Power Tools 1993 October

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Sales Guide Internal Use Only October 1992 The HP 9000 Client/Server Sales Guide Table of contents 1. Introduction -- Market Opportunity............ 1 2. What is Client/Server Computing.............. 2 3. How and Why to Sell Client/Server........... 4 4. Benefits of Client/Server.......................... 6 5. Components of a Client/Server Solution...... 8 Clients and Servers............................. 9 Graphical User Interface...................... 11 Networking.............................. ....... 12 Data Management............................. 13 Application Software......................... 14 Application Developement Tools.......... 15 6. HP's Client/Server Advantage................. 18 7. Appendix: The Application Processing Split. 20 Introduction Client/server computing has very quickly become one of the most widely used terms in the computer industry. According to a survey taken by the Society for Information Management, client/server is the most important technology to watch, topping electronic data interchange, optical discs and computer-aided software engineering. Forrester Research of Cambridge, Mass. predicts that client/server is the technology that will drive the U.S. computer industry's growth. They believe that client/server system shipments will grow from 28,000 units in 1992 to 183,000 units by 1995 with revenues growing from $4.9 billion to $38.3 billion in those same years. The graph below shows that customers already have moved from investigating client/server computing to running pilots or even full production client/server systems. Clearly, this is an opportunity that HP can capitalize on. HP is already recognized as a major player in the client/server computing market with excellent mainframe and PC connectivity, client and server scalability, a number of client/server application development tools and third-party client/server application solutions. This means that client/server computing is a large opportunity for HP and one where our comprehensive solution gives us an advantage in today's competitive marketplace. This document will answer these basic questions about client/server computing: o What is client/server computing? o Why is client/server computing such a big deal? (or: What benefits will your customer receive from client/server computing?) o Where does client/server computing fit within your customer's organization? o What are the components of a client/server computing solution? o What is HP's strategy for client/server computing? o What are HP's competitive advantages in the client/server arena? This document should help you to realize that the concept of client/server computing should not be presented as a technology sale to your customer. Client/server computing is an extension of your current consultative selling process. It is imperative that you understand your customer's business and the competitive pressures they are facing. Once you have a good understanding of your customers environment you can then map the benefits of client/server computing to their business issues. Client/server should be seen as an enabler that lets technology accommodate your customer's business processes. What is this concept called Client/Server? Client/server computing is the computer industry's response to the the business challenges of the decade: global competition, time-to-market and sustained profitability. For businesses to succeed in these competitive times, decisions will have to be made more quickly, product development cycles will have to be shortened and companies will have to become more flexible so that they can respond to their changing business environments. Client/server offers a model of computing by which information can flow more freely within the organization while retaining the integrity of the data on which that information is based. Every vendor, consultant and trade journalist has a definition of client/server computing, but all agree that client/server computing is an architecture and an enabling technology, not a collection of hardware products. In the simplest sense, client/server computing is an environment in which users -- clients -- request services from resources on a network of servers. The part of the application that resides on the client or on the server should be determined by the application processing environment. Some examples and their benefits are described below. Ease of Use by adding a GUI to the Client (GUI on Client; Application and Data on Server) Some customers have implemented a client/server computing environment by adding a GUI to a client that works with legacy applications that run on a mainframe. HP has worked closely with a major oil company that has a variety of mainframe-based applications to collect and process seismic and stratification data and to track site drilling history. The company learned that only 20% of the company's technical staff actually uses the applications that exist. The rest rely on traditional reporting because they don't know where the tools reside and they are unwilling to learn the different access routines required buy each application. HP helped this customer implement a client/server computing model by encapsulating the old applications with a new programming interface that can talk to UNIX clients. The workstation clients now have a consistent interface or GUI across all applications to shorten the end-user learning curve. The result is a uniform way of using the important applications and accessing data without having to wait for a management printout. Responsiveness to Customers through Easy Access to Information (GUI and Application on Client; Data on Server) By allowing PC- or workstation-based applications to utilize data that resides elsewhere end-users can be more responsive to their customers. One of the early adopters of client/server computing, US WEST, uses HP 9000 servers to give them access to mainframe data. The US WEST service reps use a client system to access data from the server that pulls customer information from a variety of mainframe-based systems. When a customer calls, the incoming call automatically triggers a display of information about that particular phone number on the service rep's client screen. The service person can immediately answer questions and suggest new services that can turn those complaint calls or questions into sales opportunities. Quicker Processing when Applications can be run on the Desktop (GUI and Application on Client; Data on Server) By having applications run an PC's or workstations while sharing data that resides on a file server, companies can reap the benefits of quicker applications processing and improved flexibility. Boatman's Bancshares, the largest bank in St. Louis, has implemented a client/server solution with UNIX workstations and servers. The traders utilize workstations for applications that hook into HP 9000 file servers that hold inventory and position data. Each workstations supports an X-stations that is used for administrative tasks. Applications are being run more efficiently and allow the traders to be more responsive to their customers. Increased Competitiveness through timely Access to Information (GUI on Client; Application on Server; Data on "Super" Server) By having access to information at the fingertips of those who need it customers can increase there competitive position in the marketplace. Hughes Space and Communications implemented a three tiered client/server solution and is speeding up product development cycled and reducing processing and communication costs as a result. Hughes replaced their 3270 terminals with PC's running a Motif-like user interface from Neuron Data. These PC's are clients that request information from HP 9000 servers that are running purchasing, scheduling and MRP applications that previously resided on mainframes. The HP 9000 business server acts as a client to a set of IBM mainframes that hold the data for the applications that are now run on the server. The data is downloaded to the server on a weekly or daily basis, depending on the application -- financial information is downloaded weekly; inventory information, daily. The mainframes continue to run some legacy applications that will move to the server when they need to be revised. Hughes has been able to make a smooth transition from its proprietary host-based environment to a more flexible open client/server environment. Increased Efficiency and Effectiveness with Client/Server Computing (GUI on Client; Standalone Applications and Data on Clients; Shared Applications and Data on Server) By connecting "islands of information", sharing resources and making applications easier to user with standard user interfaces, a client/server implementation can help to make employees more productive and better able to respond to change. Liberty Bancorp, a bank holding company in Oklahoma City, has implemented a client/server computing environment with an enterprise-wide network that will connect office process automation workstations, teller workstations, printers terminals and servers from four different vendors. Liberty felt pressure to re-engineer their operations because their customers required more information and services from the bank. The HP solution at the branch level will provide office automation applications such as OpenMail, Information Access, NewWave Access and HP Office Fax. Applications that reside on mainframe systems will be moved to HP 9000 servers to reduce the cost of processing and to provide easier access to the information. Liberty groups the benefits that they will receive into the categories of efficiency and effectiveness. Their efficiency benefits include: time savings in processing accounts and loans and reduced communications and printing costs. Effectiveness is increased in the areas of customer service, customer retention and lead-generation. HP Offers our Customers these Benefits -- and More The examples illustrate the types of benefits that HP's customers have received by locating parts of the applications where they best serve the need of the organization GUI's running on a client make text-based centralized applications easier to use. Customers with PC's that have had little access to data on other systems can become more productive and more responsive when they are able to share centralized data. These changes don't require customers to completely overhaul their information technology environments. One of the advantages of HP's client/server implementation is that we build a client/server environment based on a customers existing technology infrastructure. This evolutionary approach means that customers can evolve to a true client/server model at their own pace and as their business situations dictate. How and Why to Introduce Client/Server into your Account A client/server architecture may be introduced to your account in the following ways and for the following reasons: o adding a Series 800 Business Server to an existing PC-LAN provides better management of shared resources o adding a Series 800 Business Server or a Series 700 workstation as a server in an engineering environment, to a group of standalone clients will give the users the capability to share resources and collaborate on work o adding Series 700 workstations with a GUI to a mainframe or centralized system makes mainframe applications easier to use o adding Series 800 Business Servers to a mainframe or centralized system can provide faster application processing if an application is offloaded to the server and allows for better and easier access to information that may continue to reside there Adding a Server to a LAN For small businesses or small workgroups a PC LAN may be sufficient for servicing the file and print sharing needs of the organization or workgroup. In fact today in situations where file sharing and print sharing will remain as the sole function of the server in the long term, PC LANs are likely to be the most cost effective solution. As the company or user community grows and as cooperative processing across the LAN becomes more prevalent, the PC's will no longer be 'personal', they will become shared resources. In this environment, systems management issues such as backup, software distribution and security becomes critical. A more robust server such as the HP 9000 Series 800 Business Servers may be added to the LAN to perform functions such as backup initiation and to ensure that application versioning issues won't impede the benefits of cooperative processing. As businesses continue to streamline their business processes, applications supported on a LAN will become more transaction based and as companies flatten their organizational structures the need to distribute information will become more important and may result in the implementation of distributed databases. Both OLTP and distributed database applications require a degree of management, integrity and performance that only a midrange server, such as the Series 800 Business Server will be able to cost effectively provide. Industry consultants at the META GROUP evaluated the role of PC's and midrange systems as servers in a client/server environment and concluded that PC's will not have the systems and network management capabilities comparable to those available on midrange systems today, for at least three more years and PC's will not have the robust capabilities needed for OLTP, distributed database and other mission critical applications for at least 5 more years. Adding a Server to a Group of Standalone Systems Another opportunity to introduce client/server computing to your customer is to find groups of professionals, for example in engineering and design areas or desktop publishing, that are using standalone UNIX workstations or PC's. These groups can be made more productive by sharing data and having the ability to collaborate via a network that gives them access to each other's work. Introducing a Series 800 or Series 700 server to store engineering drawings, product specifications or other data that can be shared among the professionals enables your customer to experience the productivity benefits of client/server computing. A manufacturer of instruments and sensors for commercial and military aircraft uses two Series 800 servers as central file servers providing network-wide design management for over 150 PC's and S/700 workstations. The design tools available for workstations and PC's provide a powerful design environment for the engineers but it creates a problem in managing design data. The Series 800 servers were added so that rather than using a paper drawing, the master file for a design could be stored in one of the servers. The server also performs authorization checks before files are accessed by engineer and routes designs for review and approval at the appropriate stages. A client/server computing solution enabled this company to improve the quality of their products and to decrease their time to market. Adding Clients to a Mainframe Most large companies rely heavily on legacy applications residing on mainframes. These applications are usually difficult for users to access and use. Because so many of these applications are mission critical, companies are reluctant to offload them to less costly and more open platforms. HP can still add value to the applications by providing a graphical front-end that runs on a workstation or X-stations, S/700 and 700/RX-terminals, as in the oil company example earlier. The end-users are more likely to use the application, become more productive with it sooner and make less mistakes when it a graphical user interface is added to the application. Adding Servers to a Mainframe Series 800 Business Servers can be added as front-end or back-end servers to a mainframe that is running mission critical applications. They can also be used to offload mainframe applications altogether. In both cases the S/800 servers make data more accessible and more usable to those who need it. While acting as a client to the mainframe, the Series 800 is a server to the end-users who access the data via PC's, MAC's or UNIX workstations. Fuji Bank in Tokyo has implemented a top-down client/server computing solution. Their mainframe system is the repository for customer information and other information that they collect, but now the applications the the bank's managers need to make use of the data now run on multiple Series 800 servers that are accessed via X-terminals. Now applications reside closer to the people who need them, permitting them to share the same information but apply it in a way that satisfies their customers' requirements. Why is Client/Server such a big deal? Client/server computing offers significant benefits to end- users and MIS departments making both groups more productive while utilizing IT resources in a cost effective manner. Benefits For the End-User - Freedom from Technology Client/server computing gives organizations freedom from technology. In the past, the development of business processes were sometimes constrained by a company's existing technology infrastructure and capabilities. End-users, instead of defining business processes with their own work- style in mind, were forced to conform to the capabilities of their centralized computing environments. Today, client/server computing frees them from those constraints. By giving the end-user ownership of processing power (through an intelligent client on their desk) and a link to data and/or applications that are managed centrally (to ensure integrity and performance levels) technology is now able to accommodate the end-user's work style and the business processes that the end-user has defined. Advantages of C/S Productivity Benefit/Cost Reduction Easier/Better Access to Data End-users can now have transparent access to data. They don't need to know where on Many of the client/server tools the network the data reside. Users can now spend more time making use of information allow access to data that resides information rather than trying to find it -- or worse yet, making decisions without it. on multiple and incompatible platforms. Better decisions are made when information is available to those who need it. Ease of Use In a client/server environment Front-ending applications and application development tools with consistent graphical graphical user interfaces can user interfaces can cut down or eliminate training time and expense, reducing costs and be added to legacy applications enabling users to become productive more quickly. In addition the use of GUI's can lead and come standard on new to an increased number of completed tasks. fewer errors and lower user frustration levels. applications. Faster Response Time The client/server computing Intelligent desktop devices can be used to offload applications that had previously run model allows for the optimal on host systems, resulting in faster response times for the offloaded applications since placement of applications and they are no longer vying for the same resources demanded by other applications and data. users. The host system is freed up for faster processing of the batch or legacy applica- tions that still reside on it. Users of both systems will no longer experience and become frustrated by the wait time typically associated with centralized, host-based applications. In addition, they can continue their work with local applications during host downtime. Benefits for the MIS Department -- Better Applications Faster Today's business climate finds most MIS managers facing a flat or decreased budget. Yet the demands from their customers -- the end users -- haven't stopped and in fact, now that end-users have had PC's and their own applications running on their desks, it is likely that their demands for access to centralized data and increased functionality from the applications the MIS department provides have probably increased. A client/server computing model, built on the existing IT structure, can help MIS to implement change quickly and thus be more responsive to the needs of the MIS customer. HP has implemented client/server computing internally and our programmers report productivity gains of 30%, on average. The features of client/server computing that provide this increased productivity and related MIS savings are shown on the chart on the next page. Advantages of C/S Productivity Benefit/Cost Reduction Modularity of Applications Application development time Because client server code is designed to be modular, development teams can proceed can be greatly reduced, more in parallel -- one group working on the client, the other on the server. Modularity of code code is reusable and appli- allows for specialization of programmer skills (some are better at writing GUI's others data cations are easier to main- access routines.) tain due to the modularity of More code is reusable because one may choose to develop a server for multiple appli- client/server application code. cations. In general applications for a client/server environment are simpler than tradition- al mainframe applications where one giant application performs a variety of functions. The 4GL's and CASE tools available for client/server environments also simplify application development. Maintaining and updating applications are easier because functions are segmented between the clients and servers. If an application and GUI are running on a client and an end-user wants a new capability in the user interface or application logic, instead of that application change affecting the entire application and the entire user-base (as would occur if the application were centralized) the change can take place on the client for just those end-users that need it. Centralized Control In a client/server environment Client/server computing helps to ensure the integrity of data. The model separates the the MIS department can reclaim data from the applications sparing the IT group from keeping copies of the same data on control over user PC's and several different systems. The server also has the rules for how to access and interact workstations. with the data ensuring that, although it may be available to a wide range of end-users, it can only be changed or updated by the appropriate individuals. In general client/server computing helps IT to reconcile the divergent needs for responsiveness to the community while ensuring data integrity through MIS control. In a client server model, the server governs data integrity and access with rules imposed by the IT community, but because the interfaces between client and server are clearly defined, anyone can write and application to run against the server. Ability to Grow Incrementally The client/server computing Both clients and servers are available in a range of sizes, strengths and prices, enabling model allows for the optimal customers to tailor their client/server relationships to meet their needs. Previously under- placement of applications and used processing power can be exploited with GUI front-ends and applications that are data. made more useful by being able to access enterprise data that may reside on a server. As client applications grow they are not limited by existing memory and processing power because additional processing power and large storage are available through the server. What's Included in a Client/Server Solution? A client/server computing is not an add-on feature or a specific product solution. It is an approach to computing that can be used to define and describe a customer's computing environment. Components of a client/server computing solution include: - clients and servers - networking - graphical user interfaces - applications - application development tools - application integration tools - databases HP's Strategy For Client/Server Computing HP's strategy is to provide a set of tools and solutions that make it possible for customers to move from their present computing environment to a client/server computing environment at their own pace, as dictated by their business needs. HP's emphasis on a standards-based, Open Systems environment enables customers to leverage their existing information technology investment and ensures that any new investment will be compatible with the technical advances of the future. In addition to offering a complete client/server computing solution, HP has broadened our definition of client/server computing to include the following characteristics. Open Technologies HP's client/server computing solutions encompass a wide variety of open technologies based on industry and defacto standards to accomplish a given task and deliver solutions relevant to the business task at hand. For example, the HP model blends the full complement of technologies needed for the creation and delivery of client/server solutions such as advanced GUI's, networking technology, object programming and computing and 4GL's. What sets HP apart is that we recognize the need for "middleware": DCE (Distributed Computing Environment) and DME (Distributed Management Environment) components such as remote procedure calls, license management services and software that are essential for integrating and supporting distributed applications. (Remember, by definition, client/server means that applications will be distributed across more than one platform.) HP has taken a leadership role in defining these standards exemplified by the seven HP technologies that have been chosen as core components of DCE and DME standards. HP is delivering client/server technologies today with OpenView, Network Nodal Manager, Network Computing Manager and Network License Server. Legacy Preservation HP's client/server model does not require your customers to throw out everything they already have. We are not like some vendors who offer only a piece of a client/server solution, or like those who offer to provide a total client/server solution -- but only if the customer is willing to start from scratch. HP recognizes that our customers already have a significant investment in information technology. Our client/server models build on that investment by redefining where and how the processing of information will take place -- that is closer to the people who need the information. Added Value Finally HP's client/server model is committed to adding real value to the existing investment by improving user interfaces which enable faster learning. Our solutions provide easier access to existing data and applications while maintaining data integrity. Our model enables the integration of data from a variety of sources, many of which may be incompatible with each other, and transforms that data into useful information. Our CASE offerings provide fast prototyping of client/server applications and our network and systems management environment enables fast and accurate deployment of client/server systems. HP's Clients and Servers HP offers a full range of compatible clients and servers. No other vendor matches the desktop to datacenter scalability that HP provides. The HP 9000 Series 800 Business Server Midrange systems will play an important and growing role as companies move toward client/server architectures. Companies are streamlining their business processes and moving from batch-oriented to transaction-based applications. The distribution of information is becoming critical as companies flatten their organizational structures. As companies move to client/server architectures to support these business and information processing changes, midrange systems play a critical role. OLTP and distributed database applications require a degree of management, integrity, performance scalability and expandability that only midrange platforms can cost- effectively provide. The robust systems and network management capabilities of midrange systems also make them an ideal choice as systems and network management platforms. The HP 9000 Series 800 is HP's strategic Unix server. The S/800 offers the broadest range of performance, I/O expandability, memory capacity and systems and network management capabilities in the industry. It offers many price/performance points with excellent upgrade paths in addition to future midrange SMP to match the competition. The S/800's fast high capacity networking, server packaging, commercial functionality and applications and tools availability give the Series 800 a substantial edge over the competition. When do Series 700 Workstations Make Sense as Servers? Generally Series 800's should be proposed the server in a client/server computing solution. However, in the short term there are a few exceptions where Series 700 workstations should be proposed because they meet some specific requirements where today the S/800's do not. Examples of such requirements are the following: o the need for the server to support diskless S/700 workstations o the requirement for the server to act as a "client" in its own right in an environment where bit mapped graphics support is required o the requirement for applications that certified on the S/700 but not yet on the S/800 o the requirement for specific HP-UX features that are currently only supported on the S/700 (i.e. memory mapped files, EISA I/O driver) In general lead with S/800's when you need a servers, but remember, the goal is to win the business -- so bid what it takes to win the deal. A Choice of Clients One of the benefits of client/server computing is to make better use of "sleeping" desktop MIPS. Many of your customers already have PC's, MAC's or UNIX workstations. Many times these desktop these potential clients are not utilized to their full capacity. For example, when a PC enters terminal emulation mode to access a mainframe the user loses all the advantages of having an intelligent device on the desktop. Clients such as PC's. MAC's and UNIX workstations can be made much more productive by pulling parts of an application from a larger, centralized system to the desktop processors. Application processing time will be much quicker when applications are run on a dedicated system, such as the single user PC or workstation would be in this case. Standalone desktop applications can also become more useful when they are able to access and share data. HP 9000 servers have a unmatched desktop integration story. With partners like Novell, Microsoft and Pacer Software providing Newtare, LAN Manager and Pacer respectively, the HP 9000 is able to support DOS, OS/2 and Windows PC's as well as MAC's, X-Stations and UNIX workstations. The networking products that support these desktops also support standard API's for developing client/server applications for these intelligent desktop clients. Thus HP provides all the tools and connections to put your customer's sleeping MIPs back to work. The Series 700 and X-Terminals as Clients For customers implementing a client/server solution where no desktop computing currently exists, or for customers who are looking for a more versatile and powerful client, the HP Series 700 workstations and HP 700/RX X-terminals are ideal clients. HP's Strategic Clients and Servers -- Together The combination of Series 800 servers and Series 700's and 700/RX's as UNIX clients provides your customer with an ideal client/server implementation. The Unix operating system is the most mature, robust open operating environment that is supported from the desktop to datacenter-class systems and the HP PA-RISC architecture is the only RISC offering that is supported from the desktop to the data center. The homogeneity of of HP's RISC/Unix client/server environment means that customers can spend more time on application development and less time on connectivity, interoperability and other networking and systems management issues. HP's broad, scalable, binary compatible product line means that customers can implement the client/server model no matter how large or small their computing needs and will be ensured that it has the capability to grow with (or be reorganized with) their organization. Other Advantages In addition to their absolute performance advantage, UNIX workstations have significant advantages over PC's in the areas of network and systems management. PC's require special servers for even the simplest of administration tools that are standard on workstations. Workstations are based on the concept of workgroup productivity and come with the tools that allow workgroups to be managed more easily. An administrator can update all workstations with the latest version of software from the administrators workstations, rather than plugging floppies into each PC. An administrator can diagnose and fix problems on other workstations even while the user may be performing other tasks on the system, by logging into the users' system from remote or local servers rather than physically working on the user's PC. Although PC's cost less on the low end, when customers add memory, additional disk capacity, networking hardware and software and high resolution displays they are well into the range of workstation prices. HP Series 700 workstation prices start at near $5,000 for grayscale and under $10,000 for color. The cost-per-seat can be even lower by combining S/700's with HP 700/RX X stations. X-stations offer the lowest price solution for adding multitasking, graphical user interface seats to a network of workstations and servers. They are ideal for users who can rely on an server for storage and processing. HP X-stations can even be easily upgraded to workstations protecting the customers investment. The speed and power of UNIX workstations make them better equipped than PC's for the demands of real-time applications and most of today's leading PC applications are available on UNIX workstations. As new applications require graphics, multimedia and voice annotation capabilities greater amounts of memory and performance will be required. Workstations are best suited too handle the system requirements of these newer applications. Graphical User Interface Graphical user interfaces (GUI's ) provide users with a consistent, easy-to-use interface across all client applications which decreases the amount of time end-users must spend learning new applications, thus helping end users to be more productive. Studies have shown that the use of GUI's have offered productivity benefits by increasing the number of applications end users actually use. One study reflects a 35% increase in the number of tasks completed and a 16% decrease in errors. Fifty one percent of those studied experienced less frustrations and 23% attempted more tasks because of the "friendlier" environment. HP supports a rich assortment of GUI's including: - HP VUE (based on the OSF/Motif and X Windows standards) - MS Windows - HP NewWave - Presentation Manager Networking Because all transactions pass over the network, client/server computing is not possible without a network connecting all clients and servers. Networking for client/server has many aspects including LAN and WAN networking standards, interfaces, integration, and network management. HP has a comprehensive networking offering that helps customers protect their existing investment while enabling them to take advantage of newer, more open technologies such as client/server computing. HP provides seamless integration to proprietary legacy systems as well as to open systems by complementing our own networking technologies with leading industry technologies. HP recognizes that customers need their distributed environments to be secure and manageable and we have enhanced our networking offerings with the management tools that provide these capabilities. HP supports the following network components that are critical in client/server environments. Networking Foundations: HP's networking foundation products provide the infrastructure for Local and Wide Area Communications (LAN's and WAN's). They also enable the HP 9000 to integrate into enterprise-wide networks. By providing such a foundation, HP shields the end-user from the complexities of how the network is physically connected. The HP 9000 supports: Token Ring FDDI Ethernet SNA/X.25 SNA/SDLC SNA/Token Ring (Q193) Desktop Integration: These products enable the HP 9000 to serve clients such as terminals, PC's, MAC's and UNIX workstations and to integrate your customers workgroups into their enterprise. The choice of clients and NOS's (Network Operating Systems) further demonstrates HP's capability to integrate into your customer's existing environment. LAN Manager/X Netware for Unix ARPA AFS Pacer Software OSF/DCE NFS Appletalk Banyan Application Programming Interfaces (API's): Application programming interfaces provide developers of client/server applications with access to the capabilities offered by the network. The following API's enable two-way communications between clients and servers (or between servers and servers) and offer the capability for applications running on UNIX clients and servers to be divided into sections so that each section can be processed by the next available server on the network. DCE (NCS) RPC TCP/IP: Berkeley Sockets Named Pipes OSI SPX/IPC (Novell) CSI (Apple API) SNA:LU6.2, HLLAPI Network Management: HP offers industry leading manageability with products like HP OpenView which has been accepted as a key component of OSF's DME and has been OEM'ed by IBM for their RS/6000. The OpenView product enables one to manage multivendor networks from a single point. There are currently 110 solution partners who have written management applications (such as fault tracking, accounting and billing) to this environment. DME/OpenView OSF DCE Security (Kerberos) Omniback OpenSpool PerfView HP's networking offerings sets HP apart as a vendor that can best help customers bridge the gap from their proprietary systems and networking environment to an open, client/server networking and systems environment. This allows customers to protect their existing investment while experiencing the benefits of newer, open technologies like client/server computing. Database Management Fast and easy end-user access to data, while preserving the integrity of data is one of the key differentiators of a client/server solution. The database management component of a client/server solution assists in offering client/server users this benefit. The placement of the database management component determines if a system acts as a client or as a server. The HP 9000 as a Data Server The S/800's and S/700's are frequently used as a data management servers, meaning that the data and the database engine reside on the S/800 or S/700. (Part or all of the application may also reside there.) The data residing on the server can be accessed by a variety of clients via "NET" products offered by most database vendors. NET products facilitate client/server communications that allow applications on a client to interface with data on the server. Informix-NET is an example of a NET product. The HP 9000 in a Distributed Database Environment Parts of a distributed database may run on a Series 700 and/or 800. In this scenario the application processing split takes place within the data management layer. Data may be distributed across a variety of clients and servers. Database vendors' "STAR" products facilitate distributed computing by enabling communications between databases that reside on multiple servers and clients. Most of the leading database vendors have this capability today, but in most cases only homogeneous database environments are supported (i.e. when the databases on each of the systems is the same: all Ingres, all Oracle etc.). When a database is distributed on 700's and 800's each system can be a server and client to each other depending on where the requested data resides. The HP 9000 as a Client to a Mainframe Database Server Finally, a Series 800 Business Server also has the capability of accessing data that resides on mainframe systems. Using SQL access products such as EDA/SQL (Enterprise Data Access) from Information Builders and "Gateway" products that are available from Oracle, Ingres. Sybase, Informix and Cincom, Series 800 servers can act as clients requesting data from a mainframe database server with IBM's DB2, IMS and SQL/DS or CA's IDMS and Datacom databases. In turn the same Series 800 acts as a server to workstations or PC's that request data from the Series 800. The end-user does not need to know if the data is actually stored on the HP system or on one of multiple mainframes. In each of these scenarios, it is important for the RDBMS to be tightly tuned with the server. HP's strong relationships with the leading relational database vendors ensure such tuning for the HP 9000. Other database features especially important for client/server computing include: o Rule integrity, whereby business rules can be predefined and "triggers" ensure that transactions against the database do not circumvent the rules o Locking, which allows client users to behave as if they have sole database access; most database vendors support this at a page or row level o Distributed query management and optimization for most efficient use of the distributed database o Two-phase commit functionality, so that transactions won't be committed unless all systems and databases involved are ready for the transaction o Data access between clients and servers and from heterogeneous databases HP's database management partners who achieve client/server via combinations of the above features are the following: Cincom Ingres Progress Sybase Informix Oracle Software AG Unify For more details on which specific features are supported by our database partners, DBFEAT is available on the GSY Hotline. HP's advantage in data management centers around our close relationship with the market leaders including: performance tuned for the HP 9000, premier porting status and joint marketing. Application Software Many of our channel partners are offering customers the ability to take advantage of desktop MIPs with GUI's that can run on PC's or UNIX workstations. Others optimize the processing of their applications by splitting the application logic between a clients and servers. Many also have the ability for the database to reside on a different platform than the application, perhaps on a mainframe or centralized server for broad end-user access. Application solutions with client/server capabilities are listed on the following page. Application Category Products Description/Explanation Decision Support/ Pilot Executive: Pilot EIS Decision support or executive information appli- Executive Information Information Builders: FOCUS cations lend well to a client/server environment. Systems IRI: Express The main database typically resides on a host or server, while query capabilities and sometimes a shadow database reside on the client. Office Automation/ HP OpenMail HP offers customers a significant advantage E-Mail HP WorkRouter with our Pre-Load Service for the Knowledge HP Information Access Worker Solution and Enterprise Information HP Document Manager Client offered by CCSY. Verity: Topic HP NewWave for Windows Manufacturing MRP Avalon Software: CIIM MRP applications are database intensive. Fourthshift: Fourthshift Manufacturing Many vendors are addressing the demand for JIT Resources: CIM JIT* client/server capabilities by adding GUI front- qad.: MFG/PRO* ends to run on PC's or workstations. The Oracle: Oracle Manufacturing products noted with an (*) also have some application processing taking place on the client. Manufacturing BBN Software: RS Series Theses applications run on a S/800 server and Execution Berclain: MOOPI have GUI's that run on UNIX workstations or PC's. Systems Bradley Ward Systems: PMIS Consilium: WorkStream Open GE Fanuc: Cimplicity Numetrix: Schedulex ATA: RQM/QTS These vendors offer or have announced products CINCOM: Control Manu. (Q193) where part of the application runs on a PC or UX Datalogix: GEMMS (Q293) client and part runs on a S/800 server. D&B: SmartStreams Manu. (94) FASTech: CELL works Eyring: Impression/Assembly Mgmt. Industry Systems: CIM/21 ICC: SFDM;BPDM SAP: SAP R/3 SETPOINT: SETCIM; GCS Hilco: Monitrol/UX The application logic of these products runs on a Mainstream: Mainstream PC or UNIX client with the ability to access data USDATA: FactoryLine data that reside on a separate server. Sales/Mktg American Bus. Computer: Allows a S/800 server to act as a client to access EDI Server mainframe data. Answer Computing Inc.: Application spit between S/800 and PC's, MAC's Apriori or UNIX workstations. Brock Cntrl Systms: Brock Activity Mgr MECC: Open Uptime. Both have GUI's that run on PC's. Application Category Products Description/Explanation Financials Collier Jksn:World Series Actg* Financial accounting applications are database (Accounting, C A: Masterpiece intensive making it difficult to split part of the HR, & Payroll) Computron: N Dimensions application logic away from the database. Some D&B: Fin. Stream Analysis* vendors are answering the demand from client/ Lawson: Lawson Financials* server by adding a GUI front-end to run on a client Oracle: Oracle Financials Others, noted by an *, are splitting the application Peoplesoft: Peoplesoft* logic across client and server platforms. SAP: SAP R/3 (2H93)* Engineering/ HP: Precision Engineering Data management products can store Scientific Work Manger engineering data such as product specs Sherpa: PIMS and diagrams on a server for access by engineers who develop or enhance the the information of workstations. HP supports more client/server solutions than other vendors, giving customers the choices they need to meet their business requirements. Application Integration and Development: Developing applications for a client/server environment differs in several ways from traditional application development. Design tools and code generators must generate code for a server and a client. Usability becomes more important as GUI's give developers many more choices for application presentation than character-based design. Optimizing the application processing split -- choosing what parts of the application should run on the server vs. client and allowing for future flexibility add complexity to the application development process. The languages, standalone tools, integration framework and integrated CASE tools that HP offers as our CASEdge strategy reduces the complexity of developing in a client/server environment. Languages Client/server applications can be developed by using languages products such as COBOL , C and C++. These are usually a lower cost alternative to 4GL's or CASE tools. They can be based on in-house expertise and tend to be more "open" because they are defacto development standards. Standalone Tools HP has been successful in recruiting the market leaders in standalone application development tools. These tools can be integrated with upper-CASE tools and into open integration frameworks such HP's Softbench. Although the tools are excellent for rapid prototyping applications, they should not be considered a substitute for complete lifecycle planning. (A word of caution: many of the tools have made their mark in the PC area so be sure not to lead with something that will end up as a PC sale.) The following standalone tools run on the HP 9000 platforms: 4GL's and screen painters without GUI support - used for building terminal style user interfaces HP - ALLBASE/4GL IBI - FOCUS Informix - Informix 4GL Progress - Progress 4GL and Fast Track Software AG - Natural Sybase - APT Workbench 4GL's and screen printers with partial GUI support - for building mixed terminal and GUI interfaces Cognos - PowerHouse 4GL Oracle - SQL*Forms, SQL*ReportWriter, SQL*Menu Uniface - Uniface Unify - ACCELL Full GUI client/server development tools - used strictly for GUI development with a 4GL Blyth Software - Omnis 5 Gupta - SQL Windows Ingres - Ingres Windows/4GL Oracle - Oracle CARD Powersoft - PowerBuilder Frontware - used for adding a GUI to an existing application Easel - Easel Mitem - MitemView User interface management systems - used for database independent GUI development HP - Interface Architect ISA - Dialog Manager JYACC - JAM Neuron Data - Open Interface Decision support and EIS tools - used for ad-hoc queries of a database Channel Computing - Forest and Trees HP - NewWave Access Lotus - Lotus 123 with Datalens Microsoft - Excel with Q+E Open Integration Framework - Softbench The second product area within the CASEdge strategy includes tools that are loosely integrated together within and open framework. HP Softbench provides such a framework and achieves integration by "encapsulating" tools, giving them a common user interface and enabling them to pass messages to and from one another. This category provides a higher level of structure than stand- alone tools for larger, more complex projects. Softbench runs on the HP 9000's, Apollo and Sun platforms today and is being ported to additional platforms. IBM has licensed it for use with their RS/6000's. They call it WorkBench. Informix has selected it to be the framework technology for its OpenCASE Toolbus product, and CDC has licensed it to be used with their MIP's-based systems. Integrated CASE Integrated CASE, or i-CASE, provides full lifecycle, structured CASE environments for large-scale, complex development. HP offers i-CASE products, previously available only on mainframes, of these leading vendors who have chosen the HP 9000 as their break into the commercial UNIX market. Each of these vendors (especially Andersen and TI) have been recognized for their client/server development functionality. Andersen: Foundation for Cooperative Processing CGI: PacBase, PAC/Lan, PAC/Lan/X Softlab: Maestro II TI: IEF Application Integration Two HP products that enable diverse applications to share data and results are NewWave's Object Management Facility (OMF) and HP Sockets. OMF allows workgroup members to share and combine different kinds of files in a single document "object". Data within the object remains consistent not matter what the format. For example, if data in the spreadsheet or graphic is changed, it is automatically changed wherever else it appears in the word processing text of the object. HP Sockets links applications in a Computer Integrated Manufacturing (CIM) environment allowing manufacturing customers to integrate new applications with existing applications on multivendor computer systems. HP has an advantage over other UNIX vendors (especially SUN) because of our strong commercial CASE offering. HP is viewed as a technology leader in the area of integrated tools because of the Softbench technology which is a defacto standard in the industry. The HP Client/Server Advantage The market for client/server computing is expected to grow to $10 billion by 1994. HP is well positioned to to take advantage of this large opportunity due to the strength of our hardware, middleware, client/server application partners and PSO expertise. Even though these may be differentiating factors, you should not lead with these features when selling a client/server solution. Customers will buy client/server computing solutions because of its benefits : o More effective decision-making because users can get the information they need when they need it. o Flexibility to respond to marketplace demands because users can access information faster. o Increased productivity throughout the organization due to standard interfaces to applications and tools. o Cost reduction due to the ability to take advantage of desktop compute power and to optimize the placement of applications and data. Use HP success stories to convince your accounts that HP customers are receiving these benefits today. (At least seven have been described in this document, and more will available on the GSY Hotline, Subject: CSSUCCESS.) Only after a customer has made the decision to move to a client/server environment should you begin to describe the competitive advantages of HP's solution. Single Vendor Solution/Single Operating Environment HP's comprehensive client/server solution based on a single hardware architecture and operating environment offers advantages unmatched by our competition. A single operating environment allows for a single application version easing support requirements and training. Integration of tasks between a client and server is easier because one may use common tools and utilities. Managing the systems and network is done more efficiently for the same reason. A single vendor solution also allows customers to spend less time managing vendor relationships and more time managing their business. HP's Scalable Systems The range of performance of HP's clients and servers is broader than that of our competitors. This scalability is especially important in client/server computing environments because demand for compute power grows once users experience capabilities like better access to data and applications that are easier to learn and use. HP's scalable systems can grow along with your customers needs. Scalability from the desktop to the datacenter also gives HP the ability to help our customers experience the benefits of client/server computing anywhere within their organization. HP's Networking Protects Current Technology Investment HP's robust and comprehensive networking offerings and strong commitment to industry standards enables us to offer client/server capabilities that build on customers' existing IT infrastructures, allowing them to move to client/server at their own pace while retaining and enhancing their past investments. HP's networking offerings allow customers to to turn their desktop systems into clients and mainframe computers into servers making their their existing technologies more productive. HP: a Technology Leader in "Middleware" A distributed, networked environment is a characteristic of a client/server environment. HP is an industry leader in enabling customers to manage this new environment. The Distributed Management Environment (DME) will be the standard for managing networks of distributed systems. HP provides customers with the fastest and smoothest path to DME and addresses customer needs with products available today. HP OpenView Network Management Server, HP Network License System (NetLS) and HP Software Distribution Utilities were selected as key components of the DME, reaffirming HP's focus, commitment and leadership in open systems and in the management of distributed environments. HP Partners with the Leaders HP has developed partnerships with the leaders in providing applications, databases and tools for the client/server environment. Vendors like Sybase, Ingres, Dun & Bradstreet and Computer Associates all recognize the advantages and growth associated with client/server. They also recognize that HP is positioned well to make the most of the opportunity. HP has made client/server solutions available than any other UNIX vendor. HP has Client/Server Experience HP has experience implementing client/server solutions. Our Professional Services Organization and systems integration partners have already provided a number of customers with a smooth transition to a responsive client/server model of computing. In fact, HP's own IT organization has also adopted the client/server model and has determined that it will be the basis for our company- wide information architecture. The ability to articulate to your customers the benefits of client/server computing for their business and for their IT organization coupled with the comprehensive and unique solution that HP offers can lead to success in accounts that may have been tough for you to break into in the past. The words of the future are Client/Server and at HP the future is now. Appendix The Application Processing Split Earlier in this document client/server computing was described as a the distribution of a single task or or application between two or more systems. This is a simple, but accurate definition. Some consultants will describe the distribution of the processing task in more detail. Some of your customers may have attended seminars hosted by these consultants or read articles where are more specific model of client/server computing is discussed. This section is intended to make you familiar with the different architectures that your customer may be aware of and may refer to as client/server. The diagram above depicts five logical division points where an application process can be split for processing on a client and a server. These division points are based on a model where a given application process has three distinct functions: presentation, application logic and data. Three of the client/server configurations result from a split within a particular function (i.e. a split within the presentation function is seen in a host/terminal type set up where a GUI resides on both the host and the desktop device making the host application more user-friendly; a split within the data management function is exemplified by distributed databases which are used to optimize end-user access to the information they need.) Two additional configurations result from a split between the application functions, having the full presentation function residing the on client such as occurs when an X-terminal is used as a client, or having the complete data management function reside on the server resulting in its sole function as a data repository. Purists will say that "true" client/server computing is the case where the application logic is split between the two processors. For example: An application running on a client requests specific information from a server, perhaps all records with a balance of more that $10,000 from a certain customer file. If the application processing split was between the application logic function and data management functions the server would return the entire customer file for further processing by the client. In a "true" client/server approach, where the application logic itself was split, the server would search for and return only those records which fit the request of the client reducing the network traffic and decreasing response time. Most applications available today that claim to be client/server applications would not fit the purists' definition of client/server. As seen in the applications list in this document, many vendors have added a GUI to there existing centralized application and call this a client/server application and according to the simple definition, it is. The oil company example in this document describes how HP offered one of our customers client/server computing advantages by adding a GUI to their mainframe applications. Other customers like US WEST, have added capabilities for PC- or workstation-based applications to utilize data that resides elsewhere. The examples illustrate evolutionary steps toward a purists' view of client/server and offer significant benefits to customers who are used to text-based centralized applications and customers who are using PC's who previously have had little access to data on other systems. One of the advantages of HP's client/server implementation is that we can build a client/server environment based on a customers existing technology infrastructure. This evolutionary approach means that customers can evolve to a true client/server model at their own pace and as their business situations dictate. Be sure to evaluate your customer's existing technology and application processing environment before suggesting a particular client/server implementation.