3. Positioning the Windows Client ================================== Sell where the value is clear ----------------------------- Focus on terminal alternative The best strategy in positioning the Windows Client is to focus on its unsurpassed value as an alternative to terminals for new systems and installed terminal upgrades. It is in this application environment that the bundled terminal emulation software and centralized administration benefits will be the strongest selling points. Also, users aren't likely to need local mass storage or expandability as they didn't have these capabilities with terminals. Exercise caution as PC replacement Once a customer has bought into the value of the Windows Client as a terminal alternative, it may be considered for other applications where PC functionality is needed. It is best for the customer to lead you into these areas, as there could be a minefield of technical and emotional issues. Tread softly in these areas, being careful not to position the Windows Client as a fully functional PC replacement. Areas in which the Windows Client might fit include client/server applications which support diskless PCs and PC upgrade environments where PCs are being used primarily as terminals. In the case of client/server applications, be sure to influence customers toward developing new applications that support the Windows Client. Sell HP text terminals for lowest possible cost per seat If a customer isn't interested in moving forward from text terminals, then sell them HP terminals - the HP 700/60 for the HP 9000 and HP 700/96 for the HP 3000. Terminals will continue to offer the lowest possible price, and HP's terminals are very competitive. Figure 3.1. Windows Client Positioning Positioning of Low Cost HP Clients ---------------------------------- Series 700 Text Terminals The HP Series 700 Text Terminals are high quality display terminals that offer the best choice to customers who require basic terminal capabilities at the lowest possible cost per seat. Windows Client The HP Windows Client is a complete DOS/Windows client solution that provides the best alternative to text terminals by delivering 486 power, bundled terminal emulation software, access to PC productivity and client/server applications, and the central administration benefits of terminals at a price up to 40% lower than comparably configured PCs. X-terminals The HP 700/RX is a complete family of color, grayscale, and monochrome X-terminals that operate in multivendor environments and deliver workstation X performance, centralized administration, and unsurpassed ease of use at a price up to 40% lower than comparable workstations. Vectra PCs The HP Vectra NI and MI Series PCs are full-function personal computers designed for Advanced Professional Networked environments that deliver the full range of Intel-486 processors, support the full range of industry standard hardware (disk drives, CD-ROM, etc.) and offer compatibility with the broad range of industry standard software. 700/60 700/96 Windows 700/RX Vectra Term Term Client 14ci 486/25NI 425SX X-term ===================================================== ============ Text HP 9000 X X X (1) Terminal (R2 Win) (X-term) Appls HP 3000 X X X (1) (R2 Win) (HP-term) ----------------------------------------------------------------- DOS/Windows Appls X (1) X ----------------------------------------------------------------- X-Window Appls (1) X (1) ----------------------------------------------------------------- U.S. 14" Mono $539 $715 $1,095 $1,717 List display (2) 14" Color $1,375 $1,995 $1,936 SVGA display ----------------------------------------------------------------- CSO Contract Lvg X X X X ===================================================== ============ Notes: 1. Requires adding emulator at additional cost 2. Promotional price until 12/31/93; lower prices with system menus Comparing with HP Vectra PCs ---------------------------- Windows Client is a better terminal alternative The Windows Client was designed and is being marketed as the best alternative to text terminals for new systems and installed base upgrades. The Windows Client will change how customers think about moving up from text terminals, as the path in the past was to buy PCs. Advantages of the Window Client vs. Vectra include: o Bundled Terminal Emulation/Networking Software - The Windows Client comes with the software required for HP Block Mode and DEC VT320/220/102/52 terminal emulations - plus the networking software required to run these emulators across the network to HP 3000s, HP 9000s, and other host systems. The list price of the WRQ software is $1000! o Central Administration - The Windows Client addresses MIS concerns regarding moving to a PC environment by storing all PC applications and data on the server, thereby simplifying PC software management and improving data integrity and security. In addition to better control, MIS will enjoy lower installation and support costs. o Lower solution cost - The focused, lower cost hardware design of the Windows Client combined with the bundled software results in a solution cost up to 40% less than comparably configured HP Vectra PCs. o Greater Reliability - The Windows Client is inherently more reliable than PCs, primarily due to the elimination of local disk drives. o Contract Leverage and Higher Discounts - The HP Windows Client offers contract leverage with CSO systems and discounts that are greater than currently offered with PCs. o Flexibility in Moving People - Windows Client users can be relocated within the same network without having to move equipment, thereby reducing moving costs. Windows Client is worry-free for users The Windows Client provides a silent, worry-free environment which will enhance user productivity and job satisfaction. Users will no longer need to worry about software compatibility, keeping up with new software releases, or knowing how (or remembering) to back up their hard disks. This will all be handled by MIS! In addition, users will have the flexibility of logging in from any Windows Client on the network and getting access to their applications, data, and customized Windows screen. Unsophisticated users will particularly benefit, as they are paid to run a focused set of applications, not to worry about the client on their desktop. Sophisticated users will also benefit as they can spend their time more productively once relieved of PC administration responsibilities. These users will particularly appreciate no longer needing to worry about local hard disk failures. HP Vectras for fully functional PCs HP Vectra PCs continue to be an excellent solution for customers who require a fully functional PC. Added functionality of Vectra PCs include: o Local Hard Disk - allows for standalone operation and user independence. This will be required by customers using serial connections, including modem connections from remote sites, and by users who need to be able to continue working during a server or network failure. o Local Floppy Drive - allows users to load personal applications and exchange data with portables/home computers. This capability will be needed by many engineers and office professionals. o I/O Expandability - provides flexibility for adding specialized cards for video, LAN interfaces, scanners, multimedia, etc. o More Powerful Processors - support for the full range of 486 processors (up to 66 MHz) and Pentium for performance needed by power users. o LAN Flexibility - support for a wider range of LAN environments. [NOTE: For large opportunities that require greater performance or another LAN interface, check on future plans for the Windows Client.] Price comparisons are compelling A primary differentiator for the Windows Client is its low solution price for customers who needs the bundled terminal emulation. As shown below, the Windows Client is LESS THAN HALF the cost of a comparably configured Vectra PC. [NOTE: A comparably configured diskless Vectra is close to the cost of a Vectra with disks, as the customer must independently purchase DOS/Windows and a mouse.] Table 3.2. Solution Cost Comparison versus Vectra PCs ===================================================== ============ Net price comparison without monitor(1) ----------------------------------------------------------------- Windows Vectra 486VL Vectra 486NI Client(3) (D3021A) (D2754A) (C3401A) ===================================================== ============ 486/25SX with 4 MB $716 $1,097 $1,349 RAM, Local Bus Video, DOS/Windows, mouse, and disks (for Vectra PCs) ----------------------------------------------------------------- 16 bit LAN Included $143 Included ----------------------------------------------------------------- WRQ R2 Win/RNS(2) Included $370 $370 ===================================================== ============ $716 $1,610 $1,717 ===================================================== ============ Notes: (1) Assumes average end-user discount of 20% for Windows Client, 10% for Vectras (2) 50 user site license price for one emulator and networking software (3) Add for shared costs of server kit ($495 U.S. list) and server resources, depending on environment and application requirements; subtract cost saving from central administration Comparing with HP X-terminals ----------------------------- Windows Client for text emulation Customers who simply want to add multi-session, windowing, and color capability to their text terminal application environments should use the Windows Client. Compared to X-terminals, the Windows Client offers a lower cost solution with a graphical user interface that is more familiar to most commercial users. Since the Windows Client runs DOS/Windows, terminal emulators, and other applications locally using its 25 MHz 486 processor, users can expect excellent performance. X-emulators for Windows Client Customers who want to use X-applications can use either an X-terminal or a Windows Client running an X-emulator. There are many PC-based X-emulators to choose from, including a new 32-bit emulator from WRQ called Reflection X. A brief feature comparison between the 700/RX and Windows Client is presented below: Table 3.3. Feature Comparison of Windows Client versus 700/RX ===================================================== ============ Windows 700/RX Client X-terminals Model 425SX ===================================================== ============ Performance (X stones) 20,000-30,000 52,000-93,000 ----------------------------------------------------------------- Maximum screen resolution 1024 x 768 1280 x 1024 ----------------------------------------------------------------- Color palette 800 x 600 256 256 1024 x 768 16 256 ----------------------------------------------------------------- Native operating environment MS-DOS/Windows X-Windows ----------------------------------------------------------------- Graphical user interface Windows 3.1 VUE/MOTIF ===================================================== ============ Target commercial environments Given the X-window performance of 20,000 - 30,000 Xstones, the Windows Client should be targeted at commercial environments where the X-application is text-oriented. The ideal customer will be primarily running text terminal emulation or MS-DOS/Windows applications and need only casual access to a commercial X-application. Graphics intensive X-applications remain in the domain of X-terminals and UNIX workstations. X-terminals for X-only environments Customers who are running solely X-window applications should use X-terminals or UNIX workstations. Compared to the Windows Client, X-terminals offer better performance and a cleaner solution at a competitive net cost. Mixed DOS/Windows and X-Window environments Customers running a mixed environment of MS-DOS/Windows and X-Window applications should choose a client based on application performance, screen resolution, and color palette requirements. The Windows Client and X-terminals are both viable solutions for price sensitive customers who don't require local mass storage or expandability and who value the benefits of central administration. In general, the Windows Client will be preferred by customers who need high performance when running MS-DOS/Windows applications and X-terminals will be preferred by customers who need high performance when running X-applications. In some cases, customers will choose between the Windows Client and X-terminals based upon which operating environment they want to be running in native mode. These customers will choose based upon plans for adding applications to the environment in the future or decide simply based upon which operating environment they feel more comfortable with. Customers who want to run MS-DOS/Windows in native mode should choose the Windows Client. Figure 3.2. Desktop Client Comparison Sales Guide July 1993 For Internal Use Only HP Windows Client Model 425SX Chapter 3 Technical information in this document is subject to change without notice. (c)Copyright Hewlett-Packard Company 1993 All Rights Reserved. Reproduction, adaptation, or translation without prior written permission is prohibited except as allowed under the copyright laws. Printed in USA RO0693 5091-7451E