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Power Tools 1993 November - Disc 2
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Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso
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pclanupg.txt
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1993-04-28
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NETWARE & LAN MANAGER UPGRADE PRICING POLICY
In the next year, HP anticipates major enhancement releases of our
PC-LAN offerings, in particular, LAN Manager/X 2.1 (LM/X 2.1) and
NetWare 4.0 for HP-UX platforms. With these major enhancement releases
on the horizon, we wish to point your attention to a pricing policy
which you should consider sharing with your customers and setting
expectations accordingly.
With major PC-LAN functionality revisions such as these (see note), HP
plans to charge existing customers who wish to purchase these enhanced
versions. In particular, HP will charge existing LM/X and NetWare/9000
customers (with or without support contracts) who wish to upgrade to the
new revisions. These new revisions have significant functionality
enhancements and will have new part numbers. This will work as follows:
* Customers who have purchased the following products:
P/N's B1011A/B/C, B1003A/B/C, J2240A, J2239A or J2243A,
will be entitled to an upgrade credit toward the
purchase of these major revisions. The not-to-exceed
price for these customers is 50% of list price.
* Customer's who maintain current support contracts and who choose
not to purchase the upgrade (to LM/X 2.1 and NetWare 4.0) can
remain on LM/X 1.4 and NetWare 3.11. For these customers, HP will
fulfill it's support obligation for five years after
discontinuance.
HP is planning to charge customers for several reasons:
1) Charging for upgrades is consistent with the PC-LAN industry.
Microsoft and Novell charge PC server customers for upgrades
not only on major revisions (such as NetWare 3.11 to 4.0) but
for minor revisions (e.g. NetWare 3.01b to 3.11) as well.
This is regardless of whether the customer holds a support
contract. By continuing to include maintenance revisions
as part of our customers regular support contract, HP is
is softening the impact of this charge and is providing a
benefit customers do not realize in the PC market.
2) The major revision upgrade charge enhances HP's ability to
provide customers with current functionality in a reasonable
time-frame. These LM/X and NetWare revisions include major
architectural changes which require significant R&D investment.
In addition, HP is required to pay a royalty to Microsoft and
Novell for these upgrades.
Given that this upgrade policy is consistent with what customers already
are realizing with their PC based NetWare and LAN Manager Servers, most
customers are probably anticipating this upgrade charge and will
understand the nature of this policy.
This policy makes it financially feasible for HP to provide more
competitive functionality to our customers. By providing a
significant upgrade credit to customers with current support contracts
or who have purchased previous versions, we are encouraging our
customers to continue to grow with HP.
If you have any further questions, please contact the Sales Response
Center.
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Note: A major revision is one that provides significant enhancements
over the previous release. Customers with current support
contracts will continue to receive maintenance revisions under
the terms of their support contract. A maintenance revision can
provide support for OS versions, defect repairs, and/or minor
enhancements. Examples of maintenance revisions include the LM/X
1.2 to 1.3 and NetWare 3.01b to NetWare 3.11.