Power Tools 1993 November - Disc 2/Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso/hotlines/cnhl/tbma/gal.cpy/TBMATXT.TXT

Text File | 1993-07-26 | 30KB | 829 lines

             HP IN TELECOMMUNICATIONS
      Telecom Business Marketing - Americas
                       7/93

INTRODUCTION/BACKGROUND:
Audience:   Functional managers and
decision makers
Companies: Telecommunications service
providers and telecommunications equipment
manufacturers
Sources:  Updated Telecom Industry Marketing
presentation plus presentation material
from Europe/TSBU
Applicable: Primary focus is US, but includes
reference to worldwide capabilities


TBMA01 - HP AND YOU, WINNING TOGETHER IN
TELECOMMUNICATIONS

Title slide
Introduce yourself and role
Establish presentation objectives
* HP's understanding of the industry
* Describe our strategies, capabilities, programs
  and successes


TBMA02 - HP HELPING YOU DELIVER THE FUTURE TODAY

Use this slide as a road map for entire
presentation where these topics will be covered:
*  our commitment to the telecom industry
*  our leadership in establishing industry
  standards
*  the breadth of our product programs
*  our  partnership approach
*  our commitment to quality
*  the worldwide service and support organization
  that is   behind any solution we provide


TBMA03 - HP AT A GLANCE

This slide is used to give a telecom perspective
to our corporate organization.

Revenues in FY'92 exceeded $16B, with the majority
of the business coming from our computational
business.  HP is a global, multi-national company
in the Fortune 25 with greater than 56% of our
revenue from outside the US.  The scope of our
company makes us well positioned to partner with
telecommunications companies worldwide.

Supplement this slide with information/slides from
the Corporate Overview presentation including the
product "vintage chart", R & D investments and key
business segments.



TBMA04 - A SAMPLE OF HP'S WORLDWIDE TELECOM
ACCOUNTS

This continually growing list of companies
illustrates the variety and geographic
distribution of  our telecom customers.  It is
because of this large and growing list that
telecom is the second largest industry segment for
HP.


TBMA05 - HP's COMMITMENT TO TELECOM

HP's commitment to the telecom industry is
demonstrated in many ways :
* 2nd largest segment for our direct sales
  (following electronics)
* Global TSBU -Worldwide business unit formed in
  Oct 1992 providing focus and strategic direction
  for our worldwide telecom resources as well as
  products and services for the telecommunications
  industry.
* Resources with vast expertise in many areas
  located around the world
* Commitment to standard bodies and industry
  organizations (Example:Bellcore,TIA,
  CCITT,OSF---more detail on TBMA16)
* Over 50 years experience with the industry
  starting with instrumentation that was used to
  test and monitor telephone elements (circuits,
  switches and transmission lines).


TBMA06- COMMON THEMES IN COMPUTING AND
TELECOMMUNICATIONS

The telecommunications industry is going through
dramatic changes similar to the ones that we have
experienced in the computer industry:
* today's customer is more demanding and has many
  options available for services and solutions
* technologies (intelligent networks, multimedia,
  high speed data networking, etc.) are being
  introduced at an incredible pace
* organizations need a global perspective to even
  maintain their market position
* significant shift to sales through alternate
  channel (retail to wholesale)
* an emphasis on solutions rather than products
  requires new marketing strategies and alliances
  with organizations that were your competitors
  yesterday and may be your   collaborators
  tomorrow.


TBMA07 - CHALLENGES FACING TODAY'S
TELECOMMUNICATIONS MARKET

Deregulation and competition add to previous
themes to bring complexity to the challenges
facing telecom companies:
* carriers become service providers
* equipment manufacturers become network subsystem
  suppliers
* carriers become multi-national
* corporate private networks become carrier VPNs
* quality and flexibility of network and service
  mgt. become differentiators
Flexibility and responsiveness are the key to
maintaining your competitive advantage.


TBMA08 - BUILDING COMPETITIVE DIFFERENTIATION

You can build competitive differentiation in this
complex market by using open systems and
standards-based enabling technologies to create
timely and innovative business solutions.
Examples include:
* integrating the business and operational
  segments of your operation
* using rapid application development
  methodologies and tools to prototype new
  solutions that interoperate and are seamless
  across wireline and wireless networks
* allowing your customers to have greater
  visibility into and control over their networks


TBMA09 - OUR STRATEGIC THRUST

Our strategic thrust into technologies optimized
for the telecommunications industry enables you to
achieve your goals of rapid development and
integration of systems.  The global nature of the
telecommunications business means that you need
the ability to interconnect and interoperate with
and among carriers around the world.
Hewlett-Packard provides the core technologies to
make that possible:
* object oriented programming
* object oriented database
* DCE/DME
* wireless data communications
* high speed network interfaces

TBMA10 - HP TELECOM SYSTEMS BUSINESS UNIT (TSBU)
MISSION STATEMENT

Our commitment to telecommunications goes beyond
basic technologies, it is to become the leading
systems provider.  We'll achieve that through
strategic alliances, partnerships, etc. to bring
you best-in-class solutions. These solutions will
help you enter new markets, improve the quality of
service, and increase your productivity.


TBMA11 - HP's TELECOM FOCUS PROVIDES INCREASING
VALUE TO THE CUSTOMER

Our standards-based computer products form the
foundation of our value-chain.  We offer complete
workstation and multi-user server families as well
as fault-tolerant systems.  Our tools for software
development and  network and systems management
tools are state-of-the-art middleware.  The
products  from TSBU include
* advanced intelligent networks/service creation
  environment
* telecom management networks
* customer network management
* and CO compliance.

TSBU also has the HP charter to develop
intelligent peripherals and products for the
rapidly growing mobile communications arena.
Today, HP offers solutions for Home Location
Register (HLR) and Authentication Center (AuC)
requirements.

The marketing arm of TSBU is responsible for the
marketing and awareness  programs as well as
Channel Partner alliances.  In addition, we have
focused both our sales organization and our
telecom Professional Service Organization on the
telecom industry and specific accounts.  Our
global support organization is another key element
of our value, enabling us to support your needs
almost without regard to geography.


TBMA12 - TELECOM INDUSTRY RESOURCES

Not only do we have a focused sales and consulting
organization, but we also have organizations
worldwide that focus on development products and
programs for the telecommunications industry.

TSBU Organizations
"TSBU is dedicated to increasing dramatically HP's
contributions to the telecommunications market"
(Lew Platt)
* Telecom Platforms Operation (TPO) located in
  Sunnyvale, CA  is responsible for telecom links
  (data kit), CO-compliance and Intelligent
  Peripherals.
* Telecom Networks Operations (TNO) in Grenoble,
  France has the charter for Telecom Network
  Management and Advanced Intelligent Networks.
* Singapore Networks Operation (SNO) is our
  organization located in Asia/Pacific that
  focuses on Customer Network Management and our
  programs for mobile communications.
* Marketing teams located in Calif, Grenoble and
  Singapore are dedicated to developing business
  opportunities for OSS,  BSS, wireless and
  enhanced services,  managing strategic
  relationships with Channel Partners and
  supporting the dedicated worldwide sales force.

System and Networking Divisions
* General Systems Div-multi user UNIX systems,
  plus other networking organizations focused on
  developing standards-based network interfaces
  (IND,RND,GND West)
* Workstation Business unit in Colorado and Mass
  develops workstations for both
  commercial and technical markets.
* Fault Tolerant Operation is responsible for our
  fault tolerant systems.
* YHP (Yokogawa Hewlett-Packard) develops native
  language support for HP-UX
* Network and Systems Management  Div (NSMD) is
  the home of our industry leading "OpenView"
  products for network and systems management.

Research Teams
* HP Labs in Palo Alto -long-term R&D for
  computers and telecommunications
* Bristol (England) Labs - emerging telecom
  technologies

Instrument Divisions
* So. Queensferry (Scotland) , Colorado Telecom,
  Communications  Test Business Unit

Insert supplemental organization slides here if
appropriate.


TBMA13 - HP's COMPETITIVE ADVANTAGES DIRECTLY MEET
THE NEEDS OF TELECOM COMPANIES

This slide serves as an introduction into the next
segments:
* unique computer and instrument products
    (TBMA14 & TBMA15)
* leader in standards  and enabling technologies
    (TBMA16 & TBMA17)
* partnerships with suppliers and third parties
  (TBMA18-TBMA24)
* pioneer in mainframe downsizing and research
    (TBMA25 & TBMA26)
For discussion on DME and DCE see HP's Open for
Business brochure or similar publication.

TBMA14 - HP's PRODUCTS FOR THE TELECOM INDUSTRY

HP's historic strengths, linking technology and
quality with serious commitment to service and
support, have established HP as a major player in
telecommunications, placing it among the top
suppliers of computer products to the industry.

HP is one of the only companies that can provide
advanced tools to design, install and test
telecommunications networks, integrate measurement
and computation to help build network management
solutions and furnish the computing power
necessary to add new services that customers
desire. In addition, HP, actively participates in
the trials and deployment of new standards.

Definitions:
* ACT-Applied Computer Telephony using SCAI
  (switch to computer application interface) as
  voice  and data integration server(HP9000 or
  HP3000) for telcos.  Products available for NT
  and AT&T switches. HP's ACT products work in
  conjunction with a PBX or Centrex switch and the
  ACD (Automatic Call Distributor) to provide a
  computer application with the tools (API) to
  link the application to the switch.   These
  applications are used in both inbound and
  outbound telemarketing operations.

* ATM-Asynchonous Transfer Mode,  is a cell relay
  technology designed for use in wide area
  networks that will enable users to cost
  effectively transmit voice, video and data over
  the same high speed lines.

* Video Servers -HP intends to become a leader in
  the transition to digital video.  Our future
  products will include disk -based video servers
  and automated ad insertion equipment that
  provide storage and data management of
  compressed digital video.  Other programs will
  focus on video test equipment, compression and
  networking as well as research into high
  definition TV and digital broadcasting.
  (Contact Video Communications Division (VID))

* Interactive TV - HP has multiple strategic
  alliances with key consortiums to address the
  standards requirements (interfaces, operating
  systems, and equipment) for this rapidly
  evolving technology.

* SONET- Synchronous Optical Network in the US
  (Synchronous digital hierarchy SDH in Europe)
  evolving standard for optical fiber
  transmission.

* ISDN-Integrated Services Digital Network is a
  switched network providing end-to-end digital
  connectivity for simultaneous transmission of
  both voice and data.

* SMDS-Switched Multimegabit Data Service based on
  802.6 that would make it possible to link LANs
  nationwide on a per-incident basis.

* SS7-a new digital signaling standard that is
  used by inter-exchange carriers and local
  exchange carriers to transmit voice and data
  between switches. SS7 is the backbone of AIN
  service development and delivery.  This digital
  network allows operators to create and design
  new services in response to rapidly changing
  customer requirements.  With these services
  running on HP SS7 platforms, carriers can
  maximize results and minimize incremental
  capital investments for new services.  HP
  provides platforms and tools that can be used to
  develop applications, pilot test and deploy
  software to develop these new services. (See
  data sheet 5954-7273 EN 5/92, brochure
  5091-4539E, 6/92)

* SCE- HP Service Creation Environment is a set of
  software tools running on a 700 series
  workstation that is used to create and deploy
  services in the Advanced Intelligent Network
  (AIN) architecture by simply cutting and pasting
  graphic symbols.  It also offers service
  features such as implementation, configuration,
  script generation, simulation and integration
  test-bed tools. (See data sheet 5954-7225 EN
  5/92)


TBMA15 - HP SOLUTIONS ADDRESS FUNCTIONS ACROSS A
TELCO

This visual illustrates the scope and source of
our solutions for both wireless and wireline
networks.  We provide the test equipment,
platforms and middleware but rely heavily on
partners to address the specific Network Systems,
Operational Support Systems and Business Support
Systems.


TBMA16 - LEADING THE STANDARDS MOVEMENT IN ACTION,
NOT WORDS

HP invests time and money in standards.  We
participate in or chair positions on  the
following committees: ISO, ANSI, IEEE, CCITT,
X/OPEN, OSF, OSI, POSIX, OMG.
* ( as of 12/92 Founding chair on X/Open Board of
  Directors, Chair on X/Open Kernel Working Group;
  Founding sponsor of OSF, Chairman of OSF Board
  of Directors; Chair on COS Architecture
  Committee of OSI)

We support de facto standards helping to protect
your investment in technologies.  We're very proud
of our product innovations that have been adopted
as industry standards.
* OSF DME (from OpenView, NetLS, NW Manager Server
  and SE Distribution Utility)
* Object Management Group emerged from Distributed
  OMF
* OSF DCE (from LAN/Manager/X,NCS)
* OSF Motif (HP Vue)

Telecom standards bodies participation includes
Bellcore, Telecom Industry Association (TIA), ETSI
and IS-41. ETSI is the European Telecom Standards
Institute (replacing CEPT) that implements the
European policy on the separation between the
operational and regulatory functions in
telecommunications.  IS-41 is the evolving
standard for communications interface between
cellular switches. Telecommunication Management
Networks (TMN) is a CCITT defined hierarchy for
network management that allows for integration of
different network management systems.  HP provides
the mediation platforms used in the element
management layer of this standard. (See brochure
5091-7553E 4/93)


TBMA17 - HP'S CLIENT/SERVER COMPUTING ARCHITECTURE
AND BELLCORE'S OSCA

OSCA is Bellcore's strategic architecture to be
used by the Bell Operating Companies to provide
software product interoperability.  It's designed
to give BOCs the flexibility to combine software
products in a way that best satisfies their
business needs.  HP's C/S architecture and our
commitment to standards aligns us well with the
direction of the telecommunications industry.


TBMA18 - PARTNERSHIP IS KEY

HP has developed extensive partnerships to ensure
that the solutions we offer meet your needs.  We
work with switch vendors, system integrators,
software suppliers (including Bellcore),
value-added resellers, and telcos.  These partners
provide added value to HP's computing
architecture, software tools,  platforms and
services in order to provide complete solutions to
address your business problem.


TBMA19 - COOPERATIVE MODEL FOR TELECOM SOLUTIONS

We have the relationships and infrastructures to
use the channels that best meet your requirements.
Depending on the situation, we will work with
Systems Integrators, equipment vendors, carriers,
and others to meet your needs.


TBMA20 - A SAMPLE OF HP'S CHANNEL PARTNERS FOR
TELECOM SOLUTIONS

HP's list of Channel Partners continues to grow as
telco and Channel Partners recognize the
advantages of HP's open systems standards-based
environment.
* Note: This list does contain names of Systems
  Integrators, Software Suppliers, Switch Vendors,
  etc. so it can be used as alternatives to
  TBMA19,21,22,23,&24.


TBMA21 - BUSINESS FRAMEWORK OF A TELECOM SERVICE
PROVIDER

We have chosen to represent a telco business
graphically using this slide. HP is assembling and
building a portfolio of solutions to meet your
business needs in each of the major areas:

Business Support Systems:
* Billing, billing data acquisition, marketing,
  sales, customer assistance and general
  administration functions.

Operations Support Systems:
* Network Engineering and Planning is concerned
  with designing and engineering the network.
  Applications include Automated
  Mapping/Facilities Management (AM/FM) and
  Geographic Information systems (GIS).
* Service Provisioning includes taking a service
  order, scheduling it, and installing the
  service.  Workforce management is a key
  application.
* Network Operations administers the operation of
  the network itself.  Subsegments include network
  management, network surveillance and testing,
  service work force dispatch and traffic
  analysis.

Telecom Networks are the pipeline that deliver
telecom services to business and residential
customers.  Today, computers and switches are
being very closely linked to provide high
performance and advanced capabilities.  These
analog, digital and advanced intelligent network
technologies are available in wireline, wireless
and data networks.

Telco Services are products that are ordered by
and delivered to your business and residential
customers.
* POTS (plain old telephone service as we know it
  today)
* Operator Services-an area of interest for
  productivity improvements and revenue generation
* Class/CCF services are custom local-area
  signaling services (CLASS) that local exchange
  companies view as prime opportunities for
  revenue enhancement. Examples are call waiting,
  call blocking, call forwarding, and caller-ID.
* Enhanced services are those that require the
  capabilities of an intelligent (SS7) network.
  The availability of these services depends on
  the full deployment of the SS7 networks within
  the inter and intra exchange carriers. Examples
  include call routing, inter-LATA CLASS, talking
  yellow pages, Videotex, voice messaging, VPN and
  FAX mail.
* Data services is a dynamic area as new standards
  are being proposed to permit much higher
  bandwidth data transmission.  These services
  also provide substantial revenue opportunities.
  Examples are DS1, DS3, SMDS, Frame Relay, etc.

(Our friends at the RBOCs have indicated this is a
fairly accurate reflection of their environment
except that they might also refer to BSS as a
subset of OSS)


TBMA22 - TELECOM APPLICATIONS - WIRELINE

In order to meet your needs in these areas for the
WIRELINE business , HP has developed relationships
with the listed value-added businesses.  In
addition to this list HP has an ongoing program to
develop additional Channel Partner relationships.



TBMA23 - TELECOM APPLICATIONS - WIRELESS

In order to meet your needs in these areas for the
WIRELESS business, HP has developed relationships
with the listed value-added businesses.  In
addition to this list HP has an ongoing program to
develop additional Channel Partner relationships.



TBMA24 - SYSTEMS INTEGRATORS

HP has worked with several systems integrators to
deliver project requirements and implementation
services at various telcos.  This is a
representative list of the types of organizations
that we have worked with worldwide. We have
developed flexible contractual arrangements with
key systems integrators that allow us to structure
the relationships for mutual advantage.  In
addition, our Professional Services Organization
and our Telecom Consulting Practice will work with
you as "Prime" or "subcontractor" to provide
systems integration services and project
management (see TBMA30).


TBMA25 - HP PROVIDES MAINFRAME ALTERNATIVES

As was mentioned earlier, HP has been a pioneer in
defining mainframe downsizing models.
We use innovative products and concepts coupled
with industry-leading software to help you move to
an open systems environment.  We have identified
several methodologies to get you started

* Transfer is a cost-effective method to move your
  application from one platform to another.  Many
  of the most popular mainframe applications are
  now on our systems.  This alternative protects
  your investment in user training and allows you
  to offload system resources.
* Replace is an alternative if you want to replace
  your outdated mainframe applications with
  state-of-the art third-party packages.
* Rewrite is the path you can choose when you want
  to use HP's best-in-class 4GLs and CASE tools to
  develop custom applications.
* Convert/Emulate is the choice when you need to
  protect your investment in applications and
  training but want to take advantage of a
  low-cost, high performance solution.  We have
  partners that offer conversion tools to convert
  or emulate your custom-written applications.
* One of the most popular alternatives is to
  "surround" your mainframe applications with
  communications products and a friendly (GUI)
  user interface that allows our Business Servers
  to seamlessly coexist with your existing
  mainframe.  We have key Channel Partners that
  provide tools for application and information
  integration.


TBMA26 - HP's ADVANCED RESEARCH FOR TELECOM

We're also a pioneer in advanced research in
Telecommunications.  We have projects in our labs
and divisions that include
* software productivity tools and object oriented
  technology
* network management technologies
* massively parallel processors
* high speed networking
* software fault tolerance
* distributed measurement systems
* multimedia systems
* processor technologies

The pioneering work of HP Labs has been one of the
catalysts to move technology into standards
(TBMA16) and into our product programs (TBMA14).
Review examples of HP OpenView, Motif, and Service
Creation Environment for Intelligent Networks.

The increasing performance and decreasing cost of
hardware and networking is going to have a
dramatic effect on our environment and make
distributed computing pervasive.  In addition,
there  is the  congruence of mobile computing,
communication networks and digital TV.  These
industry changes along with new services and
providers bring a large and more diverse set of
users.  The diversity of this user group will
cause significant challenges in software and
technology assimilation. We are working to ease
this difficult transition.


TBMA27 - COMMITMENT TO QUALITY

Like the telecom industry, HP has also made a
large commitment to quality.  HP recognizes that
quality is a competitive advantage.  HP has the
reputation of being the highest quality vendor in
the computer industry.  In order to keep this
competitive advantage, in the early 80's, John
Young developed the stretch goal of a 10-times
improvement in hardware quality over 10 years.
Commitment of the entire company through Total
Quality Control has led HP to be on target to
fulfill this objective.  The results shown here
for some of HP's manufacturing divisions were
accomplished as part of this effort.
A few years ago, John Young set a similar 10-times
goal for software products, to be accomplished
within 5 years.  So far HP is on target for this
goal.


TBMA28 - HP RATES #1 IN SUPPORT WORLDWIDE

The combination of quality and responsiveness has
earned HP high ranks for customer satisfaction.
These surveys represent our customers worldwide
and reinforce our commitment to offer the same
standards of service throughout the world. Our
worldwide service organization is 17,000 members
strong.


TBMA29 - HP's LEADERSHIP IN SERVICE AND SUPPORT

Recent publications have highlighted our
leadership position in service and support
particularly in the UNIX and workstation markets.


TBMA30 - TELECOM INDUSTRY CONSULTING PRACTICE

Earlier (TBMA11) we mentioned our telecom focused
Professional Services Organization.   Our telecom
consultants are experienced in the areas of
measurement, computation and   communications, and
draw on the wealth of experience within
Hewlett-Packard to plan, design, or implement your
solution.  We are leaders in our knowledge and
implementation of open client server solutions. HP
also offers systems integration services, project
management, and customer education and has a large
selection of service providers as partners and subcontractors.


TBMA31 - HP SOLUTIONS IMPROVE CARRIER
COMPETITIVENESS

Some of these examples include Bellcore's
Flexcom/Linc, GTE's Customer Information Center,
Telecom Australia's Customer Network Management,
Swedish Televerket's TIMS and BT's INCA project.

* Bellcore Linc:  The Linc application provides
  customers with critical operations (banks, TV
  networks, etc.) the capability to direct their
  own network traffic to meet changing bandwidth
  requirements.  The system uses an HP 9000
  computer to interface with OSS systems that
  program the network.  The solution has resulted
  in increased network flexibility and
  availability.  Telcos can save money when
  customers manage the network themselves, and the
  customers benefit with improved response time
  and efficiency.  The scaleable architecture of
  our systems provides a platform for growth as
  demand increases.

* To improve customer service and stay ahead of
  their competition, GTE decided to surround it's
  mainframe environment with a client/server front
  end.  The customer service order centers would
  interface to the mainframe from UNIX
  workstations taking advantage of the graphical
  user interface and the pull down menus.  Aside
  from improving customer service the
  client/server application is expected to reduce
  training costs and actually improve the training
  itself.  In the old environment the 11 weeks of
  their 12 week training program was focused on
  learning the system.  GTE can now train reps on
  the new system in two days!

* Telecom Australia worked with Hewlett-Packard to
  design and implement a Customer Network
  Management (CNM) system. CNM extends Telecom
  Australia's network management capabilities to
  the customers' premises and provides them with
  better and more efficient management and control
  over their subscribed telecom resources,
  including Virtual Private Networks (VPN).  The
  CNM solution uses UNIX workstations and servers.
  HP offers the CNM development platform worldwide
  marketed as the HP OpenView HARMONi product.

* The TIMS/GSM application developed by Teli
  Telecom, a subsidiary of Swedish Televerket,
  provides customer service, billing, directory
  services and traffic accounting information for
  a variety of  telecom operators, service
  providers and mobile telecom operators.  The
  scaleable UNIX application uses an Oracle data
  base.

* British Telecom Inter-Network Call Accounting
  (INCA) provides billing and customer care for
  the emerging wholesale services market. In the
  UK, there are 16 other operators that make use
  of BT's network to provide end-to-end
  connections to their customer and BT needed a
  way to effectively bill for all types of
  services on the network.  They chose an HP UNIX
  solution using a relational data base to process
  massive amounts of data.  INCA uses a fully
  distributed client/server architecture, open
  systems networking, object oriented development
  tools and was developed using integrated case
  tools.

TBMA32 - OUR CUSTOMERS TELL US

Our customers at US West and GTE comment on the
reasons they choose Hewlett-Packard as their
business partner.  Both reference our expertise in
open client/server environments.  Note: Don
Peeples, CIO at GTE Telops has since retired but
the project that is referenced in this quote is
being implemented.


TBMA33 - HEWLETT-PACKARD AND YOU

The quote from the Manager of Operations Systems
at AT&T emphasizes our multi-national capabilities
and worldwide service and support, two key
elements of our corporate success.  Time to market
and flexibility are pointed out as critical
elements for telco success.


TBMA34 - TEAM WITH A WINNER

HP has dedicated substantial resources around the
world to ensure that we meet your telecom needs.
HP is number 1 in product quality, service and
support.  In addition, HP offers industry leading
technology and a solid commitment to standards.
Team with HP to deliver the future today.