OS/2 Shareware BBS: 16 Announce/16-Announce.zip/VALUPNT.ZIP/BULLET19

Text File | 1992-10-21 | 17KB | 367 lines

IBM AIMS PS/VALUEPOINT AT HEART OF PC INDUSTRY; BRAND INTRODUCTIONS
ADDRESS CUSTOMER SEGMENTATION

October 20, 1992

SOMERS, N.Y., October 20 . . . Integrating balanced performance and
competitive pricing with IBM quality, the IBM Personal Computer
Company today announced the Personal System/ValuePoint* -- products
targeted to strike the core of traditional business computing.  With
industry standard Advanced Technology (AT)* bus design, PS/ValuePoint
products deliver full-functionality and expandability at very
competitive prices.

"Our customers asked for a product with a balance between cost and
function.  The PS/ValuePoint delivers that and even more, with
IBM-quality, and unsurpassed service and support," said Angelica P.
Horaitis, PS/ValuePoint marketing brand manager.

PS/ValuePoint, with its industry standard design, competes effectively
against other value offerings, ranging from Compaq Prolinea** through
AST Bravo**, Dell P**, and Compaq I**.

"We've designed the PS/ValuePoint brand with the customer in mind:
Real value, thorough testing, aggressive pricing, all wrapped-up with
IBM quality," said Jose E. Garcia, PS/ValuePoint development brand
manager.

All PS/ValuePoints sold in the U.S. are developed in Boca Raton, Fla.
and assembled in Raleigh, N.C. "We're producing the PS/ValuePoint in
the same facility where we produce our other Personal Systems products
to assure IBM quality," said Lyle L. Hart, manufacturing business
manager for value systems.  "But we have become even more aggressive,
with greater efficiencies to compete effectively in this market
segment."

                 Convenient Buying Options

IBM also announced the availability of the PS/ValuePoint via IBM's
toll-free direct response ordering, 1-800-IBM-2YOU (1-800-426-2968).
IBM will configure and ship PS/ValuePoint systems and monitors, and
other peripherals and options, directly to customers.  PS/ValuePoint
will also be sold through authorized resellers.

                 HelpWare* Service & Support

All PS/ValuePoint models come with HelpWare, IBM's comprehensive
service and support offerings.  New additions to the HelpWare program
for PS/ValuePoint include round-the-clock, seven-days-a-week 800
number start-up and technical support; 24-hour-a-day bulletin board
and fax support, and next day on-site service during warranty.

IBM's HelpCenter* (1-800-772-2227) is the only 24-hour-a-day,
seven-day-a-week telephone and fax support in the PC industry.
PS/ValuePoint users may also use IBM's HelpBuy* -- which includes
IBM's 30-day money back guarantee and IBM leasing; HelpLearn* -- more
than 50 licensed centers across the country for PC software and
hardware education; and a host of other HelpWare programs.

           Four new PS/Value Point desktop systems

All PS/ValuePoint systems feature five expansion slots and five
storage bays for optimal expandability and upgradability.

The PS/ValuePoint 325T systems feature IBM's 25 megahertz (MHz) 386SLC
microprocessor, with 8 kilobyte (KB) internal cache, 2 megabytes (MB)
of random access memory (RAM), 80 and 170 million bytes (MB) hard
drives.  The PS/ValuePoint 325T systems are preloaded with DOS 5.0.

The PS/ValuePoint 425SX systems are based on the 25 MHz 486SX
microprocessor, with 8 MB RAM and 80 and 170 MB hard drive models.
The 433DX family is based on the 33 MHz 486DX microprocessor, with 8
MB RAM and 120 and 212 MB hard drive models. The 325T, 425SX and 433DX
feature 4 MB RAM models without a hard drive for use in network
environments.  The 425SX and 433DX are upgradeable to take advantage
of 25/50 MHz and 33/66 MHz processor.

Topping the PS/ValuePoint is the 466DX2, with a clock-doubling 33/66
MHz 486DX2 microprocessor, with 8 MB RAM (expandable to 32 MB on the
system board) and a 212 MB hard drive.

PS/ValuePoint systems with 8 MB RAM are preloaded with OS/2 2.0.*

             PS/ValuePoint Displays and Options

IBM PC Co. also introduced three new IBM-quality, industry-standard
PS/ValuePoint displays -- the 6312, 6314, and 6319.  These multiscan
color displays support non-interlaced, high refresh rates for video
graphics array (VGA), super video graphic array (SVGA) and extended
video graphics array (XGA) resolutions for flexibility and
compatibility.

Included in today's announcements were two new memory upgrade options,
the 1 MB and 4 MB 80 nanosecond (ns) memory module kits, and a 5-1/4
inch 1.2 MB internal diskette drive. These options, combined with the
previously announced 170 MB and 212 MB AT hard drives, provide a
comprehensive family of upgrades for the PS/ValuePoint and the other
industry-compatible personal computers.

          IBM PC Company Strengthens Brand Strategy

Today's PS/ValuePoint announcement further enhances the IBM PC Company
-- North America product line-up that began with the Personal
System/1* announcement on September 9 for home office and small
business customers.  In the U.S., the company followed with the
September 21 announcement of the Personal System/2* and PS/2
Ultimedia* premier line of desktop and server products and the October
5 ThinkPad* announcement of mobile computing products.

The IBM PC Company, established on September 3, 1992, is dedicated to
improving the user experience through technology leadership,
innovative products, services and support.  The company is organized
by distinct brands to meet the needs of different customers at
competitive prices.






PS/ValuePoint ANNOUNCEMENT (10/20/92) - Top Q&A

October 20, 1992

Q1:  Are these your price-sensitive (or low-cost) products?
A1:  The PS/ValuePoint is our "value" line PC brand designed
     for the high-volume corporate to the small business
     user.  We expect these to appeal to buyers who want
     industry standard function with IBM quality
     engineering, service and support.  The PS/ValuePoint
     competes effectively against other value offerings,
     ranging from Compaq Prolinea** through AST Bravo**,
     Dell P**, and Compaq I**.

Q2:  Is this your answer to Compaq Prolinea and Dell
     Dimension?
A2:  The PS/ValuePoint line is a "value" product that has
     much more expansion and upgradability than a product
     like the Prolinea.  For example, the ValuePoint
     features five slots and five bays to Prolinea's three
     slots and two bays and and the ValuePoint is priced
     more competitively than the Compaq/i and Dell P models.
     Further, PS/ValuePoint includes service and support
     that is far more comprehensive than that of lessor
     "price-only" models.

Q3:  Are you ceding the low-end or "price" segment of the
     marketplace to Compaq's Prolinea and other clone-makers
     such as Dell and Gateway?
A3:  When buyers weigh all the attributes -- including
     price/performance, quality, reliability, stability,
     service and support --  we would expect to compete
     favorably with leading manufactures for the price
     sensitive market segment with both our PS/1 brand for
     home office and small business and with the
     PS/ValuePoint.

Q4:  Is the PS/ValuePoint line a new brand or a product
     line?
A4:  PS/ValuePoint line is a sub-brand of the IBM Personal
     Systems brand.  That is, it keeps all the quality of
     IBM with a new price/performance design for
     value-conscious customer segment.

Q5:  Is the PS/ValuePoint line a loss-leader?
A5:  Absolutely not.  Early customer reaction has been
     strong.  We expect PS/ValuePoint line to sell in large
     volumes at a profit.

Q6:  Is the PS/ValuePoint line your last chance to stop
     market share erosion?
A6:  Our number one goal is customer satisfaction.  We're
     listening and responding to customer segments and we
     expect to gain market share with the PS/ValuePoint
     line.

Q7:  What makes you think you've got the right product mix
     now?
A7:  Our number one goal is customer satisfaction.  The
     customer has spoken and we're listening:  With the
     right mix of product performance, convenient buying
     options, top-quality service and support and
     competitive pricing.

Q8:  Seems like the same old IBM, late and me-too.  Aren't
     you just reacting to Compaq's market segmentation lead?
A8:  The entire PC industry is changing:  New brands,
     service and support, and new channels are addressing
     the market.  IBM really began the PC branding and
     market segmentation in 1990 with the PS/1.  Today, with
     customer satisfaction our goal, we believe the market
     will clearly see the difference that IBM brings with
     the PS/ValuePoint products -- industry standard
     configurations with IBM quality testing, service and
     support, with convenient buying options all at the
     right price.

Q9:  I've seen the PS/2s.  What is the major difference
     between your PS/ValuePoint line and PS/2?  Won't
     PS/ValuePoint eventually kill-off PS/2?
A9:  There's clearly customer segementation between
     these brands.  There's a set of customers very
     happy with industry standard function, but want to
     be able to buy it with an IBM logo and the
     quality, service and support that all that
     implies. This is our PS/ValuePoint.  Then there
     are customers with the highest expectations of
     quality, service and support.  They are address
     with our PS/2 premium brand.  PS/2's XGA-2, ISO
     design, SCSI standard and three-year warranty are
     just a few of the features that distinguish the
     PS/2 products from the PS/ValuePoint line.  So,
     while there may be some overlap, customer
     segmentation indicates that there is plenty of
     opportunities for both product lines.

Q10: Isn't PS/ValuePoint AT bus an admission that Micro
     channel has been a market failure?
A10: A segment of the market has sought industry standard --
     which is IBM's own AT design -- and we're responding.
     Micro Channel is available on PS/2 premium desktop and
     servers and takes advantage of its 32-bit design.

Q11: What about the PS/ValuePoint versus the PS/1?  Seems
     that there are a lot of similarities and overlap.
     Won't these brands compete directly with each other?
A11: The PS/1 is designed primarily for home office and
     small business customers who buy from computer
     superstores, office supplies, warehouse, consumer
     electronics, and department stores and other retail
     outlets.  The PS/ValuePoint may overlap with some of
     those customers, however it is designed for the
     corporate customer who buys from dealers or through
     direct response.

Q12: At the ThinkPad announcement the brand managers really
     pushed their advertising and promotion plans.  Will you
     be launching a "multi-million dollar" campaign like the
     ThinkPad team?
A12: Yes, beginning with almost daily ads in the Wall Street
     Journal and USA Today over the next few weeks.

Q13: What is your direct response marketing strategy?  How
     will you be able to compete against companies like Dell
     and Gateway?
A13: IBM has been in direct response for many years through
     its typewriter and office supply businesses and most
     recently last April with the PS/2 promotion, so we're
     well versed in the in this channel.  The PS/ValuePoint
     line will be offered through direct response marketing
     to complement our existing channels.  We expect
     PS/ValuePoint to be a fierce competitor against leading
     direct response manufactures.

Q14: What about build to order plans?  Will you offer a
     range of configurations and preloaded software?
A14: We will be expanding our direct response to included
     800 telephone orders, catalog, and direct mail buying
     options that include a wide range of configurations and
     preloaded software.  We will ship configured
     ValuePoints within 48 hours.

Q15: OS/2 is pre-loaded on your industry standard
     PS/ValuePoint brand.  Is there really any customer
     demand?
A15: With well over a million copies of OS/2 2.0 in the
     marketplace, we think there will be a continued demand
     for OS/2's 32-bit capabilities and its true
     multitasking ability to run OS/2, DOS and Windows
     applications.

Q16: Is there adequate supply of these products?
A16: We have already shipped the 325T and 425SX and the
     433DX and 433DX2 will be available next month.

Q17: You delayed the PS/ValuePoint announcement a month to
     reportedly have adequate supply, and now you're
     announcing without 433DX or 466DX2 supply?  So, you're
     really two months behind on these models?
A17: The models announced today and those available in the
     weeks ahead are only the first step for the
     PS/ValuePoint line.  We are ramping-up supply now for
     the 433DX and 433DX2 models and will have them to
     available to customers in 30 days.

Q18: What are the plans to expand PS/ValuePoint line?  What
     about ValuePoint servers?   What about portables?
A18: Because we are customer-driven we will respond with
     the appropriate PS/ValuePoint products.The 433DX and
     466DX2 models with their file capacity certainly could
     be used as print servers.  We intend to respond and
     refresh the ValuePoint product line to respond to
     customer demand. Portables are now under the ThinkPad
     brand that was announced on October 5.

Q19: Do you have any ValuePoint customers we can talk to?
     Yes, they are featured in our FTN broadcast.

Q20: Why did you announce here after Europe?  Are these the
     same products?  Was there some supply problem in the
     U.S.?
A20: Each of IBM geographies determine the appropriate
     product and timing to bring it to market.
     We chose to roll-out our brands in a strategic way --
     PS/1, PS/2, ThinkPad and ValuePoint to clearly define
     our brand strategy to the different customer segments.
     Europe is a different marketplace and ValuePoint will
     be made available at different times for different
     countries.

Q21: Seems like ValuePoint should have been the first brand
     you introduced.  Why the wait?
A21: Launching a brand is a very complex process.  We
     believe we've done it right with the ValuePoint and
     we're ramped-up to supply customer demand.  We're also
     introducing a new channel expansion with IBM Direct
     that will offer new convenient buying options.

Q22: Why didn't you preload Windows 3.1?
A22: With 8 MB RAM standard on all models except the 325T,
     OS/2 2.0 is the operating system of choice at a very
     good price.

Q23: Is this preloaded with OS/2 2.001?  If so, why is this
     not available in shrink-wrap?  When will it be?
A23: OS/2 2.0 like any operating system is under continuing
     refinement and updating.  The OS/2 preloaded on
     ValuePoint includes the latest refinements and updates.
     I will have to refer you to OS/2 team if you have
     specific questions about the shrink-wrap versions.

Q24: Where did you source the monitors?
A24: The ValuePoint monitors were sourced from an IBM
     approved supplier that must meet IBM's strict quality
     guidelines.

Q25: Are the ValuePoint monitors industry standard?  Can
     they be used on PS/2?
A25: Yes, the monitors are IBM-quality designed and may be
     used with other systems including PS/2s.

Q26: Do the monitors have low-emissions?  Are they
     ISO-compliant?
A26: ValuePoint monitors are VLMF and may be ISO-standard
     with the appropriate CPU and graphic adapter
     configuration.

Q27: What features of the ValuePoints not "industry
     standard"?
A27: ValuePoints in its sum has attributes that make it
     exceed the value of other leading competitors.
     Specifically, there are few unique features unavailable
     on any other "value" product:  IBM BIOS, IBM-quality
     keyboard, and the SLC chip -- the fastest 386SX-class
     processor, are examples.  And IBM service and support
     is found no where else.

Q28: What about selling Ambra in the U.S.?  IBM Europe has
     both the ValuePoint and Ambra, how is it different
     here?
A28: We have no plans at the present time to sell Ambra in
     the U.S.  The PC market is very different in Europe and
     customer needs and the segmentation of the market,
     vary from country to country.  Today, we believe we
     have the right brands with the PS/1, PS/2, ThinkPad and
     PS/ValuPoint to address the market here.