@Body Single@<+!><+">NEW<-"><-!>--This summer we will eliminate the use of promotional discounts to provide these free or minimal charge license transfers. Instead, standard options will appear on the CPL for all products eligible for a software license transfer. The
CPL options will net the same reduced list price as the current program, but will be much easier to administer in the field. In the meantime, continue to refer to Program 2.648 in the OP Field Doc for quotation and ordering instructions.
@Body Single@
>
[frm]
14
1638596
1961
6879
9947
11772
1
1
1
1 0 0 0 0 0 0
0
16777215
53
12
0
3294 6371
[frmlay]
7424
7986
1
10
10
1
6889
10
0
2
0
0
0
0
1
2124
11196
0
[tbl]
11 7 0 86 2246 86 5 43 43
[h]
0 480 86 2 0 2 0
1 284 86 2 0 1 0
2 240 86 2 0 7 0
3 240 86 2 0 7 0
4 240 86 2 0 7 0
5 1200 86 2 0 2 0
6 240 86 2 0 7 0
7 240 86 2 0 7 0
8 240 86 2 0 7 0
9 240 86 2 0 7 0
10 240 86 2 0 7 0
[e]
[w]
0 841 86 2 0
1 1080 86 3 0
2 1080 86 3 0
3 1080 86 3 0
4 1080 86 3 0
5 1080 86 3 0
6 1080 86 3 0
[e]
[data]
0 0 24 0 0 0 16 1 0 0 0 0
<+B><+!><:f200,2Times New Roman,0,0,0>Year<-!><:f>
>
0 1 408 1 2 0 16 1 0 0 0 0
<+B><+!><:f200,2Times New Roman,0,0,0>Upgrade treated as expense items<-!><:f>
>
0 2 128 0 1 0 0 1 0 0 0 0
>
0 3 408 1 2 0 16 1 0 0 0 0
<+B><+!><:f200,2Times New Roman,0,0,0>Upgrade treated as capital<-!><:f><+!><:f200,2Times New Roman,0,0,0> improvement<-!><:f>
>
0 4 128 0 1 0 0 1 0 0 0 0
>
0 5 408 1 2 0 16 1 0 0 0 0
<+B><+!><:f200,2Times New Roman,0,0,0>New system<-!><:f>
>
0 6 128 0 1 0 0 1 0 0 0 0
>
1 0 0 0 0 0 4112 0 0 0 0 0
1 1 24 0 0 0 4112 1 0 0 0 0
<+B><:f200,2Times New Roman,0,0,0>Book Value<:f>
>
1 2 24 0 0 0 4112 1 0 0 0 0
<+B><:f200,2Times New Roman,0,0,0>Yearly Cost<:f>
>
1 3 24 0 0 0 4112 1 0 0 0 0
<+B><:f200,2Times New Roman,0,0,0>Book Value<:f>
>
1 4 24 0 0 0 4112 1 0 0 0 0
<+B><:f200,2Times New Roman,0,0,0>Yearly Cost<:f>
>
1 5 24 0 0 0 4112 1 0 0 0 0
<+B><:f200,2Times New Roman,0,0,0>Book Value<:f>
>
1 6 24 0 0 0 4112 1 0 0 0 0
<+B><:f200,2Times New Roman,0,0,0>Yearly Cost<:f>
>
2 0 24 0 0 0 4112 1 0 0 0 0
<+B><:f200,2Times New Roman,0,0,0>0.00<:f>
>
2 1 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$10,000<:f>
>
2 2 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>
>
2 3 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$10,000<:f>
>
2 4 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>
>
2 5 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$10,000<:f>
>
2 6 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>
>
3 0 24 0 0 0 4112 1 0 0 0 0
<+B><:f200,2Times New Roman,0,0,0>1.00<:f>
>
3 1 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$8,000<:f>
>
3 2 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$2,000<:f>
>
3 3 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$8,000<:f>
>
3 4 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$2,000<:f>
>
3 5 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$8,000<:f>
>
3 6 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$2,000<:f>
>
4 0 24 0 0 0 4112 1 0 0 0 0
<+B><:f200,2Times New Roman,0,0,0>2.00<:f>
>
4 1 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$6,000<:f>
>
4 2 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>2,000<:f>
>
4 3 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$6,000<:f>
>
4 4 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$2,000<:f>
>
4 5 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$6,000<:f>
>
4 6 16 0 0 0 4112 1 0 0 0 0
<+A><:f200,2Times New Roman,0,0,0>$2,000<:f>
>
5 0 0 0 0 0 4112 0 0 0 0 0
5 1 384 1 2 0 4112 1 0 0 0 0
<:f200,2Times New Roman,0,0,0>Buy upgrade $10,000
<:f200,2Times New Roman,0,0,0>treat as capital<:f><:f200,2Times New Roman,0,0,0> improvement so value the system at $16,000
<:f><:f200,2Times New Roman,0,0,0>start new 5 yr depreciation<:f>
>
5 2 128 0 1 0 0 0 0 0 0 0
5 3 384 1 2 0 4112 1 0 0 0 0
<:f200,2Times New Roman,0,0,0>B<:f><:f200,2Times New Roman,0,0,0>uy upgrade $10,000
<:f200,2Times New Roman,0,0,0>treat as expense and write off the $10,000 in that year plus normal depreciation<:f>
>
5 4 128 0 1 0 0 0 0 0 0 0
5 5 384 1 2 0 4112 1 0 0 0 0
<:f200,2Times New Roman,0,0,0>B<:f><:f200,2Times New Roman,0,0,0>uy new sys. $10,000
<:f200,2Times New Roman,0,0,0>must write off value of replaced system $6,000
<:f200,2Times New Roman,0,0,0>start depreciation on new for 5 years<:f>
<:I6120,0,0,0><:R1,2,1,704,1,1080,><:#332,9460><-#><+!><:f280,2Times New Roman,0,0,0>Sales Guide
<:I6120,0,0,0><:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>
<:I360,0,0,0><:R1,2,1,704,1,1080,><:#332,9460><+!><:f280,2Times New Roman,0,0,0>Do<-!><:f><+!><:f280,2Times New Roman,0,0,0> You Need to Read T<-!><:f><+!><:f280,2Times New Roman,0,0,0>his?<-!><:f>
<:I0,720,1080,0><:R1,0,><:#284,9460>
<:I720,0,360,720><:R1,0,><:#284,9460><+!>Do your customers have Series 400s?
<:I720,0,360,720><:R1,0,><:#284,9460><+!>
<:I720,0,360,720><:R1,0,><:#284,9460><+!>Do you have customers <-!><+!>using Series 400s and 700s in the same environment?<-!>
<:I720,0,360,720><:R1,0,><:#284,9460>
<:I0,720,1080,0><:R1,0,><:#284,9460><+!>Are your Series 400 customers performance intensive?
<:I0,720,1080,0><:R1,0,><:#284,9460><+!>
<:I0,720,1080,0><:R1,0,><:#284,9460><+!>Do your customers have tight budgets?<-!>
<:I0,720,1080,0><:R1,0,><:#284,9460>
<:I0,720,1080,0><:R1,0,><:#284,9460>
<:I0,720,1080,0><:R1,0,><:#284,9460>
<:I0,720,1080,720><:R1,0,><:#573,9460><+!>There is $8.4 million in potential commissions on the table with these upgrades.....<-!>How much will be yours?
<:I0,720,1080,0><:R1,0,><:#284,9460>
<:I0,720,1080,0><:R1,0,><:#284,9460>
<:I0,720,1080,0><:R1,0,><:#284,9460>
<:I0,720,1080,0><:R1,0,><:#284,9460>
<:R1,1,1,7930,> <:f200,2Times New Roman,0,0,0><-!><:rL><:f><:p<* >>
<+B><:R><:#422,9460><:f360,2Times New Roman,0,0,0><+!>
<+B><:#422,9460><+!><:f360,2Times New Roman,0,0,0>
<+B><:#422,9460><+!><:f360,2Times New Roman,0,0,0>Table of Contents<-!><:f>
<+B><:f200,2Times New Roman,0,0,0>Revised <:Dc><:f><:t8>
<:#284,9460>
<:#284,9460>
<:#284,9460>
<:#284,9460>
<:#284,9460>
<:#284,9460>
<:#284,9460>
<:#332,9460><:f280,2Times New Roman,0,0,0><+!>What to READ<-!><:f>
<:#284,9460>
<:I0,0,4860,0><:R1,1,1,4680,><:#568,9460><:f240,2Times New Roman,0,0,0>One Minute Sale All you need to know for an overview of S400 to S700 upgrades
<:I0,0,4410,0><:R1,1,1,4317,><:#284,9460><:f240,2Times New Roman,0,0,0>
<:I0,0,4410,0><:R1,1,1,4680,><:#284,9460><:f240,2Times New Roman,0,0,0>Rest of this sales guide Detailed sales information on the upgrades
<:I0,0,4410,0><:R1,1,1,4317,><:#284,9460><:f240,2Times New Roman,0,0,0>
<:I0,0,5040,0><:R1,1,1,4680,><:#284,9460><:f240,2Times New Roman,0,0,0>S400 to S700 Upgrade Customer Technical<:f><:f240,2Times New Roman,0,0,0>
Technical details, can be given to a customer
<:I0,0,5040,0><:R1,1,1,4680,><:#284,9460><:f240,2Times New Roman,0,0,0> Information on Workstation Group Hotline
<:I0,0,5040,0><:R1,1,1,4317,><:#284,9460><:f240,2Times New Roman,0,0,0> <:f><:f240,2Times New Roman,0,0,0>U.S. 400UAMRM
<:I0,0,5040,0><:R1,1,1,4317,><:#284,9460><:f240,2Times New Roman,0,0,0> International 400UEURM
<:I0,0,4410,0><:R1,1,1,4317,><:#284,9460><:f240,2Times New Roman,0,0,0>
<:I0,0,360,0><:R1,1,1,4680,><:#284,9460><:f240,2Times New Roman,0,0,0>Open Migration Travel Guide, at LDC Total program for
<:f><:f240,2Times New Roman,0,0,0>customers migrating from
<:I0,0,360,0><:R1,1,1,4860,><:#284,9460><:f240,2Times New Roman,0,0,0> Contact your workstation program<:f><:f240,2Times New Roman,0,0,0> Motorola to PA-RISC
<:I0,0,4410,0><:R1,1,1,4317,><:#284,9460><:f240,2Times New Roman,0,0,0> <:f><:f240,2Times New Roman,0,0,0>manager about obtaining additional copies
<:I360,0,0,0><:R1,0,><:#284,4593>Best price for Series 400 customers!
<:I0,0,0,0><:R1,0,><:#284,4593><+!>
<:I0,0,0,0><:R1,0,><:#284,4593><+!>
<:I0,0,0,0><:R1,0,><:#332,4593><+!><:f280,2Times New Roman,0,0,0>Potential Customers<-!><:f>
<:I0,0,0,0><:R1,0,><:#284,4593>
@check mark@<:I360,450,1080,0><:R1,2,1,5026,1,5230,><:#568,9460>Finds S400 performance not adequate in scientific or engineering analysis
@check mark@<:I360,450,1080,0><:R1,2,1,5026,1,5230,><:#568,9460>Wants application only available on PA-RISC such as MPower or other new applications
@check mark@<:I360,450,1080,0><:R1,2,1,5026,1,5230,><:#568,9460>Has other DN or S300 and bought S400 as bridge to a PA-RISC future
@check mark@<:I360,450,1080,0><:R1,2,1,5026,1,5230,>Needs latest technology as leading edge adopter, but has limited budget <:p<* >>
@Title@<:R1,2,1,704,1,1080,><:#342,9460><+!><:f280,2Times New Roman,0,0,0>Upgrade Cycle<-!><:f>
<:s><:R1,2,1,704,1,1080,><:#284,9460>
<:R1,2,1,704,1,1080,><:#852,9460>As an HP sales representative you need to get your installed base from Series 400 to Series 700, since PA-RISC is the future which will keep those customers loyal to HP. There are tens of thousands of Series 400 installed, so the sales potential is signifi
cant.
<:R1,2,1,704,1,1080,><:#284,9460>
<:R1,2,1,704,1,1080,><:#1420,5169>Customers also know that they need to move to PA-RISC. They know of the performance increase of our new archetecture (3x to 15x), and its additional features. Plus, those with some Series 700's, realize the benefit to a single operating environment.
<:R1,2,1,704,1,1080,><:#284,5169>
<:R1,2,1,704,1,1080,>The time for transition from Motorola based systems to PA-RISC is now. Get the
<+">Open Migration Travel Guide<-"> to understand what is available for the migrating customer. For the Domain installed base the software tools to assist migration are complete, and HP has the greatest expertise on Domain. For the HP-UX installed base, H
P-UX 9.0 is the same on both platforms.
<:s><:R1,2,1,704,1,1080,><:#284,9460>
@Title@<:s><:R1,2,1,704,1,1080,><:#342,9460><+!><:f280,2Times New Roman,0,0,0>Series 400 to 700<-!><:f><+!><:f280,2Times New Roman,0,0,0> Upgrade<-!><:f>
<:R1,2,1,704,1,1080,><:#568,9460>HP is the only workstation vendor to provide a board level upgrade that converts a workstation from CISC to RISC!
<:s><:R><:#284,9460>
<:s><:#284,9460><+!>HP Strategy<-!>
<:s>Our strategy of investment protection means that the customer has an economical and simplified path to the performance and future growth of the Series 700 and HP-UX. We now offer inexpensive upgrades from any Series 400 workstation that convert them into f
ull members of the Series 700 family.
<:s><:I720,288,720,720><:#284,5212><+!>
<:s><:I0,0,0,720><:#284,5212><+!>Upgrade Type<-!>
<:s>In all cases the upgrade is primarily a CPU board swap. RAM, monitor, and internal peripherals are all retained. Not only does this approach greatly decrease the cost of the upgrade, it also results in the serial number not changing in all but the 425e to
715/50 upgrade. Keeping the same serial number sometimes gives a customer easier access to funding.
<:s><:I720,288,720,720><:p<* >>
<:s><:S+504><:#504,9460><+!>Upgrade Performance
<+B><:s><:S+504><:#504,9460><+!>These upgrades improve performance as much as 15X!!
<:s><+!><:A4>
<:s><:#284,9460>
<:s><:#284,9460>
<:s><:#284,9460>
<:s><:#284,9460><+!>Product Availability<-!>
<:#852,9460>The 425e to 710 upgrades are available today with 4 weeks availability. Delivery of 715t upgrades began in December 1992, with the 715s upgrades following in February 1993. The 425e to 715/50 upgrades will be available in calendar Q2'93.
<:s><:#284,9460>
<:s><:#284,9460><+!>Upgrade Preparation Kit<-!>
<:#1141,9460>In recognition of the planning required for an upgrade, HP is offering two planning kits
<+!>free<-!>. They have been created as no charge products. One is for Domain customers and the other for HP-UX. These kits contain manuals written to make that preparation as easy as possible and can be used as a tool by you to help overcome technical o
bjections.
<:s><:#284,9460><+!>
<:s><:#284,9460><+!>Upgrade Localization Kit<-!>
<:s>All upgrade customers will also want a localization kit so that they have appropriate HP-UX documentation. Two kit types are available, one of which supplies an HP-UX keyboard and the other a PC-style keyboard. The specific localization kit to order depen
ds on the upgrade ordered. There is an option to delete the keyboard and mouse for HP-UX customers.<:p<* >>
<:R1,2,1,704,1,1080,><:#1420,9460>The key component of each upgrade is a replacement for the Series 400 workstation's original CPU board. These boards are designed to retain as many of the original S400 workstation's capabilities, including I/O, as possible. New graphics logic is include
d on the new upgrade CPU board. 715s upgrades also include a new connector board which converts any ISA to EISA. If the S400 was purchased with no backplane or DIO II, it will not upgrade to EISA.
<:s><:R><:#284,9460>
<:s><:#284,9460><+!>Operating System<-!>
<:#1420,9460>HP-UX 2-user Run Time is installed on the system's internal disk, if one is present, as part of the upgrade. This requires a minimum of 420 MB. Also 2x210MB disks are supported on the 710, 715t, and 715s. This configuration is not yet supported on the 71
5/50 upgrade, but it is under investigation. An HP-UX 2-user Run-Time license-to-use is also provided. HP-UX 9.01 will be provided after March '93 (until then it's HP-UX 8.07 for the 710 and HP-UX 9.0 for the 715s/t).
<:s><:#284,9460>
<:s><:#284,9460><+!>Installation<-!>
<:#1136,9460>On-site HP installation of the hardware and HP-UX is included in the price of the upgrade. In fact, hardware installation must be performed by an HP CE. Of course if the system is diskless no HP-UX is installed. All replaced processor, graphics, and conv
erter boards are returned to the factory by the CE performing the installation.
<:s><:#284,9460>
<:s><:#284,9460><+!>Backup <-!>
Although the CE installs the run time bits on the workstation's disk drive, the actual HP-UX media is not part of the upgrade products. For recovery purposes, it is recommended that customers purchase at least one HP-UX media product per workgroup, if they
do not have a copy from other S700 purchases.<:p<* >>
@Title@<:s><:R1,2,1,704,1,1080,><:#342,9460><:f280,2Times New Roman,0,0,0><-"><+!><-">Series 400 to 700 Upgrades Software License Transfers<-!><:f>
@Body Single@<:s><:R><:#284,9460>
@Body Single@<:#2277,9460>The Software Transfer Program is intended to allow customers on support services to functionally duplicate their software environment by converting software licenses when they trade up under
<+!><+">TradeUp'93<-"><-!>, upgrade using our Series 400 to 700 upgrades, or otherwise replace one HP workstation with another. We have continued to improve the program as we have found that 1) it is a great administrative burden to verify all old software
support contracts, 2) customers on support contracts will normally update these contracts to reflect the software products running on their new hardware, and 3) using promotional discounts is much harder to administer than standard CPL options.
@Body Single@<:#284,9460>
@Body Single@To make this conversion easier for you and your customer, we will offer the no charge or minimal charge software license transfers listed below to customers
<+">if they order the corresponding software support services or have an adequate existing maintenance contract to cover the new licenses<-"><+">)<-">.<:A11>
@Bullet 1@<:#568,9460>This program is intended for customers transferring Domain or HP-UX software product licenses. It does not apply to competitors' software licenses.
@Bullet 1@<:#1141,9460><**>Software support services for a minimum of 12 months<+!> MUST<-!> be ordered at the same time, on the same order, as the Software License Transfer discounts are given. If customer has an existing maintenance agreement which would cover these licenses,
this requirement is waived, but the existing agreement must be documented.
@Bullet 1@<:#862,9460>The transfer only covers the license. Media and manuals are not part of this program but if ordered at the same time as a trade-up, in most cases can receive
<+!><+">TradeUp'93 <-"><-!>discounts. Refer to the Eligible Product Lists in the OP Instructions for
<+!><+">TradeUp'93 <-"><-!>discounts.
@Bullet 1@<:#568,9460>The list of license transfer products will be updated periodically and will be reflected in your OP Coordinator's OP Field Doc or in Open Migration Program updates.
@Bullet 1@<:#852,9460>Many third parties have put in place similar software license transfer programs in place to compliment HP's Open Migration Program. Contact the VAB for the terms of their software license transfer program.
@Body Single@<:#284,9460>
@Body Single@<:#852,9460>Following are the lists of products currently covered by the new program and the minimal charge transfer costs where applicable. The minimal charges exist where we must recover license fees to other companies or the new product has significant added funct
ionality.
@bullet 1a@<:#240,9460><:f200,,> <:f>
@Body Single@<:#284,9460>
@Body Single@<:#284,9460>
@Body Single@<:#284,9460>
@Body Single@<:#284,9460>
@Body Single@<:p<* >>
@Body Single@<:I0,1026,1656,0><:#240,9460><:f200,,>Note a: HP-UX to HP-UX only. See minimal charge list for Domain to HP-UX.
@Body Single@<:I0,1026,1656,0><:#240,9460><:f200,,>Note 1: Domain C++ (Compiler) to HP-UX -or- HP-UX C++ S400 to HP-UX C++ S700.
@Body Single@<:I0,1026,1656,0><:#240,9460><:f200,,>Note 2: Domain C++ Translator to HP-UX C++
@Body Single@<:I0,1026,1656,0><:#720,9460><:f200,,>Note 3: Domain to HP-UX -or- HP-UX version 1.X to 2.0. When transferring HP-UX version
2.0 to HP-UX version 2.0, you need only order media and manuals. (Do not order a new
license in this case).<:f>
@Title@<:R1,2,1,704,1,1080,><:#342,9460><+!><:f280,2Times New Roman,0,0,0>Sun<-!><:f><+!><:f280,2Times New Roman,0,0,0> vs HP Upgrade<-!><:f><+!><:f280,2Times New Roman,0,0,0>s<-!><:f>
<:s><:R><:#284,9460>
<:s><:#284,9460><+!>Sun Offer<-!>
<:s><:#284,9460>
<:#1136,9460>Sun is offering a trade-in program for owners of HP Apollo DN and Series 400 systems. It was announced as a short-term program (June - December 1992 and recently extended to March 1993). Owners of the above systems can purchase SPARC IPX, SPARC 2, and SPAR
C 10 model 30 at reduced prices with a trade-in.
<:s><:#284,9460>
<:s><:A6>
<:s><:#284,9460>
<:#284,9460><+!>The prices shown are U.S.; the Sun offer may vary for<-!><+!> locations outside of the U.<-!><+!> S<-!><+!>.<-!>
<:s><:#284,9460>
<:#1141,9460><+!>New<-!><+!> program<-!> announced January 25, 1993. A trade-in is accepted from HP, Apollo, DEC, IBM, SGI, but only to a SPARC 10/Model 30. For HP and Apollo it is an $8,000 credit for color systems and $7,500 for grayscale. Sun also reduced price on
upgrades from SPARC 1 or 1+ ($2,500 credit) and SPARC 2 or IPX ($1,000 credit) to a SPARC 10/Model 30.
<:s><:#284,9460>
<:#1136,9460>Sun also restates the migration offers of Mentor Graphics </n>, Atria ClearCASE
</Y>, Interleaf </Y>, and Auto-trol </Y> for Domain customers. These VARS offer the same programs on HP and Sun. Sun has also teamed with Paranet</Y> to provide the consulting service for the Domain migration, since they do not have that expertise themsel
ves.
<:s><:#284,9460>
<:s><:#284,9460><+!>HP Response<-!>
<:s><:#284,9460>
<:s><:#1146,9460>Our Domain customers have made it <+!>perfectly clear<-!> to us that migrating from the proprietary world of Domain/OS to the standard UNIX world is no small task, and it will take a
<+!>lot more<-!> than hardware credits to convince them to move with a particular vendor. You need to re-focus the customer on the bigger issue here - a successful migration, not just low price.
<:s><:#284,9460>
<:s>HP's OPEN MIGRATION PROGRAM is here <+!>today<-!> and addresses the multitude of issues our customers have asked for.<:p<* >>
<:s><:I0,2520,2520,1260><:R1,0,><:t5>
<:s><:I0,2520,2520,1260><:R1,0,><:#284,9460><+">
<:s><:I0,2520,2520,1260><:R1,0,><:#284,9460><+">
<:R><:#857,9460><+!>HP is in this for the long term - we want to keep our customers!<-!> The Series 400 to Series 700 upgrades are products; not just a special program. HP's
<+">TradeUp'93<-"> is a long term marketing program that has the flexibility to allow customers choose the right system and configuration.
<:s><:p<* >>
@Subhead@<:s><:#294,9460><+!>Sun and HP Upgrade History<-!>
<:s><:#284,9460><+!>Sun:<-!>
@Bullet 1@<:s><:I288,342,612,0><:R1,0,><:#568,9460>Programs tend to be focused at 80% of their installed base and focus the upgrade to a few target systems
@Bullet 1@<:s><:I288,342,612,0><:R1,0,><:#284,9460>Upgrades tend to be box swaps and often only re-use monitor
@Bullet 1@<:s><:I288,342,612,0><:R1,0,><:#568,9460>Sun expects owners of older systems to sell into the used market rather than offering any type of trade-in programs for their older installed base
@Bullet 1@<:I288,342,612,0><:R1,0,><:#568,9460>Sun in January reacted to HP's programs and now offers trade-in to SPARC 10/Model 30, for HP, Apollo, DEC, IBM, SGI, Sun-3, and Sun-386i (none of the older Sun models)
@Bullet 1@<:s><:I288,342,612,0><:R1,0,><:A9>
<:s><:I990,0,0,0><:R1,0,><:#284,9460>
<:s><:I900,0,0,0><:R1,0,><:#284,9460>Details
<:I900,0,0,0><:R1,0,><:#284,9460> - No board upgrades from Sun-3 to SPARC
<:I900,0,0,0><:R1,0,><:#284,9460> - Sun-3 (CISC) to SPARC (RISC) required a box swap, new disk, new RAM
<:I900,0,0,0><:R1,0,><:#284,9460> - SPARC 1 upgradeable to SPARC 1+ and 2.
<:I900,0,0,0><:R1,0,><:#284,9460> - SPARC 1 required a box swap to SPARC10, keeping disk & RAM
<:s><:I990,0,0,0><:R1,0,><:#284,9460>
<:s><:R><:#284,9460><+!>HP:<-!>
@Bullet 1@<:I270,270,450,0><:#568,9460> Programs tend to encompass a broad cross section of the installed base and to be flexible in the resulting system.
@Bullet 1@<:s><:I270,270,450,0><:#284,9460>Upgrades tend to be board upgrades and re-use monitor, internal peripherals, and RAM
@Bullet 1@<:I270,360,630,0><:R1,0,>Active trade-in program <+">(TradeUp'93) <-">which offers 15-20% additional discount when doing a trade in
<:A10>
<:s><:I900,0,360,1080><:R1,0,><:#284,9460>
<:s><:I900,0,360,1080><:R1,0,><:#284,9460>Details
<:I900,0,360,1080><:R1,0,><:#568,9460> - HP Series 400 (CISC) to Series 700 (RISC) is a board upgrade, with memory, disks, and serial number that are reusable
<:I900,0,360,1080><:R1,0,><:#284,9460> - DN family: DN 3500/4500 upgrade to DN5500
<:I900,0,360,1080><:R1,0,><:#284,9460> - HP Series 300: systems are upgradeable from 68010 to 020 to 030 to 040
<:I900,0,360,1080><:R1,0,><:#284,9460> - HP Series 400: systems are upgradeable from 68030 to 040 to PA-RISC!
<:I900,0,360,1080><:R1,0,><:#284,9460> - HP Series 700: systems are upgradeable from PA-RISC to PA-7100
<:s><:I1080,0,0,0><:R1,0,><:#284,9460>
<:s><:R><:#332,9460><:f280,2Times New Roman,0,0,0><+!>Where to Focus<-!><:f>
<:s><:#284,9460>
<:s><:#284,9460> - HP's Open Migration Program
<:s><:#284,9460> - HP's upgrade and systems performance history
<:s><:#284,9460>
<:s><:#332,9460><:f280,2Times New Roman,0,0,0><+!>Where NOT to Focus<-!><:f>
<:s><:#284,9460>
<:s><:#284,9460> - Hardware only pricing
<:s><:#284,9460>
<:R1,2,1,704,1,1080,><:#852,9460>One price option is if the customer needs additional RAM and disc, then the Series 400 to Series 700 Upgrade Package is eligible for
<+">TradeUp'93<-">. This gives an additional 10% to 20% discount depending on the configuration you order.
@Title@<:R1,2,1,704,1,1080,><:p<* >><:f280,2Times New Roman,0,0,0><+!>Advantage of Keeping a Serial Number<-!><:f>
<:R1,2,1,704,1,1080,><:#284,9460><:f240,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#568,9460><:f240,2Times New Roman,0,0,0>Some customers find keeping the same serial number on their systems an important or even critical feature of an upgrade. The reason will vary from group to group.
<:R1,2,1,704,1,1080,><:#284,9460><:f240,2Times New Roman,0,0,0>
@Bullet 1@<:R1,2,1,704,1,1080,><:#284,9460><:f240,2Times New Roman,0,0,0>Must keep each computer system for fixed number of years
@Bullet 1@<:R1,2,1,704,1,1080,><:#284,9460><:f240,2Times New Roman,0,0,0>Method of depreciation favors upgrades over new systems
@Bullet 1@<:R1,2,1,704,1,1080,><:#284,9460><:f240,2Times New Roman,0,0,0>Allocation of budget favors upgrades over new systems
<:R1,2,1,704,1,1080,><:#284,9460><:f240,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#1136,9460><:f240,2Times New Roman,0,0,0>Unfortunately for us, there<:f><:f240,2Times New Roman,0,0,0> are no fixed rules on how a company must account for an upgrade so that you probably cannot tell if this is important to a customer except by asking. Even the answe
r might change from group to group or from one time period to another depending on their present budgets and their expected purchases. We wanted to give you a starting point.
<:R1,2,1,704,1,1080,><:#284,9460><:f240,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#284,9460><:f240,2Times New Roman,0,0,0>One can begin to understand the issues by looking at three scenarios with these constants:<:f>
@Bullet 1@<:R1,2,1,704,1,1080,><:#284,9460><:f240,2Times New Roman,0,0,0>Buy original system for $10,000 in year 0 and new/upgrade for $10,000 in year 2
@Bullet 1@<:R1,2,1,704,1,1080,><:#284,9460><:f240,2Times New Roman,0,0,0>Use 5 year straight line depreciation.<:f>
@Body Single@<:R1,2,1,704,1,1080,><:#284,9460>
@Body Single@<:R1,2,1,704,1,1080,><:#284,9460>
<:R><-!><-!><:t12>
<:#1136,9460><:f240,2Times New Roman,0,0,0>Which of the above is the "best" situation?<:f><:f240,2Times New Roman,0,0,0> From an earnings perspective or
<:f><:f240,2Times New Roman,0,0,0>expectations of a growing budget, the first situation allows
<:f><:f240,2Times New Roman,0,0,0>the yearly expense to be delayed into the future. From a tax perspective or
<:f><:f240,2Times New Roman,0,0,0>for extra money in this year's budget,
<:f><:f240,2Times New Roman,0,0,0>the second case is best. However,
<:f><:f240,2Times New Roman,0,0,0>companies will have a fixed method for treating upgrades, so a buyer may<:f><:f240,2Times New Roman,0,0,0> not be able to choose.
<:R1,2,1,704,1,1080,><:#284,9460><:f240,2Times New Roman,0,0,0>
<:R1,2,1,704,1,1080,><:#852,9460><:f240,2Times New Roman,0,0,0>In reality, upgrades will be less expensive than purchasing an equivalent new system even with ours or a competitor's trade in discounts. Keeping the serial number can at times be icing to help close the business, but it will
take help from within the account to learn if this<:f><:f240,2Times New Roman,0,0,0> matters or not.<:f>
<:R><:f240,2Times New Roman,0,0,0><:Znew><:Z~new><:p<* >>
<:s><:R1,2,1,704,1,1080,><:#852,9460>There are tools for you to compete for the large site wide migrations, and customer material to enable you to efficiently give printed information to smaller opportunities so that the customer can plan their own migration.
<:s><:R1,2,1,704,1,1080,><:#284,9460>
<:I0,0,360,0><:R1,1,1,4334,><:#1136,9460>S400 to S700 Upgrade Sales Guide Electronic copy of this sales guide in Ami Pro
U.S. 400UASG format plus a set of slides and storyboard in International 400UESG Freelance format
<:I0,0,360,0><:R1,1,1,4317,><:#852,9460>S400 to S700 Upgrade Road Map Technical details of the upgrade which defines the all U.S. 400UARM the characteristics and supported configurations. International 400UERM Can be left with a customer. Ami Pro format.
<:s><:I0,0,360,0><:R1,1,1,4317,><:#284,9460>
<:I0,0,360,0><:R1,1,1,4317,><:#1136,9460>Open Migration Travel Kit (Sales) The tools to be able to offer all the various products
(Customer Version) and services which will make the migration from
Motorola to PA-RISC easier. This is for both Domain and HP-UX installed bases.
<:s><:I0,0,360,0><:R1,1,1,4317,><:#284,9460>
<:I0,0,360,0><:R1,1,1,4317,><:#852,9460>Open Migration Program '93 Video <+">HP Takes You on a Journey to a Rich New
<-">contact Tomas Walberg (EMC)<+"> Environment<-"> is an introduction to the Open
Migration Program with customer testimonials.
<:s><:I0,0,360,0><:R1,1,1,4317,><:#284,9460>
<:I0,0,360,0><:R1,1,1,4317,><:#1136,9460>HP DIRECT Place an order or get up-to-date information about upgrades, memory, peripherals, networking
products, software, accessories, and supplies for HP Apollo workstations.
<:s><:I0,0,360,0><:R1,1,1,4317,><:#284,9460>
<:I0,0,360,0><:R1,1,1,4317,><:#852,9460>Upgrade Preparation Kits (Free Product) A document set to take a user through the steps to
A2538A Domain prepare for an upgrade. It identifies hardware and
A2539A HP-UX software issues.
<:s><:I0,0,360,0><:R1,1,1,4317,><:#284,9460>
<:I0,0,360,0><:R1,1,1,4317,><:#568,9460><+">TradeUp'93<-"> Sales Guide Your promotional tool to successfully sell upgrades
TUPEUR on Computer Systems and trade in's at HP's most attractive prices.
<:I0,0,360,0><:R1,1,1,4317,><:#284,9460> Hotline
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