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************************************************************************ Dear Telecom Team: Thanks for the many success stories you have submitted! Keep up the great work! Many new faces, organizational updates and channel partner activities are profiled in this issue. The deadline for article submission for the next newsletter is Friday, September 17. About the newsletter... The newsletter is divided into parts. Part 2 is Company Confidential and should not be shared with customers. Part 3 is called "HP IN TELECOM NEWS UPDATE" and can be sent directly to your customers via X.400 of HP OFFICE FAX. If the article is applicable to a particular region, we have designated it with <WW> for Worldwide, <AM> for Americas, <AP> for Asia-Pacific and <EU> for Europe. Your feedback on the newsletter is always welcome. * * * You will probably want to print this out - it is long. * * * Americas Editor - Nancy Burgess 408/447-1030 Europe Editor - Anne Ciolfi 33-76-62-5093 Asia-Pacific Editor - Serena Chang 65-279-2303 # # # Index for August 1993 Telecom Industry Marketing Newsletter: ------------------------------------------------------------ Internal News Index (Part 2) > SALES SUCCESSES/NEWS World's Largest Telemarketing <AP> Serena Chang/APTBM Centre buys HP YHP wins US$4.3M DDI Online Front <AP> Kiong Hong Tay/SNO End Processor System HP Major Contract from Telecom Finland <WW> Renee Yandell/TBM Europe HP Enters Public Messaging Area with OpenMail <WW> Renee Yandell/TBM Europe 3rd Largest Canadian Telecom Now an HP Site <AM> Allan Jeffrey/CSO HP Platform for Financial <AP> Serena Chang/APTBM & Fault Repair Systems in India Line Test System Makes Port <AP> Serena Chang/APTBM To HP-UX Thailand HP Wins at Cellnet <WW> Rob Hughes/HP UK BT GMS Project <WW> Graham Church/HP UK Accugraph & HP: Continued Success in Telecom <WW> Laurie Johnson/Accugraph > INDUSTRY MARKETING NEWS Telecom Business Systems Unit Organization <WW> Andre Meyer/TSBU Telecom Symposium Europe <WW> Anne Ciolfi/TBM Europe Success at the 1st Latin America <WW> Mike Cuevas/TMO Americas Telecom Summit New Member Joins Asia/Pacific TBM <AP> Mun-Yuen Leong/APTBM > PRODUCT & SERVICES NEWS TNO Organization <WW> Eric Buatois/TNO New & Not So New Faces in <AP> Kiong Hong Tay/SNO SNO Marketing Telecom PSO Update <AM> Maury Nichols/PSO Sequent Announcement <AM> Len Sheppard/GSY > CHANNEL PARTNER NEWS HP Computer Newstalk Highlights <AM> Valori Stitt/TBM Telecom CP: Aldiscon Americas Australia Telecom Selects ISICAD... <WW> Susan Cornelius/TBM Americas Enghouse Systems, Ltd. <WW> Susan Cornelius/TBM New Partner for AM/FM ! Americas FileNet - HP's Newest Channel Partner <WW> Susan Cornelius/TBM - document imaging & workflow mgmt. Americas Get the Competitive EDGE! <WW> Pat Wilcox/TBM Americas Kenan Technologies Featured <WW> Nancy Burgess/TBM Americas NeXT & HP Announce Joint Marketing <WW> Susan Cornelius/TBM and Development Agreement Americas > SALES TOOLS/EVENTS NCF'93 Registration <WW> Sara Lautenbach/PSO HP Executive Series <AM> Mike Galane/Executive Program Everything You Always Wanted to Know <WW> Anne Ciolfi/TBM Europe About ... TSBU HP in Telecom Ad <AM> Susan Cornelius/TBM New Presentations on the Hotline <WW> Pat Wilcox/TBM Americas Telecom Training: How to Order <AM> Clark MaCaulay/Telecom Field Newsletter in PSO Prof Library <WW> Paul Williamson/PSD '93 Telecom Japan Trade Show <AP> Hideyuki Hasegawa/YHP Sales Tools Available at LDC and HP-TV <WW> Susan Cornelius/ TBM Americas > POTPOURRI HPLabs Organization - MC2 <WW> Joel Birnbaum/HPLabs Mobile Data Saves the Day! <AM> Corp. Communications ------------------------------------------------------------ Index for External News - See Part 3 for articles > Robert Musor joins HP Telecom Systems Business Unit > HP & DGM&S to Provide Solutions for Telecommunications > Telecom Summit > Australia Telecom Selects ISICAD COMMAND & HP's OpenView > Accugraph & HP: Continued Success in Telecom > Enghouse Systems, Ltd. - New Partner for AM/FM ! > FileNet - HP's Newest Channel Partner - Document Imaging & Workflow Mgmt. > HP to Acquire Cerjac # # # ************************************************************************ *Part 2 Internal News--COMPANY CONFIDENTIAL--Do not share outside of HP* ************************************************************************ >>>>>>>>>>>>>>>>>>>>>>> SALES SUCCESSES/NEWS <<<<<<<<<<<<<<<<<<<<<<<<< ************************************************************************ World's Largest Telemarketing <AP> Serena Chang/APTBM Centre buys HP * Company Confidential * ************************************************************************ HP Australia won a deal to install the second phase of hardware in what many consider to be the largest single telemarketing centre in the world! The National Telemarketing Centre, a department of Telecom Australia (TA), supports the vast majority of TA's telemarketing activities (both inbound and outbound campaigns). NTC has approximately 2000 telemarketeers today for the different business units within TA. The total order of US$3.5 million was broken up into 2 phases; the larger of the orders was in Phase 2 which included 870 upgrades, disk arrays, three HP9000/Model I50s and an 890/400 with 100 Gb disk (2.5m). HP sold three 870's in phase 1 and an additional US$1.0 million worth of PSO consulting services. Competition started in late 1992 when NTC realized that their competitive environment created an unexpected growth in telemarketing services. Their existing systems and mode of operation were totally inadequate to cope with this massive growth. They needed a quick, reliable and effective solution! Interested parties who responded to NTC's quest for the solution included VMS with Early Cloud, Pyramid with EDGE, UTS with BROCK and Sun with Atlas. HP, however, participated with BROCK, EDGE and Atlas! Together with these software partners, HP also committed to priming the project with the commitment to "fix all bugs". The customer finally chose the HP/BROCK combination after months of evaluation. HP was then awarded the Phase 1 implementation and today Phase 1 is running on the 870s. The contribution the HP team gave to NTC was beyond the boundary of our hardware boxes! The team even fixed NTC's operating procedures and created a paradigm shift in the customers' expectations. The team made such effective contributions to NTC that they themselves were convinced that HP should proceed to Phase 2. The order for Phase 2 finally came on June 30. This is not the finale....there should be at least another few million in the coming years! Credits goes to the BROCK Sales and PSO team who had spent numerous hours coming up with a very creative selling approach. Contact Person : Brian Glasglow, HP Australia 61-3-272 2006 ************************************************************************ YHP wins US$4.3M DDI Online Front <AP> Kiong Hong Tay/SNO End Processor System * Company Confidential * ************************************************************************ YHP has been awarded a US$4.3 million project by DDI, Japan's biggest New Common Carrier (NCC). The project comprises standard hardware and software components as well as custom software development and systems integration to be performed jointly by Integrated Systems Division (ISD) and TSBU's Singapore Networks Operation (SNO). ISD's services include total systems integration and the development of one of the three software components. The system is an on-line front end processor (FEP) functioning between the DSC/NEC switches and the back-end Fujitsu mainframes. The main functions or software components to be developed are: (a) process Call Detail Records from the switches and forward them to the Fujitsu mainframes (b) process service order requests, and (c) manage the network and systems that constitute the FEP system SNO is developing the software components for functions (a) and (c). Contact : Tsutomu YOSHIHARA, Yokogawa Hewlett-Packard 81-3-3335 8265 EXT 5770 ************************************************************************ ****** Hewlett-Packard Wins Major Contract <WW> from Telecom Finland Renee Yandell/TBM Europe * Company Confidential * ************************************************************************ In a major policy shift, Telecom Finland has changed to Hewlett- Packard's client/server solution. Telecom Finland has changed its Dialcom-based TeleBox and Mailnet Electronic mail and X.400 systems to a client/server system based on Hewlett-Packard's OpenMail, especially tailored for Telecom Finland. Telecom Finland's system will be the first example of public E-mail service adoption of Hewlett-Packard's technology in Europe. Users of TeleBox and Mailnet will be gradually moved to the new system during this coming Autumn. Telecom Finland's own users are the first ones. The new system will use the 1988 versions of both the X.400 and X.500 standards. Users will be offered applications with Graphical User Interfaces for Apple Macintosh, Windows and Motif workstations. Telecom Finland's new system can also be used directly with the user interfaces of Microsoft Mail and Lotus cc:Mail LAN-email systems. So companies using these systems can connect their systems to Telecom Finland's new TeleBox system without establishing their own PRMD. ************************************************************************ HP Enters Public Messaging Area with OpenMail <WW> Renee Yandell/TBM Europe * Company Confidential * ************************************************************************ The Finnish PTT is a reference site for the HP Electronic Messaging Solution, basing their new public mail box and e-mail switching services on OpenMail and X.400 from HP. The initial rollout is 13,000 users with significantly larger long-term potential. Products used: OpenMail and HP X.400 on the server HP GUI clients for Windows, Mac and Unix/Motif HP client drivers for MS-Mail and cc:Mail The account team in Finland: Mr. Harri Koponen Account Manager Ms. Bodil Berggren Project Manager tel: +358-0-887-21 fax: +358-0-887-2277 The customer contact: Mr. Heikki Saarinen Assistant Director Telecom Finland Telematic Services P. O. Box 140 SF-00511 Helsinki Finland tel: +358-0-77390-557 fax: +358-0-77390-569 email: G=HEIKKI, I=M, S=SAARINEN, O=TELEBOX, A=MAILNET, C=FI ************************************************************************ 3rd Largest Canadian Telecom Now an HP Site <AM> Allan Jeffrey/CSO * Company Confidential * ************************************************************************ HP just won a $1.3 million deal with Telus, the third largest Canadian telecom company. Telus is the new name of Alberta Government Telephones (AGT) after they privatized in 1992. Sold were 2 Emeralds and 1 700 as a console. The application called UDS (Universal Dispatch System) III was sold by CSC Intelicom out of Denver Colorado. The HP systems in conjunction with UDS III will manage all of AGT's workforce for Central Office, Residential and small business labor activities. Reasons HP won are: scalability of systems, financial stability, CSC on HP reference sites, reliability, Storage Tek linkage, DEC Net and relationships. CSC Intelicom (ISV) have been working this deal for approximately 1 1/2 years. This will be AGT's third try to put this system in place. AGT is basically a DEC and IBM account. A big hand goes out to Terry Kurtz, PSO, Bill Slunt CSO DM and Wayne McNeil of CSC Intelicom. ************************************************************************ HP Platform for Financial <AP> Serena Chang/APTBM & Fault Repair Systems in India * Company Confidential * ************************************************************************ Joint venture company, HCL-HP, in India received a US$800K order from Mahanagar Telephone Nigam Ltd (MTNL). MTNL, a subsidiary of the Department of Telecommunications, is responsible for the management, control and operation of the telecom network for the two largest cities in India : Delhi and Bombay. Key competitors in this deal were PCS Data General, Tata Elxsi and Digital Equipment (India). Part of the evaluation involved running a benchmark with 100 terminals connected to an 817 running Ingres. HP was awarded the order for seven units of fully configured HP 9000/827s, 210 terminals and some other CSO components. The 827s will support two key applications : a financial management system developed by local software house, Tata Consultancy Services, and a Fault Repair application. The customer has yet to decide on the fault management software. Contact : Jutendra NAGPAL, HCL-HP - Delhi 91-11-644 4293/4302 ************************************************************************ Line Test System Makes Port <AP> Serena Chang/APTBM To HP-UX Thailand * Company Confidential * ************************************************************************ Porta Systems, a loyal DEC shop, will be installing their first HP-UX site in Thailand. HP Thailand got the confirmed order after a struggle with Porta. Porta insisted that they did not have sufficient time to finish the port and they would need to deliver the solution on the Ultrix platform. The SR's persistence and a very tight HPT-VAR relationship were the key factors to our win. Winning this deal has certainly strengthened the relationship between HPT and the VAR, Sinobrit. Porta System's application is called Subscriber Line Loop Test and will be used for the line test system at Telecom Asia. Contact : Endoo KEWPAISAL, HP Thailand 66-2-254 6720 ************************************************************************ HP Wins at Cellnet <WW> Rob Hughes/HP UK * Company Confidential * ************************************************************************ Cellnet, one of the world's leading cellular network operators, is constantly seeking to improve the service it provides to its customers. One of the areas in which it seeks to do this is by implementing fast, flexible Billing systems capable of responding to the dynamics of the volatile but rapidly growing mobile market. Cellnet is determined to use systems and software at the top of the information systems industry. With the assistance of CSC, Cellnet is molding their new systems in advanced CASE (Computer-Aided Software Environment) tools such as IEF and Softbench. The billing engine selected for the first phase of this project is a RISC/UNIX implementation based on HP. Cellnet has ordered $1 million from HP including one HP9000 series 890 Enterprise Servers utilizing multiple PA RISC processors running HP-UX and Oracle's leading relational database. Please do not discuss outside of HP as we are under strict non- disclosure with Cellnet. ************************************************************************ BT GMS Project <WW> Graham Church/HP UK * Company Confidential * ************************************************************************ BT (Tymnet) has developed a Global Messaging Service "GMS" on HP systems over the past 12 months at BT Labs. Orders are currently being placed for GMS gateway systems in the UK at Brent Cross and in the U.S for Rockville. (Order value $1.5 million) These systems comprise HP9000/H30 clusters configured as high availability systems. GMS is based on OSI/X400 protocols and will be part of BT's Global Messaging initiative for Corporate Customers. HP's Sales Representatives are Graham Church and Rob Hughes (HP UK BT Sales Team). ************************************************************************ Accugraph & HP: <WW> Laurie Johnson/Accugraph Continued Success in Telecom ************************************************************************ See the external section for information on Accugraph's successes. For more information, please contact Jon Cooper, HP SR at (915)-833-4440 or Louise Ellett, Accugraph, at (915)-581-1171 ext. 534. >>>>>>>>>>>>>>>>>>>>>> INDUSTRY MARKETING NEWS <<<<<<<<<<<<<<<<<<<<<< ************************************************************************ Telecom Business Systems Unit Organization <WW> Andre Meyer/TSBU * Company Confidential * ************************************************************************ I would like to take the opportunity in this Telecom Newsletter to congratulate all of you for the excellent results we have so far from telecom sales. I really see a fantastic growing momentum, for our product and systems, coming from the service providers, equipment vendors as well as from the numerous partners have been able to recruit. With the departure of Ruth Cox from the TSBU (Ruth has another assignment within CSO), I decided to act as the worldwide TBM Manager. Bob Musor for US/Americas, Mun-Yuen Leong for Asis/Pacific, Bruno De Neuville (acting) for Europe are directly reporting to me and have strong linkage to the CSO sales and marketing organizations in their respective regions. My highest priorities regarding the Telecom Business Marketing organization are to: - Staff them properly to better support the business and help you to generate more leads. I am very active in recruiting a TBM Manager/Europe. Thank you to Bruno who has accepted the challenge to help run the European organization in the next coming months. - Improve HP awareness and credibility in telecom by generating more "visibility oriented" documents and events. - Continue to recruit strategic partners (ISVs, VARs, equipment vendors) in full synergy with the systems divisions (WSG, SSG/GSY). All the actions driven by the Telecom Industry Marketing Organizations will nicely position HP for FY94. Due to HP's increasing credibility, we are very often solicited to participate in important projects. In some cases the PSO has not the right structure to be the HP prime contractor organization. In order to increase the HP's project capabilities, we have created the Adaptation and Integration Centers (AICs) in the three main geographies (Americas, Europe, Asia/Pacific). The three AICs are there to help the field to take more telecom deals where a specific project has to be launched within HP and where the local PSO agrees to have the AIC playing a key role in the deal. The AICs strategy is not to substitute either to the PSO or to the divisions but to provide the right amount of skilled people to: - help in preparing the proposal - define the architecture of the solution - launch the project in the best possible condition - deliver the solution to the customer (mostly at the Middleware and generic application level). Therefore, it is not the TSBU's intent to develop specific applications (especially larges ones!) as we do not want to compete with our partners (ISVs, VARs). Through the TBM organizations you'll easily connect to the AICs, find below the three key people who are running the AICs. Americas....................Dave Blanchard T-746-5753 Europe......................Heng Te T-779-5519 Asia/Pacific................Ed Yang T-520-2000 You can count on them and me. ************************************************************************ Telecom Symposium Europe <WW> Anne Ciolfi/TBM Europe * Company Confidential * ************************************************************************ Over 170 people came to the Telecom Symposium in Rome in June 93. The Telecom sales, support and marketing teams, mainly from Europe but also from A/P and the U.S really enjoyed this opportunity to meet with each other and to meet with some Channel Partners such as Vicorp, EDS, CSC Intelicom, ASCOM, Kenan Technologies, Nokia, Sybase, CTP, Prism Systems, Accugraph, and Gemplus during a mini Channel Partner fair. They found the conference valuable and useful, particularly the success stories, the customer presentations and the management session. However, they have expressed the wish to have more technical information on the products and Telecom consultants overview on the telecom industry & trends at the next Symposium. I also had some very positive feedback from the Channel Partners who were glad to meet with the management and the conference attendees as well as with the other Partners! If you wish to give a presentation at the next Symposium, please do let me know. I want to thank all the speakers and the attendees for making this event such a big success! PS: If you want to have a binder of the presentations given in Rome, contact me via HPDESK. ************************************************************************ Success at the 1st Latin America <WW> Mike Cuevas/TMO Americas Telecom Summit * Company Confidential * ************************************************************************ HP was represented by CSO and TMO at the first Latin America Telecommunications Summit during the week of July 6 -9th, at the Islas de las Margaritas in Venezuela. The U.S Secretary of Commerce, Ron Brown, led a delegation of 27 U.S companies to meet with delegations from 10 Latin America countries. The Latin delegations were headed by the country's Minister of Communications and included other high level government officials and heads of PTTs. The main purpose of this Summit was to help U.S. companies increase their sales of Telecommunications products and services to Latin America. According to the Dept of Commerce, Latin America in 1992 spent in excess of $ 8 Billion in Telecommunications, but bought only $1.5 Billion from U.S. companies. (There are many opportunities and potential for HP in Latin America). At the Summit, HP developed contacts with the Communication Ministers and heads of PTTs, in addition to raising HP's visibility in Telecommunications and uncovering opportunities for HP in several countries. Here are the highlights of the Summit: * The who's who of communications in the U.S. participated in the Summit. Ameritech, AT&T, Bell South, Comsat, DEC, DSC, GTE, Hughes, Motorola, Northen Telecom, Scientific Atlanta, Southwestern Bell, to name a few. * Based on the country presentations, it seems that Latin America will be spending a lot more on improving and expanding their networks than the dept. of Commerce had estimated i.e., $ 8 Billion in 1992. The Latin countries recognize that good communications is essential to economic growth. * The Clinton administration is serious about helping U.S. companies increase their exports. That is why Secretary Brown attended this Summit. His attendance ensured that the Ministers attended. * Secretary Brown re-affirmed the Clinton's administration commitment to pass NAFTA. The Latin Ministers view that as very important. * Brown also said that export regulations need to be updated. They are now too restrictive because they were driven by Defense priorities. He is personally working to change them. * Brown also said he wants the Commercial Officers at the U.S. Embassies to be more proactive in helping U.S. companies win business in foreign markets. (We need to take advantage of this newly found resource). * Mike Cunningham of the CTBU participated in a technology panel and delivered an excellent presentation on Network Technologies and Standards. Mike's presentation helped to give HP a lot of visibility not only with the Latin countries but also with the participating U.S. companies. Out of the 27 U.S. companies participating in the Summit, only five were selected to give presentations. * See the external version of this article at end of the newsletter. ************************************************************************ New Member Joins Asia/Pacific TBM <AP> Mun-Yuen Leong/APTBM * Company Confidential * ************************************************************************ I would like to welcome a new member to the Asia Pacific Telecom Business Marketing team - Jeffrey Hasenfratz. Jeffery (or Jeff as he is often called) joined us on July 1st and will be based out of the HP Asia offices in Hong Kong. Jeffrey comes to us from Cincinnati Bell Information Systems Intl (CBIS) where he has worked for the past 7 1/2 years and has been in Hong Kong for the last 1 1/2 years as their Asia/Pacific sales and marketing representative. In his new job, Jeffery will be the Telecom Market Development Manager for the NEA countries and Korea. Jeffery also has the responsibility for the the development of the Business Support Systems (BSS) sector for the Asia/Pacific pacific region and in this role will work closely with his counterparts in the European and Americas Telecom Business Marketing teams. Please join me in welcoming Jeffery to Hewlett-Packard. >>>>>>>>>>>>>>>>>>>>>>> PRODUCT & SERVICES NEWS <<<<<<<<<<<<<<<<<<<<<<< ************************************************************************ TNO Organization Eric Buatois/TNO * Company Confidential * ************************************************************************ I am very glad to announce the following changes in TNO marketing organization. Olivier ABA is joining our group as DELIVERY Manager. In this new role, he will be responsible for all TNO product delivered to our customers and will develop the software staging business of TNO together with FMO. Olivier's past experience in third party/OEM relationship management will be critical to the success of this activity. He is also the ISO9001 coordinator for TNO marketing. Olivier has already provided a lot of support to TNO in helping to close the supply pricing negotiation with EHPT. In addition, in order to have a maximum number of people from the Grenoble site benefiting from his past experience, Olivier has developed a negotiation/acquisition of technology training which will be delivered 4 or 5 times during the next year. Jean-Luc GIANDUZZO is also joining TNO marketing as PRODUCT Manager for EHPT. Coming from the mediation device development team, Jean-Luc will bring a strong technical expertise in network management technology. In his new role, Jean-Luc will be responsible for defining the TNO bundle configurations needed by EHPT, participate in the migration of the TMOS platform evolution towards standards and secure the acceptance by EHPT of TNO mediation device platform. As BUSINESS DEVELOPMENT Engineer, Pascal BOUDALIER is joining TNO marketing. Pascal will work closely with Markku Rauhamaa in developing TNO business on a worldwide basis and expanding strong product relationships with Equipment Vendors in the area of Intelligent Networks and OSS. Pascal is bringing to the group 5 years of experience of consulting with the HP field in the area of networking. I personally wish a lot of success to Olivier, Pascal and Jean-Luc in this fast growing telecom business. ************************************************************************ New & Not So New Faces in <AP> Kiong Hong Tay/SNO SNO Marketing * Company Confidential * ************************************************************************ SNO welcomes Peter DUNMORE as its new Marketing Manager. Pete, as he is normally addressed, comes with many years of marketing experience. He joined HP Pinewood Division in 1986 after having worked in various sales and marketing positions outside HP, at Racal-Milgo and Multitone. Hungry for international exposure, Pete quickly accepted this golden opportunity to work in the balmy atmosphere of Singapore at SNO. This in fact fulfills amongst his many career objectives, to be near to the sea and watersports. Look out, UK - a watersportsman in the making! Also joining the marketing team is a not so new face, Ka-Vin WONG. Ka- Vin came to us after a very successful stint with the Asia-Pacific TBM. He also brought with him heaps of experiences and field relationships, which will be very valuable to SNO and TSBU, in general. Chin Hong LEE, Pete's predecessor, undertakes the challenge to manage the SNO R&D team, with the departure of Perry HUANG, the former SNO R&D Manager. Perry is now settled back in IND. We wish him well in his endeavors and thank him for his past contributions to SNO and to TSBU. ************************************************************************ Telecom PSO Update <AM> Maury Nichols/PSO * Company Confidential * ************************************************************************ Customer Network Management using OpenView The Telecom Professional Services Organization (PSO) has recently been a major contributor in the development and implementation of new broadband communications service for an RBOC and their customers. These services initially include Frame Relay (FR), Switched Multi-Megabit Data Services (SMDS), and Customer Network Management (CNM). Additional services could be added in the future. The FR and SMDS interfaces are managed by high performance packet switches. The RBOC specified that the switches provide a Simple Network Management Protocol (SNMP) agent to access interface management data. Multiple customers may have interfaces on the same switch, or a single customers may have interfaces on multiple switches. CNM offers RBOC customers the ability to see and manage their FR and SMDS interfaces as if they were another component of the customer's network. The Telecom PSO was contracted by the RBOC to design, develop, test and document a CNM User Gateway to control customer access to the RBOC network information. The CNM User Gateway was designed to provide a single point of contact and access security for CNM customer Network Management Stations (NMS). There is no direct interaction between the customer NMS and SNMP agent for the packet switches. All interaction takes place through the CNM User Gateway. The customer does not need to know the physical layout of the FR and SMDS network which may be modified by the RBOC. The key functions provided by the User Gateway include: security - validating customer NMS requests, request routing - routing customer NMS request to the appropriate SNMP agent, and load management - controlling the number of customer NMS requests to any individual SNMP agent. The User Gateway uses the HP OpenView communication infrastructure to act an as an SNMP agent to the customer NMS and as an SNMP manager to the packet switch SNMP agent. It uses the X/Open Management Protocol (XMP) application program interface (API) to receive and process SNMP packets. It is integrated into OpenView process control and is started and stopped using OpenView commands. The RBOC specified that the architecture of the User Gateway be constructed using three layers which can easily and transparently be implemented as a fully distributed application. Each layer communicates using networking protocols that allow the User Gateway to be run on single or multiple machines. This enables easy system growth as new customer's subscribe to the CNM services. To mimimize bottlenecks and provide a high throughput rate, each layer of the User Gateway is composed of multiple tightly coupled processes which communicate using standard interprocess communication techniques. A single User Gateway can service requests for many packet switches. For easier System Administration, a graphic user interface was also developed using OSF/Motif to provision new customers for the User Gateway. Several screen interfaces were created to allow viewing and modifying customer data access by the User Gateway. The RBOC is currently completing testing for the CNM services and the CNM User Gateway with their customers. Development of the CNM User Gateway was completed on schedule and without major problems. If you would like additional information on this application and its success, please contact Blake Christensen at Telnet ((303) 649-5478. ************************************************************************ Sequent Announcement <AM> Len Sheppard/GSY * Company Confidential * ************************************************************************ In July, Sequent announced 1002.37 tpsA at $9,313/tpsA on a 2-system cluster with a total of 46 processors. They achieved this result using Oracle7 Parallel Server (OPS). While this number is the highest TPC-A number published, there are several relevant points to remember and use in competitive situations. - Bottom line - Sequent could not match our record-setting 710 tpsA with one system and had to resort to a 2-system cluster to beat our performance. This proves that Sequent has lost the performance game to HP! This result, while sounding impressive, does not achieve anything new with respect to performance (it does show that they can run Oracle Parallel Server). Most any vendor can, by using a transaction monitor that supports two-phase commit, produce results at this level through multiple clustered systems. Our labs have already done this internally. HP can exceed Sequent's 46-processor result by clustering only three H70s or two 890s. They achieved about 22 tps per processor while we can achieve over 150 tps per processor in a similar cluster. - Sequent's cluster is a niche solution. This solution will only appeal to the minority of customers who need a cluster to fill specific needs like high-availability. Clusters are not generally used today for real performance growth for real-world applications. - Sequent's price/performance is uncompetitive with HP. At $9,313/tpsA, they are worse than our 890/4 price/performance. With the new system pricing, the 890/4 is at $6,767/tpsA. Their solution has 38% worse price/performance and has a total cost of over $9.3 million! - We have achieved better performance on one system. Our labs have already beaten Sequent's number on an 8-way 890 in internal testing. This does not even account for future chip enhancements over the current Emerald chips. - Sequent will likely be unable to provide references for such a large configuration. Have your customer challenge Sequent to provide real customers using 46 processors in a 2-system Sequent cluster. They may even have trouble providing references for a 1-system solution with 24 processors. - HP has a better in-cabinet growth path. To approach this performance- level, Sequent customers must add a second box while 890 customers can do board upgrades. When Sequent customers try to move to Pentium, they will be required to recompile all their applications to achieve more than a 20% performance improvement. - TPC-A was not designed to measure real application performance. TPC-C is a superior benchmark (more complex and realistic). HP has TPC-C results and Sequent doesn't. Where are Sequent's TPC-C results? In clustered environments, TPC-A is even less useful. Performance in clustered solutions typically bottlenecks in the network connection between the clustered systems. The more transactions (and the greater their complexity) that cross this network, the more performance degrades. To meet TPC-A specifications, only about 7.5% of Sequent's transactions crossed the network to the other system. Since real applications typically have much more than 7.5% remote transactions (up to 50% and more), real application performance with a Sequent cluster could degrade severely! In addition, the TPC-A transaction is extremely simple. Real-world transactions are much more complex and will cause performance degradation over this network link even more quickly than TPC-A would show. >>>>>>>>>>>>>>>>>>>>>>> CHANNEL PARTNER NEWS >>>>>>>>>>>>>>>>>>>>>>>>> ************************************************************************ HP Computer Newstalk Highlights <AM> Valori Stitt/TBM Americas Telecom CP: Aldiscon * Company Confidential * ************************************************************************ The September issue of HP Computer Newstalk, a monthly audio tape that is distributed to HP's field organization, will highlight Aldiscon, an important telecom solution provider. Aldiscon's president, Gilbert Little, will be interviewed from their worldwide headquarters in Dublin, Ireland. New wireless networks, based upon an international standard called GSM (global system for mobile communication) are being deployed around the world. GSM networks have been deployed in Europe and Asia and will be deployed, although to a lesser extent, in North America. Aldiscon provides key solutions that are a vital part of GSM networks. One of the new services defined by GSM is the Short Message Service Center (SMSC). SMSC enables the service provider to deliver short text messages on the LCD display of the mobile phone. In addition, Aldiscon provides an Equipment Identity Register which is needed with GSM mobile phones. Aldiscon's SMSC solution utilizes HP's SS7 platform from TNO. Already, Aldiscon's SMSC has been selected by Siemens, Alcatel and NT. These switch vendors have installed the SMSC at wireless service providers in Europe, Asia/Pacific and the U.S. For more information on Aldiscon, please refer to Hewlett-Packard: A Wireless Solutions Guide, LDC #5091-6946E or contact Max Adamczyk at (216) T-243-0454 in the U.S. or Jean-Marc Bonora at 33-7662-5728 or T- 779-5728 in Europe. ************************************************************************ Australia Telecom Selects ISICAD... <WW> Susan Cornelius/TBM Americas ************************************************************************ Look for the article on ISICAD's sale to Australia Telecom in the external part of the newsletter. ************************************************************************ Enghouse Systems, Ltd. <WW> Susan Cornelius/TBM Americas New Partner for AM/FM ! ************************************************************************ See the external section for information on this new HP channel partner. For more information, please contact Brigit Roelofs, HP SR at (416)-678- 3596. ************************************************************************ FileNet - HP's Newest Channel Partner <WW> Susan Cornelius/TBM Americas - document imaging & workflow mgmt. ************************************************************************ See the external section for information on this new HP channel partner. For more information, please contact: Connie Caney, HP SR (714)-472-3093 or Linda Wallace, Director -Industry Marketing, FileNet,(714)-966-3445. ************************************************************************ Get the Competitive EDGE! <WW> Pat Wilcox/TBM Americas * HP Confidential * ************************************************************************ Information Management Associates (IMA) is introducing a new release of their sophisticated application generation software for sales, marketing and customer service, EDGE 3.0. New features and functions include a graphical user interface, ad hoc reporting, Voice/Data integration and a FAX interface. You might come across IMA in your telco accounts like Nynex, GTE, or US West. Although IMA is on other platforms in those accounts, they are now positioning HEWLETT-PACKARD IS THE PLATFORM OF CHOICE for the Edge application. In addition, the only platform that they resell is HP! A letter is being mailed to IMA's installed base to let them know about the benefits of an HP 9000 solution, including improved performance of their Call Center, integration of HP's ACT, and system scalability. IMA is offering incentives to their installed base for software upgrades and new hardware purchases placed before 10/31/93. Here's an opportunity to get HP solutions into new areas at your account. For information about IMA and the Edge application, contact Ted Luchsinger, HP Channels rep in Stamford, CT at 203-325-5624. ************************************************************************ Kenan Technologies Featured <WW> Nancy Burgess/TBM Americas * Company Confidential * ************************************************************************ Check out the July copy of the HP Computer Newstalk audio tape for a brief interview with Kenan Technologies and the success they have had with HP. Currently, Kenan Technologies is HP's only wireline telecom billing channel partner for the Americas. In addition to key deals closed in the U.S., Kenan Technologies is actively working with the telecom and cable account teams to close business with HP throughout the Americas, Asia/Pacific and Europe. Arbor/BP is Kenan's UNIX-based billing system that invoices on either a flat rate or usage basis. The short interview is conducted with Attilio Cecchin, Sales Support Manager at Kenan. Attilio highlights the attributes of their billing system: flexibility, open-systems based, customizable and industry- standards based. If you think you may have a wireline billing opportunity, contact John Bleuer, HP Channel Partner District Manager, at 617-221-5183. ************************************************************************ NeXT & HP Announce Joint Marketing <WW> Susan Cornelius/TBM Americas and Development Agreement * Company Confidential * ************************************************************************ On May 25th, NeXT announced a joint marketing and development agreement, called Object Enterprise. Through this agreement, NeXT will become an HP Channel Partner. Object Enterprise will target customers who are looking to implement NeXT's object-oriented operating environment, called NEXTSTEP, in a client/server framework running on HP PA-RISC based S700 workstations and S800 servers. Financial Services will be the initial target industry, however opportunities in telecommunications look promising. NeXT currently has several of their original Motorola-based NeXT stations installed at McCaw Cellular in Kirkland, WA and Wiltel in Houston, TX. As part of the development agreement, NeXT and HP engineers will port the NEXTSTEP environment to the HP workstation, a process which will be completed in mid-1994. NEXTSTEP is now shipping for Intel platforms and HP distributors will be selling this products on HP Vectra personal computers as well. NeXT will also develop and port their Portable Distributed Objects and NetInfo software to HP-UX based servers and this product will be available in the fourth quarter of 1993. Portable Distributed Objects will give NEXTSTEP based clients the ability to interoperate using objects with HP-UX based servers, thus providing customers true client/server functionality in an object oriented environment. NetInfo allows centralized management of NEXTSTEP-based clients and servers. As part of this agreement, NeXT announced its intention to integrate NEXTSTEP with key distributed computing standards including OMG's CORBA, OSF's DCE and DME. Based in Redwood City, California, NeXT, Inc. develops and markets the NEXTSTEP operating environment, the most widely adopted object oriented based system. Their primary markets are financial services, telecom, healthcare and educational institutions. NeXT has recently undergone the transition from a hardware company producing the NeXTstation workstation running NEXTSTEP to software company marketing and selling the NEXTSTEP environment on Intel and now HP PA-RISC. For more information, please contact Bob Crum, HP SR, at (415) 694-3665. >>>>>>>>>>>>>>>>>>>>>>>> SALES TOOLS/EVENTS >>>>>>>>>>>>>>>>>>>>>>>>>> ************************************************************************ NCF'93 Registration <WW> Sara Lautenbach/PSO * Company Confidential * ************************************************************************ Don't miss NCF '93 held September 27-29, in Chicago, Illinois. Register by August 20th for some free materials. To get a catalog or HP registration form, please contact: Charlene Evans HP Professional Services Division 415 or telnet 691-5207 (Mt. View, California) Please give her your full name, address, and phone number. The "agenda" is in type too small to be readable after faxing, so we'll need to send you a catalog. Americas PSO consultants contact George Concaildi at (708) or telnet 245-3665 to register. Other HP personnel should send or fax their registrations to: National Engineering Consortium 303 East Wacker Drive, Suite 740 Chicago, IL 60601-5212 USA phone: 1-312-938-3500 (-7 hours from France, +9 hours fax: 1-312-938-8787 from Melbourne, Australia) Mention Hewlett-Packard or use the HP form to register and automatically receive a 10% discount. Ask for Carrie Smaidris from the National Engineering Forum if you have problems. Background ---------- National Communications Forum is an annual continuing education forum. Participants attend 9 seminars in 3 days. There are over 100 seminars on business and technology topics relevant to the telecommunications industry. Emphasis is from a U.S. point of view, but international topics and vendors are active in sponsoring & participating. Many HP telecom marketing and sales professionals are involved in chairing and presenting at NCF to develop business contacts, keep current with industry issues and increase HP's awareness in this market. ************************************************************************ HP Executive Series <AM> Mike Galane/Executive Program * Company Confidential * ************************************************************************ The HP Executive Series is designed to support the sales process by providing key customers access to HP executives and best practices. This will help you position HP as a "Trusted Advisor" among computer companies. The series consists of the Executive Journal, Conferences, and Briefings. The first issue of the Executive Journal, a print piece and audio cassette, was sent out to all SRs, DMs, and ASMs the last week in July. Registered customers will have received their issue about a week later. The first conference was held in San Francisco for Red 2. Lew Platt, Joel Birnbaum, and Wim Roelandts were among the speakers. This 1-1/2 day event included presidents and vice presidents of key accounts. Similar events are being planned for all Red teams. Breifings are morning or evening events that feature an HP executive and outside industry expert. Several are being planned for the Fall. In addition, HP sponsored events are planned at major conferences such as third party CIO events. Executives receiving the Executive Journal are those profiled in FAIM. If you want to ensure your executives are on the distribution list, contact your RUS coordinator. If you have any questions, call the fax-back line at (408) 447-7768. You can also call Mike Galane (447-5284) or Stephen Hamilton (447-1554). ************************************************************************ Everything You Always Wanted to Know <WW> Anne Ciolfi/TBM Europe About ... TSBU * Company Confidential * ************************************************************************ The newly created TSBU Hotline, available over HPDESK, is an up-to-date information source for you, about Telecom Systems Business Unit. On the TSBU Hotline you will find topics that cover products and strategies, programs, organization contacts, and selected references. Accessing the TSBU Hotline is easy! Send an HPDesk message to TSBU HOTLINE/HP6300/A1 Use INDEX as the subject to find out what is currently available. The current index will be returned to you over HPDesk. Use the index to select what information you need and send another message to TSBU Hotline. The text and/or graphics files will be returned over HPDesk. Here's a sample of the current contents: CONTACTS: Names, phone number and application responsibilities for each geography for Telecom Business Marketing (TBM) and the Telecom Technology Teams (TTT). In addition, you'll find the names and numbers of the worldwide sales teams for each of the 3 geographies. TSBU STRATEGIES AND PRODUCTS: Slides and reference materials TSBU - Executive Presentation BSS - Covers Telco environments, HP BSS strategy, architectures, HP and Channel Partner solutions and references MOBILE - Positions HP as a provider of solutions to the wireless communications industry including BSS, OSS, and IN OSS - Describes HP's Operations Support Systems strategy and architecture VAN - Describes HP's role in the Value-Added Network markets such as data network services, messaging services, directory services, etc. HARMO - Presentation and script on HP Harmoni and customer network management SS7 - Technical guide for HP's SS7 platform NEWSLETTERS: January-June (4 issues) REFERENCES : Descriptions or slides covering selected customer references or background information on such subjects as HP in telecom or new channel partners Examples: CAFE (Telecom Australia) INCA (British Telecom) VICORP background HP in Telecom backgrounder Take advantage of this outstanding information toolkit. We look forward to your contributions to HP's TSBU Hotline as well! ************************************************************************ HP in Telecom Ad <AM> Susan Cornelius/TBM * Company Confidential * ************************************************************************ Our efforts to increase awareness of HP in the telecom industry continue! Look for the new GSY "LEADERSHIP" ads (with a telecom edit) running in the following telecom publications during Q4. Telephony August 2,9,23,30/September 13,20/October 4,11,25 (Weekly) TE&M August 9,23/September 6,20/October 4,18 (Bi-monthly) Telecommunications August/September/October (Monthly) ************************************************************************ New Presentations on the Hotline <WW> Pat Wilcox/TBM Americas * Company Confidential * ************************************************************************ In the June newsletter, we announced the availability of the "HP in the Telecommunications Industry" Gallery presentation on the Field Communications Hotline and through Power Tools. Now the Freelance version of the same presentation is available. To access the presentations send a message to the Field Communications Hotline. Use TBMA as the subject for the Gallery files. To access the Freelance version use the subject FTBM. A complete script is available for either presentation. We have also added the "Open Systems and Wireless Communications" presentation to the Field Communications Hotline. Use WRLS as the subject. This Freelance presentation has been updated to reflect our current strategy as well as the strategies for the BSS, OSS and IN segments for wireless. All presentations that TBM Americas put on the Field Communications Hotline will also be available on Power Tools. Here is the menu seguence within Power Tools to get the presentations: Hotlines (from Power Tools main menu) Hotline Data Files Industries Service Industries: Telecommunications Your comments and updates to the slide presentations are always welcome. Contact Pat Wilcox at 408-447-1319. ************************************************************************ Telecom Training: How to Order Clark MaCaulay/Telecom Field * Company Confidential * ************************************************************************ Here are the updated ordering instructions for the Telecom Training audio tapes and workbooks that were announced in the March broadcast of HP Computer Newstalk and the June issue of this newsletter. Submit a purchase order for: SR1314 US Telecom Industry Overview PN# SMO 5960-7869 SR1315 Telecom Technology Fundamentals PN# SMO 5962-1206 Indicate that this is a HEART I-2 order and that it is a HOTLINE order distributed by SMO. This will trigger shipment within 48 hours. The cost is approximately $29.00 each. For further assistance, please contact Clark MaCauley at (404) T-409-6638. ************************************************************************ Newsletter in PSO Prof Library <WW> Paul Williamson/PSD * Company Confidential * ************************************************************************ This telecommunications newsletter is now also available from the PSO Professional Library. Articles are loaded separately into the Library for convenience in retrieving just those of interest. The PSO Professional Library is open to consultants and instructors in the PSO. If you are in the PSO and are not yet registered to use the Library, contact PSD Support at HPDesk /HP5000 or Telnet/415 691-5988. ************************************************************************ '93 Telecom Japan Trade Show <AP> Hideyuki Hasegawa/YHP * Company Confidential * ************************************************************************ YHP - CSO Marketing participated in '93 Telecom Japan at Ikebukuro Tokyo from June 9 - 11. The key objective of HP's presence at the trade show was to reinforce HP's position in the Telecom arena through our technologies and concepts in INS and CNM. The booth demonstrated OpenView-based applications like OpenView HARMONi and a fault management solution developed by SNO. Also demonstrated was our Service Development Environment from TNO. The booth also ran the CNM video with a live translation from English to Japanese. A fare amount of new contacts was made in three days of the trade show. Most of these new contacts were from the New Common Carriers and Network Equipment Providers; the group vital for the expansion of our telecom business in Japan. ************************************************************************ Sales Tools Available at LDC and HP-TV <WW> Susan Cornelius/TBM Americas * Company Cofidential * ************************************************************************ The following list is an ongoing compilation of sales literature for telecom. The listing includes: data sheets, article reprints, brochures, case studies, folders, etc. These items can be ordered through the Literature Distribution Center (LDC) unless otherwise noted. If there are other items that should be included on the list, send us via HPDESK the name of the item, part number, and order information. We will include it in the next TBM newsletter. ************************* Advanced Technology for Modern Times folder 5091-2848E HP and the Advanced Intelligent Network brochure 5091-4539E HP and You -- Winning Together in Telecommunications 5091-1018LE * brochure COMMAND from ISICAD, Inc. data sheet 5091-3416E CEMAPS by Northern Telecom data sheet 5091-3558E Cellular Solutions, a TeleSciences Co. data sheet 5091-3555E Hotwatch by Cellular Tech. Svcs. data sheet 5091-3556E HP Adjunct Processor Platform data sheet 5954-7274EN HP Service Creation Environment data sheet 5954-7275EN HP SS7 Platforms data sheet 5954-7273EN TRIS + BankIllinois Company's Billing and Information Management Solution data sheet 5091-4447E Mountain Top by Accugraph Corp. data sheet 5091-2750E TeleSciences Co Systems, Inc. data sheet 5091-2749E Bell Canada Case Study 5091-2763E "Technology & Quality: One Benefits the Other" -- Telephone Engineer and Management reprint 5091-4312E HP directions for the '90s -- May/June Measure 5091-4218E Magazine reprint Quality Advisor: Quality Lessons from HP - Manufacturing Engineering 1/92 reprint 5091-3704E Ten Reasons to Choose the HP 9000 brochure 5091-2625E Physical Network Management for the 1990's video 90553T ** -- ISICAD's COMMAND linked to HP OpenView Strategic Computing video 90548T ** Wireless Solutions from HP folder 5091-6945E HP: A Wireless Solutions Guide 5091-6946E HP Takes TeleSciences' CASS System Worldwide press *** release HP in the Wireless Communications Industry press *** backgrounder HP in the Telecommunications Industry press **** backgrounder HP and CSC Intelicom at Rochester Tel case study 5091-5160E HP/Ingres at Cellular One success story 5091-5783E 3M Upgrades Productivity through ATC case study 5091-6319E netWORKS from Prism Systems data sheet 5091-4781E Dynamically Controlled Routing (DCR) from Prism 5091-4782E Systems data sheet Hewlett-Packard's North American Response Center 5091-4255E NT takes Feature Software from Design to Delivery 5091-7645E N with Ingres and HP success story How HP beat the corporate bloat that choked 5091-7826E N IBM and DEC - Forbes reprint * Contact Birgit Wolf in Boeblingen for this brochure. ** Contact Carol Grant at HPTV on HPDesk (HP0000/SE). *** Contact Valori Stitt, 408-447-0235. **** Contact Sharon Hollingsworth, 408-447-1107. >>>>>>>>>>>>>>>>>>>>>>>>>> POTPOURRI <<<<<<<<<<<<<<<<<<<<<<<<<<<<<<< ************************************************************************ HPLabs Organization - MC2 Joel Birnbaum/HPLabs * Company Confidential * ************************************************************************ Many of you are already familiar with HP's MC2 initiative--HP's new vision for the 21st Century. This vision combines three of HP's key strengths--Measurement, Communications and Computation--to mold business opportunities not available to most other companies. At the heart of MC2 is an information infrastructure, providing capabilities for communications far beyond those we currently use today. It seems imperative that HP Labs create a futuristic information infrastructure that will be a test bed for MC2 research and development throughout the company and that this program work closely with the National Information Infrastructure initiative of the Clinton administration and with local initiatives such as the new Smart Valley project chaired by John Young. We are pleased to announce that Sam Prather of the Open Software Systems Division (OSSD) has accepted a new position, reporting directly to Joel Birnbaum, Vice President of R&D and Director of HP Labs. In this position, Sam will work closely with the many people of HP already engaged in some aspects of the emerging information utility and will create a coherent plan for the implementation of the test bed and its coordination with the many research and development efforts already based on MC2 collaborations. In particular, we expect Sam to work closely with John O'Rourke, GM, Telecommunications Operations and Chair of the Telecomms Council; Fred Luiz, GM, Networked Systems Architecture; Seth Fearey of HPL, who has been coordinating our NII and Smart Valley activities; and the Center and Lab Directors of HPL, who are already engaged in many related technical efforts. It is hard to imagine anyone better qualified to undertake this difficult task. Sam is currently the R&D Lab Manager of the Cupertino Open Systems Lab (HP-UX Lab) and also holds the position of Systems Program Manager for HP-UX Releases, both reporting to Kurt Friedrich, General Manager of the Open Systems Software Division. In his nine years at HP Cupertino, Sam has been involved in leading over 60 product releases, which have grown HPPA from a small startup to the mainstay of CSO's almost $4B business. Sam has personally lead development of products ranging from TurboImage/XL to HP-UX 9.0, which established HP leadership in multiprocessor OLTP performance with HP/9000 Corporate Business Server. Sam joined the Labs in late July; a new Lab Manager for COSL and a new HP-UX Systems Program Manager are expected to be announced in the near future. Please give Sam your support as he begins this critical assignment. ************************************************************************ Mobile Data Saves the Day! <AM> Corporate Communications * Company Confidential * ************************************************************************ FLOODING. An InfoWorld (7/19/93) article, "Palmtops help police control Iowa flooding," reported how mobile computing is playing a key role in helping police officers fight the floods devastating Des Moines, Iowa. Ten HP 95LX palmtops equipped with electronic mail for communications have been used by command officers to coordinate emergency response. The palmtops are accompanied by radio modems from RAM Mobile Data. (The Mobidem radio modems are an accessory that allows the HP 95LX to talk to a radio frequency network run by RAM Mobile Data.) InfoWorld quoted Sergeant Tim Cunningham as saying, "We have people on duty in pubic works sandbagging and pumping; we have people redirecting traffic, preventing looting, and manning the emergency response center. We need to contact them constantly." The main police station, city hall and armory have been under several feet of water, so ordinary communications became impossible due to flooding of the main telephone switches and the center for cellular telephone transmissions. Six frequencies reserved for police car radio were also jammed. * * * * END OF INTERNAL NEWSLETTER * * * *