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HP Mainframe Alternative Program Resource Guide
Sales Guide
Internal Use Only
May 1992
Table of Contents
-----------------------------------------------
1. Program Overview
2. Field Contacts
3. Partnering with the PSO
4. Sales Resource Guide
5. Mainframe Class Solutions Matrix
6. Solutions Contacts
7. Conversion Tools
8. System Integration and Consulting Services
9. Support Services
Mainframe Alternative Program Overview
The Mainframe Alternative program is a major initiative to target cost
sensitive mainframe customers and provide superior HP 3000 and HP 9000
Series 800 solutions. This resource guide has been developed jointly by
CSY and GSY to identify all the available tools, mainframe class
solutions, HP partners, and field contacts needed to help you exploit
this tremendous opportunity.
See page 3 for a directory of the Mainframe Alternative Program
Managers.
HP as The Mainframe Alternative
Mainframe Alternative, "downsizing" or "rightsizing", as it is sometimes
called in the press, refers to the current industry trend of replacing
or offloading costly centralized mainframes with lower cost and at times
distributed computer systems. HP 3000 and 9000 Series 800 systems are
the ideal Mainframe Alternative offering superior cost of ownership and
performance capabilities surpassing that of 90% of installed mainframes.
Size of Opportunity
Based on analyst projections of midrange computer market share, data in
an IDC survey (April 1991), and HP's estimates, the U.S. market for
midrange systems as mainframe alternatives is estimated to be 1000
systems in 1992 and 1260 systems in 1993. The potential U.S. business
for HP midrange systems is estimated to be $100 million in 1992. The
European HP market potential is estimated at $40 million and the
Australian HP market potential is estimated to be greater than $25
million in 1992. In addition, many opportunities exist in other
Asia/Pacific markets.
Large Deal Size
The individual deal potential is very attractive as well. To date,
revenues from mainframe alternative wins have ranged from $300,000 to
over $1.5 million. Look for these quota making opportunities in your
accounts.
Customer Benefits Driving Mainframe Alternative Trend
Overwhelming customer benefits are driving the trend to replace
mainframes with HP 3000 and 9000 Series 800 solutions. These include:
o Dramatic reductions in MIS costs such as hardware acquisition costs,
software licensing costs, software and hardware maintenance expenses,
staffing costs, and the costs associated with system environmentals
(i.e. floor space, power, cooling).
o Greater end-user control and access to information as computing power
is moved away from centralized locations and distributed to the
business units.
o Increased productivity due to the optimization of HP systems for on-
line transaction processing (OLTP).
o Greater speed of application development and application backlog
reduction with the availability of fourth generation languages and
CASE tools.
o Increased flexibility to respond to organizational structure changes
because of the modularity and scalability of HP's product lines.
HP's Mainframe Attack Targets
The Mainframe Alternative program targets several vulnerable mainframe
market segments. It capitalizes on IBM's current focus on large
mainframes that has resulted in unhappy low-end 3090 and older mainframe
customers and on the financial troubles of Unisys and Bull that have
lead to customer dissatisfaction. The key mainframe targets are:
o 43xx and 308X replacements - The large, aging installed base and
heightened cost sensitivity of 43xx and 308x customers make these
systems prime candidates for replacement with an HP solution.
o 3090 offloads - Increasing cost pressure and corporate interest in
implementing updated client/server applications has made 3090 offloads
a key mainframe alternative opportunity.
o New system ES/9000 competition and replacement of second-tier
mainframe vendors (i.e. Bull, Unisys) - The high cost of IBM's current
strategic mainframe product family, the ES/9000, makes it an
opportunistic target. Bull's and Unisys' current financial "woes"
gives HP the opportunity to provide a cost-effective, high-function
alternative.
Mainframe Class Solutions
Four strategies for attacking entrenched competition and moving
applications from a mainframe to HP are described below:
o Transfer - Many mainframe software providers have ported their
products to the HP 3000 and HP 9000 800 Series . If your customer is
running an application that has been ported, transferring the
application is the easiest way to give your customer all the cost and
quality benefits of an HP system.
See the Mainframe Class Solutions Matrix on page 8.
o Convert - If your customer is running an application written in COBOL
with CICS as the transaction processing monitor (referred to in the
IBM world as an "IBM CICS/COBOL" application) converting the
application may be the simplest way to move it to an HP system. We are
partnering with companies who have conversion tools for this type of
environment. Conversion tools also exist for Unisys Mapper, XGEN and
LINC environments.
See the list of conversion tools and system integration/consulting
services partners on page 11-12.
o Replace - Old mainframe applications that are outdated, that require a
high level of maintenance, or have large backlogs of software
enhancements are prime targets for replacement with new state of the
art third party packages.
See the Mainframe Class Solutions Matrix on page 8.
o Rewrite - Customers that want a high degree of customization will
consider rewriting their applications.
See the list of system integration/consulting services partners on
page 12 for descriptions of companies that can assist your customer.
WINS !!
We have approximately 100 HP Mainframe Alternative wins worldwide! Many
of these wins have been documented and can be used as sales tools. Some
are already acting a reference accounts or speaking at HP sponsored
seminars (See the sales resource guide starting on page 4). Watch for
more success stories, case studies, testimonials, and reference accounts
as we install our systems and take on the data center.
Mainframe Alternative Program Field Contacts
Your first point of contact for mainframe alternative information is
your Sales Development Engineer. They will have access to the
appropriate factory contacts. In addition, Mainframe Alternative Program
Managers have been designated in most regions. They can help you with
regional program details and deal specific situations.
Region Program Manager Phone Number
-----------------------------------------------------------
U.S. Vince Cavell (201) 599-5151
Eastern Lee Schulz (201) 599-5467
Southern Peter Steiner (214) 699-6490
Neely Wayne Domke (206) 644-3225
Midwest Michael L. Berryman (612) 641-9784
Europe Victor Sanchez 49-7031-14-3386
U.K. Anne Burkhardt 44-344-424898
France Patrick Condamin 33-1-60778383
Germany Axel Lange 49-7031-645-0
Italy Luciano Martinoli 39-2-923691
Latin America Gustavo Fernandez (408) 447-1606
Canada Colin Reay (416) 678-3183
Canada Terri Reilly (416) 678-3184
Asia/Pacific Dennis Tang 852-848-7939
Australia Vikram Mehta 61-2-950-7419
Partnering with the PSO to win MFA deals
Mainframe alternative resources are available from HP's Professional
Services Organization to help consultants identify MFA sales
opportunities within your existing or new target accounts, close MFA
deals and implement HP's MFA solutions.
HP Consultants can help architect your winning HP MFA solution by:
o Delivering pre/post sales consulting to help you with detailed MFA
sales qualification, proposals, and implementation planning
o Identify the business needs, processes and applications that will
benefit most from HP's MFA solutions
o Selecting the righ target architecture and technology including
system, network, application, interoperability, data management,
software development, and user interface.
o Creating a practical transition plan which may cover systems,
software, networks, application evolution and coexistence, education,
pilot/development plans, and detailed implementation/deployment plans.
o Providing overall Project Management Services to coordinate, plan, and
manage external and internal resources necessary to deliver a
successful HP MFA solution.
o Working closely with HP MFA Partners, third parties, and VAB's to
ensure external HP services, capabilities, and tools are included in
the overall HP MFA solution.
Sixty-five HP Consultants from over 23 countries have received
sales/technical training covering IBM mainframe architecture, operating
systems, subsystems, performance, networking, systems management,
operations etc. The names of these Consultants can be found on the MFA
Hotline, Subject: MFSE.
Sales Resource Guide
Many of the following items can be found in the Mainframe Alternative
section of the Corporate Business Server Sales Binder (Part Number 5960-
7845). In addition, all items can either be found now on the mainframe
hotline (MFA Hotline) or ordered from LDC, SMO or HP-TV (assume LDC
unless otherwise noted).
Reprints - Customer Cases Studies
------------------------------------------------------------------------
Foxboro (Replacement of two IBM 4381s with
distributed HP 3000s) P/N 5091-2586E
Boots Pharmaceuticals (IBM 4381 replaced
with HP 3000) P/N 5091-2413E
Agropur/Natrel Granby & Longvevil (IBM 4381
and IBM 4341 replaced with HP 9000s) P/N 5091-1482E
HP and VTLS at Toronto Reference Library
(IBM 4381 replaced with HP 3000) P/N 5091-4180E
The Merced County Experience: Automating the
welfare system (A three-tiered solution:
HP 9000 800 at middle level, 900/700 at
end-user level) P/N 5091-2710EUS
MacLeod-Steadman (IBM 4381 and Honeywell
Bull 7000 replaced with HP 3000) P/N 5091-2977E
HP and ASK at Excellon Automation (IBM 4381
replaced with HP 3000) P/N 5091-2991E
HP's Financial Management Solution Helps
General Chemical Computerize (Mainframe
replaced by HP 3000) P/N 5952-0486EUS
"Competitive Edge" - Mfg industry magazine
focused on mainframe alternatives in
manufacturing P/N 5091-2406E
"Distribution Report" - Distribution industry
magazine focused on mainframe alternatives
in distribution P/N 5091-2875E
"Leading the way" - State and local government
magazine focused on mainframe alternatives
in government P/N 5091-3413EUS
"Rightsizing" white paper by systems
integrator, IISI P/N 5091-2975E
Videos
------------------------------------------------------------------------
"Smart Moves - Why Three Executives Replaced
Their Mainframes with HP" (2 manufacturers,
Foxboro and Boots Pharmaceuticals, and 1
distributor, Macleod-Steadman) P/N S-1636 (HP-TV)
"HP: Your Open Systems Partner" (customer
testimonials - BASF, Sheraton, DHL, Computer
Associates) P/N HPTV-90462T
Reprints - Customer Successes in the Trade Press
------------------------------------------------------------------------
"Daring to Downsize", Network Computing
(Foxboro, an IBM 4381 replacement with
distributed HP 3000s and Gates McDonald, an
IBM 3090 offload to an HP 3000) P/N 5091-14483
"Trucking firm seeks faster dispatching"
(Comcar Industries Inc. moves from a Unisys
mainframe to distributed HP 9000 Series 800) P/N 5091-3705E
"UNIX Serves Eatery's MIS Unit", UNIX Today!
(Paragon Steakhouse Restaurant, an IBM 3090
replaced with an HP 9000) P/N 5091-2405E
"Gartner Catches Up With Trends", Information
Week (Gartner Group move from an IBM 4381
to HP 9000s) P/N 5091-2395E
"Computers Spur Profitability at General
Chemical", Chemical Processing (HP 3000
mainframe replacement) P/N 5091-0486EUS
Reprints - Press Articles
------------------------------------------------------------------------
"HP Seeks Mainframe Converts", CSN P/N 5091-1839E
"HP Explores IBM Mainframe Market",
Computerworld P/N 5091-1838E
"The Mainframe Alternative" Information Week P/N 5091-4205E
"HP Takes Aim at IBM's Big Iron", Mid-Range
Systems P/N 5091-2085E
Tools
------------------------------------------------------------------------
IBM Mainframe Application Inventory (form
designed to collect application information
needed to assess mainframe alternative MFA Hotline
opportunities) Subject: IBMFORM
Mainframe Downsizing Qualification Matrix
(matrix identifies characteristics of
mainframe environments and indicates MFA Hotline
likelihood of mainframe alternative success) Subject: MFQUAL
Mainframe Alternative White Paper MFA Hotline<R>Subject:
MFWHITE
Mainframe Alternative press article listing MFA Hotline<R>
Subject: MFPRESS
Financial Cost Justification Tool (Lotus MFA Hotline<R>
spreadsheet model for analyzing the cost Subject: MFCOST or see
savings of mainframe alternative solutions) local Sales Finance
Representative
List of SEs that have completed the Mainframe MFA Hotline
Killer training Subject: MFSE
Mainframe Alternative Financial Examples (slide
set illustrating cost savings in several MFA MFA Hotline
deals) Subject: MFCOST
Performance Briefs
------------------------------------------------------------------------
HP 3000 Mainframe Batch Performance Benchmark P/N 5091-2553E
(HP 3000 versus IBM 3090) MFA Hotline
Subject: BENCH
Mainframe Alternative Slide Presentations
------------------------------------------------------------------------
HP's Mainframe Alternative Solutions (Executive
level presentation on the benefits of MFA Hotline
mainframe alternative solutions) Subject: HILEVEL
The Mainframe Alternative (Customer MFA Hotline
presentation to be used with MIS shops) Subject: MFMIS
Wins/Customer References
------------------------------------------------------------------------
HP 3000 and HP 9000 800 Series wins list and MFA Hotline
customer success story summaries Subject: MFWINS
System Integrator/VAB Information
------------------------------------------------------------------------
Description of mainframe alternative system MFA Hotline
integrators/consultants Subject: MFCONV
Corporate Business System Solutions Guide -
List of Mainframe Class Solutions available
on HP (Part of the Corporate Business System
Sales Binder) P/N 5960-7845 (SMO)
Information on CONVEYOR conversion tool MFA Hotline
Subject: CONVERT
Matrix of Mainframe Class solutions available
(current copy can be found on page 8 - MFA Hotline
updated version maintained on hotline) Subject: MFVABS
Information Builders/HP Partnership Slideset MFA Hotline
Subject: IBISLIDE
Software AG/HP Partnership Slideset MFA Hotline
Subject: AGSLIDE
Training
------------------------------------------------------------------------
"Mainframe Environment Solutions" Level I
Workbook (SR1801) and Mainframe 101 Video P/N 5960-7801 (SMO)
"Information Technology and the MIS
Environment" Level I Workbook (SR1803) P/N 5960-1622 (SMO)
"Winning in the Mainframe World" Level II
training (SR289) P/N 5960-7842 (SMO)
- NTSC
P/N 5960-7843 (SMO)
- PAL
"Beating the high end competition" Scheduled May 1992
Competitive Information
------------------------------------------------------------------------
"The Handbook of IBM Terminology" (compiled
by Jeff Hosier (Xephon Technology Transfer, MFA Hotline
1990) - included with Level 1 Mainframe Subject: MFGLOSS
Environment Solutions - SR1801) (ordering instructions)
Collection of information about mainframe MFA Hotline
competitors Subject: MFCOMPETE
IBM High-end Competitive White Paper (Part of
"Selling against the competition") P/N 5970-1888E
Selling against the competition binder -
ES/9000 section P/N 5091-1888E
Related Product Information
------------------------------------------------------------------------
Disk Arrays - technology primer (Describes
mainframe class disk arrays which will be
incorporated into HP products in 1992) P/N 5091-1396E
Multiuser Disk Array Data Sheet P/N 5091-2856E
HP Disk Arrays for Multiuser Computer Systems
Sales Guide P/N 5091-2855E
High-End Printer Datasheet HP5000 Model F100 P/N 5091-4058E
LU 6.2 API/XL announcement (new product
allowing greater interoperability and MFA Hotline
coexistence capability in the IBM world) Subject: LU62
HP Deskmanager and HP DeskmanagerPLUS
datasheet (technical data sheet describing
HP Deskmanager and HP DeskmanagerPLUS
electronic mail solutions). This application
is a great replacement solution for
IBM PROFS. P/N 5091-2345E
Mainframe Class Solutions Matrix
(Disassembled Table, part 1 of 2)
Application Category Mainframe Product Alternative Solution
Available on HP 9000 Available on HP 9000
Series 800 (Transfer) Series 800 (Replace)
------------------------------------------------------------------------
DBMS Software AG: Adabas HP: ALLBASE/SQL
CINCOM: Supra Informix: Informix
Oracle: Oracle RDBMS ASK: Ingres
CA: CA-DB (3Q92) Sybase: Sybase
Progress: Progress
Unify: Unify
------------------------------------------------------------------------
Systems Management CA: UNI-CENTER for HP: Openspool,
UNIX (3Q92) Omniback,
Omniback TURBO,
GlancePlus,
RXForecast,
LaserRX
System Center:
UQUEUE, UBACKUP,
USECURE
Unison: KLA/UX
Maestro/UX
------------------------------------------------------------------------
4GLs and CASE Tools Softlab: Maestro II Cognos: PowerCASE,
TI: Information Powerhouse
Engineering Informix: Informix
Facility (2Q92) ASK: Ingres
Oracle: Oracle SQL Powersoft:
IBI: FOCUS PowerBuilder
Software AG: Natural Infocentre: Speedware
CGI: PACBASE, PACLAN Uniface: Uniface
CA: DB: Generator Unify: ACCELL
(3Q92) Andersen: Foundation
CINCOM: Mantis for Cooperative
Processing
------------------------------------------------------------------------
Third Generation Micro Focus COBOL
Languages HP Fortran 77
Pascal, C
AcuCOBOL
Alysis (ada)
------------------------------------------------------------------------
Decision Support/ Pilot Executive: Execucom:
Executive Information Pilot EIS Executive Edge
Systems IBI: FOCUS Corporate Decision
SAS: SAS Support System
------------------------------------------------------------------------
Office Automation/ HP: NewWave Office,
E-Mail OpenMail
Uniplex: Uniplex
Integrated Office
------------------------------------------------------------------------
Manufacturing *SAP: SAP R3 ('93) Datalogix: GEMMS
Andersen Consulting: ASK: Advance (93)
FMD CMI Competitive
Xerox Computer Solutions
Services:CHESS qad.: MFGRO
CINCOM: Control (93)
------------------------------------------------------------------------
Logistics/ Brock: Brock Control R&D Systems
Distribution Systems ASK: Advance (93)
*SAP: SAP R3 ('93)
Lawson: Distribution
System
------------------------------------------------------------------------
Financials Lawson: Accounting CompuServe/Collier-
System Jackson: World
*SAP: SAP R3 (3Q92) Class Series
Peoplesoft (2Q92)
D&B: Client/Server Mitchell Humprhey:
(1Q93) Mitchell Humphrey
(TBD)
Oracle: Oracle
Financials
MAI Systems
Concepts Dynamic
------------------------------------------------------------------------
Human Resources *SAP: SAP R3 ('93) CA-Classic/Open
Peoplesoft (3Q92)
Cyborg: Payroll, Time CompuServe/Collier
and Attendance Jackson: Collier-
Lawson: HR System Jackson (2Q92)
------------------------------------------------------------------------
Library Systems Dynix
------------------------------------------------------------------------
Health Care CGI Systems
CHC
CSC Healthcare
HBO
------------------------------------------------------------------------
Engineering/ BBN: The RS Series Sherpa
Scientific CACI: SIMscript II.5
------------------------------------------------------------------------
* SAP R2 is a widely installed robust mainframe solution, SAP R3 is the
next generation replacement solution available on HP platforms.
Note: Please refer to the MFA Hotline, subject: MFVABS for solution
matrix updates. Matrix reflects applications available in the U.S.
Many applications may also be available in Europe and Asia
Pacific.
(Disassembled Table, part 2 of 2)
Application Category Mainframe Product Alternative Solution
Available on HP 3000 Available on HP 3000
900 Series (Transfer) 900 Series (Replace)
------------------------------------------------------------------------
DBMS Software AG: Adabase HP: ALLBASE/SQL,
Oracle: Oracle RDBMS TurboIMAGE
ASK: Ingres
------------------------------------------------------------------------
Systems Management OCS: Chargeback,
Express,
Spacecontrol, Taps,
Librarian, Private
Unison: Allocate,
Maestro, Disc
Master, Tapes Plus
HP: LaserRX,
GlancePlus,
RXForecast,
TurboSTORE/XL
------------------------------------------------------------------------
4GLs and CASE Tools Softlabs: Maestro II Cognos: Powerhouse,
IBI: FOCUS PowerCASE
Oracle: Oracle SQL Infocentre: Speedware
CINCOM: Mantis, ASK: Ingres
CGI: PACBASE, Powersoft:
PACLAN, PowerBuilder
Gupta: SQL Windows
Uniface: Uniface 4GL
(2H92)
------------------------------------------------------------------------
Third Generation Micro Focus COBOL
Languages (4Q92)
HP: COBOL, Fortran,
Pascal, C
AcuCOBOL (2H92)
------------------------------------------------------------------------
Decision Support/ IBI: FOCUS NewWave Office
Executive Information
Systems
------------------------------------------------------------------------
Office Automation/ HP: NewWave Office
E-Mail HP: DeskManager PLUS
------------------------------------------------------------------------
Manufacturing Dun & Bradstreet: ASK: ManMan,
AMAPS Advance ('93)
*SAP: SAP R3 ('93) Datalogix: GEMMS
CINCOM: Control (93) Q-CIM: Process Mfg.
Western Data Systems: Cardinal Data Corp:
Compass Contract PRO/FIT
------------------------------------------------------------------------
Logistics/ Dun & Bradstreet: DRC: SFD/Invision
Distribution DF/DRP BSA/Acxiom: Acxiom
*SAP: SAP R3 ('93) Axcess (Catalog
Lawson: Distribution fulfillment)
System (3Q92) SGA: Mail order and
catalog system
ASK: Advance ('93)
STSC (93)
Cardinal Data Corp:
PRO/FIT
SATCOM
------------------------------------------------------------------------
Financials FDP: MAAS CompuServe/Collier-
Peoplesoft (4Q92) Jackson: World
Lawson: Accounting Class Series (2Q92)
System (3Q92) Mitchell Humphrey:
*SAP: SAP R3 ('93) Mitchell Humphrey
Oracle: Financials
Summit: Spectrum 3000
------------------------------------------------------------------------
Human Resources Peoplesoft CompuServe/Collier
Cyborg: Payroll, Time Jackson: Collier-
and Attendance Jackson
*SAP: SAP R3 ('93)
Lawson: HR System
(3Q92)
------------------------------------------------------------------------
Library Systems VTLS: VTLS
------------------------------------------------------------------------
Health Care American
International
Healthcare
Gerber Alley
------------------------------------------------------------------------
Engineering/
Scientific
------------------------------------------------------------------------
(End of Disassembled Table)
* SAP R2 is a widely installed robust mainframe solution, SAP R3 is the
next generation replacement solution available on HP platforms.
Note: Please refer to the MFA Hotline, subject: MFVABS for solution
matrix updates. Matrix reflects applications available in the U.S.
Many applications may also be available in Europe and Asia
Pacific.
Solutions Contacts
For more information refer to your HP Solutions catalogs or contact:
Company HP Contact Phone Number
------------------------------------------------------------------------
Acucobol Jack Gartlan (619) 541-7299
American Int'l Healthcare Bob Lyle (703) 204-2475
Andersen Consulting Tom Nielson (708) 505-8800
ASK (Ingres) Joanne Parker (415) 378-8536
BBN Bob Sheppard (617) 22-5178
Brock Lynn Sauder (404) 246-5230
BSA Brad Wagaman (201) 599-5498
CA Don Marchon (516) 753-3361
CACI Jack Gartlan (619) 541-7299
Cardinal Data Corporation Peter Yung (617) 221-5181
CGI Ted Luchsinger (914) 935-6829
CHC Gerald Metcalf (713) 776-6031
CINCOM Max Adamczyk
CMI Don Stolla (313) 349-9200
Cognos Judi Hirsch (617) 221-5105
Concepts Dynamic John Nothelfer (708) 505-8800
Collier-Jackson Eric Hammersand (813) 889-4421
CSC Healthcare Dan Stolla (313) 349-9200
Cyborg John Nothelfer (708) 505-8800
Datalogix Don Marchon (516) 753-3361
DRC Russ Baldermann (303) 649-5551
Dun & Bradstreet Lynn Sauder (404) 246-5230
Dynix Paul Dorius (801) 974-1789
Execucom Sam Prasad (404) 850-2562
FDP Ron Kessinger (805) 938-2209
Gerber Alley Dawn Haeberle (404) 246-5231
HBO Dean Athanassiades (404) 246-5219
IBI Ted Luchsinger (914) 935-6829
Infocentre Dave Harriman (201) 599-5000
Informix Paul McGillicuddy (408) 988-7447
Inlex Paul McGillicuddy (408) 988-7447
Lawson Mike Stringer (612) 641-9774
MAI Systems Glenn Kean (714) 758-5722
Micro Focus Michael Tanimoto (408) 447-7733
Mitchell Humphrey Gregg Wagner (314) 542-1572
OCS Neely Santa Clara Telesales (408) 988-7388
Oracle Bill Pate (415) 882-6896
Peoplesoft Gail Yamamoto (415) 460-1554
Pilot Executive Marty Waters (617) 221-5155
Powerhouse Judy Hirsch (617) 221-5105
Progress Peter Yung (617) 221-5181
QAD Joe Roy (805) 658-6898
Q-CIM Todd Palmer (301) 670-4509
R&D Systems Terry Ohnstad (303) 649-5727
SAP Bob Crum (408) 447-1315
Europe - Peter Van Der Flult 49-7031-143081
SAS George Culbertson (919) 460-2243
SGA Ron Kessinger (805) 938-2209
Sherpa Susan Thom (408) 988-7128
Softlabs D. Del Signore (415) 460-1612
Software AG Bob Lyle (703) 204-2475
Summit Norm Reini (503) 598-8115
Sybase D. Del Signor (415) 460-1612
TI Donna Crowell (214) 830-8725
Unify Ray Bitterman (916) 921-4064
Uniplex Alex Wilson 44-344-773100
Unison Neely Santa Clara Telesales (408) 988-7388
VTLS John Doyle (804) 965-9247
Western Data Systems Joe Roy (805) 658-6898
Xerox Computer Services Susan Harvey (714) 472-3059
Conversion Tools
VAB Name Contact Product Name/
Description
------------------------------------------------------------------------
Innovative Information Peter Yung Distributor of
System Inc. (617) 221-5181 Conveyor and VIS/TP
(See product
descriptions below)
Infosoft Asia/Pacific Conveyor CICS/COBOL
Winston Lin (translation
(408) 447-6116 utility to either
MPE/iX or HP-UX)
Europe (3000/9000)
Victor Sanchez
49-7031-14-3386
VISystems Linda Reymond VIS/TP Migration Tool
(214) 830-8728 (emulation utility
for CICS/COBOL
applications to
HP 9000)
Integris John Lee UNIKIX: CICS/COBOL
Billerica, MA (Glendale, CA Office) to MicroFocus COBOL
(818) 242-0494 conversion tool
(HP 9000 only)
Capricorn Data Systems Anthony Zizza SOURCERY: CICS/COBOL
Westwood, MA (617) 320-0292 to AcuCOBOL
conversion tool
(HP 9000 only)
Openware Inc. Mark A. Potenzone CAST: CICS/COBOL/
McLean, VA (703) 556-2360 VSAM to "C" and Oracle
(HP 9000 only; 3Q92)
XDB Systems Mike Waters XDB: SQL-based IBM DB2
Laurel, MD (301) 317-6800 DBMS compatible on
UNIX (HP 9000 only;
4Q92)
Zortec Gary Fitzhugh SYSTEM Z: Conversion
Nashville, TN (615) 361-7000 tool for Unisys 1100
Mapper Applications
(HP 9000 only)
Jacksonville Software Jaime Ellertson XGEN: Conversion of
Jacksonville, FL (904) 725-7187 XGEN and Link from
Unisys (Burrows
A-Series) to HP 9000
Series 800
------------------------------------------------------------------------
(For more detailed information refer to the MFA Hotline - Subject:
MFCONV)
Note: Adherence to ANSI SQL standards allows DB2 migration to ALLBASE
(HP 3000/HP 9000)
System Integration and Consulting Services
National System Integrators
Company HP Contact Services provided in
addition to System
Integration and
Consulting
------------------------------------------------------------------------
HP Professional Local PSO Manager Project management,
Services (PSO) migration planning,
and implementation
Innovative Information Ted Luchsinger Conveyor conversion
Systems Inc. (Infosoft (914) 935-6829 tool VIS/TP
is the European
associate)
CAP Gemini Ted Luchsinger
(914) 935-6829
Cambridge Technology John Spindler Leading Your Customers
Partners (617) 221-5003 to Open Systems
Program (CTG)
------------------------------------------------------------------------
Regional Systems Integrators
Company HP Contact Services provided in
addition to System
Integration and
Consulting
------------------------------------------------------------------------
Anderson Consulting Pam Brown
(408) 447-7586
CGI Consulting Ted Luchsinger PACBASE and PACLAN
(914) 935-6829 CASE Tools
EDS Aubrey Walker
(919) 460-2238
Information Builders Ted Luchsinger FOCUS Conversion
Inc. Consulting (914) 935-6829 Tools
Migration Services Tom Conn
Inc. (612) 641-9637
National Decision Ted Luchsinger FOCUS Conversion
Systems (914) 935-6829 Tools
Software Alternatives Aaron Mills OpenMap Offering
Inc.
SAIC Jack Gartlan
(619) 541-7299
UNIX Integration John Kossing
Services (515) 224-1435
Uni* Quality Kathy Keenan
(708) 505-8800
Wesson, Taylor & Wells Aubry Walker VISystem Conversion
(919) 460-2238 Tool
------------------------------------------------------------------------
(For more information on system integrators see MFA Hotline Subject:
MFSIS)
Service and Support
The Solution
HP offers a worldwide complete support service for data center
environments. This service builds on HP's strengths in service and
support. This new high-end support service ensures solution
availability, complete coverage, and support partnership--and is
tailored for the special needs of the high-end customer.
HP Premier Account Support is a fixed price, fixed deliverable
service and support package that can be sold upfront with the HP 3000 or
the HP 9000 Corporate Business Systems*.
* HP Comprehensive Support for Premier Accounts is also available for
high-end customers that want to add to their existing base service.
The HP Advantage
It is difficult to comprehend the complexity of hardware, software, and
services that are the responsibility of the data center manager. You can
help manage certain functions. HP can be the partner that the data
center manager needs. Here are only a few of the things you can offer:
o One standard solution for high-end customers
o A single point of contact with on-site presence
o New, personalized Response Center capabilities
o 24-hour, 7-day hardware, software and network support
o One package, one price with clear deliverables
o A pre-defined, easily-administered yearly contract
o Pro-active support to maximize the effectiveness of the customer's
resources
o Partnership with a technology leader
o Support from the best--HP's team approach to quality and service is
successful and our reputation unmatched. We know how.
These add up to the three components these customers care most about:
"Blanket" Coverage, 100% Solution Availability, and a Strategic
Partnership with the vendor.
For More Information
Data Sheet 5091-4302E
Product Brief 5091-4303E
UNIX(R) is a registered trademark of UNIX System Laboratories Inc. in
the U.S.A. and other countries.
Technical information in this document is subject to change without
notice.
(C) Copyright Hewlett-Packard Company 1991
All Rights Reserved. Reproduction, adaptation, or translation without
prior written permission is prohibited except as allowed under the
copyright laws.
Printed in USA RO0492
5091-4059E
Associated files: none
HP Mainframe Alternative Program Resource Guide