open HP 3000 delivers

Customers want benefits not technology

Open systems is quickly growing to include systems other than  UNIX.
Gartner Group recently wrote it's a "myth...open systems strategies
must use UNIX."  Forrester Research and another independent survey  of
2,000 customers clearly indicate that customers seek two key benefits
of open systems interoperability and portability not any specific
technology such as UNIX or POSIX.  Send a message to the CSY Hotline
with subject "OPENPOLL" for the survey results and graphics.

Sell the Open HP 3000 benefits

Customers want better application/systems integration in multi-vendor
environments.  The HP 3000 delivers interoperability standards and
products to meet this need.  In addition, customers require avoidance
of vendor hardware and software lock-in.  Through aggressive adoption
of portability standards, the HP 3000 frees customers from lock-in.
And  finally, customers demand lowest computing cost and increased
scalability  for growth.  The HP 3000 clearly wins here with the
industry's only  commercial non-UNIX RISC platform offering the best
price/performance.

Customer Successes    Prove It!

Customers wins such as General Mills, Foxboro, Silicon Graphics,  Scott
Paper and more prove that the Open HP 3000 delivers on these  key
benefits today.  Read Chapter 5 for more details on how the    HP 3000
open offering helped close deals.

(Figure 2.1)


(Figure 2.2)


The HP 3000 delivers portability

Meeting your customer's needs for open

Easier UNIX portability

UNIX applications can be easily ported today if they are based  on
Oracle or Ingres 4GL tools.  Today, we're making it easier to port
UNIX 3GL applications with POSIX.  With support of ANSI C, POSIX,  and
additional UNIX interfaces even more applications can be easily
recruited to the HP 3000!

Building new, vendor-independent applications

For customers considering a new application start, the HP  3000
provides a variety of choices for building vendor-independent
applications.  Using 4GL tools makes it easy to forget what operating
system is being used!  The HP 3000 leads the way in easy client/server
development by support of key 4GL tools such as Gupta SQL Windows,
PowerBuilder, Ingres Windows 4GL and more.  Combined with    Netware
and Lan Manager support, the HP 3000 is an ideal choice as  an open
database server.

For customers who want to develop using 3GL languages, POSIX  and ANSI
C can be used to develop applications that are portable across
different systems.  The HP 3000 also provides increased portability
between UNIX, DEC, and IBM environments with MicroFocus COBOL. Recruit
new MicroFocus COBOL applications today or use it to help you sell  HP
3000's in high end deals requiring IBM application offloads.

Plus services to help customers

New services such as factory consulting, complement these  products by
helping VABs port their solutions faster!  OSE services  provide
assistance with new application development so customers can  get a
fast start on open systems using HP 3000s!

(Figure 2.3)


Portability strengthened with POSIX

POSIX complements MPE strengths

Business benefits of POSIX

POSIX complements the strong added value benefits that HP  3000
customers already enjoy today such as strong OLTP performance,  data
center management and ease of use.  POSIX.1 specifies the operating
system interfaces for application portability while POSIX.2 offers
users a UNIX command shell.  The business benefits of POSIX increases
availability of solutions, eliminates the need to add systems to run
UNIX applications, protects existing application investments and
provides  access to a pool of developers with UNIX experience and
training.  Application  developers can take advantage of improved
productivity and time to  market for porting applications and better HP
3000 integration with  UNIX and PC development environments.  For more
information on POSIX  send an HPDesk message to the CSY Hotline with
the subject "POSIX1".

Open HP 3000 goes beyond POSIX

Although POSIX draws from the two largest UNIX versions, Berkeley
Software Distribution and AT&T System V, other elements of UNIX
environments  are required for successful porting of UNIX applications.
The Open  HP 3000 goes beyond POSIX to support other industry standards
associated  with the UNIX environments including NFS and Berkeley
Sockets for  multi-vendor networking, Curses for terminal screen
handling, Micro  Focus COBOL and C compilers, OSF/Motif and X Windows
for graphic user  interface portability and AT&T System V IPC for
inter-application  communication.

POSIX rollout has begun!

A pilot release shipped this month to Lawson, a new VAB recruit.
Today,  we are introducing a developer kit.  The MPE/iX Developer Kit
is orderable  today for VABs and major accounts to begin POSIX
development or porting  of UNIX applications.  Use POSIX to get new
applications supported  on the HP 3000 at low cost!

(Figure 2.4)


Recruit VABs with POSIX!

Developer Kit on CPL today!

The MPE/iX Developer Kit includes fundamental operating systemsoftware,
POSIX 1003.1 hierarchical file system, NFS/XL software, documentation,
and factory technical support.  Purchased with an HP 9000 Series 700
or 800, the kit offers a great development environment.

When to sell

Sell the MPE/iX Developer Kit to customers, VABs and solution
suppliers who want to develop POSIX applications or port UNIX
applications  to the HP 3000.

Pricing

The MPE/iX Developer Kit (p/n 36430A) is tier priced.  Check  your
price guide for details.

Availability

The MPE/iX Developer Kit will be shipping February 1992 to  qualified
customers.  Check Computer News for details on how to qualify,  call
[phone] for qualification criteria or send an HPDesk message  to
the CSY Hotline with the subject "PSXQUAL".  The MPE/iX Developer  Kit
is targeted to application developers only, and is orderable this
month.

POSIX rollout plan

An unlimited developer's release for POSIX will begin June  1992 with
the support of the POSIX.2 standard implementation.  The  end user
release will begin shipping June 1992 allowing VABs to sell  new
applications to end customers.  Full POSIX certification and XPG
compliance is targeted for a 1H93 release for government procurement
sales.

(Figure 2.5)

MPE/XL Renamed to MPE/iX

Leading platform gets better

MPE is recognized as an industry leading platform in delivering
commercial functionality, leadership OLTP performance, operations  ease
of use, investment protection, and scalability on a RISC architecture.
MPE/iX  preserves the strengths of MPE while adding the benefits of
standards  such as POSIX - increased solutions flexibility and easier
portability.  In  addition, MPE/iX reflects the commitment to standards
in all areas  of computing such as user interface, networking,
languages, tools,  applications, and databases.

Installed Base Message

Position MPE/iX as the best commercial operating system getting  better
through continued standards support without requiring any change  in
current operations or migration.  MPE/iX allows customers to grow  to
Open at their own pace because standards will be incorporated
transparently.

New Business Message

Position MPE/iX as HP's clear commitment to integrating standards  that
ensure customers continued freedom from software lock-in, and  access
to leading applications in the marketplace.  With POSIX, MPE/iX  will
offer a UNIX "look and feel" combined with commercial strength
functionality.

(Figure 2.6)


Portability strengthened with Micro Focus COBOL

#1 COBOL compiler comes to the HP 3000!

UNIX portability

Micro Focus, the number one COBOL compiler in the commercial  UNIX
marketplace, has signed a contract to license Micro Focus COBOL  on the
HP 3000.  Micro Focus also enjoys a large share of the IBM  mainframe
environment.  With Micro Focus COBOL on the    HP 3000, IBM mainframe
solutions can be more easily ported to the  HP 3000 strengthening the
HP 3000 mainframe downsizing offering.  Micro  Focus COBOL adds to
tools such as InfoSoft's Conveyor to help facilitate  moving
applications from IBM to the HP 3000.

In addition, hundreds of applications written in Micro Focus  COBOL on
UNIX platforms can be more easily ported to the HP 3000 lending
strength to the portability message as well.  Micro FOCUS COBOL is
both X/Open and ANSI compliant.

COBOL II/XL still the best for existing applications

HP COBOL II/XL continues to be the best choice for HP 3000  customers
requiring higher performance and investment protection.  In  fact,
COBOL II/XL is the first COBOL compiler to support the Intrinsic
Function module defined by the ANSI COBOL `85 standard.

Availability

Micro Focus COBOL will be available to a limited set of developers  by
Summer 1992 with full volume shipments by year end.

(Figure 2.7)


Announcing Softbench Link/3000

Easier development of open commercial applications

Workstation development for 3000 applications

Softbench is an open, workstation-based, development environment  that
supports program edit, build, maintenance, and e-mail functions,  and
allows developers to encapsulate other development tools of choice.
Softbench  supports OSF/Motif<191>, and presents all encapsulated tools
to the  user under a single, windowing interface.

Encapsulation of    commercial tools

The Softbench development environment is now available to  HP 3000
application developers and value-added businesses wishing  to port
applications and develop new ones to the HP 3000.

Softbench will allow developers to use their existing workstation-based
tools to develop new, open systems based applications on the HP 3000.
Developers  will also be able to encapsulate existing MPE tools into
the Softbench  environment.  Softbench will take advantage of NFS/XL to
deliver transparent  multi-vendor interoperability.

Availability

Softbench is available summer 1992.

(Figure 2.8)


Improved portability means more VABs!

Enhancing VAB time to market

Recruit UNIX VABs today!

We have put together a great set of services to help the entire  cycle
of VAB recruitment - from helping VABs evaluate how easy it  will be to
port, to services that guarantee competitiveness of their  current
solutions on the HP 3000.

A Software Porting Guide is available to help VABs understand  what's
involved in porting applications from DEC, IBM or UNIX environments.
It  explains all the elements of making a successful port, and is
available  through the LDC by ordering part number 5091-2701E.

Free Porting Evaluation Kit

In addition a Porting Evaluation Kit is available free for  prospective
UNIX VABs.  The kit includes software and documentation  to help VABs
evaluate the cost and effort of porting an application  to the    HP
3000.  The Porting Evaluation Kit helps you recruit new VABs to  the HP
3000 by describing what's involved in the porting process.  Once  the
VAB has used the Porting Evaluation Kit, sell the MPE/iX Developer  Kit
to help port the application to the HP 3000.  Send an HPDesk message
to CSY Hotline with the subject "PORTEVAL" for a free copy to give  a
prospective VAB.

Special VAB services

A CSY factory consultant can help the VAB develop future directions
for their products, understand CSY Business Focus, design consulting,
pre-release MPE/iX Operating System support, performance hints and
help VABs port and migrate their product to the HP 3000.  For U.S./ICON
contact the CSY VAB Consulting Manager Steve Kepple at Telnet:  1-447-
5045  or [phone].  In Europe call, Waldemar Hartmann at 49 7031
14  2960.

Electronic information for VABs

We've extended HP SupportLine to VABs through HP Diamond Edge's  VAB
Teamline Software Support.  Supportline helps VAB productivity  through
electronic access to performance hints, technical tips about  MPE/iX,
AIF's, and porting to the HP 3000.

New VAB training

VABS can now take factory courses on the HP 3000.  These courses  will
help VABs develop better applications more quickly as well as  support
their customers more easily.  Call today for further information  1-
800-HPCLASS (U.S.), or [phone] (ICON), or Pierre Charlemagne  in
Europe at 1-780-4746.

(Figure 2.9)


Lawson and JIT Resources - New UNIX VAB recruits

Lawson

The first VAB to use POSIX

Lawson is a leader in Accounting, Human Resource, and Distribution
software.  Lawson's leading edge technology allows quick, efficient
information gathering, effective reporting, with full integration  for
widespread, efficient use of corporate information.

Ed Mielech of Lawson says

"We are very excited about our move to the 3000 with POSIX.  The  3000
is a strategic platform for both Lawson and HP and we believe  having
our software on the 9000 today, and the 3000 in the second  half of
1992, will allow our customers to take advantage of the benefits  of
MPE and realize the full potential of HP's Open Systems message."

Need more information?

For the US/ICON, contact Mike Stringer at [phone] for  details
on bidding Lawson.  For Europe, contact Christine Chittoc  at 44 734
784 774



JIT Resources

An MRP II solutions leader

JIT has already been recognized by Gartner Group as a technology
leader in the area of MRP II solutions.  Users have characterized  the
solution as "robust in functionality".  Functionality includes
complete MRP for process and discrete manufacturing and logistics,
including requirements for defense contracts.

Demonstrating HP 3000 portability

JIT demonstrates the strength of the HP 3000 openness because  the
application is written with Oracle SQL-Forms and C and is easily
ported to the Open HP 3000.  In addition, JIT supports PC, UNIX, and
Mac clients.  JIT is available now on the HP 3000.

According to Gartner Group,  "To date, JIT's growing list  of clients
is impressive.  They have competed and won contracts against  Anderson
and IBM."  Bob Mueller of JIT says  "We recognize the  3000 as a
premier open system and are very excited about our potential  joint
success in the manufacturing marketplace."

Need more information?

Contact Jeanne Caulo at [phone] for details on bidding  JIT
Resources.



SAP & Visibility - More Open VAB recruits

SAP - Largest European software company selects HP 3000

SAP helps win mainframe downsizing deals

SAP is the leading vendor for commercial mainframe software  in Europe
with revenue of 500 million DM and a customer list including  70 of the
100 largest German companies.  SAP is another example of  the HP 3000
open systems strategy working towards bringing new    solutions to
customers, and strengthening the mainframe downsizing  offering.

Complete solution for large enterprise companies

SAP's next-generation product, R/3, will offer an enterprise-wide
total solution for companies.  The product will be offered on the  HP
3000, UNIX, Bull, Siemens and IBM mainframe environments.  Customers
will have a choice of OS/2, DOS/Windows or UNIX workstation    clients
accessing Oracle or Allbase/SQL databases on the HP 3000    database
server.  The product will be fully localized.

Availability

The product will be released in phases with Accounting and  General
Ledger packages available in Germany beginning January 1992  with U.S.
versions following in six months.  Advanced Accounting functionality,
MRP, warehouse management, human resource management, maintenance,
sales and distribution packages will be available in Germany beginning
July 1992 with U.S. versions following within six months.

Need more information?

In Europe, contact Dieter Graefingholt (HP SAP Account Manager,
Boeblingen, 49 70 31 141481) for details on bidding SAP.  US sales  and
marketing activities will commence in Q2 CY92: until then contact  Bob
Crum (HP SAP US Account Manager, Cupertino,    408/1-447-1315) for
large/strategic deals.

Visibility Inc. - Strengthening HP 3000 manufacturing  solutions

An open solution for discrete manufacturing

Visibility Inc., an international provider of manufacturing  software
systems, has announced the availability of its products on  the HP
3000.  The Visibility product has been specifically developed  to
satisfy the requirements for discrete manufacturers with make-to-order,
engineer-to-order and make-to-stock styles of manufacturing.
Visibility is written in PowerHouse from Cognos Incorporated.

A comprehensive corporate manufacturing package

Visibility V5.0 is positioned as a corporate manufacturing  solution,
meeting the operational and reporting needs of many manufacturing
customers.  Using Visibility V5.0, manufacturing, engineering,
materials,  financial, sales/order entry and field service personnel
can enter  critical data online and access it from a single common
database.  While  some of the capabilities provided in V5.0 are
available from other  vendors, V5.0 provides a particularly
comprehensive and strong set  of capabilities in one integrated, easy-
to-use package.

Need more information?

Contact Peter Yung at [phone] for details on bidding
Visibility.

The HP 3000 delivers interoperability

Meeting your customer's need for open

Sell into IBM environments

The Open 3000 offers a rich set of products for seemless integration
into IBM SNA environments.  For example, ALLBASE/DB2Connect
demonstrates  interoperability with IBM's relational database, DB2.  A
whole set  of networking services including LU 6.2, DHCF, SNADS and
X.25, and  more are available today.  We're tying into IBM's newly
announced  Information Warehouse framework by supporting EDA/SQL on the
Open  HP 3000.

Sell into mixed environments

For other environments requiring integration with systems  such as DEC
and Sun, the HP 3000 delivers interoperability through  standards
support.  The Open 3000 already supports key standards such as ARPA and
OSI.  Today we are adding NFS, SNMP and TurboIMAGE RPC  to strengthen
the offering, and increasing your opportunities to sell HP 3000's in
mixed environments.

Sell into PC environments

The HP 3000 makes an ideal open server for both LAN Manager  and
Netware PC LAN environments.  We're adding NFS capabilities to  the
Open 3000 server to strengthen our workstation and PC integration.
That  means more opportunities to sell workstations and HP 3000
systems.  Native Token Ring is coming soon to help complete the
offering.

(Figure 2.10)


SNMP shipping today!

HP 3000 delivers multi-vendor interoperability

Better integration with OpenView

SNMP (Simple Network Management Protocol) Agent is now available  for
the HP 3000. This allows the HP 3000 to actively participate in  the
management of the multi-vendor network.  SNMP on the HP 3000 reflects
the commitment towards meeting the multi-vendor needs of the HP 3000
customer.  The HP 3000 can now be integrated with HP OpenView Network
Node Manager.

Easier management of    HP 3000 TCP/IP networks

SNMP is a defacto standard for managing TCP/IP networks. A  Series 900
system with the SNMP agent installed is capable of reporting  fault,
performance, and configuration information to multiple SNMP-based
management stations.

As part of an overall network management solution, the SNMP  agent
allows customers to centrally manage an integrated multi-vendor
network environment.  Customers benefit from concentrating network
management expertise in one location, reducing operating cost.
Additionally,  valuable performance information and any system or
network outages  reported in a timely manner allow the customer to more
effectively  manage computing resources.

Availability

The SNMP agent is shipping today with release 3.1 for 9X7 systems.  It
will be included with the ThinLAN/XL, X.25 Link and NS  Point-to-Point
Link products.  SNMP will be available for other HP  3000 system in mid
1992.

(Figure 2.11)


NFS strengthens workstation integration

HP 3000 delivers multi-vendor interoperability

Transparent file access

NFS, the Network File System, has become the defacto standard  for
distributing file access and is widely used among UNIX systems.  With
NFS, any system that supports network file system can also access
files on an HP 3000.  For example, NFS offers users on UNIX
workstations  transparent access to files located on the HP 3000.  They
can be manipulated locally on the workstation.

NFS helps sell HP workstations!

With NFS on the HP 3000, customers can integrate multi-vendor  systems,
applications and peripherals more easily.  That creates an opportunity
for you to sell the strengths of a workstation with the strengths of
the HP 3000 as an open server.  Sell NFS into multi-vendor environments
where customers are seeking to integrate UNIX workstations  with HP
3000s.

Need more information?

NFS is available from Quest Software today by calling (714)  720-1434.
NFS is also available as part of the MPE/iX Developer Kit.

(Figure 2.12)


TurboIMAGE APIs from Quest Software

Strengthening interoperability

Opening up TurboIMAGE access

TurboIMAGE is the most widely installed database on the HP  3000 with
thousands of applications based on it.  Customers with multi-vendor
installations with large investments in TurboIMAGE will want to protect
their investment in TurboIMAGE data by ensuring interoperability with
these multiple systems.

Increased UNIX application integration

TurboIMAGE APIs from Quest Software, Inc. is a product that  allows
customers to write applications for UNIX systems that can access  the
HP 3000 with TurboIMAGE as a back-end DBMS server.  It provides  full
read and write access to TurboIMAGE databases from UNIX systems  that
support Suns NFS (Network File System).  For example, manufacturing
applications using a UNIX workstation on a factory floor could access
MRP data stored in a TurboIMAGE database on the business office HP
3000.  Access to the TurboIMAGE database is completely transparent  to
the UNIX application and appears as if the database is stored locally
on the workstations.

Need more information?

TurboIMAGE APIs are available from Quest Software in the first quarter
of 1992.  You can call Quest at [phone] for more information.

(Figure 2.13)


HP 3000 Supports IBM's Information Warehouse

Strengthening interoperability on the HP 3000

Respond to IBM with IBI's EDA/SQL

Information Builders, Inc. (IBI) has announced support for  the HP 3000
in their Enterprise Data Access (EDA)/SQL products.  EDA/SQL is the key
component of IBM's Information Warehouse framework, a model for
integrating IBM's databases such as IMS, DB2, SQL/400 with other vendor
databases.  EDA/SQL will be available on the HP 3000 in 2Q92.

Access to ALLBASE, TurboIMAGE & KSAM data

EDA/SQL is a family of client/server products that work together with
SQL-based tools to access data on IBM, DEC, HP, and other platforms.
It will provide access to ALLBASE, TurboIMAGE, and KSAM data on HP
3000 servers in addition to third party and IBM databases.

Need more information?

For pricing and supported configurations, contact Information
Builders, Inc at 1-800-969-INFO in the US.  In Canada, call 416-364-
6552.

(Figure 2.14)


OSE - A roadmap to open systems

Use OSE to sell Open HP 3000's to major accounts

OSE consulting

Customers look to the Open HP 3000 for greater application  choice,
interoperability and portability.  Still, customers may find
roadblocks between where they are today and where they achieve the
full benefits of open systems.  The Open Software Environment is an
approach to building open systems solutions.  It focuses on people  who
build systems -- application developers and software architects.  OSE
provides customers with specific recommendations and guidelines on  how
to build open applications that have lasting value.

OSE delivers open systems expertise

OSE delivers a framework to help customers build their own,  tailored
software architecture.  It also delivers a process that customers  can
follow with their account team to design their own quick start  roadmap
to open systems.  In addition, OSE provides design guides  to help
select the right standards and products.  OSE covers key application
development product areas such as CASE, database, user interface and
networking.

How OSE is delivered

OSE is delivered through PSO Consulting.  A quick way to introduce
customers to the OSE concepts is through a 2-day OSE workshop.
Workshops  are tailored for each customer and can be used early in the
sales  cycle to help customers plan their open software solutions.

(Figure 2.15)


OSE - A roadmap to open systems

OSE helps sell more HP 3000s

Selling with OSE

The Open Software Environment is part of a consultative sell.  It  can
help you sell more HP 3000 Systems by . .

Helping you sell high :  OSE gives you a tool and a message to deliver
to customers at the strategic, software architecture level. It can
enhance your role as an enterprise-wide partner instead of a
departmental vendor.

Helping you beat the competition :  OSE gives you a response to SAA and
NAS -- an open software answer from HP.

Helping you maintain account control :  OSE gives you a tool to
"deliver" on the promise of open systems.

With OSE, your customers can have the openness of the HP 3000  and a
practical roadmap on how to move installed base customers to  open
systems.  Ideal accounts for OSE would be customers who are:  committed
to open systems, operating in multi-vendor environments, Fortune 500
accounts interested in moving to open systems while leveraging their
existing systems (eg: mainframe downsizing).

Need more information?

Contact your local OSE consultant in the PSO.  For the names  of these
consultants and more information about OSE, send a message  to the IM
Hotline under the subject "OSE."  The hotline will have  an OSE Q&A,
white paper and customer slideset to accompany the introduction.  Your
sales center can also answer questions about OSE.  In Europe, a
customer  slideset is available on the Computer Systems Hotline under
"OSEPITCH."

(Figure 2.16)


Winning against AS/400 and DEC VAX

HP 3000 competitive open offering

HP 3000 beats AS/400

Gartner Group has called IBM's AS/400 the "ultimate proprietary"
system because of its "closed machine interfaces."  The HP 3000 has  a
strong leadership position over the AS/400 in delivering
interoperability  and portability benefits today.  For example the HP
3000 supports  OSF/Motif, NFS, and POSIX.1.  In addition, the HP 3000
is committed  to OSF DCE technologies while IBM has made no such long
term statement  for the AS/400.  Combine this with the HP 3000's
price/performance  and scalability strengths, and we've got IBM
covered.

HP 3000 beats VAX

The HP 3000 competes well with DEC's Open VMS offering in  terms of
standards support.  Gartner Group shows the HP 3000 and DEC  VAX as
vying closely in terms of delivering interoperability and portability
benefits.  The HP 3000, however, has a significant advantage in terms
of price/performance and cost of ownership.  Customers seeking the
lowest cost of computing through open systems will find the HP 3000
wins when up against DEC.

                                  HP 3000   IBM       IBM       DEC
                                            AS/400    RS/6000   VAX
Interoperability
 with IBM (SNA)                   Yes       Yes       Yes       Yes
 with UNIX (ARPA/OSI)             Yes       Yes       Yes       Yes
 with PCs (Novell,, LAN Mgr)      Yes       Yes       No        Yes
 OSF DCE Commitment               Yes       No        Yes       Yes

Portability
 3rd party databases              Yes       Yes       Yes       Yes
 4GL tools                        Yes       No        Yes       Yes
 X/Open Commitment                Yes       No        Yes       Yes
 POSIX.1                          Yes       No        Yes       1992
 POSIX.2                          1H92      No        Yes       1992

Graphical User Interface
 PCs (Windows, PM)                Yes       Yes       Yes       Yes
 Workstations (OSF, Motif)        Yes       No        Yes       Yes

Need more information?

Current competitive information positioning the HP 3000 open  systems
offering against IBM and DEC are available today on the CSY  Hotline.
Send an HPDesk message with the subject "OPENCOMP" and you  will
receive a feature-by-feature comparison as well as graphics for
customer visits.



OSF brings increased coexistence of HP systems

Sell HP 3000 interoperability with confidence

The HP 3000 will support value added technologies from OSF  providing
interoperability with the next generation OSF environments.  In  it's
role as the Open OLTP Server in the OSF environment, HP 3000  will
provide interoperability with the OSF applications environment  and
provide application portability and compatibility with the OSF
standards.  POSIX and XPG3 standards on HP 3000 will provide
application  portability and compatibility with OSF/1 standards.

HP 3000 announced support for OSF DCE

OSF's Distributed Computing Environment is an integrated set  of
services that supports the development, use and maintenance of
distributed applications.  OSF DCE enables applications, anywhere in
the network, to effectively harness the power that tends to lie unused
in many networks.  All the components of the OSF DCE core services are
planned to be implemented on HP 3000 in late 1992 and early 1993.

NCS is a key element

The Network Computing System (NCS) provides the base foundation for the
Open Systems Foundation (OSF) Distributed Computing Environment (DCE).
NCS Remote Procedure Call (RPC) capabilities transparently  make the
resources of the network available to the user via transparent  remote
execution of client procedures on servers throughout the network.

Need more information?

The NCS is available today for limited number of developers,  and
product will be released as standard product in mid 1992.  If you are
interested in this limited distribution of NCS, please send an HPDesk
message to the Network Hotline using the subject "NCS."

(Figure 2.17)


OpenODB - Three years ahead of the competition

Strengthening open development with OpenODB

Next generation open database technology

OpenODB, an object oriented database, allows customers to  access data
transparently across an enterprise, regardless of location,  data
format or the system where it resides.  This allows customers  to
leverage current investments in hardware, software and employee
training - a key benefit of open systems.  With Open ODB, code changes
can be done within the DBMS once and all applications accessing the
database can immediately take advantage of these changes.

When to sell

Open ODB is not a replacement for ALLBASE/SQL or TurboIMAGE,  rather it
is a growth path for customers seeking to take advantage  of the
emerging object-oriented technology.  OpenODB's first release  is a
developer's release targeted at tools and major account software
developers with object oriented or RDBMS experience.  Open ODB is  on
the CPL today and is available this month.  Contact the Sales Center
to help qualify your prospective customers.

Need more information?

Send an HPDesk message to the IM Hotline with the subject

 "OODBSS" to get a slide set on Open ODB or contact the Sales Center.
Check  Appendix F for additional sales tools.

(Figure 2.18)


Questions and answers

Will POSIX be free as part of FOS or will it be priced  as a separate
installed product?

The run-time support for POSIX applications will be free  as part of
FOS.  The POSIX.2 shell and utilities (MPE/iX Shell) which  give end-
users and developers the UNIX "look and feel" will be separately
purchasable.  In some instances, POSIX applications may require the
purchase of the MPE/iX Shell.

Given HP UX is a strong open offering, how do I position MPE/iX?

If your customer specifically wants a UNIX platform, bid the HP 9000 as
the premier commercial UNIX offering in the industry.  If, however,
your customer seeks the benefits of open systems such as  access to
more solutions and multi-vendor interoperability, bid the  HP 3000 with
confidence as a commercial strength Open server.  The HP 3000
complements the HP 9000 with a strong solutions offering, high-end
performance, workload management, systems management ease-of-use, and
IBM interoperability.

With the rename of MPE/XL to MPE/iX will software products  such as
TurboStore/XL be affected at all?

All software products will continue to function without  any change to
customer operations.

When will Token Ring be supported native on the HP 3000?

Native Token Ring will be released in Mid 1992.  A Token  Ring card
will support TCP/IP, Novell's IPX as well as Netware, LAN Manager, ARPA
and NS Services.

What is the recent development for field mode on the Open HP 3000?

Field mode allows database applications such as Oracle Financials  to
achieve better performance than character mode applications.  Field
mode enhancements are available today through the HP OpenView DTC
Manager 12.0 and with a patch to MPE/iX Release 3.0.

Are there any improvements to ARPA Telnet performance?

Through recent characterization of ARPA Telnet performance  in light
and moderate customer usage, performance is higher than previously
expected.  The new DTC Product Sales & Support Guide will contain
detailed data on these results which will allow you to quote higher
performance than before.