Power Tools 1993 November

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Wrap

Text File | 1992-01-13 | 48KB | 1,230 lines

INTRODUCTION ------------ This customer slide presentation has been designed as a tool for the commercial and technical sales forces for the purpose of: o defining HP's computing strategy and o answering the question "Why Choose HP?" It is targeted to executive-level customers and works best when the customer is predisposed toward open systems. To present the key points on HP's computing strategy and differentiators, select the following slides: STRAT02 Information...The Key Corporate Asset for the 1990s. STRAT03 Investments in Computing Technology STRAT04 Computing Challenges STRAT05 NewWave Computing -- Cooperative Computing Through Open Systems STRAT06 Cooperative Computing Through Open Systems (Technology Pillars) 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. This series is organized according to the customer 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, [Objective -- Set up slide presentation.] This presentation is about HP's computing strategy for the 90s and beyond. 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... o how quickly you get it, o how easily you can manipulate it o how well you understand it o 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: o More performance was made available to the user, first with departmental machines, then desktops, but the organization had less flexibility in effectively using that horsepower. o Information was moved closer to the user, but became more fragmented and the user became isolated from other sources. o More complexity was introduced into the computing infrastructure -- along with multiple vendors -- resulting in less control and more concern for the integrity of the data. o Cooperative computing is the next step in the evolution of computing technology, designed to meet the information challenges facing companies in the 1990s. It combines the accessibility of desktop computing with the security and data integrity of previous models. It opens the door to the world of integrated information. Transition -- This concept may seem beyond the set of issues and challenges you are dealing with today. From your perspective, what do you see as your biggest challenges for the 90s? (Solicit response from customer.) .PA Computing Challenges *********** STRAT04.GAL *********** ..pictureA:\STRAT\STRAT04.GAL,65535,49151,1,38,13, [Objective: Align with the customer by describing the computing challenges they currently face.] Based on discussions with many customers, we see common challenges (point out and briefly identify the specific bullets that are similar to responses from your customer): o The additional needed functionality, often as simple as a new application revision, can disrupt your computing infrastructure. Adding new applications can require reworking current applications. o Applications today don't work together. Today, the burden falls on the user or your staff. And in either case, the user isn't happy. o Incorporating new technology is almost impossible. Technology turns over so fast that your staff is kept busy figuring out how to integrate it. And often the answer is that you need to throw out your current technology and start over. o 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 variety of ways so that your users can use computing resources and 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. o HP's goal is to provide you with the benefits of cooperative computing - easy desktop access to information anywhere on the network, - network-wide control of the distributed data processing resources, and - true integration of the data and applications. o HP's approach to cooperative computing is built on a strong foundation of open systems for one simple reason. The reality is that most companies already have a multivendor environment by choice or chance. - Unilever, for example, acquired 50 companies worldwide in 1989, and inherited multiple software and hardware vendors. Open systems are the only way to integrate those multiple vendors to achieve cooperative computing. o The hard fact is that whatever you buy today has to work with what you already have. You can't throw everything out and start over, nor should you be forced to. You need to get the most out of your 3 decades of investments. o Let me also point out that whatever you invest in now should be compatible with future technologies -- including technological innovations we don't yet know about -- no matter who the vendor might be. o A single vendor might be able to, over time, provide you with cooperative computing. You would be required, however, to buy everything from them. o But the reality of multivendor environments means that the benefits of cooperative computing can be realistically achieved only through open systems. Hence our strategy, cooperative computing through open systems, which we are delivering today. Transition -- Before I discuss the foundation of our strategy -- open systems -- and its benefits, let me spend a few minutes on the first part of our strategy, cooperative computing. NOTE: If your customer is confused about the term "NewWave," refer to slide STRAT05a.GAL in the backup module for this presentation (Slide Hotline, subject: STRATB) for the definitions of NewWave Computing, HP NewWave Office, and HP NewWave. .PA Cooperative Computing Through Open Systems *********** STRAT06.GAL *********** ..pictureA:\STRAT\STRAT06.GAL,65535,49151,1,38,13, [Objective: Introduce the 3 pillars that support HP's computing strategy.] Basically, our implementation of cooperative computing is built on three pillars: o Resource integration and management o Consistent user environment o 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 of resources -- we are talking about the idea of a network of multivendor systems functioning as a single, integrated whole. The network, in effect, becomes the computer. o The distributed network, and associated networking software -- part of what Gartner Group refers to as "middleware" -- will act more and more like the operating system in the stand-alone environment. This new role for the network will be accomplished by adding intelligence to the network to increase its effectiveness. o Today, for the PC LAN environment, Novell's Netware provides many of these functions. For the complex multivendor environment, a defacto industry-standard foundation exists. - HP's Network Computing System (NCS) was developed by our Apollo Systems Division. NCS is a key building block for creating distributed computing environments. NCS is already licensed by over 200 manufacturers, including IBM and DEC, and is the core component of OSF's Distributed Computing Environment (DCE) to be released this year. This is not a promise of future cooperative computing capability -- it's here today. o Today, as well, a capability called brokers is being used to connect users with services -- accessing a peripheral, an application, or some data automatically. Using brokers is one of the ways HP has put the word 'cooperative' into cooperative computing. o As network resources are more easily shared they are becoming more specialized as well. This trend means you will be able to pick exactly the right machine for the job. For example (pick one that you are comfortable with or relates to the customer): - Compute server - Data server - Telephony server - Transaction server (HP 3000 focal point) Transition -- With cooperative computing, resources around the network will be 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: Communications Server -- an example of a device that could be used as a gateway device to connect this LAN to other LANs, WANs, or systems that still adhere to proprietary networking protocols such as SNA. Compute Server -- an example of a device that, because of its computational ability, provides the network with a resource for doing complex or long calculation. Attached processors such as array processors, graphics accelerators, and floating point accelerators are examples of this capability today. PC/X Terminal/Workstation -- an intelligent device used for managing the man/machine interaction between the user and the network. Also provides personal productivity capabilities local to the user's location. Process Controller -- an example of a device that, in manufacturing or other real-time environments, provides the linkage between the analog and digital worlds. Departmental Server -- an example of a multifunctional server that is located physically close to a work group or team that supplies several services to the team, such as printing, filing, or electronic mail access. Telephony Server -- an example of a device that provides a logical connection between the telephone network and the data network so that actions taken in one area affect the other. For example, a telephone order clerk can have the correct order screen displayed on his/her workstation on the basis of the 800 number the customer called in on. Transaction Server -- an example of a multifunctional server that is peaked or tuned around one type of application environment. An example of the role that the HP 3000 can evolve to in a cooperative computing environment. Data Server -- an example of a device that performs the function of providing the network with data storage capabilities. Usually expected to be peaked with the access software, i.e., database server. Terminals -- a device used for managing man/machine interaction that does not have any local intelligence and relies on the machine it is attached to for controlling its actions. .PA Network and Systems Management *********** STRAT08.GAL *********** ..pictureA:\STRAT\STRAT08.GAL,65535,49151,1,38,13, [Objective: Explain the network and systems management aspect of the first pillar.] Maintaining the security and integrity of the cooperative computing environment 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. o What is needed is an intelligent "systems console" for cooperative computing that will assist system managers in controlling their networking world. o HP's OpenView program is delivering to system and network management products that run on HP as well as other platforms. o Many functions are available today: - Network node manager - Centralized backup - Software licensing - Software distribution o HP leads the industry in a number of these areas, and has submitted several of these products to OSF as candidates for their product offerings. Transition -- When fully implemented, the cooperative computing console will give the system administrator a consistent user environment. And that leads to our second pillar. NOTE: The next few paragraphs are optional information that may add to the presenters understanding or depth: The network is also composed of components like hubs, bridges, routers, switches, and so on, that very few people want to know anything about, but someone must. Various tasks must be performed in managing the infrastructure including fault isolation, performance monitoring and planning, configurations, security access, and accounting (for billing the end users). For individual systems, you want to be able to do anything you might expect to do at a systems console attached to the system: monitor status, manage local resources like printers, perform back-ups, restore down systems or peripherals, optimize performance, etc. Systems come in all flavors including OLTP systems, file, peripherals servers, computation servers, image servers, and client 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. o The use of intelligence allows the user to easily adapt his/her desktop environment without the help of the MIS staff. o And to intuitively use the resources available without having to have an in-depth understanding of the computing environment. o It also should protect your investment by working with your existing software. o At the same time, it must be available on multiple platforms so that programmers can design to one environment, throughout your organization. We have already begun delivering this kind of environment through our award-winning NewWave environment on MS-DOS and Windows. It will become available on UNIX systems. HP VUE, our award-winning GUI, is the first step toward HP NewWave on the UNIX system. (When IBM sorts out the current difficulties it is having with OS2 and Presentation Manager, we will look at making it available on that platform too.) HP NewWave is designed to be more than a GUI, it includes common services that span all applications, for example computer-based training, context-sensitive help, and task automation. 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... * users get what they want, * training and support costs are reduced, and * 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.] The goal is to shift the burden of linking applications together away from users and programmers and onto computers. Again, this is the idea of adding intelligence to the computing infrastructure to achieve cooperative computing and is the second half of what Gartner Group called "middleware." o What do we mean by application integration? We mean technologies that will allow applications to dynamically interact (sometimes called 'hot links'). Changes to data in one application will be immediately reflected in other applications that use the same data. This pioneer technology is object management, and HP is a leader. We helped found the Object Management Group (OMG), a group of that now comprises 85 companies, dedicated to defining objects and object management. o Objects are available today with HP NewWave. This is the same product that we discussed under consistent user environment. To deliver cooperative computing, the integration of these 3 pillars is a requirement. As you can see, the products that we deliver today are already beginning that integration. * We also offer several tools to help integrate your current applications as well. - A technology in HP NewWave, encapsulation, allows existing PC applications to operate in the object world of NewWave. - A product called HP Software Integration Sockets links current data and applications across multiple vendors' systems. - And in our CASE environment, we can integrate tools from multiple 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 in a multivendor world. However, there is a lot of confusion surrounding open systems. What are the characteristics that, for you, would make 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 from multiple vendors. Applications written for MS-DOS for example, are able to run on several vendors' PCs today. 2) Interoperable -- open products must be able to communicate and intelligently interact with other products from different vendors. The ability for a LaserJet to print information for IBM PCs, HP Vectras as well as Macintoshes, represents one example of this dimension. 3) Scalable -- open products, software and hardware, can be sized to meet the needs of the user. For example, HP's broad range of UNIX-based systems allow the user to choose the correct size system for the task. 4) Available -- the technology and products are readily and easily 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: Expand the detail on the definition of open systems to include the components of open systems.] As you can see, open systems is a lot more than just the operating system. It covers almost every aspect of computing technology that exist today (read the 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: Summarize the computing strategy section by tying our strategy back into the benefits of open systems to the customer.] There are three key benefits to open systems: 1) Freedom of choice -- you are free to pick the best product, hardware or software, that fits your needs. You are no longer locked into one vendor. 2) Reduced costs -- - Because of increased competition, the cost of individual components from vendors is reduced. - Because of standard interfaces and so on, design, development, and maintenance costs for software are reduced. - Training costs are also reduced. 3) Because open systems allow you to keep what you have, and incorporate new products and technologies, your prior investments 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 strategy is real, with real products today and a plan for extending it well beyond the 1990s. .PA NewWave Computing Architecture *********** STRAT14.GAL *********** ..pictureA:\STRAT\STRAT14.GAL,65535,49151,1,38,13, [Objective: provides an optional slide as a transition to the NewWave 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 our experts on architecture present it in more detail to your appropriate people. Instead, let me quickly identify the functionality represented by each level of the architecture. o User Environments are the products and technologies necessary for managing the man/machine interface. The user's window on the world of information and resources is the focus. It is where we position products such as HP NewWave. o Applications relate the actual software that performs the function of turning the data into useful information. These software products are function specific, and cover everything from accounting to lot control. o Application Integration Services deal with providing the intelligence for linking data and applications. This is where you will find agents and object management, and products such as HP Software Integration Sockets. o Distributed System Services deal with providing intelligence to the network to effectively use and manage the network of resources. Here are found products such as NCS and OpenView. Note that the combination of Application Integration Services and Distributed System Services make up the two halves of the 'middleware' concept of the Gartner Group. o Software Development Environment represents the tools and environment necessary for the applications developer to develop applications. Here would be found traditional development tools and our Softbench product. o Finally, the Enterprise-Wide Network is the systems, servers, PCs, workstations, networking, and so on, necessary to build 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: Provide points of differentiation for HP that compel 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 Any of our competitors can claim strength on the basis of any ONE of these 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, [Objective of slides STRAT16.GAL - STRAT22.GAL: provide substantiation and additional detail on HP's commitment to open systems.] NOTE: You can either talk directly from this slide, using the bullets from the detailed slides following (STRAT17.GAL - STRAT22.GAL), 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 systems products might fall. Here we have chosen five of them as examples of 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: For slides specific to the HP 3000 and HP 9000 open environments, refer 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. Presentation Manager -- a de facto standard windowing interface for OS2 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. DB2 Connect -- the ability to connect to and access data on an IBM DB2 database. Languages and Tools ANSI C, ANSI COBOL, ANSI Pascal, ANSI FORTRAN -- ANSI standard body languages. Cognos, Focus, Progress, Synergist, Unify, Informix, InfoCenter, Ingres -- major third-party tools suppliers. Networking OSI -- Open Systems Interconnection, a 7-level model and set of protocols from the International Standards Organization (ISO). SNA -- a de facto standard from IBM. SNMP -- a simple network management protocol; a base-level standard for multivendor network management. Novell Netware -- a third-party supplier of de facto LAN "middleware." LAN Manager -- an alternative to Novell Netware. TCP/IP -- de facto communication services for multivendor networks architected around OSI. NCS -- Network Computing System from the HP Apollo Systems Division. The basis for the Distributed Computing Environment (DCE). Operating Systems NLS -- Native Language Support. SVID V.3 -- the current standard for the UNIX environment. POSIX.1, POSIX.2, XPG Branded, X/Open DTP -- various levels of specification of 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, As shown in this slide, HP provides active leadership to the standards organizations. o We chair the IEEE committees on 802.3, 10 Base T, and POSIX 1003.1. o We are a board member of OSF, X/Open, and UNIFORUM. o We were among the founders of OSF, COS, the OSI/NM forum, OMG, and the Network Management Committee. o We currently participate in 43 different standards organizations with 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, We have made a strategic decision to always move to standards rather than remain proprietary and closed. EVEN if this means re-engineering our products and providing smooth migration plans for our users. o We migrated our entire network to one based on OSI starting in 1983. o We stopped development on HP CXI in favor of Motif. o 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.) Transition -- Our commitment to standards, and history of delivering against 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, [Objective of slides STRAT23.GAL - STRAT26.GAL: provide substantiation and additional detail on HP's broad product line.] NOTE: You can either talk directly from this slide, using the bullets from the detailed slides following (STRAT24.GAL - STRAT26.GAL), 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: For slides specific to the HP 3000 Family, HP 9000 Family, HP Apollo Series 400 Workstations, and HP Vectra PCs, refer to slides STRAT24a.GAL, STRAT24b.GAL, STRAT24c.GAL, and STRAT24d.GAL in the backup module for this 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 *********** ..pictureA:\STRAT\STRAT25.GAL,65535,49151,1,38,13, With HP's strategy of cooperative computing through open systems, 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. In fact, HP excels in developing and delivering standards-based networking products and we've been praised by industry analysts for our 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: o At the physical level, HP provides LAN solutions via industry-standard 802.3/Ethernet and FDDI with connectivity to 802.3 Token Ring to complement the strategic offering. For wide-area connectivity HP provides internet-based, LAN-to-LAN solutions complemented with X.25 and ISDN as feeder networks. o At the services and transport levels, HP has standardized on TCP/IP and OSI as the strategic multivendor services. For connectivity to IBM environments, HP also supports SNA. o For the rapidly growing number of PC LANs, HP supports both Novell and LAN Manager with complementary products providing excellent PC-to-Mini and PC-to-Mainframe services. o In addition, HP is a leader in establishing the standards for the new breed of services for cooperative computing such as NCS, the Network Computing System from HP's Apollo Systems Division. NCS is available today on HP Apollo workstations and will be available on other platforms as part of OSF's DCE offering later in 1991. .PA HP's Broad Range of Software *********** STRAT26.GAL *********** ..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): * System manager: HP's goal is to provide your network and system manager with a system console for a multivendor cooperative computing environment. And to add intelligence to network management software so that your managers have active assistance in managing the complexity of your organization's network. HP's OpenView network and systems management products follow the SNMP standards with future support for OSI network management protocols architected into the platform. HP Apollo workstations offer network management tools such as Task Broker, OmniBack, and NetLS, built on NCS. * End user: HP NewWave already offers a consistent user environment but it goes even further toward cooperative computing. It dynamically links applications for end users. HP's NewWave Office provides users with an integrated set of communications, decision support, and access services. HP VUE offers an award winning GUI, built on MOTIF and available on HP Apollo workstations. o Software developer: HP's Softbench is a CASE environment that integrates software development tools from multiple vendors. In addition, HP offers an integration tool for manufacturing environments called HP Software Integration Sockets. We also offer data management software, 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: For slides specific to software for system managers, end users, and software developers, refer to slides STRAT26a.GAL, STRAT26b.GAL, and STRAT26c.GAL in the backup module for this presentation (Slide Hotline, subject: STRATB). .PA Strong Corporate Profile *********** STRAT27.GAL *********** ..pictureA:\STRAT\STRAT27.GAL,65535,49151,1,38,13, [Objective of slides STRAT27.GAL - STRAT31.GAL: provide substantiation and additional detail on HP's strong corporate profile.] NOTE: You can either talk directly from this slide, using the bullets from the detailed slides following (STRAT28.GAL - STRAT31.GAL), 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. o We have 46 manufacturing operations in 17 countries and 384 sales offices in 101 countries. o 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 surveys time and again have ranked us #1 in support. HP was ranked #1 for the 8th consecutive year in overall support satisfaction in the annual Datapro survey. That's better than IBM. Better than DEC. Better than Sun. Better than anyone. .PA Culture of Quality *********** STRAT31.GAL *********** ..pictureA:\STRAT\STRAT31.GAL,65535,49151,1,38,13, This may be due, at least in part, to HP's widely recognized culture of 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, [Objective of slides STRAT32.GAL - STRAT36.GAL: provide substantiation and additional detail on HP's approach to solutions through partnerships.] NOTE: You can either talk directly from this slide, using the bullets from the detailed slides following (STRAT33.GAL - STRAT36.GAL), 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 of needs of your business and your system managers, end users, and software developers (name several areas in the customers environment that you are hoping to target). Transition -- Why are we able to offer such a broad choice of software? In large part, our ability to meet your software needs is due to the strength of our partnerships with our value-added resellers. NOTE: At last count, there are now more than 130 companies developing 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. As you can see, for 4 years in a row, HP has been ranked #1 by value-added resellers as the most attractive platform. .PA Technology Alliances *********** STRAT35.GAL *********** ..pictureA:\STRAT\STRAT35.GAL,65535,49151,1,38,13, HP's numerous technology alliances may not be visible to you. However, they are significant because they help us bring you innovative technology. We leverage HP's R&D dollars to work with the very best firms in related fields 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. We have trained our entire sales force to better understand your business and the ways computing technology can help make it more productive and competitive. Transition -- Let me now show you how HP, and our strategy of cooperative computing through open systems is benefiting some of our customers. (Select an appropriate customer success story from the Slide Hotline, 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 systems uses the latest computer technology to address the needs of competitive firms. It recognizes the multivendor reality of today's world, and provides a way to migrate to the future, while at the same time protecting and enhancing current investments. And HP is the best company for you to do business with for several significant reasons (choose some of the following, as appropriate, based on customer interest): * HP is the vendor with the greatest commitment to open systems. * HP delivers products that are standards based and standards- based products are our biggest business. * We not only take an active role in setting standards; we drive our innovations into standards. * We have a long-standing commitment to standards, and will migrate our products to standards as they evolve. * We are the largest UNIX vendor. * We have a broad range of hardware, networking, and software products that are delivering the benefits of cooperative computing through open systems today. * Our open systems commitment goes back to the early 1980s. * HP is a strong corporation, with extensive experience in the global marketplace. * HP is a consistent leader in customer support, product quality, and overall satisfaction. * And we develop and deliver our products based on a partnership approach. .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.