HP WORKSTATIONS FOR SOFTWARE DEVELOPMENT RESOURCE LIST REV2 9/8/92 ******* HEWLETT-PACKARD CONFIDENTIAL AND PROPRIETARY ******* ******* FOR INTERNAL USE ONLY ******* Below is a list of resources available to help Sales Reps prospect/identify/qualify/close software development (SWD) deals. This is not a sales guide intended to tell you how to sell CASE. That type of document will be developed soon. However, if you are familiar with the materials referenced here (especially sections III. and V.), you will have already seen much of the material to be included in such a sales guide. This LIST and several of the referenced items have already been mailed to DSMs, ASMs, SF37 SRs and TCs in the Americas. It was also mailed to selected SRs, TCs, managers, and others with an interest in CASE around the world. If you want to be on the mailing list for future updates of this resource list (or other CASE-related information), please send a desk message to Dave Crowley at WSBU in Chelmsford, MA (dave_crowley@hpj600.desk.hp.com) I. SESD AND SOFTBENCH o "SESD Quick Reference Guide, Product Overview - PL4H Products" - Product listing and key user benefits (why buy SoftBench) - List of SESD (SF37) SRs and TCs for the U.S. Contact Sales Response Center or Diane Dennisat SESD (303-T229-2255) o "CASE-In-Point" is a monthly publication of SESD covering SESD issues and general CASE market news that your customers may find important Contact Sales Response Center or Terri Edwards at SESD, "CASE in Point" Coordinator (303-T229-4621) o "Encapsulated CASE Tools for SoftBench Environments" is a public, customer viewable listing of the 55 products from 38 VABs that are encapsulated or encapsulating with SoftBench. This listing is updated quarterly. Contact Linda Kennedy at SESD (303-T229-6298) II. VAB LISTINGS o Listing of SWD and related VABs for the Series 700. (Hotline SUBJECT: W700VAB.) o "CASE VAB Platform Support Listing" (VAB products sorted by area of SWD process. On the Hotline.) o Quick Reference Cards: See page 13 of 5/15/92 Computer News (PN5091-3317E) III. CUSTOMER VIEWABLE MATERIALS (ALSO GOOD FOR LEARNING CASE) The items listed below are for use with customers. You may consider using the items below as a quick review of software development before visits or prospecting calls: o Three booklets to establish HP credibility as a partner for SWD expertise: - CASE Primer (PN 5953-6395) - CASE and Objects - A Primer (PN 5952-2624) - Software Engineering Productivity (PN 5952-0225) o Three videos: one with a workstation focus, and two that help you show customers how SESD products on workstations help them do better software development. - HP Apollo Workstations - Real CASE Productivity (Video #90497T) - SoftBench 3.0 (Video S-1870) - ChangeVision (90564T) o Brochures that position HP's CASE offerings at a summary level: - "Pull It all Together with HP's CASE Solutions" commercial CASE pocket brochure (PN 5091-4567E) - "Profit from Hewlett-Packard's Technical CASE Expertise" technical CASE pocket brochure (PN 5091-4564E) - "HP CASEdge: The Solutions, The Platforms, The Expertise" CASE folder (PN 5091-4566E; note that when you order this folder, the technical and commercial pocket brochures, as well as the SAS story, will already be stuffed in the folder.) - "Profit Now from HP CASEdge Open Integration Solutions" brochure (PN 5091-0622E) - "Hewlett-Packard Understands the Software Engineering Process" brochure (PN 5952-2596) o Two books by Bob Grady, an HP employee and recognized CASE metrics expert: - Software Metrics: Establishing a Company-Wide Program (Grady & Caswell) - Practical Software Metrics for Project Management and Process Improvement (Contact a local bookstore.) o The items below are a selection of materials used by SF37 which will be of interest to your customers in selected situations, and will help you understand HP's range of solutions for Software Development. (This is only a portion of the over 100 pieces of literature, field training manuals, folders, videos, and reprints SESD provides for SF37.) - SoftBench Code-Construction Environments Product Brief 5091-4979E - SoftBench 3.0 Data Sheet 5091-4940E - C++SoftBench 3.0 Data Sheet 5091-4889E - Encapsulator 3.0 Data Sheet 5091-5573E - ChangeVision Product Brief 5091-4979E - ChangeVision Data Sheet 5091-4983E - SynerVision Data Sheet 5091-4982E - ChangeVision Metrics Workshop Data Sheet 5091-4981E - Software Inspections Data Sheet 5091-4980E - "HP CASEdge Customer Profile" Folder w/SESD 5091-3102EUS Success Stories - CASE Communique Brochure 5091-5572E - HP InterViews Plus Class Library Data Sheet 5091-3663EUS - Software Engineering Requirements Analysis Data Sheet 5091-2623 - HP Interface Architect Data Sheet 5091-3665E - PL4H Price Guide (Available from Paula Denee, after 9/92 all will be in Series 700 Price and Configuration Guide) - HP Understands the SW Eng'g Process (Best Practices) 5952-2596 Contact your local SESD SF37 Sales Rep for more information on these items. IV. HP BEST PRACTICES IN SOFTWARE DEVELOPMENT o Software Engineering Executive Seminars (next one 9/2-3/92) by SESD: To help a big-deal prospect learn how HP does software development. o "Corporate Engineering Software Quality and Productivity Guide, Best Practices in Software Development at Hewlett-Packard": a 46-page book that gets fairly deep quickly. You will need to "translate" portions of the book if you show it to customers. Contact Corporate Engineering. o The HP Corporate Engineering "Software Initiative " (SWI). The SWI is a group at Corporate Engineering that facilitates the use of Best Practices in HP R&D for SWD. Contact Corporate Engineering V. TRAINING AND RELATED MATERIALS o SR2202 Winning in Engineering Environment includes a 4-5 hour segment for selling SWD/CASE in engineering (and some commercial) environments. o SR126 Engineering Fundamentals (pre-req for SR2202) includes a brief review of basic SWD/CASE concepts in an engineering environment. o The materials listed below do not have current product information. However, they provide a good overview of SWD and other CASE concepts. - CASE Fundamentals Primer (SR1200) - The Initial CASE Sales Call - A Survival Guide (SR1201) - HP CASE Solutions (SR1202) VI. SWD SUCCESS STORIES o For External Use: - "HP Series 700, A Success at SAS Institute" (PN 5091-3315E) o FOR INTERNAL USE ONLY. DO NOT PROVIDE DETAILS TO CUSTOMERS WITHOUT APPROPRIATE PERMISSION (all are on the Hotline): - EDS/Unigraphics: Series 700 Beats Sun (SUBJECT: WSUCCES3) - James River Technology Center is Sold on Series 700 (SUBJECT: WSUCCES2) - Naval Weapons Center at China Lake: $6M Series 700 Order (SUBJECT: WSUCCES1) - SAS Institute and Series 700: "HP Clearly Had It All" (SUBJECT: WSUCCES4) - Cadence Design Systems Adds the Series 700 (SUBJECT: ASUCCADN) VII. CUSTOMER PRESENTATION "HP POWERSHIFT IN CASE" Available on the Workstation Hotline ( Subject: WKCASE), with Gallery files and script. VIII. SALES PROGRAMS AND PROMOTIONS (Check for program deadlines!) o "Winning the Development Environment" quick reference guide by Anne Lannan at SESD (TN 229-6314). A program to support the joint SF40/37 effort to get VABs to develop their products using HP hardware and software. o DSEE Migration Program: HP and VAB incentives to move Domain/DSEE customers to a new configuration management tool on HP-UX/PA-RISC. (See 6/15/92 Computer News) o HP CASE VAB Migration Program: HP and VAB incentives to move Domain customers to HP-UX/PA-RISC. (See 6/15/92 Computer News) o HP Series 700 and 700/RX sales promotion: Buy a 720 or 730 and an 700/RX x-station, get 32MB RAM free. (See Promo # 2.645 for details.) IX. WKSG CASE SEGMENTS o July 1992: Where to focus for next 4 months for CASE deals o June 1992: HP wins with the Series 700 & SoftBench at Cadre; TeamNet product for DSEE migration o May 1992: DSEE migration VAB solutions o April 1992: 3 VABs on Series 700: PROCASE, Cadre, and IDE o Dec. 1991: HP wins Series 700 @ Cadence Design o Nov. 1991: IDE update o Aug. 1991: Norton Utilities for HP-UX o May 1991: Sabre-C (now CenterLine) on HP-UX o April 1991: HP wins at SAS; Neuron Data; new DSEE; Object Mgmt Group o March 1991: Wind River Systems for real time ports to HP-UX X. "I'VE GOT A LEAD. NOW WHAT DO I DO?" If it's big enough or strategic, we should not lose for lack of effort or resources. Your field-based resources should include the following: o SF37 SRs as "CASE MRs" (as long as there is SoftBench business...) o PSO CASE-peaked TCs (even if SR37 seems to control them) o Region SWAT teams (they will do what it takes for big deals) o Region Program Managers for Workstations (if you win, they win) o Resources in other regions (some have more than others) o WSBU Enabling Technologies Group , Chelmsford, MA _______________________________________________________________________