Dear Telecom Team!!

More big wins, products for telcos, events and sales tools are coming 
your way this March!

If you want your customers to receive the external part of the 
newsletter please send me their fax number !!!!

Remember to keep the sales success stories rolling so you can gain 
visibility and help leverage HP success.

Regards

Anne Ciolfi
TELECOM BUSINESS MARKETING



About the newsletter...

The newsletter is divided into parts. Part 2 is Company Confidential and 
should not be shared with customers. Part 3 is called "HP IN TELECOM 
NEWS UPDATE" and can be sent directly to your customers via X.400 of HP 
OFFICE FAX.

If the article is applicable to a particular region, we have designated 
it with <WW> for Worldwide, <AM> for Americas, <AP> for Asia-Pacific and 
<EU> for Europe.

Your feedback on the newsletter is always welcome.

* * *    You will probably want to print this out - it is long.    * * *

Americas Editor                        - Nancy Burgess     408/447-1030
Europe Editor                          - Anne Ciolfi       33-76-62-5093
Asia-Pacific Editor                    - Serena Chang      65-279-2303

                 #                     #                    #

Index for March 1993 Telecom Industry Marketing Newsletter:
------------------------------------------------------------
Internal News          (Part 2)

>  SALES SUCCESSES/NEWS
HP Wins Pac Bell Data Center Business            Hugh Kuhn /HP Pac Bell 
                                                 Team
Swedish Telecom Success                     <EU> Christer Gauffin/HP 
                                                 Sweden
HP Wins in Norway Three Ways!               <WW> Geir Myrold/HP Norway

>  PRODUCT & SERVICES NEWS
Americas Telecom PSO Update                 <AM> Laurie Vasquez/PSO
Singapore Network Organization              <WW> Kiong Hong TAY/SNO
SNO News                                    <WW> Kiong Hong TAY/SNO
9000/800 F/G/H/I Class Servers in Central Office Environments
                                            <WW> Phil Brotherton/GSY
CO GTE Success                              <AM> Ken Farris/HP Sales
SNAPlus Release 2; Expands Client/Server Connectivity
for SNA Environments                        <WW> Scott Emo/GSY
Desktop Productivity Guide Available        <WW> Chris Woodward/WSG

>  CHANNEL PARTNER NEWS
Interactive Systems Part of Systemhouse     <AM> Nancy Burgess/TBM 
                                                 Americas

>  SALES TOOLS/EVENTS
Supercomm '93 Coming April 20 - 22          <AM> Andy Gee/TBM Americas
Power to Empower for Telecom                <AM> Vonnie Jones/CSO 
                                                 Americas
Asia Telecom 93                             <WW> Serena CHANG/TBM AP
IN Network Seminar                          <WW> Ingrid Standen/UK
Telecom Training Roll-out Americas          <AM> Clark Macauley/HP Field
New Sales Tools for Wireless                <WW> Valori Stitt/TBM 
                                                 Americas

                 #                     #                    #


>>>>>>>>>>>>>>>>>>>>>>>>  SALES SUCCESSES/NEWS <<<<<<<<<<<<<<<<<<<<<<<<<

************************************************************************
HP Wins Pac Bell Data Center Business        Hugh Kuhn /HP Pac Bell Team
                         * Company Confidential *
************************************************************************

Summary
-------

In June of 1992, HP was awarded a contract with Pacific Bell
which fundamentally changed our relationship from a "vendor" to a
"vendor-partner".  This contract is a multi-year agreement involving
highend UNIX servers specifically for deployment in Pacific Bell's
Data Centers in the state of California.  As a result, HP is now the
exclusive provider of UNIX systems to Pacific Bell for their Data
Centers, and will work closely with Pacific Bell to ensure that key
applications are available on the HP 9000 platform.  Jointly we will
develop new operations and system support procedures for Pacific
Bell's operations staff to reduce their maintenance and
administration costs while moving existing and future DEC-,
Pyramid-, Tandem-, and Unisys-based applications to HP.

Business Problem Addressed
--------------------------

Pacific Bell's Data Center operations environment had evolved
into a complex, expensive and inefficient collection of platforms
from dozens of vendors.  This environment required Pacific Bell to
employ system administrators for several different operating
systems, to train operators and staffs on a plethora of different
hardware technologies, and to manage dozens of different support
contracts and vendor relationships.

In addition, Pacific Bell was forced to go to competitive bid
for every individual application project that would require Data
Center deployment.  This had become an expensive and time consuming
process for them.

Sales Cycle
-----------

The HP sales team of Paul Alfano, Hugh Kuhn and Bob Mitchell had
been working for several years to close individual deals at Pacific
Bell as well as to position HP's products in a "preferred" stature.
In 1990 all HP 9000 products were placed in the "TARGET PLATFORM"
(or top tier) of Pacific Bell's Approved Product List.  HP shared
that role with Pyramid (for highend systems) and SUN (for
workstations and mid-tier servers).

In late 1991 the team met with Pacific Bell's Vice President of
Data Center Operators and discussed the possibility of a closer
relationship between our companies.  At that meeting, the concept of
a "winner-take-all" RFP was received, with the advantages of a
single "vendor-partner"  volume purchase agreement sketched out.
The idea took hold, and the stage was set for a late spring RFP.
The competitor was Pyramid.

Why HP Won
----------

The sales team positioned a number of HP's strengths with
Pacific Bell during the pre-RFP period.  As a result, the final
evaluation and shoot-out with Pyramid included:

    1.  Product line scalibility, up-gradability and highend
        capacity,
    2.  Product hardware reliability,
    3.  Support capabilities and reputation,
    4.  High availability offerings,
    5.  Corporate financial strength, and
    6.  Relationships with M/W/DVBE's (minority, women or disabled
        veteran businesses).

In the end HP won because of its strengths in these six areas,
as well as our aggressive and creative customer support proposal,
our pricing proposal, and our technology leadership and futures.
The PSO and SSO helped considerably in structuring a support and
consulting services plan that transcended HP's cumbersome
organizational boundaries to meet Pacific Bell's Data Center
requirements.

What Does It All Mean to HP?
----------------------------

1.  $9 million booked in the first 120 days by Pacific Bell
2.  Strong leverage to other HP telecom sales teams as Pacific Bell
    helps drive third party applications to the HP platform (i.e.,
    LMOS and Predictor from AT&T, Apertus Technologies, Objective
    Systems Integrators (OSI), Bellcore BAE...)
3.  Elimination of future RFP's for Data Center based applications.
    HP wins by default
4.  A closer working relationship with mutual goals
5.  Elimination of Pyramid from Pacific Bell

************************************************************************
Swedish Telecom Success     <EU>                Christer Gauffin/Sweden
                         * Company Confidential*
************************************************************************

Swedish Telecom (TELEVERKET)* has chosen HP as their preferred
vendor of Open Systems.

The initial system integration project signed for $ 4.6 M.

The search for a long term Open System partner started early in 1992.
The qualification process was built around a large Customer Service
application project. The new system will off-load IBM and UNISYS
mainframes and by 1995 - 96, the central mode will serve 7 - 8000
users and contain 900 Gb of data.

Competing for the deal were the existing vendors UNISYS, IBM, DEC, and 
NCR. HP entered the competition late, in September 1992. In January HP 
was the winner together with the partners involved: Computer Associates, 
SYBASE, and Applied Information Sciences (AIS), a Washington, D.C. 
based, UNISYS Gateway provider.

Our combined competence made the difference. The Swedish Telecom
expects to train some 500 system developers on the platform.

With present IT spending of over $ 100 M per year, the Swedish
Telecom represents a major opportunity as most of the existing
equipment will be replaced over the next few years.

For 1993 the activities will focus on application development and
competence transfer. The hardware used for the first phase of the
project is 2  HP Series 800/G40's and 2  HP Series 800/H40's plus a
Series 715/50 Workstation.

*) The Swedish Telecom employs 40,000 and has a revenue of $ 5 B
   with 6,000,000 subscribers.

Contact persons:   SR   Christer Gauffin, phone 46-8-750 2119
                   PSO  Kjell Schyberg,         46-8-750 2252

************************************************************************
HP Wins in Norway Three Ways!            <WW>      Geir Myrold/HP Norway
                         * Company Confidential *
************************************************************************

Read about three big wins in Norway for #1) HP with OpenView, #2) HP as
Norway's preferred UNIX supplier and  #3) HP with Sybase in the external
part of the newsletter.

For further information on all three wins, contact Geir Myrold,
Hewlett-Packard CSO Account Manager, Norwegian Telecom, phone 47-287-97-
00.

>>>>>>>>>>>>>>>>>>>>>>  PRODUCT & SERVICES NEWS  <<<<<<<<<<<<<<<<<<<<<<<

************************************************************************
Americas Telecom PSO Update           <AM>           Laurie Vasquez/PSO
                         * Company Confidential *
************************************************************************

Do you have customers or accounts who are struggling with issues
concerning migration toward Open Systems or Client/Server
Environments?  Do they know (or think they know) where they want to
go, but don't know all of the how to's involved in how to get there?
Well, the Telecom PSO can help!

Consultants and professionals in the Telecom PSO have been working
with Telecom accounts experiencing these same kinds of issues over
the past several years.  The PSO has used their experience in these
activities to develop products and services that can be applied in
many different accounts.  These services particularly address issues
and roadblocks experienced by many customers in the process of
transitioning to an Open Systems environment.

Read on, as we share with you two new services offered by the
Telecom PSO that can make the difference in your customer's level of
success!  If you have any questions on the following services or
need additional information, please contact the Telecom COE Manager,
Dave Taylor, at Telnet 699-4350.

Information Technology Infrastructure Consulting (ITIC)
*******************************************************
Customers who are moving to Open Systems or a Client/Server architecture
need to know how to develop an IT Infrastructure that is interoperable,
open, scalable, portable, manageable, and affordable.

If you have customers who are moving to mainframe alternatives, they 
will soon be using technologies and processes different from those used 
on the mainframe. These customers also need help in designing and 
implementing their IT Infrastructure - an infrastructure that permits 
interoperability with existing mainframe applications and databases. It 
is also important to begin early planning for successful migration of 
these resources off the mainframe and into the new environment.

Our new solution service, Information Technology Infrastructure
Consulting (ITIC), can be used on a project-by-project basis to help
identify requirements and candidate solutions, select the best
fitting solutions, and document processes so that the customer's
application systems can evolve as future changes in technology or
business needs occur.  This service has been described as the "HOW
TO" for migrating to an Open Systems/Client Server environment.  It
has proven to be of high value for several of our accounts.  If you
have an account that could benefit from this type of service, give
us a call!

Operational Environment Test and Analysis (Stress Testing)
********************************************************************

Most software design and development groups have some form of
application and code test suites that help determine if development
code is ready for the production environment.  Many of our customers
are finding that their traditional test programs do not adequately
exercise all of the components of their new client/server
architecture.  Some of our customers do not even understand the
implications of their new system architecture design on their
testing programs.

The Telecom PSO has helped one major telecom account pioneer a new
class of testing for client/server computing, called the Operational
Environment Test and Analysis (OET&A).  This testing process differs
from the traditional stress test in that it looks at new test
elements required by the new client/server architecture like:
1)LAN, 2)Server RAM and OS tuning parameters, 3) disk file
organization, 4) application resource usage, 5) SNA communications
lines, and 6) TCP/IP backbone bandwidths.  The Stress Testing
service looks at all elements and attempts to strengthen the
infrastructure while at the same time pushing all of the pieces
beyond expected loads.  In the original account where this service
was used, the testing parameters helped the customer uncover a
number of critical software issues before their end-user customers
were ever exposed to the new code.

If you have an account that could benefit from this type of service,
or an account that needs to learn more about why they need this type
of service, let us know.  We will be glad to help!!

************************************************************************
Singapore Network Organization    <WW>               Kiong Hong TAY/SNO
                         * Company Confidential *
************************************************************************

 SNO's Mission Statement
-----------------------
As one of the key geographic divisions of the TSBU organization, SNO 
will deliver profitably:

1. World-class Customer Network Management (CNM) and Mobile 
   Communications Infrastructure Products World-wide and,

2. Telecom-related Value-added Project Services, jointly with Partners
   (including HP PSO), in the Asia-Pacific Telecom Marketplace.

This will enable:

1. Breakthrough Productivity and Quality Gains for our Customers and,

2. HP's Leadership in the Telecom Industry.

SNO Team - Key Players
----------------------

Ed YANG           General Manager     (Telnet 520-2000 or +65 279-2000)

Chin Hong LEE     Marketing Manager   (Telnet 520-2328 or +65 279-2328)

Perry HUANG       R&D Manager         (Telnet 520-8770 or +65 279-8770)

Kiong Hong TAY    Product Marketing   (Telnet 520-8647 or +65 279-8647)
                  & CNM Product Mgr

Robert GASSER     Programme (Aust)    (Telnet 272-2015 or +613 272-2015)
                  & Dev't Tools
                  Product Manager

Peter TAY         Product Manager     (Telnet 520-2316 or +65 279-2316)
                  (Mobile Comm)

Fook Onn KOK      Product Manager     (Telnet 520-2306 or +65 279-2306)
                  (Asia-Pacific
                  Project Services)

Felix LEE         Tech Mktg Manager   (Telnet 520-8729 or +65 279-8729)

Wilson ANG        R&D Project Manager (Telnet 520-8756 or +65 279-8756)
                  (CNM Solution)

Hui Lin LIM       R&D Project Manager (Telnet 520-8763 or +65 279-8763)
                  (Architecture &
                  Standards)

David CHUA        R&D Project Manager (Telnet 520-8762 or +65 279-8762)
                  (Asia-Pacific
                  Project Services)

Lam Joen TONG     R&D Project Manager (Telnet 520-8797 or +65 279-8797)
                  (CNM Product)


(NB. SNO's Fax No is +65 272-2780)

**** OF KEY INTEREST TO YOU ****

Two key persons appointed at the Telecom Business Marketing 
Organizations to provide geographic CNM sales and market development 
coverage are:

Renee YANDELL   CNM Program Manager (Telnet 779-5194 or +33 7662-5194)
                (Europe)

Dan SISSON      CNM Program Manager (Telnet 447-1516 or +1 408-447-1516)
                (Americas)

************************************************************************
SNO News                         <WW>                Kiong Hong TAY/SNO
                        * Company Confidential *
************************************************************************

1. SNO successfully launched the HP OpenView HARMONi platform software 
product in Europe during the "Telecome Together" Event in Paris on the 
19th and 20th January 1993. This product will also be officially 
launched in the Asia-Pacific super region during March and in the 
Americas super region in June. The product (Rel 1.0) will be MR'ed on 31 
March 93.

The HP OpenView HARMONi platform software is a development platform 
which enables telecommunication organizations to develop and deliver the 
Customer Network Management (CNM) service solution to their customers, 
focusing on the management of telecommunication services and the 
Customer Premise Equipment associated with these services.

The HP OpenView HARMONi platform software uses key components of the
DME-endorsed HP OpenView Distributed Management platform software.

2. SNO delivered an early release version of the HP OpenView HARMONi 
R1.0 product to AOTC in January 93.

3. SNO is completing the design specification of an Integrated Fault
Network Management Systems for Hong Kong Telecom. This will position
help HP strongly in Hong Kong Telecom in future projects. Well done
HP Hong Kong!

(NB. HP OpenView HARMONi was formerly known as HP OpenView TIE/CNM)

************************************************************************
9000/800 F/G/H/I Class Servers in Central Office Environments
                             <WW>                    Phil Brotherton/GSY
                        * Company Confidential*
************************************************************************


GSY has always known that our 9000/800 F/G/H/I Class Servers deliver 
smoking performance. Now we know that our systems may smoke, but they 
don't burn. In mid-January, HP and Bellcore, the R&D lab for the 
Regional Bell Operating Companies, subjected the F/G/H/I family of 
servers to component needle flame testing and a full system burn test. 
The results were excellent! Without any modification, the 9000/800 
F/G/H/I server family was determined to be in conformance with 
Bellcore's rigorous NEBS flammability specification for equipment 
installed in Central Office (CO) environments. This success is a 
competitive advantage for HP since we are the first system vendor to 
have a general-purpose midrange server analyzed by Bellcore and 
determined to conform with its NEBS CO flammability specification.

In addition to industry leading price/performance and the robust 
commercial operating environment of HP-UX, the 9000/800 F/G/H/I servers 
now offer our Central Office customers the most complete set of features 
targeted at their environment of any major systems vendor. These 
features include:

Compliance with Bellcore's NEBS environmental specifications for 
equipment installed in Central Offices
  * Compliant with Bellcore's NEBS flammability specification.
  * Compliant with Bellcore's NEBS shock and vibration specification.
  * Compliant with Bellcore's NEBS Zone 4 seismic specification.
  * Compliant with Bellcore's NEBS temperature ranges requirements
    on all components except tape backup media.
  * Compliant with Bellcore's Central Office humidity specification.

CO targeted product enhancements
  * Datakit interface support
  * 48V/60V power supplies
  * Alarms
  * CLEI labeling

Standard product features important in Central Office environments
  * Broad family of servers delivering industry-leading 
    price/performance
  * Standard, robust and proven HP-UX operating system
  * Remote diagnostics and remote console
  * Remote software distribution
  * Network management and extensible agents
  * Logical Volume Manager
  * Disk mirroring and Switchover
  * Powerfail battery back-up
  * Automatic over-temperature shutdown
  * Servers designed for mounting in standard EIA cabinets

We expect to have a copy of Bellcore's written comments on the 
flammability test by May 1. Also, be aware that many of the telcos have 
their own CO specifications, although they tend to mirror the Bellcore 
NEBS requirements.

For more information regarding the 9000/800 servers and their use in the
Central Office contact Elizabeth Caloyannis at 408-447-1024.

************************************************************************
CO GTE Success                      <AM>             Ken Farris/HP Sales
                        * Company Confidential*
************************************************************************


As part of the Strategic Relationship between GTE and HP we are now
shipping a Central Office Computer available for all Telco's.
January 15th HP/ISD (Integrated Systems Division) shipped the first
General Processing Units GPU's to GTE for deployment in their switching
offices.

In June 1992, GTE asked HP to look at building a special computer for
multiple applications to be deployed over several years.  HP/ISD visited
GTE's CO in Lexington to see the product as it was produced by VoicePlex
(a software company) in order to evaluate bidding on the opportunity.
After several months of design work HP/ISD, GTE and VoicePlex agreed
on a design, and a $1.2M order was placed on Oct. 31st which started
the manufacturing process.

GTE will use the GPU as the Intelligent Peripheral for their Advanced 
Intelligent Network development efforts. Although the current product is 
Intel based, the agreed upon plan between GTE and HP is to migrate this 
solution to PA RISC. Today HP can offer to any Telco an EISA backplane, 
486 processor that can meet many of the NEBS requirements. This is a 
unique opportunity for HP to establish and expand the Central Office 
Intelligent Peripheral opportunities in the Telecom Industry. In 
addition, HP can offer the current Series 800 systems (the "Nova" 
product family), which meet virtually all of the NEBS requirements, for 
both AIN and Network Operations opportunities. (See article on the 
Series 800 in this newsletter for more information.)

GTE has plans for at least two GPU's per CO Switch in their service 
areas country wide over the next two years, plus many other applications 
are under development. The current applications are voice processing 
(VoicePlex is the software supplier, contact Susan Nash, HP 1-830-8790) 
and billing (gather billing information from the switch for the printing 
of the bills). The major advantage for GTE is the investment savings 
that a common platform provides to GTE's support organizations.

CONTACTS:   Sales Rep.               Ken Farris    1-214-699-4137
            ISD Factory Rep.       Eric Fernwood   1-407-338-6941
            ISD Program Mgr.      Dushyant Sukhija 1-408-746-5387

************************************************************************
HP Announces SNAPlus Release 2; Expands Client/Server Connectivity
for SNA Environments                          <WW>        Scott Emo/GSY
                        * Company Confidential*
************************************************************************

Are your Telecom customers asking for enhanced IBM communications for 
the HP 9000 Series 800? Now, GSY announces Release 2 of the HP SNAplus 
family of communications products. The new release is based on a 
client/server model, which allows HP business servers access SNA 
networks. SNAplus Release 2 adds to the SNAplus program with a set of 
new products and capabilities that significantly enhance HP's offering 
in IBM communications, and strengthens HP's position as the premier UNIX 
system mainframe alternative.

The SNAplusLink product has been expanded to support SNA over Token 
Ring. SNA over Token Ring supports both 4 Mbps and 16 Mbps speeds, a 
dramatic increase over the previous communications speeds. SNAplusLink 
also adds SNA over X.25 which allows SNA traffic to go over an X.25 
network, providing customers with greater communications flexibility and 
a bridge to standards- based networking.

SNAplus Release 2 enhances SNAplus3270 with Motif(tm) and seven-color 
support.

Release 2 also enhances SNAplusAPI, a collection of APIs that makes it 
easier for application developers to develop SNA programs. Enhancements 
to SNAplusAPI for Release 2 are NetView API, which allows programmers to 
build network management support into their applications; and LUA API, 
which allows access to different logical units including LU0, 1, 2 and 
3. Using these programming calls, application developers can now build 
specific commands to printers and terminals. Also included in the 
SNAplusAPI is LU 6.2, which was available with SNAplus Release 1. LU 6.2 
allows program-to-program communications for applications like file 
transfer, remote database queries and electronic-mail access.

SNAplus Release 2 also includes SNAplus3179G, which emulates IBM's 3179G 
color graphics display station, provides cut-and-paste capability and 
supports three window sizes.

In addition, SNAplus Release 2 includes SNAplusRJE, which emulates an 
IBM 3770 terminal and supports batch processing to IBM mainframes.

All the SNAplus products and enhancements are available March 1, 1993 
and run on the HP-UX 9.0 operating system. For more information, please 
see the Networking Hotline, subject SNAPLUS.

************************************************************************
Desktop Productivity Guide Available      <WW>        Chris Woodward/WSG
                        * Company Confidential*
************************************************************************

HP's Workstation Systems Group Market Development has just updated its 
guide to desktop productivity solutions for HP-UX.

This guide is a handy reference for customers and HP field reps in the 
telecommunications industry where demand for spreadsheets, word 
processing packages, presentation graphics software and other business 
solutions requires us to offer a strong suite of desktop productivity 
software.

The guide provides basic information like product descriptions, prices 
and who to contact for more information. WordPerfect, Lotus and more 
than a dozen other vendors are listed.

To get a copy of this 12-page guide contact Chris Woodward at WSG in
Chelmsford, Massachusetts: (508) or T 436-5032.


>>>>>>>>>>>>>>>>>>>>>>>>  CHANNEL PARTNER NEWS  <<<<<<<<<<<<<<<<<<<<<<<<

************************************************************************
Interactive Systems Part of Systemhouse  <AM> Nancy Burgess/TBM Americas
                            * Company Confidential *
************************************************************************

Interactive Systems, an HP Channel Partner for telecom, has been 
acquired by SHL Systemhouse. Interactive Systems was a subsidiary of 
Eastman Kodak, providing UNIX systems integration.


SHL Systemhouse is amongst the largest systems integration organizations 
in the world with over 3500 employees and revenues exceeding $700 
million. They serve a wide variety of commercial, government and OEM 
customers in the planning, building and management of computer-based 
systems. They were recently named by the Gartner Group as the "leader in 
client-server consulting and development" and commended on having both a 
clear vision and the wherewithal to fulfill that vision. The acquisition 
by Systemhouse allows Interactive to serve their customers with a 
broader pool of talent and technology.

The HP Channel Partner sales rep for Interactive is Steve Chaco, phone
708-255-9845, ext.2152.


>>>>>>>>>>>>>>>>>>>>>>>>  SALES TOOLS/EVENTS  <<<<<<<<<<<<<<<<<<<<<<<<<<

************************************************************************
Supercomm '93 Coming April 20 - 22    <AM>        Andy Gee/TBM Americas
                            * Company Confidential *
************************************************************************

Be sure to attend this year's SUPERCOMM '93 International Conference and
Exhibition on April 20-22 in Atlanta at the Georgia World Congress.

Over 450 exhibiting companies and 23,000 industry professionals from 
over 80 countries are expected to attend. This year's event offers 
numerous seminars and lectures for both the technical and non-technical 
telecom professional. HP is a Telecommunications Industry Association 
(TIA) member, and this allows you to receive the membership rate on 
registration fees. Our membership number is 16647.

For more information on the sessions offered, registration fees, hotel
information, etc,. please call, FAX, or write:

                   Telecommunications Industry Association (TIA)
                   900 Jorie Blvd, Suite 220
                   Oakbrook, IL 60521
                   Phone:  708 990-1460
                   FAX:    708 990-2078

HP's CSO and T&M divisions will share a 2,000 sq. foot booth 
highlighting our products and solutions in the areas of Network 
Operations & Test, Business Support Systems, and Integrated Solutions. 
In addition, there will be a telecom specific Empowering Through 
Integrated Solutions seminar; AKA, Power to Empower, to be held at the 
Omni Hotel adjacent to the World Congress Center. The HP booth theme 
will be "Keeping you ahead in tele- communications".

Channel partners include, but not limited to, will be:
        Accugraph       Apertus          Carnegie Group       DGM&S
        Kenan           Prism Systems    Voiceplex

************************************************************************
Power to Empower for Telecom         <AM>     Vonnie Jones/CSO Americas
                            * Company Confidential *
************************************************************************

Please note that the upcoming "POWER TO EMPOWER" workstation seminar to 
be held in Atlanta on 4/27 has been rescheduled. SINCE THIS SEMINAR WILL 
FOCUS SPECIFICALLY ON THE NEEDS OF THE TELECOM INDUSTRY, it will be held 
in conjunction with the upcoming SUPERCOMM TRADE SHOW (April 19-22) in 
Atlanta.

NEW DATE:  April 20, 1993
           Afternoon session

NEW LOCATION:  Omni Hotel
               100 CNN Center
               Atlanta, GA

Extra invitations will be available in early March. A complete detailed 
write-up on POWER TO EMPOWER was sent out to all telecom sales reps on 
Feb. 22 via HPDESK. Linda Haasis (404-916-8845) is the marketing program 
integrator for this event.

************************************************************************
Asia Telecom 93                     <WW>            Serena CHANG/TBM AP
                        * Company Confidential*
************************************************************************

Asia Telecom 93 will be held in Singapore this year from May 17 - May 
22, 1993.

This event is organized by the International Telecommunication Union 
(ITU) and like the Geneva Show, it is also a once-in-four-year event. 
The theme for this is "Telecommunity : the next era of growth"

Symposia will run concurrently with the exhibition for the full week. To 
date, a total of 130 companies have confirmed their participation in the 
show.

There will be 4 symposia in all :

i)      Policy Symposium
        Strategy for Expanding Telecommunications Infrastructure
        1. Focusing on the evolution of telecommunications
           within the Asia-Pacific rim
        2. The global network of telecommunications
        3. Challenge of telecommunications development
        4. Strategic issues on standards
        5. Trends of mobile services
        6. Role and future policies of satellite communications
        7. Co-operation and competition
        8. Achieving the full potential of the future

ii)     Technical Symposium
        Technological Challenge: Interfacing Regional Needs
        1. Network evolution : the present and beyond
        2. The user defines new services
        3. Technological advances
        4. Mobile communications
        5. Broadcasting
        6. Radio & satellite

iii)    Regulatory Symposium
        Effective Transition through Regulation
        1. Role of regulation
        2. Regulatory round-up : Asia - regulation &
                                 telecommunications investment
        3. Regulatory round-up : elsewhere - regulation &
                                 telecommunications investment
        4. Interaction of regulations & market forces
        5. Regulation of advanced services
        6. Future outlook

iv)     Economic Symposium
        Telecommunications: the platform for economic growth & 
        development
        1. The impact of telecommunications on economic growth and
           development
        2. Trade and technology issues
        3. Finance & investment
        4. Case studies on economic impact of restructuring in the
           telecom sector
        5. Economic impact of deregulation, restructuring & 
           privatization

Details of the symposia can either be obtained through your local ITU 
rep or you can desk Serena CHANG or Bee Eng LEE.

************************************************************************
IN Network Seminar         <WW>                       Ingrid Standen/UK
                            * Company Confidential *
************************************************************************


The Intelligent Networks Seminar was held at Hewlett-Packard's Central 
London Offices on October 8th, 1992. The seminar objective was to make 
telecom companies aware of HP's position in the IN field which would 
hopefully initiate sales opportunities in this area.

The positive response to the invitations to attend this event was 
extremely encouraging to the point where we had to limit places to 
specifically targeted customers. We had aimed at a minimum audience of 
50, and 53 actually attended on the day.

There was an excellent response to the speakers, who included Ruth Cox,
(HP), David Rogerson (OVUM), Eric Buatois (HP), Nigel Derrett (HP),
Patrick Savage (US WEST) and to the SCE Demonstration which was shown at
Supercom in the USA and carried out by Michel Denneulin (HP).

Generally the feedback about the event from the customers was very good 
and many requested more information and further discussions. Two 
companies in particular have expressed a positive interest in IN's, 
Vodafone Ltd and Ericsson; this may well result in potential business 
for the Telecom Sales group in this field.


************************************************************************
Telecom Training Roll-out Americas       <AM>   Clark Macauley/HP Field
                            * Company Confidential *
************************************************************************

While many of you have been busy closing orders (THANKS for the over 
quota 1Q sales!), we have also been busy in evaluating the various 
options available to provide you with industry training.

Background

As most of you know, a survey of the SRs covering Telecom accounts
was completed in September 1992.  Based on the results of that survey,
it became clear there was an immediate need for Telecom Fundamentals
for a broad portion of our sales force.

For the past two years, several SRs/DMs had been using various third 
party suppliers to provide Telecom training. We looked carefully at 
selecting one of these 'off-the-shelf' products with the hopes of buying 
rather than building Telecom training. What we found was that even the 
most popular course, "Telecom Fundamentals for Non-Engineers" by the 
Telestrategies Company, missed the mark in two key areas:

     1) The technical level of these courses was much too detailed for
        most SRs selling to Telecom accounts. For example, the 
        discussion on the T-1 line was a 3 hour long lecture.

     2) There was little, if any, discussion on the business
        implications to a Telecom customer regarding any of these 
        technologies or how a SR might sell these technologies.
        Most of these courses were designed for a very technical
        user audience in mind.

At the same time as our evaluation, HP-Europe contracted with the
San Francisco Consulting Group to deliver a 2 day lecture on Telecom
Fundamentals.  This course seems to have a better balance of technical
versus business topics and is better suited to the needs of our sales
team.

We have contracted with SFCC to provide that same course, plus 
extensions, to the America's sales force. The good news is that you 
won't have to take time out of the field to travel anywhere to take it. 
We'll be providing it to you in audio tape format, with a copy of the 
handouts, that you can review at your convenience. The topics include:

     Telecom Industry Overview  (both Americas and International)

     Telecom Industry Fundamentals
       Telecom Basics
       Transmission Basics
       Switching Basics
       Mobility Basics
       Signaling Basics
       Broadcasting Basics

     HP's Telecom Industry Solutions
       HP's Strategy
       HP's Solutions
       Differentiating the Competition

Each separate module will be orderable from SMO by the end of April.
A part number and complete ordering details will be sent to you as soon
as they are known.

Future course topics which are under development include:

          Business Support Systems Fundamentals
            Applications and solutions

          Operational Support Systems Fundamentals
            Applications and solutions

          Telecom Network Fundamentals
            Applications and Solutions

          Equipment Manufacturers Fundamentals

We'll keep you posted on the progress of these additional training
courses. Finally, if you have any special training needs that
are not included in the above, please DESK or give me a call.

Regards and Good Selling!  Clark Macaulay, Sales Force Program Manager,
Telecom, Utilities & Media, phone 404-916-8861.

************************************************************************
New Sales Tools for Wirelessq        <WW>      Valori Stitt/TBM Americas
                            * Company Confidential *
************************************************************************

Several new tools are available for your use with customers in the 
wireless communications marketplace.

(1)  "Wireless Solutions from Hewlett-Packard"       P/N 5091-6945E
      - New glossy, color, tri-fold folder with pocket, customer 
        references

(2)  "Hewlett-Packard: A Wireless Solutions Guide"   P/N 5091-6946E
     - New glossy, wireless communications industry solution guide,  
       lists current worldwide solution partners

(3)  "Hewlett-Packard Takes TeleSciences' CASS System Worldwide"
     - Press release on CASS (Customer Acquisition Service and Support) 
       on HP, contact Valori Stitt for copy, phone 408-447-0235.

(4)  "HP in the Wireless Communication Industry"
     - Press backgrounder highlights HP's commitment, key strengths, 
       customer reference story, contact Valori Stitt for copy, phone 
       408-447-0235.


* * * * END OF INTERNAL NEWSLETTER * * * *