Hewlett-Packard Table of Contents
Industry consultant contacts                                         i
Trademark acknowledgments                                            i

What's new                                                           1
Corporate overview                                                   1
  Key executives                                                     1
  Financial performance                                              2
HP's major claims                                                    3
Major product overview                                               4
  Product family positioning                                         4
  Competitive performance positioning                                5
  Summary of Gartner Group's win/loss analysis                       7
Reasons to choose Hewlett-Packard                                    9
  Reason #1 Optimum flexibility through open systems                10
  Reason #2 Superior price/performance via RISC                     16
  Reason #3 Leadership in quality and support                       23
  Reason #4 Customer successes                                      28

Figures
HP financial highlights                                              2
HP revenues by region                                                2
Competitive performance positioning HP 3000                          5
Workstation performance positioning                                  5
Low-end systems performance positioning HP 9000                      6
High-end systems performance positioning HP 9000                     6
1992 UNIX vendors' OS market share                                  11
1992 WW midrange UNIX market installed base units                   12
1992 U.S. midrange UNIX market units consumed                       13
1992 WW commercial multiuser market RISC-based
  UNIX systems                                                      17
1992 WW commercial multiuser market RISC-based
  UNIX systems                                                      18
UNIX TPC-A forecast                                                 20
HP 3000 leads industry in systems reliability/availability          24
Quality products                                                    25
HP rates number one in support                                      27

Support
Service mission/target market                                        1
Service offerings                                                    1

Figures
System support                                                       1

Industry consultant contacts
For reprints of industry consultant papers, please contact the
appropriate firm listed below.  There will be a charge for each copy.
If a firm is not listed, call the HP Marketing Research Information
Center (MRIC) at Telnet or (408) 447-1310.

Aberdeen Group
(617) 723-7890

D. H. Brown Associates, Inc.
(914) 631-7859

Forrester Research, Inc.
(617) 497-7090

International Data Corporation (IDC)
(415) 691-0500
(508) 872-8200 (Main office)

Meta Group
(203) 226-6382

Trademark acknowledgments
UNIX(rm) is a registered trademark of AT&T in the USA and other
countries.
X/Open(rm) is a registered trademark of X/Open Limited.
Microsoft(rm) is a registered trademark of Microsoft Corp.
MS-DOS(rm) is a registered trademark of Microsoft Corp.
MS-Windows(rm) is a registered trademark of Microsoft Corp.
StarGroup(tm) is a trademark of AT&T.

From Selling Against the Competition Competitive Binder, 5091-6465E,
  9301
Associated files:  hptoc.doc
Hewlett-Packard Table of Contents