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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
Many of the client/server tools
allow access to data that resides
on multiple and incompatible
platforms.
End-users can now have transparent access
to data. They don't need to know where on
the network the data reside.
Users can now spend more time making use
of nformation rather than
trying to find it -- or worse yet, making
decisions without it.
Better decisions are made when information
is available to those who need it.
Ease of Use
In a client/server environment
graphical user interfaces can
be added to legacy applications
and come standard on new
applications.
Front-ending applications and
application development tools with consistent
graphical user interfaces can cut
down or eliminate training time and expense,
reducing costs and
enabling users to become
productive more quickly. In addition the use
of GUI's can lead
to an increased number of
completed tasks. fewer errors and lower user
frustration levels.
Faster Response Time
The client/server computing
model allows for the optimal
placement of applications and
data.
Intelligent desktop devices
can be used to offload applications
that had previously run
on host systems, resulting in
faster response times for the offloaded
applications since
they are no longer vying for
the same resources demanded by other
applications and
users. The host system is freed up for
faster processing of the batch or legacy
applications 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
can be greatly reduced, more
code is reusable and appli-
cations are easier to main-
tain due to the modularity of
client/server application code.
Because client server code is
designed to be modular, development teams
can proceed
in parallel -- one group
working on the client, the other on the
server. Modularity of code
allows for specialization of
programmer skills (some are better at writing
GUI's others data access routines.)
More code is reusable
because one may choose to develop a server
for multiple appli-
cations. In general
applications for a client/server environment
are simpler than
traditional 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
the MIS department can reclaim
control over user PC's and
workstations.
Client/server computing helps
to ensure the integrity of data.
The model separates the
data from the applications
sparing the IT group from keeping copies of
the same data on
several different systems.
The server also has the rules for how to
access and interact
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
model allows for the optimal
placement of applications and
data.
Both clients and servers are
available in a range of sizes, strengths
and prices, enabling
customers to tailor their
client/server relationships to meet their
needs. Previously under-
used processing power can be
exploited with GUI front-ends and applications
that are
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
Decision Support/ Pilot Executive: Pilot EIS
Executive Information Information Builders: FOCUS
Systems IRI: Express
Description/Explanation
Decision support or executive information appli-
cations lend well to a client/server environment.
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
E-Mail HP WorkRouter
HP Information Access
HP Document Manager
Verity: Topic
HP NewWave for Windows
HP offers customers a significant advantage
with our Pre-Load Service for the Knowledge
Worker Solution and Enterprise Information
Client offered by CCSY.
Manufacturing
MRP Avalon Software: CIIM
Fourthshift: Fourthshift Manufacturing
JIT Resources: CIM JIT*
qad.: MFG/PRO*
Oracle: Oracle Manufacturing
Manufacturing BBN Software: RS Series
Execution Berclain: MOOPI
Systems Bradley Ward Systems: PMIS
Consilium: WorkStream Open
GE Fanuc: Cimplicity
Numetrix: Schedulex
MRP applications are database intensive.
Many vendors are addressing the demand for
client/server capabilities by adding GUI front-
ends to run on PC's or workstations. The
products noted with an (*) also have some
application processing taking place on the client.
These applications run on a S/800 server and
have GUI's that run on UNIX workstations or PC's.
ATA: RQM/QTS
CINCOM: Control Manu. (Q193)
Datalogix: GEMMS (Q293)
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
These vendors offer or have announced products
where part of the application runs on a PC or UX
client and part runs on a S/800 server.
Hilco: Monitrol/UX
Mainstream: Mainstream
USDATA: FactoryLine
The application logic of these products runs on a
PC or UNIX client with the ability to access data
data that reside on a separate server.
Sales/Mktg American Bus. Computer:
EDI Server
Allows a S/800 server to act as a client to access
mainframe data.
Answer Computing Inc.:
Apriori
Application spit between S/800 and PC's, MAC's
or UNIX workstations.
Brock Cntrl Systms: Brock Activity Mgr
MECC: Open Uptime.
Both have GUI's that run on PC's.
Application Category Products
Financials Collier Jksn:World Series Actg*
(Accounting, C A: Masterpiece
HR, & Payroll) Computron: N Dimensions
D&B: Fin. Stream Analysis*
Lawson: Lawson Financials*
Oracle: Oracle Financials
Peoplesoft: Peoplesoft*
SAP: SAP R/3 (2H93)*
Description/Explanation
Financial accounting applications are database
intensive making it difficult to split part of the
application logic away from the database. Some
vendors are answering the demand from client/
server by adding a GUI front-end to run on a client
Others, noted by an *, are splitting the application
logic across client and server platforms.
Engineering/ HP: Precision Engineering
Scientific Work Manger
Sherpa: PIMS
Data management products can store
engineering data such as product specs
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.
