Power Tools 1993 November - Disc 2/Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso/cpet/50916465/hp/hpprof.txt

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Hewlett-Packard Corporate Profile
  What's new
This version of the Hewlett-Packard paper has been updated with the
following areas:
o HP's new announcements
o 1992 HP financials and market share
o New performance positioning charts
o Summary of Gartner win/loss analysis
o New quotes
o VARBUSINESS 1992 annual report card
o New success stories including Series 700s

Corporate overview
Hewlett-Packard's position on the Fortune 500 is 29 with 89,000
employees worldwide and a revenue of $16.4 billion in fiscal year 1992.
HP is an international manufacturer of systems, measurement, and
computation products.  HP is recognized for excellence in quality and
support.  The company's products and services are used in industry,
business, engineering, science, medicine, and education in approximately
100 countries.

Key executives

Lew Platt           President and Chief Executive Officer
Wim Roelandts       Executive Vice-President, Computer Systems
                    Organization
Franz Nawratil      Vice-President and General Manager, Worldwide Sales
                    and Marketing

Financial performance

[Figure: HP Financial Highlights, Caption: none]

[Figure: HP Revenues by Region, Caption: none]

HP's major claims
o Leads in standards-based computing
o Leads in open systems
o Committed to client/server computing
o Offers compelling price/performance
o Offers broad line of PCs, workstations, servers, enterprise systems,
  and desktop peripherals
o Number one in customer service
Major product overview
Product family positioning

HP PA-RISC
------------------------------------------------------------------------
                 HP 3000        HP 9000           HP 9000
System           MPE/iX         Series 800        Series 700
                                HP-UX
------------------------------------------------------------------------
Customers        Commercial     Commercial,       Commercial,
                 accounts,      technical         technical
                 MIS            accounts,         accounts
                                MIS

Competition      IBM, DEC,      IBM, DEC, Sun,    IBM, DEC, Sun,
                 NCR            NCR               SGI

Purchase         Applications,  Standards,        Price/
 rationale       features,      price/            performance,
                 standards      performance       standards,
                                                  features

Applications     Transaction    Transaction       CAD, software
                 processing     processing,       development,
                                technical         technical
                                computing,        computing
                                software
                                development

Pricing          Competitive    Competitive       Competitive with
                 with IBM       with IBM, DEC,    Sun
                                Sun
------------------------------------------------------------------------

Competitive performance positioning

[Figure: HP 3000 Systems Performance Positioning, Caption: none]

[Figure: Workstation Performance Positioning, Caption: none]

[Figure: Low-End Systems Performance Positioning, Caption: none]

[Figure: High-End Systems Performance Positioning, Caption: none]

Summary of Gartner Group's win/loss analysis
Gartner Group, a leading industry consulting firm, researched over one
thousand accounts that had recently purchased a computer.  They supplied
HP with a detailed report on the reasons for HP's wins and losses and
will be providing more information as it becomes available.  Gartner has
provided HP with the following findings:

HP 3000/900 versus AS/400:
The major reason for an HP win over IBM's AS/400 is the software
applications offered.  Other reasons include HP's features, performance,
functionality, connectivity, and price.  Even when losing, HP outscores
the AS/400 in portability, technological leadership, industry expertise,
and commitment.
  IBM's perceived strengths and areas that you may want to avoid include
documentation and help aids.  Never get into a numbers game with IBM -
they have more software applications, a bigger install base and generate
more revenue per year than HP.
  Some suggestions when competing with the AS/400 include asking the
prospect if an AS/400, System/38, or System/36 has been previously
installed for a similar application.  If so, ask the prospect why they
are interested in an alternative system.  If the prospect is looking for
a more open system with better communication and/or much better
price/performance, then you have a chance.  If the customer cannot
articulate such reasons, assist the prospect with a decision matrix and
include the reasons listed above.

HP 9000/800 versus RS/6000:
The major reasons for an HP 9000/800 win over the RS/6000 are
performance of the total solution and technological leadership.  Other
areas include performance, functionality, connectivity, and price.  Even
when losing, HP scores higher on track record and quality.  Customers
perceive our sales personnel as more knowledgeable and professional than
any other vendor.
  The RS/6000 perceived strengths also include technological leadership
and industry expertise.
  In general, when competing against the RS/6000, price/performance is
the most important issue.

HP APOLLO 9000/700 versus Sun:
Reasons for wins over Sun include performance, reliability, standards,
serviceability, quality, technological leadership, service, and support.
  Sun's perceived strengths include product availability and number of
applications.
  Again, hardware performance and price are  important issues in this
market.  But winning issues also include hardware features and support.

Reasons to choose Hewlett-Packard
Each business has its own unique goals and special needs.  Hewlett-
Packard provides custom solutions to a wide variety of businesses to
meet their information technology needs.

The following describes why companies with a vision select Hewlett-
Packard as their business partner.

Reason #1
Optimum flexibility through open systems

Reason #2
Superior price/performance via RISC

Reason #3
Leadership in quality and support

Reason #4
Customer successes
Reason #1 Optimum flexibility through open systems
Open systems provide maximum flexibility to customers.
o Open systems means HP systems can work in the customers' existing
  environment, protecting years of investment.
o Standards compliance with POSIX, X/Openª XPG, and OSF DCE, and the
  wide support of third-party databases, means customers have the
  flexibility to move applications easily.

Customer benefits
For customers, Hewlett-Packard's leadership in open systems offers real
benefits:
o security and investment protection--Hewlett-Packard has chosen open
  systems as its long-term, strategic direction. As a result, HP
  customers can build open systems onto their existing systems, instead
  of replacing all the old with the new.  HP's open systems have built-
  in standard interfaces, enabling them to communicate with any kind of
  computer.  HP's support for emerging distributed computing (such as
  OSF's Distributed Computing Environment and OSI), existing
  communication standards (such as ARPA), and compliance to portability
  standards such as X/Open's Portability Guide (XPG3), provides the
  means for computers, of any make in any location, to swap information
  easily.
o immediate access to a large number of applications--Through the use of
  HP's support of standard interfaces, HP's customers are able to buy a
  software product, not because it is the only one available that will
  run on their system, but because it will offer the best value for
  their money.
o lower systems costs--The "cost per MIP" of HP's open systems computer
  hardware is much lower than that of proprietary hardware.  HP also
  provides additional savings by having a wide range of scalable
  platforms available to select the optimal system for a given
  situation.
o faster access to new technologies--With HP's open systems, the
  operating system, databases, and applications are all designed to run
  independent of any specific piece of hardware.  Therefore, a hardware
  upgrade or the implementation of a new technology will go more
  smoothly.


Leadership in UNIX
Today's open systems marketplace is dominated by UNIX systems solutions.
UNIX provides the combination of power and standardization required to
make open systems a reality. HP is the leader in providing UNIX systems
solutions.

[Figure: 1992 UNIX Vendors' OS Market Share, Caption: none]

Because of the superiority of HP's UNIX operating system, HP-UX, more
systems have been installed using the advantages incorporated into HP-
UX.

[Figure: 1992 WW Midrange UNIX Market Installed Base Units, Caption:
none]

Hewlett-Packard continues to hold a lead in worldwide UNIX
installations.  This is a reflection of our superior offering,
innovative technology, and best-of-breed software applications.

[Figure: 1992 U.S. Midrange UNIX Market Units Consumed, Caption: none]

HP's market share continues to grow at the expense of Sun, IBM, NCR and
DEC.  The above chart depicts HP's leadership role with the largest
share of 1992 UNIX installations.  More HP systems have been installed
than any other UNIX vendor.

"HP has become a leading supplier of UNIX systems to mainframe customers
on the strength of its broad line of RISC computers, respected UNIX
program, quality, and customer support."
UNIXWorld
June 1992

"HP is rapidly becoming the dominant supplier of UNIX systems in the
mainframe environment."
UNIXWorld
June 1992

"HP is the leading vendor for UNIX in a market that has largely switched
to open systems."
Tim Noonan
Hemispheres
October 1992

Commitment to open systems
Industry analysts have recognized HP's commitment to open systems long
before it was popularized.

"Standard hardware running standard software is the benefit of open
systems for our operation.  We brought the HP 9000 on-line last April
(1991) and got the software up and running with no problems.  Our users
are happy."
Dave Brolsma
MIS Manager
Acustar (subsidiary of Chrysler Corp.)
UniForum Monthly
June 1992

"We feel HP is clearly the leader in open systems and we're very
comfortable with their ability to deliver an excellent solution on time
and within our budget.  With these solutions, the system can expand and
adapt to meet our needs, which means our investment in hardware,
software and training will be protected."
Jim Sage
Vice President of Information Systems
Camelot Music
August 31, 1992
HP Press Release

"HP is viewed not like it was in the '80s--just another big high-tech
firm with a lot of products, but rather as a forward thinker in the
industry.  HP has identified and committed to industry trends early
enough to be a leader in those trends."
Laura Conigliaro
Prudential Securities
October 1992

"HP has an enormous opportunity to make a dent in the two major players,
IBM (Corp.) and Digital Equipment (Corp.).  And that opens up
opportunities for everyone."
David Rubinstein
Vice President of Innovative Information Systems Inc.
Systems & Network Integration
June 29, 1992

Conclusion
HP provides customers with maximum flexibility through open systems
standards while protecting their investment in existing systems.
Reason #2 Superior price/performance via RISC
Hewlett-Packard offers strong price/performance.  HP's RISC systems
provide for high performance at low cost.

HP's RISC leadership
History clearly demonstrates Hewlett-Packard's strong success with RISC
for the commercial marketplace:
o HP was the first major vendor to deliver a commercially available
  RISC-based system in 1986 and has since completed the transition of
  its entire product line to RISC.  Customers buying HP equipment can
  more quickly take advantage of RISC's superior price/performance.
o HP has the largest market share of RISC-based systems as measured by
  industry analysts.
o HP controls the design of PA-RISC, so HP can bring enhancements to
  market sooner than its competitors.  HP is currently shipping systems
  based on seven generations of architectural experience.  Since HP also
  controls the manufacturing, reliability can be assured.
o Strategic alliances with Samsung, Hitachi, Mitsubishi, Convex,
  Stratus, Winbond, and Sequoia extend Hewlett-Packard's range of PA-
  RISC computer systems at both ends of the performance spectrum and
  into highly parallel, non-stop computing systems.  These relationships
  also prove that PA-RISC is an open standard since HP is not the sole
  supplier of the chips.  These relationships will likely lead to more
  PA-RISC architecture enhancements since each vendor brings their
  experiences to the RISC arena.

Deliver the benefits of PA-RISC to more customers
A consortium called Precision RISC Organization or PRO for short was
announced on March 24, 1992.  The goal of this organization is to
broaden the use of PA-RISC technology and deliver the benefits to more
customers worldwide.  To ensure that PA-RISC architecture continues its
success into the next century, HP wants to propagate PA-RISC in
telecommunication, aerospace, electronics, and peripherals.
Partnerships with leading companies in these industries will result in
influencing this architecture to meet these industries' business needs.
Founding members of PRO are:  Convex Corp.; Hewlett-Packard Co.;
Hitachi, Ltd.; Hughes Aircraft Co.; Mitsubishi Electric Corp.; Oki
Electric Industry Co.; Sequoia Systems, Inc.; Yokogawa Electric Corp.;
Stratus; and Winbond.

Number one RISC manufacturer
HP is the world leader in RISC.

[Figure: 1992 Worldwide Commercial Multiuser Market, Caption: none]

HP's installed base for worldwide commercial multiuser RISC systems is
35 percent.  This is more than double HP's closest competitor, IBM.  The
next chart depicts HP's further gain on the market at the expense of
IBM, DEC, MIPS, and Sun in 1992 alone.

[Figure: 1992 Worldwide Commercial Multiuser Market, Caption: none]

HP's RISC-based systems are leading the industry in number and value of
installations.  For the year 1992, HP installed almost three times the
nearest competitor.  For every dollar spent for RISC systems worldwide,
HP captured 43 cents.

Customer benefits
For customers, Hewlett-Packard's leadership in price/performance offers
the following benefits:

Benefits of RISC
o higher commercial computing performance--Hewlett-Packard analyzed
  millions of lines of code from a variety of applications, including
  business and corporate computing environments.  Then it implemented
  the 140 most frequently used instructions directly into hardware.  HP
  combined this reduced instruction set with optimizing compilers to
  deliver the best performance.
o less floor space and lower support costs--PA-RISC uses fewer
  components, and together with advanced VLSI technology, Hewlett-
  Packard has dramatically reduced the number of chips required for a
  single system.  As a result, HP business servers are smaller and take
  up less floor space, consume less power, and require less cooling and
  maintenance costs than competitive systems, which reduces customer
  associated maintenance costs.
o high reliability--Hewlett-Packard's use of NMOS and CMOS VLSI
  technologies enable entire CPUs to be integrated onto a single chip,
  reducing costs and increasing reliability.

HP's RISC optimized for commercial applications
Hewlett-Packard's Precision Architecture, based on RISC, gives HP a real
advantage.  Unlike most RISC architectures, PA-RISC was optimized for
both commercial transaction processing applications and engineering
environments.  PA-RISC was designed based on analysis of HP's customers'
experience with production applications.  The DEC MIPS architecture was
designed based on a theory at a university.

PA-RISC gives HP the ability to consistently lead in price/performance.
Peak UNIX TPC-A forecast

[Figure: UNIX TPC-A Forecast, Caption: none]

According to InfoCorp, an industry consultant, HP will continue to out
perform all the competition in the area of UNIX performance.  This is
based on HP's new chipset the 7100.  By 1993, HP will increase the
processors in its SMP systems to eight and by 1995 expect a new
architectural upgrade to a 350 TPC-A processor and up to 12 processors
per system.
  InfoCorp predicts that Digital will be delivering small SMP
configurations in 1993.  1994 will offer a mainframe-class Alpha-based
multiprocessor SMP and a faster high-end Alpha processor will be
available in 1995.  IBM, covering a weakness in chip design, will be
emphasizing clustering and not fully functional SMP until 1995.  Expect
Sun to deliver an eight-way in 1993, some incremental gains in 1994 and
larger SMP processors in 1995.  NCR will go to P5 technology and
increase the processors to 32.  More tuning on the operating system is
also required for the 3400 and 3500 series.  Investing in an HP 9000
system will ensure maximum performance with a minimum cost.

The proof
"I was amazed at the price/performance of the open systems solution (HP
9000 Model 817S's).  These RISC boxes are 20 to 30 times more powerful
at less than half the price we paid for the Wangs 10 years ago."
Art Szu-tu
Project Manager,
Mutual of New York
UniForum Monthly
June 1992

"The RISC processors HP is coming out with are so fast and powerful
that, for the money, you can't justify maintenance costs on larger
systems anymore.  You just gotta change.  Otherwise, you are throwing
your money away."
Kevin Mead
Director of MIS
Paragon Steakhouse Restaurants Inc.
InfoWorld
August 24, 1992

"McKenna said the HP systems have already begun to justify their
purchase.  He added that the DG minicomputers (MV2500 and 3500) `were
out of gas and limiting our ability to do business.'"
W. Andrew McKenna
Senior VP of Corporate Information Systems
Home Depot
Computerworld
August 10, 1992

"We looked at three vendor -- IBM, NCR and Hewlett-Packard.  For us, HP
showed superior overall performance and ability to deliver."
Thomas S. Ritenhouse
Vice-President and Controller
Strawbridge & Clothier, Chain Store Age Executive
June 1992

"Stratus' core strategy is to bring the highest level of computer system
availability to a powerful and open platform built with the best
technology of the generation," "processor technology is going through
another dramatic transition, and we are prepared to change with it.  We
believe that the PA-RISC chip will ensure our ability both to satisfy
and anticipate our customers' performance needs in the mid-1990s and
beyond.  To help further PA-RISC and its related standards, we will
actively participate as a sponsor member of the Precision Risc
Organization."
Paul R. Jones
Vice President of Engineering
Stratus
March 1992

"The breadth and scalability of PA-RISC make this technology a superior
choice for our future MPP platform, which will complement our C Series
supercomputers.  We are pleased to provide the high-end supercomputing
platform for the PA-RISC technology and believe that the sharing of core
technology among members will substantially increase PA-RISC
applications and market share of this versatile architecture."
Robert J. Paluck
Chairman, President, and CEO of Convex Computer
March 1992

Conclusion
The HP 3000 and the HP 9000 families provide superior OLTP performance
at a lower overall cost of ownership through PA-RISC.  They offer a
greater performance range than most of our competitors (DEC, Sun, etc.).

Reason #3 Leadership in quality and support
Hewlett-Packard ranks number one for quality and support.  Service and
support is becoming increasingly important when choosing both a vendor
and a system.  Independent consultants across the world recognize
Hewlett-Packard's strong leadership and innovation in support.
  Hewlett-Packard also consistently beats the competition in Datapro
surveys on quality and reliability.  Hewlett-Packard's leading-edge PA-
RISC and its advanced VLSI technology dramatically increase reliability.
The mean time between failure (MTBF) for systems can exceed 6 years.
And uptime typically exceeds 99.8 percent, 99.95 percent with high-
availability products.
  According to VARBUSINESS 1992 annual report card, HP takes first place
in end-user support.  HP is proud of its continuing high scores and is
committed to continuing the policies that have brought HP's recognition
for this coveted award.

Customer benefits
For customers, Hewlett-Packard's leadership in quality and support
offers real benefits:
o reduced down time--As a result, HP business servers keep businesses
  running smoothly.
o lower cost of support--Less breakdowns mean the onsite support visits
  are rarely need, thus reducing the support costs.
o track record of excellence--Industry analysts continue to rate
  Hewlett-Packard support number one in many countries, including the
  U.S.
o advanced technology--Hewlett-Packard's remote support management tools
  and the use of compact disk read-only memory (CD-ROM) media, for
  example, help reduce costs and increase productivity.
o worldwide coverage--Coupled with consistent delivery, this benefit
  ensures quality support in all Hewlett-Packard locations.
o breadth of support--Customers can choose from a range of services
  including consulting, planning, implementation assistance, and ongoing
  maintenance.
o full system supplier--This means added value and a single point of
  contact for hardware, software, and service.

The proof
[Figure: HP 3000, Caption: none]

Best mean time between failures.

[Figure: Quality Products, Caption: none]

Quality improves 12.7 times
During the 1980s, HP was given a stretch challenge from President John
Young to improve HP's renowned quality by 10 times. While most HP
entities met the goal, HP's computer systems surpassed the goal with a
resulting quality improvement of 12.7 times. These improvements resulted
in a cost savings of over $800 million over the last 10 years. Savings
that were passed on to customers as a lower cost of support.

HP corporate quality goals
  HP's philosophy on quality is not new.
"If I ever hear of anyone compromising quality in order to make
shipments, I will personally have them fired."
David Packard
HP Founder and Chairman of the Board
1977

"The quality of HP's products and service have long been highly rated.
And its clear commitment to UNIX helps it attract customers interested
in open systems."
UNIXWorld
June 1992

"HP enjoys an excellent reputation for its product quality and customer
support.  In a recent survey of the most admired U.S. companies
conducted by Fortune, it was ranked the number one computers and office
automation products company, above IBM and Apple.  In addition, Datapro,
a leading U.S. market researcher, has consistently rated it number one
in customer support for the last eight years."
Business Today
June 7-21, 1992

"Hewlett-Packard has done it again:  For the sixth time in HP's seven
years on our Report Card, the quality of its products wins the top spot.
The 9.14 rating in the category from all its VARs stands out as the
highest score in the entire survey."
Anne Hosansky
VARBUSINESS
September 1992

HP's reliability
HP customers have come to expect the best quality and reliability from
Hewlett-Packard's systems, software, and peripherals.

[Figure: HP Rates Number One in Support -- Worldwide, Caption: none]

Number one in user satisfaction
Hewlett-Packard was ranked number one in user satisfaction according to
a poll conducted by UNIX Today magazine.  Hewlett-Packard took top
honors in both hardware and software support, which the magazine
attributed to HP's worldwide service organization staffed by more than
15,000 employees on a 24-hour basis.

Conclusion
Hewlett-Packard is the vendor that sets the standard for both hardware
and software quality and reliability in the industry. In the unfortunate
event that there is a problem with the system, HP customers have the
world leader in service and support on call 24 hours a day, 365 days a
year.

Reason #4 Customer successes
  HP 3000
HP offers systems that improved customer service and gained competitive
distinction
  The Hertz Corporation, headquartered in Park Ridge, New Jersey, is the
world's largest car rental business.  With a goal of improving customer
service and gaining the competitive distinction by implementing a
worldwide rental counter automation system, Hertz chose multiple high-
end HP 3000s to implement the system.  Today, on 14 HP 3000 business
computers, Hertz's counter automation system supports 4,000 users in the
United States, Europe, and Australia.  The result has been a significant
improvement in customer service with applications online and available
99.9 percent of the time.  Hertz customers comment regularly about the
efficiency of the system, particularly about the Gold Service that was
rolled out on HP 3000 technology.  Hertz has won top rankings in
Computerworld for the most effective use of information technology.

HP 3000s automate Spalding Sports
Spalding Sports Worldwide of Chicopee, Massachuetts, manufactures sports
equipment including golfballs and basketballs.  High-end HP 3000
business computers automate Spalding's entire operations from laptop-
linked sales force automation applications and electronic mail to
corporate financial systems.  Spalding received the first shipment of
the HP 3000 Corporate Business System in September, 1992.  In addition
to the HP 3000 Series 992/200 Corporate Business System, Spalding is
using the HP 5000 F100 high-end laser printer in their corporate data
center.

HP 3000s save taxpayers money
The city and county government operations of Vancouver, Washington, and
Clark County, Washington, created an innovative shared computing center
to save taxpayers money by reducing the costs of computing.  An IBM 3031
mainframe was replaced by HP 3000 business computers.  An HP 3000 Series
960 and two Series 70 computers support 250 terminals and 170 personal
computers in automating all major functions of the city and county
processing including issuing building permits, financial reporting, real
estate assessment, jury processing, parking tickets, parks and
recreation, payroll, and electronic mail.

HP 3000 Successes
Abbott Lab
American Airlines
American Home Shield
American International Group
American National Can
American Red Cross
American United Life
Bausch and Lomb
Boeing Commercial Airplane
Boeing Electronics
Bose Corporation
Blue Cross
BSA
Cessna Aircraft
Coca Cola Bottling Company
Computrac
Dupont
Estee Lauder, Inc.
Eveready Battery
Foxboro
General Mills
General Tire
Genstar
Granite School District
GTE
Guess?
Hagen-Daz
Harris Trust Fund
Hertz U.S.A.
Hillman Company
Hughes Aircraft
L.A. Gear
Lever Brothers
Martin Marietta
Metropolitan Toronto Reference
  Library
Owens-Corning Fiberglas
Pepsi-Cola
Pilgrim Health Care
Revlon
Samsung Electronics
Shell
Smith Kline
Southwest Airlines
Spalding Sports
Stone Container
3M
Tony's Pizza
Unilever
Union Carbide
Uniroyal
Vancouver, Clark County
Westinghouse Electric
White Castle
Xerox

HP 9000 Series 800
  Series 800s replace IBMs at Hacienda
The Secretaria di Hacienda y Credito Publico, called Hacienda, is the
Mexican equivalent of the U.S. Department of the Treasury.  Hacienda is
responsible for collecting all taxes and customs duties for the
government of Mexico.  The personal income tax project involved
replacing two IBM 3031s with an HP 870S/100.  The customs collection
project involved placing sixty HP 9000 Series 800 systems.  HP was
chosen over several other UNIX vendors.  AT&T lacked a high-end
solution.  Sequent did not meet the price/performance requirements, and
benchmarks performed on the RS/6000 placed it out of the running.

TCI successfully moves to open systems
TCI of Englewood, Colorado, with yearly sales of $4 billion and 34,000
employees, is the world's largest alternate access provider.  TCI's goal
was to move to an open systems environment which would tie together
their IBM, DEC, Sequent, and Tandem system into a support solution.  HP
won over Sequent, IBM, and DEC.

Mainframe downsizing success
GTE Telephone Operation, (GTE Telops) based in Irving, Texas, is the
largest of GTE Corporation's business groups.  GTE became convinced that
client/server architecture and mainframe downsizing was the direction
they needed to move and that HP was the partner for achieving their
goals.  HP won over several alternatives.  Included in these
alternatives, was a conversion to IBM's mainframe RDBMS, DBS, and two
alternatives using the Teradata platform.  HP won because of the cost
savings and the easy port of the Oracle applications from the mainframe.

Acustar offloads MRP II
Acustar is a $300 million subsidiary of Chrysler.  It is located in El
Paso with 9 automotive manufacturing plants.  Both IBM and Honeywell
suggested mainframe upgrades as HP talked of savings that could be
realized through offloading the mainframe.  HP won by presenting HP's
superior price/performance and the saving in maintenance and operating
costs made possible by offloading to the Model 870S.

Superior partnering reveals superior response to a major problem
Rochester Telephone is one of the largest independent telephone
companies in the northeastern U.S.  One of its goals was to improve its
repair service by automating the field repair organization.  DEC was
eliminated early and the RS/6000 came in second to HP.  During the early
implementation of this project, a severe ice storm struck town, leaving
80,000 customers without phone service.  The volume of requests for
service increased by over 500 percent.  To handle the load, HP,
overnight, sent Rochester a Model 870S to replace the 845S.  HP proved
to be a valuable partner.

HP -- a single vendor for hardware and support
3M is a $14 billion a year company and was interested in reducing the
cost of computer operations for a large manufacturing plant in Iowa.  To
achieve this goal, 3M needed to consolidate their DEC and HP systems.
DEC proposed another VAX and later its Ultrix machine.  3M was looking
for a single vendor for hardware and support.  Both the high-end HP 3000
and HP 9000 offered mainframe-class performance at less cost than a
mainframe.

HP 9000 Successes

Acustar
American Airlines
Arthur Andersen Consultants
Bell South
Boeing Commercial Airplane
British Telecom
BSA
Chrysler Motor Corporation
Comstat
Department of the Treasury
   Mexico
DHL
Dun and Bradstreet
Federal Express
Ford
Fuji Bank
GAF
Gartner Group
General Electric
General Motors
GTE
Home Depot
Honey Bake Foods
Honolulu Cellular
Hughs Aircraft
L.A. Gear
Lever Brothers
Martin Marietta
Mexico Secretary of State
Mutual of New York (MONY)
Northern Telecom
Northwest Mutual
Owens-Corning Fiberglas
Pemex
PRC-Realty Systems
Rochester Telephone
Schlumberger
Singapore Stock Exchange
Southwestern Bell
Strawbridge & Clothier
TCI
Telmex
3M
Union Carbide
United Nations
U.S. West
Series 700

HP 9000 Series 700 dramatically increases productivity for software
engineering
At SAS Institute, Inc. in Cary, North Carolina, developers utilize both
HP 9000/720 and HP 9000/750 systems to create and maintain the 6.5
million lines of portable C code.  The systems, approximately 1,000
clients and 55 servers, are networked using a 2-ring FDDI interface with
full redundancy.  After installation, SAS developers experienced a
dramatic increase in productivity.  SAS choose HP because of the
superior price/performance and the best architecture for code
development.

HP workstation outperforms an IBM mainframe
Hewlett-Packard installed 20 Series 700s in J I Case, Hinsdale,
Illinois, to assist the research and development department with the
design and analysis of J I Case's farm and heavy equipment products.
The account used mainframe CAD applications, such as ANSYS, to
structurally test different designs.  Because an ANSYS run took 11 hours
to complete and an increase in the number of iterations was desired,
CASE evaluated alternative systems.  HP ran this same program in 33
minutes.  HP leveraged its extensive experience in other world-class
engineering environments such as GM, Ford, Navistar, and Caterpillar to
help understand J I Case's requirements and installed both 730 and 750
systems to maximize user responsivness.  HP was chosen because of its
ability to integrate these systems into their environment, our industry
knowledge, and the price/performance associated with PA-RISC.

Sybase, Emeryville, California, uses HP workstations
At Sybase, Inc. developers use the HP 9000 Apollo Series 700
workstations as a software development platform.  Sybase can tailor
software features and functionality to HP workstations at every stage of
the development cycle, and customers have access to the latest HP and
Sybase technologies.  Sybase chose HP 9000 systems because they
recognized the superior price/performance capabilities of HP PA-RISC
technology and the strong demand for it in the commercial market.

From Selling Against the Competition Competitive Binder, 5091-6465E,
  9301
Associated files:  HP01.gal, HP01.hpg, HP02.gal, HP02.hpg, HP03.gal,
  HP03.hpg, HP04.gal, HP04.hpg, HP05.gal, HP05.hpg, HP06.gal, HP06.hpg,
  HP07.gal, HP07.hpg, HP09.gal, HP09.hpg, HP10.gal, HP10.hpg, HP11.gal,
  HP11.hpg, HP12.gal, HP12.hpg, HP13.gal, HP13.hpg, HP14.gal, HP14.hpg,
  HP15.gal, HP15.hpg, hpprof.doc
Hewlett-Packard Corporate Profile