Power Tools 1993 November

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INTRODUCTION ------------ Thi≤ custome≥ slidσ presentatioε ha≤ beeε designeΣ a≤ ß too∞ fo≥ thσ ì commercial and technical sales forces for the purpose of: áááááo defining HP's computing strategy and áááááo answering the question "Why Choose HP?" It is targeted to executive-level customers and works best when the customer is predisposed toward open systems. T∩ presen⌠ thσ ke∙ point≤ oε HP'≤ computinτ strateg∙ anΣ differentiators¼ ì select the following slides: STRAT02 Information...The Key Corporate Asset ááááááááááááfor the 1990s. STRAT03 Investments in Computing Technology STRAT04 Computing Challenges STRAT05 NewWave Computing -- Cooperative Computing Through ááááááááááááOpen Systems STRAT06 Cooperative Computing Through Open Systems (Technology ááááááááááááPillars) STRAT11 Definition of Open Systems STRAT12 Components of Open Systems STRAT13 Open Systems Benefits STRAT15 Why Choose HP? STRAT16 Commitment to Open Systems STRAT23 Broad Product Line STRAT27 Strong Corporate Profile STRAT32 Solutions Through Partnerships STRAT37 Why Choose HP? The remaining slides provide substantiation and additional detail around these key points. .PA The HP Computing Strategy presentation is the principal module in a series of presentations that provide additional detail and substantiation« Thi≤ serie≤ i≤ organizeΣ accordinτ t∩ thσ custome≥ ì presentation model below. ..pictureA:\STRAT\MODEL.GAL,56760,49151,1,72,25, .PA HP's Computing Strategy for the 90s and Beyond *********** STRAT01.GAL *********** ..picturea:\STRAT\STRAT01.GAL,65535,49151,1,38,13, [Objectivσ -¡ Se⌠ u≡ slidσ presentation.▌ ì Thi≤ presentatioε i≤ abou⌠ HP'≤ computinτ strateg∙ fo≥ thσ 90≤ anΣ beyond« ì It's a strategy built on a strong foundation of open systems, and we've built it that way because... .PA Information ... The Key Corporate Asset for the 1990s. *********** STRAT02.GAL *********** ..pictureA:\STRAT\STRAT02.GAL,65535,49151,1,38,13, [Objective: Lend credibility to viewpoint of information as the key asset.] Information is the key corporate asset for the 1990s. A variety of futurists agree... áááááo how quickly you get it, áááááo how easily you can manipulate it áááááo how well you understand it áááááo how effectively you use it... will determine your success. Transition -- Information will separate the winners from the losers. .PA Investments in Computing Technology *********** STRAT03.GAL *********** ..pictureA:\STRAT\STRAT03.GAL,65535,49151,1,38,13, [Objective: Introduce previous investments and show how they have helped and introduced new problems; set up cooperative computing as the next evolutionary step in technology.] Three decades of investment in computer technology have been made in creating the means of making information an asset. Each evolutionary step solved some issues but created others: áááááo More performance was made available to the user, first with áááááááádepartmental machines, then desktops, but the organization ááááááááhad less flexibility in effectively using that horsepower. áááááo Information was moved closer to the user, but became more ááááááááfragmented and the user became isolated from other sources. áááááo More complexity was introduced into the computing ááááááááinfrastructure -- along with multiple vendors -- resulting ááááááááin less control and more concern for the integrity of the data. áááááo Cooperative computing is the next step in the evolution of computing áááááááátechnology, designed to meet the information challenges facing áááááááácompanie≤ iε thσ 1990s« I⌠ combine≤ thσ accessibilit∙ oµ deskto≡ ì áááááááácomputinτ witΦ thσ securit∙ anΣ datß integrit∙ oµ previou≤ models« I⌠ ì ááááááááopens the door to the world of integrated information. Transitioε -¡ Thi≤ concep⌠ ma∙ seeφ beyonΣ thσ se⌠ oµ issue≤ anΣ ì challenge≤ yo⌡ arσ dealinτ witΦ today« Froφ you≥ perspective¼ wha⌠ d∩ ì yo⌡ seσ a≤ you≥ bigges⌠ challenge≤ fo≥ thσ 90s┐ (Solici⌠ responsσ froφ ì customer.) .PA Computing Challenges *********** STRAT04.GAL *********** ..pictureA:\STRAT\STRAT04.GAL,65535,49151,1,38,13, [Objective║ Aligε witΦ thσ custome≥ b∙ describinτ thσ computinτ challenge≤ ì they currently face.] Based on discussions with many customers, we see common challenges (poin⌠ ou⌠ anΣ briefl∙ identif∙ thσ specifiπ bullet≤ tha⌠ arσ simila≥ t∩ ì responses from your customer): ááááá∩ Thσ additiona∞ needeΣ functionality¼ ofteε a≤ simplσ a≤ ß ne≈ ì ááááááááapplication revision, can disrupt your computing ááááááááinfrastructure. Adding new applications can require reworking áááááááácurrent applications. áááááo Applications today don't work together. Today, the burden falls ááááááááon the user or your staff. And in either case, the user isn't ááááááááhappy. áááááo Incorporating new technology is almost impossible. Technology ááááááááturns over so fast that your staff is kept busy figuring out how ááááááááto integrate it. And often the answer is that you need to ááááááááthrow out your current technology and start over. áááááo All of this must be done with shrinking budgets and less people. Transition -- Our strategy of cooperative computing through open systems -- and the products we are delivering today -- are designed to address these issues. .PA NewWave Computing -- Cooperative Computing Through Open Systems *********** STRAT05.GAL *********** ..pictureA:\STRAT\STRAT05.GAL,65535,49151,1,38,13, [Objective: Introduce NewWave Computing vision and the two parts of the strategy -- cooperative computing and open systems.] Called NewWave Computing, our strategy is best summarized by the statement shown on this slide. In effect, HP is adding intelligence to the network in a variet∙ oµ way≤ s∩ tha⌠ you≥ user≤ caε usσ computinτ resource≤ anΣ ì information more effectively. The PC or workstation on each person's desk becomes the window into their entire world of information. There are two parts to this strategy -- cooperative computing and open systems. áááááo HP's goal is to provide you with the benefits of cooperative áááááááácomputing ááááááááááááá- easy desktop access to information anywhere on the ááááááááááááááánetwork, ááááááááááááá- network-wide control of the distributed data processing áááááááááááááááresources, and ááááááááááááá- true integration of the data and applications. áááááo HP's approach to cooperative computing is built on a strong ááááááááfoundation of open systems for one simple reason. The ááááááááreality is that most companies already have a multivendor ááááááááenvironment by choice or chance. ááááááááááááá- Unilever, for example, acquired 50 companies áááááááááááááááworldwide in 1989, and inherited multiple software áááááááááááááááand hardware vendors. ááááááááOpen systems are the only way to integrate those multiple áááááááávendors to achieve cooperative computing. áááááo The hard fact is that whatever you buy today has to work with ááááááááwhat you already have. You can't throw everything out and áááááááástart over, nor should you be forced to. You need to get the áááááááámost out of your 3 decades of investments. áááááo Let me also point out that whatever you invest in now should be áááááááácompatible with future technologies -- including technological ááááááááinnovations we don't yet know about -- no matter who the áááááááávendor might be. áááááo A single vendor might be able to, over time, provide you with áááááááácooperative computing. You would be required, however, to áááááááábuy everything from them. ááááá∩ Bu⌠ thσ realit∙ oµ multivendo≥ environment≤ mean≤ tha⌠ thσ benefit≤ ì ááááááááoµ cooperativσ computinτ caε bσ realisticall∙ achieveΣ onl∙ througΦ ì ááááááááopenásystems. Hencσ ou≥ strategy¼ cooperativσ computinτ througΦ opeε systems¼ whicΦ wσ arσ ì delivering today. Transitioε -¡ Beforσ ╔ discus≤ thσ foundatioε oµ ou≥ strateg∙ -¡ opeε ì system≤ -¡ anΣ it≤ benefits¼ le⌠ mσ spenΣ ß fe≈ minute≤ oε thσ firs⌠ par⌠ oµ ì our strategy, cooperative computing. NOTE║ Iµ you≥ custome≥ i≤ confuseΣ abou⌠ thσ terφ "NewWave,ó refe≥ t∩ slidσ ì STRAT05a.GA╠ iε thσ backu≡ modulσ fo≥ thi≤ presentatioε (Slidσ Hotline¼ ì subject║ STRATB⌐ fo≥ thσ definition≤ oµ NewWavσ Computing¼ H╨ NewWavσ Office¼ ì and HP NewWave. .PA Cooperative Computing Through Open Systems *********** STRAT06.GAL *********** ..pictureA:\STRAT\STRAT06.GAL,65535,49151,1,38,13, [Objective║ Introducσ thσ │ pillar≤ tha⌠ suppor⌠ HP'≤ computinτ ì strategy.] Basically, our implementation of cooperative computing is built on three pillars: áááááo Resource integration and management áááááo Consistent user environment áááááo Application integration Transition -- The first pillar focuses on the resources of the network. .PA Resource Integration *********** STRAT07.GAL *********** ..pictureA:\STRAT\STRAT07.GAL,65535,49151,1,38,13, [Objective: Explain the first pillar.] When we talk about the first pillar of cooperative computing -- integration oµ resource≤ -¡ wσ arσ talkinτ abou⌠ thσ ideß oµ ß networδ oµ multivendo≥ ì system≤ functioninτ a≤ ß single¼ integrateΣ whole« Thσ network¼ iε effect¼ ì becomes the computer. ááááá∩ Thσ distributeΣ network¼ anΣ associateΣ networkinτ softwarσ -¡ ì áááááááápar⌠ oµ wha⌠ Gartne≥ Grou≡ refer≤ t∩ a≤ "middlewareó -¡ wil∞ ac⌠ morσ ì ááááááááand more like the operating system in the stand-alone environment. ááááááááThi≤ ne≈ rolσ fo≥ thσ networδ wil∞ bσ accomplisheΣ b∙ addinτ ì ááááááááintelligence to the networkáto increase its effectiveness. ááááá∩ Today¼ fo≥ thσ P├ LA╬ environment¼ Novell'≤ Netwarσ provide≤ man∙ ì ááááááááoµáthesσ functions« Fo≥ thσ comple° multivendo≥ environment¼ ì ááááááááa defacto industry-standard foundation exists. áááááááááááá¡ HP'≤ Networδ Computinτ Systeφ (NCS⌐ wa≤ developeΣ b∙ ou≥ Apoll∩ ì ááááááááááááááSystem≤ Division« NC╙ i≤ ß ke∙ buildinτ blocδ fo≥ creatinτ ì áááááááááááááádistributeΣ computinτ environments« NC╙ i≤ alread∙ licenseΣ b∙ ì ááááááááááááááove≥ 20░ manufacturers¼ includinτ IB═ anΣ DEC¼ anΣ i≤ thσ corσ ì áááááááááááááácomponen⌠ oµ OSF'≤ DistributeΣ Computinτ Environmen⌠ (DCE⌐ t∩ bσ ì ááááááááááááááreleaseΣ thi≤ year« Thi≤ i≤ no⌠ ß promisσ oµ futurσ cooperativσ ì áááááááááááááácomputingácapabilityá--áit's here today. áááááo Today, as well, a capability called brokers is being used to connect ááááááááuser≤ witΦ service≤ -¡ accessinτ ß peripheral¼ aε application¼ o≥ somσ ì áááááááádatß automatically« Usinτ broker≤ i≤ onσ oµ thσ way≤ H╨ ha≤ pu⌠ thσ ì ááááááááword 'cooperative' into cooperative computing. áááááo As network resources are more easily shared they are áááááááábecominτ morσ specializeΣ a≤ well« Thi≤ trenΣ mean≤ yo⌡ wil∞ bσ ablσ ì ááááááááto pick exactly the right machine for the job. For example áááááááá(pick one that you are comfortable with or relates to the customer): ááááááááááááá- Compute server ááááááááááááá- Data server ááááááááááááá- Telephony server ááááááááááááá- Transaction server (HP 3000 focal point) Transitioε -¡ WitΦ cooperativσ computing¼ resource≤ arounΣ thσ networδ wil∞ bσ ì used more effectively, but the complexity of the network will increase. NOTE: Below you will find definitions for some of the less common terms on slide STRAT07.GAL: Communication≤ Serve≥ -¡ aε examplσ oµ ß devicσ tha⌠ coulΣ bσ useΣ a≤ ß gatewa∙ ì devicσ t∩ connec⌠ thi≤ LA╬ t∩ othe≥ LANs¼ WANs¼ o≥ system≤ tha⌠ stil∞ adherσ t∩ ì proprietary networking protocols such as SNA. Computσ Serve≥ -¡ aε examplσ oµ ß devicσ that¼ becausσ oµ it≤ computationa∞ ì ability¼ provide≤ thσ networδ witΦ ß resourcσ fo≥ doinτ comple° o≥ lonτ ì calculation« AttacheΣ processor≤ sucΦ a≤ arra∙ processors¼ graphic≤ ì accelerators¼ anΣ floatinτ poin⌠ accelerator≤ arσ example≤ oµ thi≤ capabilit∙ ì today. PC/╪ Terminal/Workstatioε -¡ aε intelligen⌠ devicσ useΣ fo≥ managinτ thσ ì man/machinσ interactioε betweeε thσ use≥ anΣ thσ network« Als∩ provide≤ ì personal productivity capabilities local to the user's location. Proces≤ Controlle≥ -¡ aε examplσ oµ ß devicσ that¼ iε manufacturinτ o≥ othe≥ ì real-timσ environments¼ provide≤ thσ linkagσ betweeε thσ analoτ anΣ digita∞ ì worlds. Departmenta∞ Serve≥ -¡ aε examplσ oµ ß multifunctiona∞ serve≥ tha⌠ i≤ locateΣ ì physicall∙ closσ t∩ ß worδ grou≡ o≥ teaφ tha⌠ supplie≤ severa∞ service≤ t∩ thσ ì team, such as printing, filing, or electronic mail access. Telephon∙ Serve≥ -¡ aε examplσ oµ ß devicσ tha⌠ provide≤ ß logica∞ connectioε ì betweeε thσ telephonσ networδ anΣ thσ datß networδ s∩ tha⌠ action≤ takeε iε onσ ì areß affec⌠ thσ other« Fo≥ example¼ ß telephonσ orde≥ clerδ caε havσ thσ ì correc⌠ orde≥ screeε displayeΣ oε his/he≥ workstatioε oε thσ basi≤ oµ thσ 80░ ì number the customer called in on. Transactioε Serve≥ -¡ aε examplσ oµ ß multifunctiona∞ serve≥ tha⌠ i≤ peakeΣ o≥ ì tuneΣ arounΣ onσ typσ oµ applicatioε environment« Aε examplσ oµ thσ rolσ tha⌠ ì the HP 3000 can evolve to in a cooperative computing environment. Datß Serve≥ -¡ aε examplσ oµ ß devicσ tha⌠ perform≤ thσ functioε oµ providinτ ì thσ networδ witΦ datß storagσ capabilities« Usuall∙ expecteΣ t∩ bσ peakeΣ witΦ ì the access software, i.e., database server. Terminal≤ -¡ ß devicσ useΣ fo≥ managinτ man/machinσ interactioε tha⌠ doe≤ no⌠ ì havσ an∙ loca∞ intelligencσ anΣ relie≤ oε thσ machinσ i⌠ i≤ attacheΣ t∩ fo≥ ì controlling its actions. .PA Network and Systems Management *********** STRAT08.GAL *********** ..pictureA:\STRAT\STRAT08.GAL,65535,49151,1,38,13, [Objective║ Explaiε thσ networδ anΣ system≤ managemen⌠ aspec⌠ oµ thσ firs⌠ ì pillar.] Maintaininτ thσ securit∙ anΣ integrit∙ oµ thσ cooperativσ computinτ environmen⌠ ì will be the key challenge for the systems and network administrator. In addition, reducing the effort necessary to manage the systems and networks in this environment will also be important. ááááá∩ Wha⌠ i≤ needeΣ i≤ aε intelligen⌠ "system≤ consoleó fo≥ cooperativσ ì áááááááácomputingáthat will assist system managers in controlling their áááááááánetworking world. ááááá∩ HP'≤ OpenVie≈ prograφ i≤ deliverinτ t∩ systeφ anΣ networδ managemen⌠ ì ááááááááproducts that run onáHP as well as other platforms. áááááo Many functions are available today: ááááááááááááá- Network node manager ááááááááááááá- Centralized backup ááááááááááááá- Software licensing ááááááááááááá- Software distribution ááááá∩ H╨ lead≤ thσ industr∙ iε ß numbe≥ oµ thesσ areas¼ anΣ ha≤ ì áááááááásubmitteΣ severa∞ oµ thesσ product≤ t∩ OS╞ a≤ candidate≤ ì ááááááááfor their product offerings. Transition -- When fully implemented, the cooperative computing console will givσ thσ systeφ administrato≥ ß consisten⌠ use≥ environment« AnΣ tha⌠ ì leads to our second pillar. NOTE║ Thσ nex⌠ fe≈ paragraph≤ arσ optiona∞ informatioε tha⌠ ma∙ adΣ t∩ thσ ì presenters understanding or depth: Thσ networδ i≤ als∩ composeΣ oµ component≤ likσ hubs¼ bridges¼ routers¼ ì switches¼ anΣ s∩ on¼ tha⌠ ver∙ fe≈ peoplσ wan⌠ t∩ kno≈ anythinτ about¼ bu⌠ ì someone must. Various tasks must be performed in managing the infrastructure includinτ faul⌠ isolation¼ performancσ monitorinτ anΣ planning¼ configurations¼ ì security access, and accounting (for billing the end users). Fo≥ individua∞ systems¼ yo⌡ wan⌠ t∩ bσ ablσ t∩ d∩ anythinτ yo⌡ migh⌠ expec⌠ t∩ ì d∩ a⌠ ß system≤ consolσ attacheΣ t∩ thσ system║ monito≥ status¼ managσ loca∞ ì resource≤ likσ printers¼ perforφ back-ups¼ restorσ dowε system≤ o≥ peripherals¼ ì optimizσ performance¼ etc« System≤ comσ iε al∞ flavor≤ includinτ OLT╨ systems¼ ì file¼ peripheral≤ servers¼ computatioε servers¼ imagσ servers¼ anΣ clien⌠ ì systems (PCs, workstations, or X terminals). .PA Consistent User Environment *********** STRAT09.GAL *********** ..pictureA:\STRAT\STRAT09.GAL,65535,49151,1,38,13, [Objective: Explain the second pillar.] A consistent user environment provides a way for users to work with computers that is consistent with each person's way of doing their job. In other words, a customizable user environment. ááááá∩ Thσ usσ oµ intelligencσ allow≤ thσ use≥ t∩ easil∙ adap⌠ his/he≥ deskto≡ ì ááááááááenvironmen⌠ withou⌠ thσ hel≡ oµ thσ MI╙ staff« ì ááááá∩ AnΣ t∩ intuitivel∙ usσ thσ resource≤ availablσ withou⌠ havinτ t∩ ì ááááááááhave an in-depth understanding of the computing environment. ááááá∩ááI⌠ als∩ shoulΣ protec⌠ you≥ investmen⌠ b∙ workinτ ì ááááááááwitháyour existing software. ááááo At the same time, it must be available on multiple platforms so that ááááááááprogrammer≤ caε desigε t∩ onσ environment¼ throughou⌠ you≥ ì ááááááááorganization. Wσ havσ alread∙ beguε deliverinτ thi≤ kinΣ oµ environmen⌠ througΦ ou≥ ì award-winninτ NewWavσ environmen⌠ oε MS-DO╙ anΣ Windows« I⌠ wil∞ becomσ ì availablσ oε UNI╪ systems« H╨ VUE¼ ou≥ award-winninτ GUI¼ i≤ thσ firs⌠ ste≡ ì toward HP NewWave on the UNIX system. (When IBM sorts out the current difficultie≤ i⌠ i≤ havinτ witΦ OS▓ anΣ Presentatioε Manager¼ wσ wil∞ looδ a⌠ ì makinτ i⌠ availablσ oε tha⌠ platforφ too.⌐ H╨ NewWavσ i≤ designeΣ t∩ bσ morσ ì thaε ß GUI¼ i⌠ include≤ commoε service≤ tha⌠ spaε al∞ applications¼ fo≥ ì examplσ computer-baseΣ training¼ context-sensitivσ help¼ anΣ tasδ automation« ì It is also an environment that allows for FAX, voice, and full motion video -- recognizing that information in the future will come in a variety of forms. The benefits are obvious... ááááá* users get what they want, ááááá* training and support costs are reduced, and ááááá* programmers can more quickly and easily develop applications. Transition -- The third pillar of cooperative computing through open systems is application integration. .PA Application Integration *********** STRAT10.GAL *********** ..pictureA:\STRAT\STRAT10.GAL,65535,49151,1,38,13, [Objective: Explain the third pillar.] Thσ goa∞ i≤ t∩ shif⌠ thσ burdeε oµ linkinτ application≤ togethe≥ awa∙ ì froφ user≤ anΣ programmer≤ anΣ ont∩ computers« Again¼ thi≤ i≤ thσ ideß ì of adding intelligence to the computing infrastructure to achieve cooperative computing and is the second half of what Gartner Group called "middleware." áááááo What do we mean by application integration? We mean áááááááátechnologie≤ tha⌠ wil∞ allo≈ application≤ t∩ dynamicall∙ interac⌠ ì áááááááá(sometime≤ calleΣ 'ho⌠ links')« Change≤ t∩ datß iε onσ ì ááááááááapplicatioε wil∞ábσ immediatel∙ reflecteΣ iε othe≥ application≤ tha⌠ ì ááááááááusσ thσ samσ data« Thi≤ pionee≥ technolog∙ i≤ objec⌠ management¼ ì ááááááááand HPáis a leader. We helped found the Object Management ááááááááGroup (OMG), a group of that now comprises 85 companies, áááááááádedicated to defining objects and object management. ááááá∩ Object≤ arσ availablσ toda∙ witΦ H╨ NewWave« Thi≤ i≤ thσ samσ produc⌠ ì áááááááátha⌠ wσ discusseΣ unde≥ consisten⌠ use≥ environment« T∩ delive≥ ì áááááááácooperative computing, the integration of these 3 pillars is a áááááááárequirement« A≤ yo⌡ caε see¼ thσ product≤ tha⌠ wσ delive≥ toda∙ arσ ì ááááááááalready beginning that integration. ááááá¬ Wσ als∩ offe≥ severa∞ tool≤ t∩ hel≡ integratσ you≥ curren⌠ application≤ ì ááááááááasáwell. ááááááááááááá¡ ┴ technolog∙ iε H╨ NewWave¼ encapsulation¼ allow≤ ì áááááááááááááááexistinτ P├ application≤ t∩ operatσ iε thσ objec⌠ worlΣ oµ ì áááááááááááááááNewWave. ááááááááááááá¡ ┴ produc⌠ calleΣ H╨ Softwarσ Integratioε Socket≤ link≤ curren⌠ ì ááááááááááááááádatß anΣ application≤ acros≤ multiplσ vendorsº systems« ì ááááááááááááá- And in our CASE environment, we can integrate tools from ááááááááááááááámultiple vendors under a unifying product called Softbench. The ability to integrate old applications together, to link old and new applications, and to develop new applications to work with other new applications means that you can have a gradual, smooth transition from where you are to a cooperative computing environment. You do not have to abandon the applications you have, or rebuild all your databases. Transition -- These three pillars -- Resource Integration and Management, Consistent User Environment, and Application Integration -- and the products we deliver today offer you the benefits of our cooperative computing strategy. The second key part of our strategy of cooperative computing through open systems is open systems. Open systems is the only way to deliver cooperative computing iε ß multivendo≥ world« However¼ therσ i≤ ß lo⌠ oµ confusioε ì surroundinτ opeε systems« ì Wha⌠ arσ thσ characteristic≤ that¼ fo≥ you¼ woulΣ makσ ì a hardware or software product 'open'? (Solicit response from customer.) .PA Definition of Open Systems *********** STRAT11.GAL *********** ..pictureA:\STRAT\STRAT11.GAL,65535,49151,1,38,13, [Objective: Define open systems.] Again, in talking to many industry analysts and customers, four requirements come through: 1) Portable -- open products should be usable on or with computers ááááfrom multiple vendors. Applications written for MS-DOS ááááfor example, are able to run on several vendors' PCs today. 2) Interoperable -- open products must be able to communicate ááááand intelligently interact with other products from áááádifferent vendors. The ability for a LaserJet to print ááááinformation for IBM PCs, HP Vectras as well as Macintoshes, áááárepresents one example of this dimension. 3⌐ Scalablσ -¡ opeε products¼ softwarσ anΣ hardware¼ caε bσ ì áááásized to meet the needs of the user. For example, HP's broad áááárange of UNIX-based systems allow the user to choose the áááácorrect size system for the task. 4) Available -- the technology and products are readily and ááááeasily accessible. Transition -- A product is open when it meets these requirements. And many different kinds of products can be open. .PA Components of Open Systems *********** STRAT12.GAL *********** ..pictureA:\STRAT\STRAT12.GAL,65535,49151,1,38,13, [Objective║ ExpanΣ thσ detai∞ oε thσ definitioε oµ opeε system≤ t∩ includσ thσ ì components of open systems.] A≤ yo⌡ caε see¼ opeε system≤ i≤ ß lo⌠ morσ thaε jus⌠ thσ operatinτ system« I⌠ ì cover≤ almos⌠ ever∙ aspec⌠ oµ computinτ technolog∙ tha⌠ exis⌠ toda∙ (reaΣ thσ ì bullets). Transition -- But why consider open systems? What is the benefit to you? .PA Open Systems Benefits *********** STRAT13.GAL *********** ..pictureA:\STRAT\STRAT13.GAL,65535,49151,1,38,13, [Objective║ Summarizσ thσ computinτ strateg∙ sectioε b∙ tyinτ ou≥ strateg∙ ì back into the benefits of open systems to the customer.] There are three key benefits to open systems: 1⌐ Freedoφ oµ choicσ -¡ yo⌡ arσ freσ t∩ picδ thσ bes⌠ product¼ ì ááááhardware or software, that fits your needs. You are no longer áááálocked into one vendor. 2) Reduced costs -- ááááááááá- Because of increased competition, the cost áááááááááááof individual components from vendors is reduced. ááááááááá- Becauseáof standard interfaces and so on, design, ááááááááááádevelopment¼ anΣ maintenancσ cost≤ fo≥ softwarσ arσ reduced« ì ááááááááá- Training costs are also reduced. 3) Because open systems allow you to keep what you have, ááááand incorporate new products and technologies, your prior ááááinvestments are protected, and their useful life is extended. Transition -- Cooperative computing through open systems. The combination of two powerful ideas to address the challenges of the 1990s. HP's strateg∙ i≤ real¼ witΦ rea∞ product≤ toda∙ anΣ ß plaε fo≥ extendinτ i⌠ wel∞ ì beyond the 1990s. .PA NewWave Computing Architecture *********** STRAT14.GAL *********** ..pictureA:\STRAT\STRAT14.GAL,65535,49151,1,38,13, [Objective║ provide≤ aε optiona∞ slidσ a≤ ß transitioε t∩ thσ NewWavσ ì Computing Architecture presentation (Slide Hotline, subject: ARCH). If it is not used, continue on with the transition below.] The blueprint for our strategy, and the framework for product delivery is the NewWave Computing Architecture. I'm not going to go into detail today, but I would like to offer to have one of ou≥ expert≤ oε architecturσ presen⌠ i⌠ iε morσ detai∞ t∩ you≥ appropriatσ ì people. Instead, let me quickly identify the functionality represented by each level of the architecture. áááááo User Environments are the products and technologies áááááááánecessary for managing the man/machine interface. The ááááááááuser's window on the world of information and resources is ááááááááthe focus. It is where we position products such as HP NewWave. áááááo Applications relate the actual software that performs the ááááááááfunction of turning the data into useful information. These áááááááásoftware products are function specific, and cover ááááááááeverything from accounting to lot control. áááááo Application Integration Services deal with providing the ááááááááintelligence for linking data and applications. ááááááááThis is where you will find agents and object áááááááámanagement, and products such as HP Software Integration ááááááááSockets. áááááo Distributed System Services deal with providing intelligence to ááááááááthe network to effectively use and manage the network of ááááááááresources. Here are found products such as NCS and OpenView. ááááááááNote that the combination of Application Integration Services and ááááááááDistributed System Services make up the two halves of the 'middleware' ááááááááconcept of the Gartner Group. áááááo Software Development Environment represents the tools and ááááááááenvironment necessary for the applications developer to áááááááádevelop applications. Here would be found traditional development áááááááátools and our Softbench product. áááááo Finally, the Enterprise-Wide Network is the systems, servers, ááááááááPCs, workstations, networking, and so on, necessary to áááááááábuild the basic infrastructure. The point I want to make is that we have thought this strategy through in great detail. For us it is a question of implementation and delivering, not one of developing an understanding. Transition -- But a strategy is only as good as the company building it. So why choose HP? .PA Why Choose HP? *********** STRAT15.GAL *********** ..pictureA:\STRAT\STRAT15.GAL,65535,49151,1,38,13, [Objective║ Providσ point≤ oµ differentiatioε fo≥ H╨ tha⌠ compe∞ ì the customer to choose HP as their open systems vendor.] Let me give you four reasons to choose HP as your open systems vendor: 1) Commitment to open systems 2) Broad product line 3) Strong corporate profile 4) Solutions through partnerships An∙ oµ ou≥ competitor≤ caε claiφ strengtΦ oε thσ basi≤ oµ an∙ ON┼ oµ thesσ ì elements, but NONE have equal strength across all the elements to match HP. Transition -- Let's begin with HP's corporate-wide commitment to open systems. .PA Commitment to Open Systems *********** STRAT16.GAL *********** ..pictureA:\STRAT\STRAT16.GAL,65535,49151,1,38,13, [Objectivσ oµ slide≤ STRAT16.GA╠ ¡ STRAT22.GAL║ providσ substantiatioε anΣ ì additional detail on HP's commitment to open systems.] NOTE: You can either talk directly from this slide, using the bullet≤ froφ thσ detaileΣ slide≤ followinτ (STRAT17.GA╠ ¡ STRAT22.GAL)¼ ì OR use the detailed slides. We do not recommend using both. .PA HP Delivers Open Systems *********** STRAT17.GAL *********** ..pictureA:\STRAT\STRAT17.GAL,65535,49151,1,38,13, In assessing any vendor's open systems commitment, you need to measure its commitment to all components of open systems, not just its commitment to having a standards compliant operating system. Earlier we talked about the various categories into which open system≤ product≤ migh⌠ fall« Herσ wσ havσ choseε fivσ oµ theφ a≤ example≤ oµ ì the broad range of open systems capabilities that can be found in HP products today. HP offers more standards-based products than any other vendor. For our proprietary operating system, we have implemented POSIX in making our HP 3000 the most open proprietary system on the market. NOTE║ Fo≥ slide≤ specifiπ t∩ thσ H╨ 300░ anΣ H╨ 900░ opeε environments¼ refe≥ ì to backup slides STRAT17a.GAL and STRAT17b.GAL in the backup module for this presentation (Slide Hotline, subject: STRATB). Transition -- In addition ... NOTE: Below you will find definitions for some of the less common terms on slide STRAT15.GAL. User Environment NewWave -- a user environment available today on MS-DOS/MS Windows systems and in 1991 on UNIX/OSF/MOTIF systems. OSF/MOTIF -- an industry-standard windowing interface for UNIX systems. Presentatioε Manage≥ -¡ ß dσ fact∩ standarΣ windowinτ interfacσ fo≥ OS▓ ì systems. MS Windows -- a de facto standard windowing interface for MS-DOS systems. Relational Databases ANSI SQL -- ANSI standard of SQL database. Ingres, Oracle, Sybase -- major third-party SQL database suppliers. DB▓ Connec⌠ -¡ thσ abilit∙ t∩ connec⌠ t∩ anΣ acces≤ datß oε aε IB═ DB▓ ì database. Languages and Tools ANSI C, ANSI COBOL, ANSI Pascal, ANSI FORTRAN -- ANSI standard body languages. Cognos¼ Focus¼ Progress¼ Synergist¼ Unify¼ Informix¼ InfoCenter¼ Ingre≤ -¡ ì major third-party tools suppliers. Networking OS╔ -¡ Opeε System≤ Interconnection¼ ß 7-leve∞ mode∞ anΣ se⌠ oµ protocol≤ froφ ì the International Standards Organization (ISO). SNA -- a de facto standard from IBM. SNM╨ -¡ ß simplσ networδ managemen⌠ protocol╗ ß base-leve∞ standarΣ fo≥ ì multivendor network management. Novell Netware -- a third-party supplier of de facto LAN "middleware." LAN Manager -- an alternative to Novell Netware. TCP/I╨ -¡ dσ fact∩ communicatioε service≤ fo≥ multivendo≥ network≤ architecteΣ ì around OSI. NC╙ -¡ Networδ Computinτ Systeφ froφ thσ H╨ Apoll∩ System≤ Division« Thσ basi≤ ì for the Distributed Computing Environment (DCE). Operating Systems NLS -- Native Language Support. SVID V.3 -- the current standard for the UNIX environment. POSIX.1¼ POSIX.2¼ XP╟ Branded¼ X/Opeε DT╨ -¡ variou≤ level≤ oµ specificatioε oµ ì openness based on work by the X/Open consortium. .PA Active Leadership in Setting Standards *********** STRAT18.GAL *********** ..pictureA:\STRAT\STRAT18.GAL,65535,49151,1,38,13, A≤ showε iε thi≤ slide¼ H╨ provide≤ activσ leadershi≡ t∩ thσ standard≤ ì organizations. áááááo We chair the IEEE committees on 802.3, 10 Base T, and POSIX 1003.1. áááááo We are a board member of OSF, X/Open, and UNIFORUM. áááááo We were among the founders of OSF, COS, the OSI/NM forum, OMG, ááááááááand the Network Management Committee. áááááo We currently participate in 43 different standards organizations ááááááááwith over 200 of our engineers working on various committees. That's commitment. Transition -- We go beyond leadership in the standards organizations in the development of standards, we actively drive our innovation into standards. .PA Driving Innovation into Standards *********** STRAT19.GAL *********** ..pictureA:\STRAT\STRAT19.GAL,65535,49151,1,38,13, HP believes that innovation must be built on standards. But in many cases, innovation must also become a standard for future innovation to occur. We are committed to driving our products and technologies into standards. We have been very successful in having our technology selected as the standard. The examples shown on this slide are just some of the cases in which we've contributed HP technologies to industry standards. Transition -- But our commitment to open systems goes even further. NOTE: For almost all of the above examples, the product link to the accepted standard is straightforward. For Motif, there has been a lot of confusion, particularly with some of the claims made by DEC. Below are the components of Motif and their sources. Component Technology Style Guide HP & Microsoft Style Guide Appearance HP 3D (Beveled) Appearance Window Manager HP Window Manager Toolkit HP CXI & DEC XUI UI Language DEC UIL .PA Embracing Standards *********** STRAT20.GAL *********** ..pictureA:\STRAT\STRAT20.GAL,65535,49151,1,38,13, Wσ havσ madσ ß strategiπ decisioε t∩ alway≤ movσ t∩ standard≤ rathe≥ ì than remain proprietary and closed. EVEN if this means re-engineering our products and providing smooth migration plans for our users. áááááo We migrated our entire network to one based on OSI áááááááástarting in 1983. áááááo We stopped development on HP CXI in favor of Motif. áááááo We transitioned HP Windows to X Windows. We develop products and technologies based on standards where they exist, and innovate where no standards exist. We will then drive our innovation into standards. If for some reason a different standard is adopted, we will migrate our products to make certain that our customers have the benefit of open systems. Transition -- HP's history of commitment to open systems and cooperative computing is not a new one. For almost a decade HP has been investing in the products and technologies that are making this strategy a reality. .PA A History of Commitment *********** STRAT21.GAL *********** ..pictureA:\STRAT\STRAT21.GAL,65535,49151,1,38,13, (Select the points that relate to your customer's interest.) Transitioε -¡ Ou≥ commitmen⌠ t∩ standards¼ anΣ histor∙ oµ deliverinτ agains⌠ ì this commitment, has led to our leadership position in the UNIX marketplace. .PA Number ONE UNIX Vendor *********** STRAT22.GAL *********** ..pictureA:\STRAT\STRAT22.GAL,65535,49151,1,38,13, HP has become the number ONE UNIX supplier in the world, with more UNIX revenue than any other vendor. In fact, HP's revenue from standards-based products (based on the categories identified in the definition on slide STRAT11.GAL) is the majority of HP's computer revenue today. IBM and DEC cannot make that statement. Transition -- We believe we have the broadest standards-based product line in the industry. Let me show you why. .PA Broad Product Line *********** STRAT23.GAL *********** ..pictureA:\STRAT\STRAT23.GAL,65535,49151,1,38,13, [Objectivσ oµ slide≤ STRAT23.GA╠ ¡ STRAT26.GAL║ providσ substantiatioε anΣ ì additional detail on HP's broad product line.] NOTE: You can either talk directly from this slide, using the bullet≤ froφ thσ detaileΣ slide≤ followinτ (STRAT24.GA╠ ¡ STRAT26.GAL)¼ ì OR use the detailed slides. We do not recommend using both. .PA HP's Scalable Hardware Product Line *********** STRAT24.GAL *********** ..pictureA:\STRAT\STRAT24.GAL,65535,49151,1,38,13, HP offers a broad line of hardware from PCs and X Terminals, to UNIX workstations and servers for both technical and business markets, to UNIX multiuser systems and standards-compliant OLTP systems. Each product line is scalable, and offers across-the-line compatibility, so software is portable. You can match the appropriate sized computer system to each job. NOTE║ Fo≥ slide≤ specifiπ t∩ thσ H╨ 300░ Family¼ H╨ 900░ Family¼ H╨ Apoll∩ ì Serie≤ 40░ Workstations¼ anΣ H╨ Vectrß PCs¼ refe≥ t∩ slide≤ STRAT24a.GAL¼ ì STRAT24b.GAL¼ STRAT24c.GAL¼ anΣ STRAT24d.GA╠ iε thσ backu≡ modulσ fo≥ thi≤ ì presentation (Slide Hotline, subject: STRATB). Transition -- Scalable, standards-compliant hardware is an important component of open systems. Equally important is standards-based networking. .PA HP's Broad Networking and Services Product Line *********** STRAT25.GAL **********¬ ì ..pictureA:\STRAT\STRAT25.GAL,65535,49151,1,38,13, WitΦ HP'≤ strateg∙ oµ cooperativσ computinτ througΦ opeε systems¼ ì you have a high degree of multivendor connectivity and communication services. Today, HP offers a broad range of standards-based (international and defacto) networking connectivity and services products for the multivendor environment« Iε fact¼ H╨ excel≤ iε developinτ anΣ deliverinτ standards-baseΣ ì networkinτ product≤ anΣ we'vσ beeε praiseΣ b∙ industr∙ analyst≤ fo≥ ou≥ ì aggressive leadership in this area. Transition -- We've looked at HP's broad range of scalable, standards-compliant hardware, and leading multivendor networking and services -- two important components of cooperative computing. Now, let's look at HP's software offering that is also helping to make cooperative computing a reality. NOTE: You might want to use these additional points if it meets with your customer's interests: ááááá∩ A⌠ thσ physica∞ level¼ H╨ provide≤ LA╬ solution≤ viß ì ááááááááindustry-standarΣ 802.3/Etherne⌠ anΣ FDD╔ witΦ connectivit∙ ì ááááááááto 802.3 Token Ring to complement the strategic offering. ááááááááFo≥ wide-areß connectivit∙ H╨ provide≤ internet-based¼ ì ááááááááLAN-to-LA╬ solution≤ complementeΣ witΦ X.2╡ anΣ ISD╬ a≤ ì ááááááááfeeder networks. ááááá∩ A⌠ thσ service≤ anΣ transpor⌠ levels¼ H╨ ha≤ standardizeΣ oε ì ááááááááTCP/I╨ anΣ OS╔ a≤ thσ strategiπ multivendo≥ services« Fo≥ connectivit∙ ì ááááááááto IBM environments, HP also supports SNA. ááááá∩ Fo≥ thσ rapidl∙ growinτ numbe≥ oµ P├ LANs¼ H╨ support≤ botΦ ì ááááááááNovel∞ anΣ LA╬ Manage≥ witΦ complementar∙ product≤ providinτ excellen⌠ ì ááááááááPC-to-Mini and PC-to-Mainframe services. ááááá∩ Iε addition¼ H╨ i≤ ß leade≥ iε establishinτ thσ standard≤ ì ááááááááfo≥ thσ ne≈ breeΣ oµ service≤ fo≥ cooperativσ computinτ sucΦ a≤ NCS¼ ì ááááááááthσ Networδ Computinτ Systeφ froφ HP'≤ Apoll∩ System≤ Division« NC╙ ì áááááááái≤ availablσ toda∙ oε H╨ Apoll∩ workstation≤ anΣ wil∞ bσ availablσ oε ì ááááááááother platforms as part of OSF's DCE offering later in 1991. .PA HP's Broad Range of Software *********** STRAT26.GA╠ ì *********** ..pictureA:\STRAT\STRAT26.GAL,65535,49151,1,38,13, HP is concentrating on software development that will increase the productivity of system managers, end users, and software developers today. Let me give you a brief glimpse of HP's offering (choose the examples that meet your customer's needs): ááááá* áSystem manager: HP's goal is to provide your network and áááááááásysteφ manage≥ witΦ ß systeφ consolσ fo≥ ß multivendo≥ cooperativσ ì áááááááácomputinτ environment« AnΣ t∩ adΣ intelligencσ t∩ networδ managemen⌠ ì áááááááásoftwarσ s∩ tha⌠ you≥ manager≤ havσ activσ assistancσ iε managinτ thσ ì áááááááácomplexit∙ oµ you≥ organization'≤ network« HP'≤ OpenVie≈ networδ anΣ ì áááááááásystem≤ managemen⌠ product≤ follo≈ thσ SNM╨ standard≤ witΦ futurσ ì áááááááásuppor⌠ fo≥ OS╔ networδ managemen⌠ protocol≤ architecteΣ int∩ thσ ì ááááááááplatform« H╨ Apoll∩ workstation≤ offe≥ networδ managemen⌠ tool≤ ì áááááááásuch as Task Broker, OmniBack, and NetLS, built on NCS. ááááá¬ááEnΣ user║ H╨ NewWavσ alread∙ offer≤ ß consisten⌠ use≥ ì ááááááááenvironmen⌠ bu⌠ i⌠ goe≤ eveε furthe≥ towarΣ cooperativσ computing« ì ááááááááI⌠ dynamicall∙ link≤ application≤ fo≥ enΣ users« HP'≤ NewWavσ ì ááááááááOfficσ provide≤ user≤ witΦ aε integrateΣ se⌠ oµ communications¼ ì áááááááádecisioε support¼ anΣ acces≤ services« H╨ VU┼ offer≤ aε ì ááááááááawarΣ winninτ GUI¼ buil⌠ oε MOTI╞ anΣ availablσ oε H╨ Apoll∩ ì ááááááááworkstations. áááááoááSoftware developer: HP's Softbench is a CASE environment that ááááááááintegrate≤ softwarσ developmen⌠ tool≤ froφ multiplσ vendors« Iε ì ááááááááaddition¼ H╨ offer≤ aε integratioε too∞ fo≥ manufacturinτ environment≤ ì áááááááácalleΣ H╨ Softwarσ Integratioε Sockets« Wσ als∩ offe≥ datß managemen⌠ ì áááááááásoftware, databases, report writers, and languages. Many of these products are being actively offered to standards bodies and/or widely licensed to other computer and software vendors. Transition -- In summary, HP offers a broad line of hardware, networking, and software products. More than our smaller competitors. And unlike our larger competitors, the vast majority of them are based on open systems and standards. This could only have been accomplished with a strong corporate profile. NOTE║ Fo≥ slide≤ specifiπ t∩ softwarσ fo≥ systeφ managers¼ enΣ users¼ anΣ ì softwarσ developers¼ refe≥ t∩ slide≤ STRAT26a.GAL¼ STRAT26b.GAL¼ anΣ ì STRAT26c.GA╠ iε thσ backu≡ modulσ fo≥ thi≤ presentatioε (Slidσ Hotline¼ ì subject: STRATB). .PA Strong Corporate Profile *********** STRAT27.GAL *********** ..pictureA:\STRAT\STRAT27.GAL,65535,49151,1,38,13, [Objectivσ oµ slide≤ STRAT27.GA╠ ¡ STRAT31.GAL║ providσ substantiatioε anΣ ì additional detail on HP's strong corporate profile.] NOTE: You can either talk directly from this slide, using the bullet≤ froφ thσ detaileΣ slide≤ followinτ (STRAT28.GA╠ ¡ STRAT31.GAL)¼ ì OR use the detailed slides. We do not recommend using both. .PA Strong Corporate Foundation *********** STRAT28.GAL *********** ..pictureA:\STRAT\STRAT28.GAL,65535,49151,1,38,13, HP is the type of company that has the resources -- both human and financial -- to back up its promises with action. Transition -- And we are not just a U.S. focused corporation. .PA Worldwide Presence/Global Perspective *********** STRAT29.GAL *********** ..pictureA:\STRAT\STRAT29.GAL,65535,49151,1,38,13, HP has been participating in the global marketplace since the mid 50s. áááááo We have 46 manufacturing operations in 17 countries and 384 sales ááááááááoffices in 101 countries. áááááo More than 50% of our revenue comes from outside the U.S. We discovered early on that we had to think and act globally to be competitive. So, for example, to provide our customers with solutions in their own language we invented Native Language Support (NLS). We solved the problem so well it's now the industry-standard method of providing localization. Transition -- So whatever your computing needs, wherever it is, HP can help. .PA Leader in Support *********** STRAT30.GAL *********** ..pictureA:\STRAT\STRAT30.GAL,65535,49151,1,38,13, And on the subject of meeting the needs of our customers, independent survey≤ timσ anΣ agaiε havσ rankeΣ u≤ #▒ iε support« H╨ wa≤ rankeΣ #▒ ì fo≥ thσ 8tΦ consecutivσ yea≥ iε overal∞ suppor⌠ satisfactioε iε thσ ì annua∞ Datapr∩ survey« That'≤ bette≥ thaε IBM« Bette≥ thaε DEC« Bette≥ thaε ì Sun. Better than anyone. .PA Culture of Quality *********** STRAT31.GAL *********** ..pictureA:\STRAT\STRAT31.GAL,65535,49151,1,38,13, Thi≤ ma∙ bσ due¼ a⌠ leas⌠ iε part¼ t∩ HP'≤ widel∙ recognizeΣ culturσ oµ ì quality. For example HP's hardware quality standards -- always high -- were the focus of our president, John Young's, 10-fold improvement goal for the 1980s. In addition to the obvious benefits to our customers, this program saved the company over $1 billion dollars during the decade. Quality pervades all of HP. Quality circles exist in all disciplines. It is part of our performance evaluations. It is part of the HP Way. Transition -- The fourth reason to choose HP is the partnership approach that we take towards business in general, and in bringing solutions to your problems in particular. We are not so arrogant to believe that, in today's multivendor world, one company can do it all. So we have adopted a business approach that involves several types of partnerships. .PA Solutions Through Partnerships *********** STRAT32.GAL *********** ..pictureA:\STRAT\STRAT32.GAL,65535,49151,1,38,13, [Objectivσ oµ slide≤ STRAT32.GA╠ ¡ STRAT36.GAL║ providσ substantiatioε anΣ ì additional detail on HP's approach to solutions through partnerships.] NOTE: You can either talk directly from this slide, using the bullet≤ froφ thσ detaileΣ slide≤ followinτ (STRAT33.GA╠ ¡ STRAT36.GAL)¼ ì OR use the detailed slides. We do not recommend using both. .PA Broad Choice of Third-Party Applications *********** STRAT33.GAL *********** ..pictureA:\STRAT\STRAT33.GAL,65535,49151,1,38,13, Some of the most important HP partnerships, from your point of view, are those with our value-added business partners -- the software firms that develop applications to solve specific business problems, and systems integrators and consultants who work with HP to integrate solutions for you. We have thousands of applications that address the wide variety oµ need≤ oµ you≥ busines≤ anΣ you≥ systeφ managers¼ enΣ users¼ anΣ softwarσ ì developer≤ (namσ severa∞ area≤ iε thσ customer≤ environmen⌠ tha⌠ yo⌡ arσ hopinτ ì to target). Transition -- Why are we able to offer such a broad choice of software? Iε largσ part¼ ou≥ abilit∙ t∩ mee⌠ you≥ softwarσ need≤ i≤ duσ t∩ thσ ì strengtΦ oµ ou≥ partnership≤ witΦ ou≥ value-addeΣ resellers« ì NOTE║ A⌠ las⌠ count¼ therσ arσ no≈ morσ thaε 13░ companie≤ developinτ ì applications and tools for the HP NewWave environment. .PA Most Attractive Platform for Value-Added Resellers *********** STRAT34.GAL *********** ..pictureA:\STRAT\STRAT34.GAL,65535,49151,1,38,13, VARBUSINESS Magazine annually surveys VARs as to the most attractive computer platform. A≤ yo⌡ caε see¼ fo≥ ┤ year≤ iε ß row¼ H╨ ha≤ beeε rankeΣ #▒ b∙ value-addeΣ ì resellers as the most attractive platform. .PA Technology Alliances *********** STRAT35.GAL *********** ..pictureA:\STRAT\STRAT35.GAL,65535,49151,1,38,13, HP'≤ numerou≤ technolog∙ alliance≤ ma∙ no⌠ bσ visiblσ t∩ you« However¼ the∙ ì arσ significan⌠ becausσ the∙ hel≡ u≤ brinτ yo⌡ innovativσ technology« ì Wσ leveragσ HP'≤ R&─ dollar≤ t∩ worδ witΦ thσ ver∙ bes⌠ firm≤ iε relateΣ field≤ ì to bring you far more than one company can offer you. .PA Customer Partnerships *********** STRAT36.GAL *********** ..pictureA:\STRAT\STRAT36.GAL,65535,49151,1,38,13, And, of course, our most important partners are our customers. Wσ havσ traineΣ ou≥ entirσ sale≤ forcσ t∩ bette≥ understanΣ you≥ busines≤ ì anΣ thσ way≤ computinτ technolog∙ caε hel≡ makσ i⌠ morσ productivσ anΣ ì competitive. Transition -- Let me now show you how HP, and our strategy of cooperative computing through open systems is benefiting some of our customers. (Selec⌠ aε appropriatσ custome≥ succes≤ stor∙ froφ thσ Slidσ Hotline¼ ì subject: SS.) .PA Why Choose HP? *********** STRAT37.GAL *********** ..pictureA:\STRAT\STRAT37.GAL,65535,49151,1,38,13, [Objective: summarize HP's strengths as the best choice in an open systems vendor.] In summary, HP's strategy of cooperative computing through open system≤ use≤ thσ lates⌠ compute≥ technolog∙ t∩ addres≤ thσ ì need≤ oµ competitivσ firms« I⌠ recognize≤ thσ multivendo≥ realit∙ oµ today'≤ ì world, and provides a way to migrate to the future, while at the same time protecting and enhancing current investments. AnΣ H╨ i≤ thσ bes⌠ compan∙ fo≥ yo⌡ t∩ d∩ busines≤ witΦ fo≥ severa∞ significan⌠ ì reason≤ (choosσ somσ oµ thσ following¼ a≤ appropriate¼ baseΣ oε custome≥ ì interest): ááááá* HP is the vendor with the greatest commitment to open systems. ááááá* HP delivers products that are standards based and standards- áááááááábased products are our biggest business. ááááá* We not only take an active role in setting standards; we drive our ááááááááinnovations into standards. ááááá* We have a long-standing commitment to standards, and ááááááááwill migrate our products to standards as they evolve. ááááá* We are the largest UNIX vendor. ááááá¬ Wσ havσ ß broaΣ rangσ oµ hardware¼ networking¼ anΣ softwarσ product≤ ì áááááááátha⌠ arσ deliverinτ thσ benefit≤ oµ cooperativσ computinτ througΦ opeε ì áááááááásystems today. ááááá* Our open systems commitment goes back to the early 1980s. ááááá* HP is a strong corporation, with extensive experience in the ááááááááglobal marketplace. ááááá* HP is a consistent leader in customer support, product quality, ááááááááand overall satisfaction. ááááá* And we develop and deliver our products based on a partnership ááááááááapproach. .PA Cooperative Computing Through Open Systems *********** STRAT38.GAL *********** ..pictureA:\STRAT\STRAT38.GAL,65535,49151,1,38,13, [Objective: call to action.] I've shown you how cooperative computing through open systems has helped some of our customers today. Let's talk about where it can help you.