HP's open systems strategy and tactics for workstations          SR1203

The goal of this self-paced course is to introduce the language of Open
systems and how to position HP's OSF/1 strategy, implementation and
migration tactics in a competitive sales situation.

STUDENT PROFILE:
SF40 SRs and sales support personnel who need to understand our
Workstation OS Strategy and Tactics.

PREREQUISITES:
None

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Describe HP's workstation operating system strategy and tactics.
o     Compare OSF to Unix International (UI) in competitive sales
      situations.
o     Define what differentiates HP within the Open Systems arena.
o     Identify the sales opportunities OSF/1 can address.
o     Recommend OSF/1, HP-UX, or Domain/OS based on customer needs and
      requirements.
o     Describe key benefits of HP's cooperative computing enablers and
      other present and future value-added technologies.
o     Describe the source code and binary code poartability strategy
      for applications running on OSF/1, HP-UX, and Domain/OS
o     Understand the migration strategy for moving HP/UX and Domain
      customers to OSF/1.
o     Describe alternative customer migration strategies.
o     Describe the advantages of new OSF/1 porting and consulting
      services.
o     Understand how to partner with your customer to plan their
      migration strategy.
o     Describe tactics fo rusing key differentiators against SUN, DEC,
      and IBM
o     Use HP's key differentiators to answer competitive objections.

COURSE OUTLINE:
Unit 1:     Operating Systems Strategy
Unit 2:     The Language of Open Systems
Unit 3:     Competitive Information
Unit 4:     Interoperability/Cooperative Computing
Unit 5:     Program Portability
Unit 6:     Migration Programs

TESTING PROCESS:
Self-Assessment Test included in the workbook.  To access Mastery Test,
send an HPDesk message:

     To:          Fieldtest ADMIN
     Subject:     SR1203
A score of 80% or better represents satisfactory completion.

FORMAT:          Self-paced workbook
LOCATION:        N/A
LENGTH:          3 hours
AVAILABILITY:    Check Hotline

EQUIPMENT LIST:  N/A
CLASS SIZE:      N/A
ORDERING INFO:   Course under development.  Check Field Training
                 Hotline for ordering information and availability.
QUESTIONS?:      George Doucette Telnet 256-7833 or (508) 256-6600
                 ext. 7833