Chapter 5. Superior Integrated Solutions [Figure Caption: Figure 5.1 HP 9000 Open for Business Framework] New Channel Partner Solutions HP/NeXT Partnership Company Background NeXT is a leader in providing object-oriented systems software environments for mission critical customer application development. NeXT was founded in 1988 and has installation of 50,000 clients worldwide. NeXT has a proven customer base implementing object-oriented development. NeXT has publicly announced its decision to move out of the hardware business and migrate to standards such as DCE, DME, CORBA, and COSE. Positioning The HP/NeXT partnership will jointly market and develop an open client/server enterprise-wide computing solution, initially targeted at the financial services market. The partnership combines the benefits of NeXT's object-oriented foundation with the HP desktop to data center PA-RISC architecture as well as the Intel486 architecture. This enterprise solution from HP and NeXT is termed Object/Enterprise. Target Market Initially the target market is the trader workstation market. Longer term the partnership will focus downstream from the trading desk to retail brokerage operation and mainstream financial customer service environments. While HP/NeXT is focusing proactively on the financial service marketplace, we will also exploit other market and customer accounts opportunistically. Product Information We will initially offer Portable Distributed Objects (PDO) and NetInfo Network Management on the HP-UX servers (Series 800 and Series 700). This product provides distributed object processing on the servers. This solution can be targeted at existing NeXT installed base and new sites with a PC client. NeXTStep is object-ORIENTED system software for workstations, designed to increase programmers' productivity. NeXTSTEP provides a rich set of prebuilt objects for common functionality allowing programmers to write less code. Also NeXTSTEP provides a complete set of development tools which have been crafted to work together. Product Benefits This rapid application development is key in the trading environment. Trading firms today must develop their own tailored software, capable of building their own specialized products to unite information sources, back office data, and proprietary trading models. These programs must combine elaborate mathematical modeling with confidential market position data. Developers are able to develop programs five to ten times faster, thus giving the firm a competitive advantage. Beyond NeXTSTEP applications, a developer can cut, copy, and paste data from other applications and request services from other applications. Please check the hotline for HP/NeXT certified applications. Product Availability Phase I--Q3 '93, HP and NeXT will make available a client/server solution with Intel486 clients and an HP 9000 Series 800 server. Phase II--Q2 '94, HP and NeXT will make available a PA-RISC Series 700 client. Application Availability Check the GSY Hotline. Sales Tools Coming o HP/NeXT "Object/Enterprise Brochure" positioning the partnership and the solution within the financial community o Object/Enterprise Computing white paper and sales guide o Object/Enterprise video Check the GSY Hotline for availability and ordering information. New Relationship with Wang One-Minute Sale In March, 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 systems, and will be a worldwide reseller for the computer systems. This exciting new relationship provides you and your channel partners with new target markets and revenue opportunities for FY93 and beyond. Wang OPEN/Software Products Wang's Open/Image is an integrated package that enables businesses to cost-effectively add document imaging to existing applications while protecting the customers' investments in hardware, software, networks, and training. Wang's image technology uses a common API set to image enable applications which will allow HP's channel partners and customers to easily image enable their applications. The image market is growing at over 50% per year so this announcement opens up many opportunities for you. Open/Image is available for sale now. PACE for Open Systems is Wang's next generation application development and SQL-based Database Environment. PACE is an excellent set of tools that design and develop sophisticated client/server applications. PACE also provides migration utilities that allow a VS minicomputer PACE user to migrate data and applications to the HP 9000 environment. The availability of this product is expected this summer. Open/office is Wang's newest version of its popular E-mail products. Another client/server application, Open/office is an X.400/X.500 compliant package and includes utilities that allow VS Wang/Office users to coexist and migrate to the HP-UX environment. This product will be available this fall. COBOL ReSource is a COBOL 85 compliant COBOL compiler and application development environment that can outperform other compilers by as much as 30%. ReSource is another important product in the Wang accounts and allows VS users to re-compile VS COBOL programs on the HP 9000 Series 800 and keep the same look and feel, commands, and development environments that they use on the VS today. Sale Opportunities There are two important aspects to this strategic relationship. First Wang's leadership technology in the imaging and office marketplace and the availability of their imaging and office solutions on the HP 9000 provide you new solutions and tools to sell to your customers or channel partners. Wang's Integrated Imaging software for the HP 9000 computers will ship before the end of June. Our customers who desire to image enable existing HP-UX applications can begin working with the joint HP/Wang sales teams today. HP Business Partners can sign up for the pre-release developers kit now to begin the very easy process of image enabling their industry leading applications for resale to customers. Second, Wang's Series of conversion products provides a migration path for Wang customers choosing to move to Open systems. With over 35,000 installations, this represents a tremendous opportunity for new business. Wang VS customers who have chosen to migrate to a UNIX environment and prefer the HP 9000 Series 800 as the platform of choice will begin pilot installations, testing and training implementations now. The Wang customer may desire to keep their current software environment. In this case, Wang's Open/Software is the right choice for the customer. Wang's solution offers the easiest path to HPÄUX and provides the same environment the customer had on the VS. Now, working with your Wang sales partners, HP can deliver the solution. Alternatively, the customer may prefer to move completely off the Wang environment. HP has developed relationships with conversion partners and Wang's software partners to provide a smooth transition from the VS to the HP 9000. Some of the partners that provide solutions are NBCC, IDSI, SBA, APPX Software, Sotas, Computron, Sansoft, and Wang. Ultimately, the customer decides what solution they prefer. Now, HP is clearly in the best position to offer the Wang customer the choice that they want. For More Information With the new Wang relationship, you have two new markets to sell into. How can you lose? For more information consult the GSY Hotline, subject Wang/HP. Mainframe Alternative and Midrange Systems Conversion Tools Update Mainframe Alternative Tools: (Update) [Disassembled Table: Part 1 of 2] Company/Product Platform Tools/Languages Integris IBM CICS/COBOL/VSAM ---> Unikix CICS/MFCOBOL/VSAM VISystems IBM CICS/COBOL/VSAM ---> VIS/TP CICS/VISCOBOL/VISVSAM Infosoft IBM CICS/COBOL/VSAM ---> Conveyor Curses/MFCOBOL/Informix SQL Netron IBM CICS/COBOL/VSAM ---> Netron/CAP CICS/MFCOBOL/Multiple DBMS The Plexus Group IBM IMS, IMS/DB, PL/1, Assembler DB2 Openware UNISYS LINC, XGEN (4GLS) and Technologies, Inc. A and V COBOL ---> MFCOBOL (formerly Series Jacksonville S/W) XGEN MicroXGEN Zortec UNISYS Mapper, COBOL ---> System Z Sys 1100 System Z 4GL Sys 2200 Allinson-Ross UNISYS TIP/30 ---> TIP/ix Sys 80 TIP/ix Infosoft UNISYS COBOL ---> Conveyor Sys 1100 MFCOBOL Sys 2200 Progeni Corp UNISYS COBOL ---> GLE A and V Progeni GLE 4GL Series Sys 1100/2200 [Disassembled Table: Part 2 of 2] Company/Product Positioning Company Contacts Integris Excellent Development Mark Losh Unikix Tool Tel. (602) 861-5185 Strong IBM 3270 Terminal SNA Comms VISystems CICS Appls. Dan Harnack VIS/TP Duplication Tel. (214) 960-8649 Strong TP Monitor Infosoft Excellent Development Harve Wells, WTW Conveyor Tool Tel. (803) 699-5781 HP 9000/3000 Support Peter Steiner, IISI Tel. (617) 769-7511 Netron Frame Library Rick Strosberg Netron/CAP Technology Tel. (416) 636-8333 Supports VSAM, IMS/DB, DB2, Oracle, IDMS, XDB, SQL/DS The Plexus Group Supports any target Ed Horst language and database Tel. (404) 998-8789 Openware Excellent Mkt Awareness Jaime Ellertson Technologies, Inc. Ease of Conversion Tel. (904) 725-7187 (formerly Jacksonville S/W) MicroXGEN Zortec Sys Z - Robust 4GL Gary Fitzhugh System Z With COBOL Features Tel. (615) 361-7000 Allinson-Ross Good TIP/ix Awareness Jim Carrothers TIP/ix Focused Market Tel. (416) 848-2030 Infosoft MFCOBOL Harve Wells, WTW Conveyor HP 3000/9000 Support Tel. (803) 699-5781 Peter Steiner, IISI Tel. (617) 769-7511 Progeni Corp Supports any COBOL to David Hill GLE HP 9000 Tel. (404) 840-7550 Midrange Systems Replacement Tools: (Update) [Disassembled Table: Part 1 of 2] Company/Product Platform Tools/Languages Unibol, Inc. IBM Sys 36 RPG II, COBOL UNIBOL Morada Corp. IBM Sys 36 RPG II, COBOL (Parkside) Raconix IBM Sys 36 RPG II, COBOL U/36 Universal Software IBM Sys 36 RPG II, COBOL Open UX/36 Emphasys Software IBM Sys 36 RPG II, COBOL Cross/36 Migration IBM Series/1 EDL/EDX ---> Solutions, Inc. EDL/HP-UX Sector 7 (STI) DEC VAX/VMS Fortran, COBOL, B-TRAN/VX Basic Accelr8 DEC VAX/VMS Fortran, COBOL, "C" LIBR8, ACCLIM8 Zortec Wang Wang VS COBOL System Z SBA Wang Wang VS COBOL (SoftwareBusiness Applications, Inc.) VS Acuport Sansoft, Inc. Wang Wang VS COBOL VUport Unicon Conversion Wang Wang VS COBOL, RPG Technology Capricorn Data Wang Wang VS COBOL Systems Sourcery IDSI Wang Wang VS COBOL Corporate Wang Wang VS Basic Information Wang VS COBOL Systems [Disassembled Table: Part 2 of 2] Company/Product Positioning Contacts Unibol, Inc. Emulation Mode Patrick Henry UNIBOL Tel. (404) 424-5345 Morada Corp. Native "C" On HP-UX Doug Dowden (Parkside) Tel. (209) 333-1196 Jim Lubniewski (Parkside) Tel. (214) 553-2839 Raconix Native "C" On HP-UX Ron Content U/36 Tel. (416) 858-8660 Universal Software Emulation Mode Al Saavedra, Open UX/36 Pete Elliot Tel. (310) 575-4873 Emphasys Software Emulation Mode Bob Winter, Cross/36 Eric Olofson Tel. (612) 941-9337 Migration Supports EDL Apps. and Greg Pulos Solutions, Inc. 4978 and 3101 terminal Tel. (612) 895-1695 EDX/MAX emulation Sector 7 (STI) Support of Basic, Jon Power B-TRAN/VX MFCOBOL Tel. (512) 451-8643 Accelr8 Support of AcuCOBOL Tim Fitzpatrick LIBR8, ACCLIM8 Tel. (303) 863-8088 Zortec System Z 4GL Gary Fitzhugh System Z Tel. 615) 361-7000 SBA Support of AcuCOBOL Jim Niquette (SoftwareBusiness Tel. (708) 863-4020 Applications, Inc.) VS Acuport Sansoft, Inc. Support of MFCOBOL Jan Vicek VUport Tel. (310) 787-8900 Unicon Conversion Support of RPG Masoud Entezari Technology Tel. (714) 457-9855 Capricorn Data Support of AcuCOBOL Tony Zizza Systems Tel. (617) 320-0292 Sourcery IDSI Support of MFCOBOL, Ed Offstein AcuCOBOL Tel. (805) 295-1155 Corporate Support of Basic Jim Olerich Information Tel (818) 591-0934 Systems NOTE: Contact individual companies for the name of international distributors.