Datapoint Marketing
No. 47 July 1982
presentations were overwhelmingly Roadshow Stresses positive. The newer sales and systems personnel said that they had never Datapoint's Strengths received the overall strategy of Datapoint as well as they had during this presentation. The Product Marketing roadshow detailed the concepts of the ARC™ Handouts included a Distributed recently travelled to 11 cities (Attached Resource Computer®) Data Processing Sales Reference nationwide, where 800 salespeople, local network and presented the Guide which is packed with 250 + SE's and CSR's received updated overall Datapoint product strategy pages of DDP goodies. You can order information about the company. and a conceptual overview. a copy from Software Services by Gerry Cullen, Vice President of During the afternoon sessions, asking for model code 61379. A new Marketing, along with Bill Davis, Cullen met with various customers, Case History collection (M/C 61371) Director of Product Marketing, and Rep's, OEM's and prospects to which contains over 25 descriptions of two teams of Product Marketing discuss Datapoint products, strategy installations and applications was also managers visited Boston, New York, and outlook. distributed. Other handouts included Atlanta, Washington D.C., Houston, The afternoon sessions with a new configuration guide, the ACU Los Angeles, San Francisco, and Datapoint staffers included Benchmark Report on the 8600 and Cleveland. On the teams were Buck presentations on product strengths the third party software briefs. 0 Buchanan, Ted Rohling, Jim and thrust, software capabilities, Whitehouse, Terry McDaneld and future product schedules, Local Area Bill Davis John Tysall. Networking, third party software, the Ext. 7151 Gerry Cullen presented the "State 1550 and the recently announced new of the Company" message, closing prices. with a reassuring, "It's O.K." He also The comments received about the Datapoint Soars To #545 On Fortune 1000
Datapoint is the 545th largest publicly owned industrial firm in the United States, according to Fortune Magazine's listing of the Fortune 1000. That's a 70-step increase from last year's ranking of 615, and a 276-position jump from our first listing in 1978. The ranking is based on our FY'81 revenues which were concluded last July 31. Datapoint made its premiere in the Fortune 1000 at the end of FY'78, the company's tenth year in business. We were ranked at 821. In FY'79, the ranking rose to 699, followed in FY'80 at 615. Revenue for FY'81 was $396.2 million, up from $318.8 million in FY'80. Reve.nue in FY'78 was $162.3 Gerry Cullen addresses a Chicago audience. million. 0
DatapointMarketing News Copyright © 1982 by Datapoint Corporation. A URights Reserved. For Internal Use Only Seybold Publications: Datapoint is a Contender in WP Seybold Publications recently charts, and ultimately to integrate published a report on Datapoint's ISX™ (Information Switching word processing system, IEOS. The Exchange™) with the RMS™ ARC™ 17-page report provides an in-depth network to connect geographically look at our word processing and dispersed data processing systems associated products, and tells us much together. about how our WP is perceived by Also, Seybold praises our AIMTM users. (Associative Index Method™) Seybold spent several days in San retrieval method as a flexible way to Antonio in order to test our word get to the information a user needs. processing first-hand. They draw The drawbacks they cite are the several conclusions: some very features that we do not currently positive, some that indicate that we offer: hyphenation, spelling-checker, have some work to do on our lEO automatic footnoting, arithmetic software products. during editing, automatic index and The principal highpoint they table of contents generation and companies and consultants like mention is our exceptional ability to column manipulation. Seybold are recognizing us as a truly integrate our products together into Although Seybold saw room for viable contender in the office an entire system. This includes improvement, they were pleased with marketplace. interfacing word processing files with what Datapoint has released so far; Free copies of the Seybold report Multiplan financial modeling files and they simply feel we shouldn't stop are available from Bonnie Cushman, with EMS™ (Electronic Message development yet. Ext. 7059. Because of limited System™). Though we may have a ways to go quanitity, maximum order per They mention our ability to enhance with our word processing software, salesperson is five copies. 0 information with CBG (Color we are steadily gaining ground in the Scott Cannon Business Graphics) pictures and WP market. More and more Ext. 7151
Sort Benchmarks for the 5 ~ Inch Disk
Here are some timings for sorts on the 9301 disk system done by Sort Time in Seconds Marketing Technical Support. We used an 8600 processor (the RECORDS TEST 1 TEST 2 TEST 3 only one for the 9301) with 128K of memory and RMS version 1.8. We 5000 162 168 164 had a total of 60 megabytes of disk 164 170 167 (one 9301 and one 9302 extenstion 10000 SS#Name 341 drive) in a stand-alone configuration. Name 347 Our input file varied in size from 5,000 to 20,000 records. Each record was 15000 SS# 547 571 559 573 300 bytes long (uncompressed). Name 557 582 570 583 Two sorts were performed using keys of differing lengths. The first 20000 SS# key was the social security number Name field (nine digits) and the second key was a name field (thirty characters). while the output file was on the other be anticipated. A good rule of thumb Timings for the sort on social security disk. for file placement is to put the input are listed first followed by the name TEST 3 was almost like TEST 2 and output files on the same disk! sort. All times shown are in seconds. with the input file and output files on Marketing Technical Support is TEST 1 was performed with the in different disks, but the work file was running the same tests on other put file, the output file, and the work moved to the same disk as the output configurations and will publish the file all on different disks. As the file. results as soon as they are available. 0 timings show, this is optimum for the Note that key length makes very sort. little difference in the length of time TEST 2 used only two disks and had required to sort the file. Also, file Kris Linebaugh the input file and work file on one disk placement is not as critical as might Ext. 7151
Datapoint Marketing News 2 For Internal Use Only Are You Suffering from Terminall Styl. Keyboard From Gen.ra1 From Universal From Univer.al From General 029 P'rot:e8.or Shipped A. Purpos. to to General to General Purpose to Keypunch Stondard Univer.. 1 Purpo.. Purpo.. General Pur· Style the Keyboard/Keycap (Device) Keyboard Without 3270 With 3270 po., With 3270 3600 Universal Nt A N/A N/A N/A 3608 820018211 Universal N/A 0592 N/A N/A N/A 8220 General Purpose NtA N/A N/A 5273 N/A Syndrome? 155X General Purpose 0514 0512 9033 0550 N/A 18XX General Purpose 0514 0512 9033 0550 N/A 38XX General Purpose 0514 0512 9033 0550 N/A There is widespread confusion 86XX General Purpose N/A N/A N/A 5273 N/A about what keyboard comes standard 66XX Universal N/A N/A N/A N/A N/A with which device, and which keyboard options are applicable. The following describes the keyboards associated with all products. UNIVERSAL KEYBOARD-data processing oriented; the standard keyboard shipped on all devices (i .e. 5500,6600,3600,8200, etc.), until the advent of word processing, 3270 and electronic mail. The universal keyboard will continue to be the standard on small-screen processors (12 X 80). GENERAL PURPOSE-(formerly known as multipurpose keyboard) not only is suitable and functional for data processing, but also facilitates word processing. This keyboard comes standard on 1500, 1550, 1800, 3800, 8600 and 8220. 3270 KEYCAPS-3270 keycaps are an option for the general purpose keyboard which offers selected keycaps with etchings on the front side of the keys, which represent functions associated with 327X model II display stations. Please reference the matrix provided for Keyboard/Keycap specifics. 0
Steve Parrish Ext. 7151
the fact that the computer in the Dutch Hospital Installs Datapoint ARC administration department was out of date. For Total Hospital Automation Datapoint's ARC was chosen because its software quality and The hospital"Diakonessenhuis contact and attention, which is the modular, redundant architecture Refaja" in Dordrecht, Holland will most important work of hospital make it the only system available in install an ARC network for medical personnel," Dr. D. J. van Leeuwen, Holland to meet all automation and administrative automation. medical director of Refaja, explained. demands cost effectively. In addition, Refaja is the thirty-third Dutch Refaja Hospital has felt the urgent Datapoint Netherlands has intensive hospital that has purchased Datapoint need to automate several disciplines cooperation with the SIZGK (a group equipment, which is installed in 16% because up-to-date information is of hospitals who are coordinating of health care facilities in Holland. essential for the hospital's operations, their information processing). A number of reasons led to the especially in the clinical chemical The Refaja ARC will include 32 Refaja's decision to buy Datapoint laboratory, polyclinics, registration of workstations, 180 million characters equipment. admissions and administrative of storage, and 14 printers. 0 "Because of all the administrative services. A new computer was work the personnel have to do, there's required because of the growing Gerda de Graff hardly any time left for human number of patients in the hospital and Datapoint Nederland BV
Datapoint Marketing News 3 For Internal Use Only Join the Foreign Legion Yes, it's true. Now you have the mation to the user in the most useful, locate. Some information was opportunity to leave your troubles effective form. gathered by Sales Training and is behind and join the foreign legion! For example consider the use of available from Product Marketing, Sunny climes, exotic surroundings ... color plotters, voice response units, but this information is nearly two perhaps not, but certainly fraternal card punches, microfilm retrieval years old. Even when the contact comraderie will be yours when you let units, paper tape punches, and label name has not changed, no details are others in the field know of your printer. All these device types and known on customer name/application successes in "foreign device" more have been interfaced to or interface techniques/problems. As interface. Legions of foreign devices Datapoint systems. a consequence, potential sales are are at work with Datapoint systems missed, and considerable technical today. Conform to Physical Constraints resources are spent reinventing Sometimes the device type needed interface techniques. Innovative Solutions Make the Sale is not unusual, but the environ As was emphasized in the recent ment or use of the device imposes Be the Solution-Join the Legion DDP Roadshow, specialized I/O physical requirements. The third There's only one source for this devices can often permit significant category of devices accommodates information-you. That's why during productivity increases in your such constraints as limited workspace the recent DDP Roadshow we asked prospect's operation. By familiarizing area, portability, or low noise output. that you join the foreign legion by yourself with the devices that have Examples include portable tele filling in a simple one-page fact sheet been successfully interfaced t o printers, compact terminals, and for each foreign device you have Datapoint systems, you can configure specialized printers. successfully interfaced. If you need innovative solutions to the prospect's some blank fact sheets, give Product problems. So What's the Problem? Marketing/Software a call at Ext. Such a solution may prove difficult Datapoint's flexibility in foreign 7151. Customer names will be kept for your competition, but Datapoint device interface can improve your confidential with all referals made via software (e.g. DATASHARE, user's productivity with his system the local Datapoint contact. MTE55, UNITERM) is incredibly and help eliminate competition who A summary of the information will flexible in foreign device interface. do not enjoy our interface appear in Datapoint Marketing News Although a wide variety of devices capabilities. on an ongoing monthly basis (see exist, most fall into three basic chart below) and full detail will be categories. That's the good news. Now for the sent to all BSSs, BSEMs, and RSEMs catch. in the field. Full detail will also be Facilitate Capture of Real maintained in the Corporate Library World Data Information on what foreign (Ext. 7151). 0 The first catagory includes devices have been interfaced, who is specialized input devices. These using particular devices, and how the Terry M cDaneld devices can dramatically improve the devices are being used is very hard to Ext. 7151 efficency of getting information from the outside world into the Datapoint system. Devices such as OCR wands, Foreign Device Interface Summary bar code readers, magnetic stripe Used Datapoint readers, time and attendance re Device Application Software Currently Contact corders, truck scales, coin scales, mark/sense readers, and digitizer Columbia Oil wellhead data DATASHARE Yes Bob Jarrett pads fall into this category. 7.9MB capture with sub Pollink Larry Elliott Cartridge sequent data Speed 265 Demonstrating improved user Disk input to DPT productivity over manual entry may make the sale. Cal Comp Plotting of DATASHARE Yes Randy Ciskowski 907 Con energy survey data Larry Elliott troller/ (soil/geological) Speed 265 Improve Effectiveness of 1051 Which was produced Computer Output Plotter on a mainframe Getting information into a computer is one thing, but just try to Talos Entry of energy DATASHARE Yes Randy Ciskowski get it back out in a timely, useful 800 survey data (soill Larry Elliott geological) for Speed 265 form! Devices in the second category subsequent processing facilitate this process and let the by a mainframe Datapoint system present infor-
Datapoint Marketing News 4 For Internal Use Only vited to participate in demonstrations Datapoint Shines of several of Datapoint's communi cations management products. AtlCA Datapoint's island-type display featured a triangular design of New Orleans was the site for this product related graphics. Flanking year's ICA (International Com the three sides of the display were ISX munications Association) convention (Information Switching Exchange), and equipment exposition. The ACD (Automatic Call Distributor), 35-year-old ICA is the largest and CDR (Call Detail Recorder)/TDP organization of it's kind in the world (Telephone Directory Package) areas. with the .stated charter of providing Datapoint's participation in this a forum for the exchange of infor year's ICA was considered a mation and ideas between major users resounding success, and we are of business communications systems. already in the process of planning for Datapoint joined more than 180 our involvement in next year's ICA to communications products manu be held in Anaheim, California.D Datapoint at the ICA Convention. facturers and suppliers May 4th-7th at the Rivergate Convention Center. KentNutt ICA members and guests were in- Ext. 5365
situation that needs an exception to Product Update: lEO Software this, call me.) Version 3.2 brings the RMS Here is a status update on each of under a new model code, MC 9869. offering of word processing Datapoint's Integrated Electronic Therefore, if your customer has a essentially up to the same level as Office™ products. 1500 with single-sided single-density IEOS/DOS version 1.3, with the diskettes, and needs IEOS, order MC major exception of message services. IEOS/DOS 9869 IEOS/WP, with MC 20697 SS Besides adding AIM (SEARCH and Word processing users on the 3800, SD diskettes (five diskettes). LOCATE), AUTOTYPE, and text file 1800, and 8600 should be using If your customer is using a 1500 interface enhancements to version 1.5.1 software. This software with SS-SD diskettes, and already has IEOS/RMS 3.1, version 3.2 gives adds a memory manager that speeds IEOS 1.4.1, do nothing. Ordering several features not found in the DOS up frequently used functions (such as again will only get you what you versions. CUT or DELETE) by storing the already have. 1550 users who want The most exciting of all is the routines in memory. When they are IEOS 1.5.1 should order MC 9822 addition of concurrent print. This repeated, they are not reloaded from (IEOS only) or MC 9825 (lEOS with means a user can start printing a disk. Soon to be tested is the 1.6 Message Services) with MC 20697 SS document on any printer he has version which will add faster message SD (only to build 9310 disk versions), access to, and then immediately work preparation for EMS, a type-through 20809 SS-DD, or MC 20793 DS-DD on any other document. facility for typing short memos diskettes. If that is totally confusing, Also in 3.2, when accessing new directly to a printer, and a user try the chart below to sort it out. pages by page number, the screen designable menu to execute programs does not scroll through all the pages outside of IEOS by selecting items IEOS/RMS in between, which saves a lot of from a list displayed on the lEOS Version 3.2 has been released with waiting time. screen. RMS 1.9 software. However, The user will now be able to modify IEOS/RMS 3.2 will be available the "HELP" screens to suit his own IEOS/15XX without additional license fee to new needs, and can even add new entries Version 1.5.1 has been released for RMS users who order a processor and continued on page 8 1550 users. It includes the memory to users who already have version 3.1 manager feature mentioned above. IEOS/RMS. (If you have a customer However, the 1.5.1 software has not been released for the 1500 on how many Model single-sided single-density diskettes, CPU "diskette to order version Code Description since the 1500s don't have the 1500 SS-SD 5 of 20697 1.4 9869 IEOSIWP 1550 SS-SD 5 of 20697 1.5 9822 IEOSIWP (9310) memory to take advantage of the 1550 SS-DD 4 of 20809 1.5 9822 IEOSIWP manager function. (The memory 1550 DS-DD 2 of 20793 1.5 9822 IEOSIWP manager uses the area above 60K.) 1500 SS-SD not available IEOSIMS All 1500 users should continue to use 1550 SS-SD 6 of 20697 1.5 9825 IEOSIMS (9310) 1550 SS-DD 5 of 20809 1.5 9825 IEOSIMS the 1.4.1 IEOS software. This 1550 DS-DD 2 of 20793 1.5 9825 IEOSIMS software will temporarily be available
Datapoint Marketing News 5 For Internal Use Only Color Business Graphics: Stop the Rumors, Sell the Systems The rumor that we are de easily explained with CBG - and empasizing the Color Business additional sales are generated. Graphics products is UNTRUE. As a We have provided the best tool to matter of fact, informed aggressive attract new customers and re salespeople have booked the entire acquaint current Datapoint users with supply of systems for Q4 FY '82. the overall capabilities of our current The CBG system was a big hit at the offerings. CBG is the vehicle you National Computer Graphics should be using to drive your sales Association show last month. The efforts into a closed booking. system is proving itself to be the Tell us how you are using CBG to greatest draw that we have ever had. build traffic, generate interest, close The salespeople who are making orders. We will spread the word. 0 quota are using CBG to help sell our overall concept of integrated, AlMalinger dispersed data processing. ARC, the Ext. 5191 first operational local area network, is
controller chip; estimated availability are predicted to "play an important Local Area Networks: is late '82. part in local networks." They are An Update 1982 has already seen a shift in "well suited for high speed links - emphasis. And, in the first four greater than 10 Mbps." 1981 was, in the information months, there have been some major IBM has a prototype system processing industry, the year of the announcements or events. operating in their research laboratory Local Area Network. IBM in Zurich. It is not yet totally clear More press was dedicated to the IBM has announced a near-term what they will do with their network, subject than any other; DBMS was a baseband network and (within a year but one of the authors, J. Markov, moderately far second. Enough or two) a follow-on broadband summed up by saying, "A primary consultants and experts (self-styled network and, possibly, a PABX. In a goal in the design of a local area or otherwise) emerged with seminars, series of four technical papers, IBM network is that compatible physical short courses, tutorials and "informed" the IEEE-802 sub interfaces and control protocols be "comprehensive analyses" to provide committee of the results of their maintained to allow users to intermix at least ten to each vendor with a research on local area nets. Their different equipment types from publicly offered product or concept. findings: multiple manufacturers over the All of the major annual meetings and common networks." conferences scheduled special -A baseband network offers the sessions on the subject. best utility/complexity trade-off today. Xerox For all of the furor, the year evinced We note that Xerox's advertising only five major events: -Token passing has "performance campaign is shifting over to and configuration management -H-P withdrew from active support holography and Ethernet is advantages over a random access bus of Ethernet. appearing far less often. In part, architecture," and it provides the Xerox took a lot of unwarranted heat -Wang announced WangNet, a basis required in "designing a robust broadband system with voice, video last year. Various experts and sages priority scheme and in recovering picked the system apart, dwelling and data capability. from errors." I overlong on minor points and -The IEEE-802 sub-committee's -IBM chose a ring topology - not overlooking major issues. Xerox now long awaited specification on Local surprising given their classical has over 100 sites (their estimate) in Area Networks began receiving approach, in the past, to networking operation and has begun training the public attention; final approval is still (i.e., star clusters, packet switching, rest of their sales force (up until this not expected until late '82. etc.). spring only 25 Xerox salesmen had -Datapoint announced and -Coax was discarded as a media - been trained on Ethernet). DEC has delivered a VLSI network controller almost. The broadband ring will be finally announced some Ethernet chip and initiated a joint venture with implemented with twisted pair. IBM compatible equipment, including the Tandy Corporation to implement the feels that 1-4 Mbps and 1KM are new 11/730. And Xerox is publishing hardware interface. "good design points", and twisted specifications for their higher level -Xerox let a contract to Intel for pair technology is the lowest cost protocols (Levels 3-7, more below). development of the Ethernet solution to that problem. Fiber optics cpntinued on page 7
Datapoint Marketing News 6 For Internal Use Only Local Area Networks continuedfrom page 7 Because the idea is excellent and brings us back to the search for Broadband Versus Baseband because user awareness of the ISO perfection vis-a-vis the ISO model. Theoretically, a broadband system model has been elevated by Datapoint's ARCGATE™ product is ideal, offering a large number of networking proponents, you're likely (old ARCCOM) has been structured to channels to cover any user need. to start getting profound questions provide a transport subsystem Practically, broadband is a good about "Layer 5 compatibility", and gateway. Because the layered world answer to the problem of providing the like. Let's separate fact from of communications isn't standard in video capability. However, gen hypothetical nicety. its layering, different versions would eralized broadband of the WangNet -The only widespread agreement in be required for universal inter variety (voice, data, video) is a supplier and user segments exists at connection. But the structure is there complex and costly implementa the first layer (RS232C, CCITT V.24, and expansion beyond 3270/3770 tion. Before the wheel is reinvented, etc.). support is a future possibility. all alternatives need evaluation. As IBM pointed out (and as Datapoint -Some of the more prevalent nets like SNA, DECNET and X.25 don't Internets has contended for several years), At a local network session of the "CATV systems can be incorporated even comply to the layering of the ISO model. Interface '82 conference Robert with the local network using standard Shatzer of Systek, Inc. made the amplifiers, tapes and connectors" -The IEEE 802 Local Area statement, "Internetting can make or and "consideration should be given to Network standard will only cover break a network." Specifically what interfaces with CATV systems." A the first two layers; no common Mr. Shatzer was talking about was word of caution: the CATV folks are standard covers any more than the the ability to take a profit oriented. When they install a lower four. Small Local A rea Network cable, they expect thousands of In fact, the ISO model will only be subscribers. Standard, in-place the excellent idea theory makes it, and link it to a systems are not to be confused with when it establishes one common Large Local A rea Network publicly available broadband data standard at each layer and each layer which in turn could be linked to a networks for a handful of users. interface. And when all of the Metropolitan Network suppliers (including AT&T and IBM) The ISO-OSI Reference Model which finally could be linked to accept and implement that standard. The International Standards Long Haul Networks Organization has, over the years, At that time, and only then, will network users have true "plug and He further characterized his developed a model for Open Systems networks as follows: Interconnection. The idea was, and is, play" capability. excellent. An OSI standard would -Small-Intraoffice subnet based on Gateways a PBX, baseband or broadband provide the layered architecture On a related (to the ISO model) system. necessary for any computer user to subject is the fairly new term, establish (independent of hardware, gateway. Simply put, a gateway is a -Large-Interoffice subnet (building operating system, network, etc.) a protocol-transparent interconnect or campus) also based on a PBX, dialogue and full interaction with any between two different entities baseband or broadband system (or other user who could be physically (networks or sub-networks). A combination thereof). connected. universal gateway would inter -Metropolitan-Telephone line or connect anything - not so simple. A CATV system based. few myths here also deserve -Long Haul-Satellite, telephone deflating. line based. -Some of the PABX suppliers are talking gateway. They generally Weare, as always, pleased to see an mean things like least cost routing. industry spokesperson making our They are not talking protocol case so nicely. Consider the Datapoint transparency. solutions to Mr. Shatzer's linking problem (which he declared had not -Any gateway, to be called a been addressed by anybody). gateway, must accommodate at least the first four layers of the ISO model -Small to Large-LightLink®, (the transport subsystem). That microwave, ARCNET™, ISX, means bi-sync or SDLC, SNA or X.25 ARCLINK™, ARCGATE - or even ACS, plus some form of -Large to Metropolitan-ISX, end-to-end control. We know of no ARCGATE, ARCNET, ARC LINK one doing that. - Long Haul-ISX, ARCGATE, - In theory, at least, a gateway ARCNET, ARC LINK, ITMS, SNA, should facilitate user interaction. X.25 That implies session control, over and above transport control. Which continued on page 8
Datapoint Marketing News 7 For Internal Use Only Local A rea N etworks continued from page 7 attribute and is not terribly worried anyone and everyone with a few about anybody else. IBM, we're sure, dollars for the chips and the The internet issue of course goes expects "IBM Net" to augment SNA, wherewithal to implement some beyond Shatzer's discussion and with the rest of the world falling software). It's too early to tell what Datapoint's current solution. Any nicely in place. For all of that, will happen, but, at a minimum, network, of full value to the user, is Datapoint remains the undisputed Datapoint has added a new dimension transparent to the user. If that local area network and internet to the question of network standards. network is a group of compatible leader systems, utilizing a consistent - In quantity-4000 + domestic and Epilogue backbone, the problem isn't easy. If it 800 + international systems installed, Datapoint is a networking is non-compatible systems, using and company. With the public offering of multiple pathways and interconnects, the RIM chip, we have taken a major we return to the dilemma of a -In quality-Third generation step toward the role of industry "system for all systems" and all the networking, local and remote integrator. Understanding all of the ramifications of gateways and ISO Datapoint is the only vendor with a aspects of the above issues is models. It won't be easy. But compatible network interface being important if we are to take that role. someone did it, or part of it, for actively used. The RIM chip is now Some excellent reading on the ARP ANET and it can be done. Users licensed and publicly available. With general subject can be found in James will see to it. the chip and the transceiver array, Martin's "Computer Networks and any vendor can implement an Distributed Processing". 0 ARCNET and "Industry Standards" ARCNET interconnect that is low in Xerox would like to see Ethernet as cost and complexity. Going back to Bob Harris an industry standard. Wang is our discussion about the ISO model, Ext. 5212 treating WangNet as a Wang system that's Layer 1 compatibility (for I Data CIYTn1nunications, May 1982.
increased possibility of being name for company identification. This RMS Orders Withheld incorrectly processed or shipped. makes the matching process between Pending Class What If They've Already Attended attendee and order difficult and thus Class? causes some orders to be held even Attendance If your customer has already after the customer has fulfilled the fulfilled Datapoint's educational educational requirements. Datapoint policy states that first requirements, please notify either Buy Now, Train Later time RMS users must attend a Product Marketing or Software Another situation that can cause Datapoint-sanctioned training class Services with a written notification orders to be held is if the customer has before software will be released. This giving the customer's company name, ordered RMS software in conjunction is due to the complexity of the RMS the attendee's name and the date and with a hardware order but does not software. Because of this policy there location of the class. plan to attend class for several have been several orders for RMS Very often, attendees are from a months. If this order is to be left on that have been placed on hold pending branch or subsidary of the company hold, a written notification must be the customer's attendance at RMS purchasing the hardware; when submitted to Product Marketing or to class. These orders must be cleared Customer Education verifies class Software Services expressing this. up, as held orders can cause customer attendance, they use the attendee's Orders for RMS that are left on hold satisfaction problems and the subsidary company name or branch continued on page 9
Product Update:IEO continued from page 5 country. This version allows message features you want to see. By the way, traffic exchange with ARC lEas did you know that MP interfaces to into the HELP list (through workstations, remote lEaS CBG and WP very nicely? Ask your COMMON/LIB). workstations, remote teletype MSS/MSR about it, or give me a call. On properly-equipped 8600s (with terminals, and domestic Telex and Compared to the offerings made by the KDS option), boldfacing and TWX terminals. It interfaces to lEaS other companies, we are still the most underlining are displayed on the through message services. In the near complete vendor when it comes to screen for the DISPLAY and HELP future, EMS 1.4 will add the ability to office systems. We're working closely commands. IEOS/RMS 3.2 supports communicate among several ARC with the development folks to bring the 3800 processor. networks, through the use of multiple you the kinds of things you want to EMS network controllers. see in these products. Keep telling us EMSIDOS what you want us to give you. We're The current network controller MP/DOS here to help you sell.D software is version 1.3.2, which has Multiplan * D 1.1 has been a been running well on corporate EMS smashing success. We are getting Scott Cannon for some time. It is also being used by some very good feedback from you Ext. 7151 a number of companies around the and your customers about the -Multiplan is a trademark of Microsoft, Inc.
Datapoint Marketing News 8 For Internal Use Only Multiplan Update: How to Use Linked Worksheets One of the most important features option only when you are referencing have been (WORK1982 TOTAL + of Multiplan is the ability to pass area intersections rather than single SALES)xllO%, or any other information from sheet to sheet. This cells (such as YEARTODATE COL4). formula. process, called "linking," can be kind 3) If you had more cells to export, Okay, now how about unlinking oftricky. The purpose ofthis article is you would repeat steps 1 and 2 as worksheets? Suppose I no longer have to give a real example showing the many times as needed. a need for the information from steps you take to link and unlink 4) TRANSFER SAVE WORK1982 WORK1982. I can't seem to get rid of sheets.
Datapoint Marketing News 9 For Internal Use Only Finally, you can stop drawing configurations on the backs of Configurations Go Graphic napkins at restaurants. Or spending hours trying to make those With New Design Kit configurations look good for a presentation. Or fumbling for the best way to convey the Datapoint concept of networking to a skeptical prospect. Now you've got a powerful new sales tool that practically sells the Integrated Electronic Office by itself... The Design Kit. The Design Kit is a positive way to get your prospect involved, excited about "building" his own network. You can suggest configurations based on your knowledge of the prospect's needs. Use it to quickly build a full- color presentation tailore dexactlyto the situation. Leave it behind for the prospect I .-r- and his staff to build I their own configurations Then you can go back fo r the sell. It makes a complex idea easy to "see." Together, you and the prospect use the r- l- I big grid sheet and sheets I of peel and stick symbols to match a Datapoint The peel-back, stick-{)n symbols are actual system with their representations of Datapoint equipment. specific needs. Accurate in color and roughly to scale, they're easy to manipulate and can be lifted and re stuck numerous times.
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Datapoint Marketing News 10 For Internal Use Only The 5 simple steps you follow clarify and drive home the Datapoint networking concept. The legend gives you a fast reference for every piece of equipment in the kit. And when you show the prospect how to connect all those pieces, it's a real show-stopper. This piece of marketing literature won't be thrown in the trash a few days after you've come and gone. It's short, a fast read and attractively illustrated. Designed and packaged to help you inform, sell, cross-sell and re sell, The Design Kit is one of the most exciting sales aids to come along.
I The 2-page legend contains brief descriptions of all the components found on the symbol sheets 1 to help match equipment to requirements for r capabilities and capacity.
Ordering Information Order full kits or additional components from Software Services, x7912 or x7320.
61327 Complete Design Kit (includes 8-page folder, 1 page each of all symbol sheets, and 1 22"x33 1/2" folded grid sheet...... $6.00 ea. Symbol Sheets, each 10 sheets/pkg .. $2.03/pkg. 61328 Processors & Workstations 61329 Storage Media ') 61330 Impact Printers 61331 Communication Links 61332 Telecommunication Management Products 61333 Telephone Instruments 61334 Printing & Graphics Systems 61335 Grid Sheets, 22"x33 1/2", folded (Pkg of 10 grid sheets) ...... $.91/pkg.
Datapoint Marketing News 11 For Internal Use Only talked about is now a reality and ISX: Sales Strategy installed at the first customer. If the customer really wants an ISX but needs to submit RFPs fo r As the first deliveries and single system. No other single switch competitive bidding, help him write installations of Datapoint's has that growth potential. them so that our unique features are Information Switching Exchange This flexibility is mandatory as data stressed. If you receive an RFP that (ISX) occur, both customers and switching becomes increasingly you did not help write, be assured that employees are becoming increasingly important. The voice switch must be some other vendor did, and getting interested in the system. The product cost-justified today, yet also be able the order for Datapoint will be much has recently been getting good to expand over the next few years more difficult. Be careful not to waste coverage in trade journals. to accommodate the universal applica your time; consider sending a polite The demonstration of Version 1 at tion of automated office functions. no bid response to the prospect. the recent ICA (International Because this information traffic cop However, you may want to respond Communications Association) show is vital to the customer's business anyway as an investment in future (see related story page 5) was very operation, it must be reliable. The hot sales. The particular bid may not be well received. Many firms are excited standby redundant spares, winnable, but the customer or by the concept of the switch and want sophisticated self-diagnostics and consultant may have other future to know more about it. They are unique two-way remote maintenance locations perfect for the ISX. Your literally flooding sales offices with capabilities ensure that the ISX will response will help lay a foundation for requests for proposals, often asking continue to function with a minimum future bids tailored for us. Consult very detailed questions on ISX's of down time. with your manager and use your design, operation, and performance. All of these capabilities describe a resources wisely. Sales people, seeing a significant third generation PBX, a significant FORTUNE 1,300 PILOT revenue opportunity, are frantically advance in design over today's less PROJECTS. Seek the major chasing after these requests. But sophisticated switches. industrial and financial corporations many have been overwhelmed, ending Potential Customers in your territory, preferably in the up pursuing accounts that we have no major cities where we can get good hope of ever actually selling or The most successful ISX sales targets include: exposure and easily bring prospects to installing. Some have even given up reference customers who can demo trying to sell the ISX altogether. • Datapoint Users • Fortune 1,300 Pilot Projects the switch. Although other established Find a location that will fit Version 1 products can provide immediate sales, • Financial Institutions and Other Common Carriers size and feature availability as a pilot you need to start the flow of ISX project for the company. Upon the orders. This will give you and your • Version 1 Applications • Voice Now / Data Later successful evaluation of that region a start on the learning curve as installation, we can then expand to well as providing a base of reference • Solution Oriented / Financial Sales other, more complex locations. accounts for future sales. This article FINANCIAL INSTITUTIONS is intended to help you to separate the DATAPOINT USERS. Even AND OTHER COMM ON potentially winnable sales situations though Datapoint has been in the CARRIERS. These particular from those that will be unproductive, telecommunications market since and waste your time and regional 1976 (with Infoswitch/LDCS) and has resources. installed over 1,200 systems, the ISX is a new product. It is a more A Third Generation PBX sophisticated technology with The ISX was designed to be an complex installation, support, and integral voice/data PBX, the maintenance requirements. We have supercontroller of the Integrated the resources and experience to Electronic Office. Just like Datapoint develop and install it since our CMP pioneered the concept of dispersed product line has evolved step-by-step data processing, the architecture of to prepare us for the ISX. the ISX is one of dispersed switching. There will always be skeptics until The "mainframe" PBX has been we have an installed customer base. broken up into modular switching Therefore, the easiest sale will be to units (RSUs) that can be placed existing Datapoint users who are remotely from the central site and still familiar with our products. function as a single system. The Pay particular attention to modularity also allows easy, cost following up the Test Marketing effective incremental growth from contacts made prior to the The "mainframe" PBX has been broken up 100 ports (telephones, trunks, and announcement in April 1981. Let into modular switching units (RSU's) that still business machines) to over 20,000 in a these people know that the system we junction as a single system.
Datapoint Marketing News 12 For Internal Use Only ISX:Sales Strategy continued from page 12 ignore the need for integral voice/data product and industry is complex and switching much longer. He's got to overwhelming at first. Have the self industries have been the most plan for the future; ISX is the way to confidence to go out, give your own successful for early ISX sales. The go. He can order the voice switch sales presentations, and answer first four installations were, in order: today, get the installation settled customer's questions. You may not an insurance firm, a mortgage down, and become comfortable with know all the answers at first, but company, another insurance firm the operation of the system. Then it there's no better way to learn. and a bank. can be upgraded to Version 2 and in Sales aides such as a Generic ISX These institutions see deregulation easy, cost effective incremental steps, proposal, Sales Reference Guide, and bringing increased competition in data switching can be implemented. Feature Application Guide are in their once-exclusive market areas and No one else has the data processing production for release soon. But no product lines. They realize that fast, and telecommunications products and one will spoon feed you all the efficient, reliable communications of experience that Datapoint has. As a information necessary; you will have all types of information will be the key single source vendor, we can provide a to work to lay your own foundation. to providing better service - the key telephone system, local network, Start now with your first Version 1 to survival. word processing, electronic message ISX and you will be assured your OTHER COMMON CARRIERS capabilities, color business graphics share in Datapoint's future. D (OCCs) utilize the LDCS for its and more. in tegral data processessing SOLUTION ORIENTED / Thomas Kotras capabilities with ARC and low entry FINANCIAL SALES. As with our Ext. 5285 price. The ISX provides an upward other CMP products, the ISX is a expansion path with the most sophis solution oriented, financial sale. The ticated least cost routing package of problem we solve is the need to switch New CMP Pricing any PBX on the market today. both voice and data with a system VERSION 1 APPLICATIONS. Sell that's cost effective - not only to and Configuration what we can deliver: a voice switch purchase, but also to maintain. from 250 to 1,000 ports. Don't forget to include the cost of Guide Available The $1,000 cost per equipped port ownership. The ongoing moves, (including installation), first year changes, and additions charges soon These are the highlights of the warranty, and Infoset I station become the major expense associated latest version of the CMP Pricing and equipment, as well as the availability with a PBX. Most businesses change Configuration Guide (M/C 70301): of supplemental key telephone 10-20% of their telephones every equipment, makes the system price month. The addition of data terminals * Prices effective 6/1/82. very attractive. only compounds that problem. Our * Purchase price reductions on Don't get into a contest over who universal three twisted pair house LDCS systems approximately has the most features. There is wiring, the ability to respond to 15-25%. nothing to be ashamed about with corporate changes quickly, and the Version 1. The Inroute feature is a ease of that change with the DMS * Purchase price reductions on very powerful, pre-programed, multi mean that the cost of ownership of an ACD systems approximately 10%. step call forwarding table that no one ISX can be as much as 75% less than * Purchase price reductions on else has. And although large, multi conventional PBXs. Mini-ACD systems approximately lo cation PBXs with heavy data The way to prove that to your 40%. requirements may look attractive, prospect is with cash flow analysis. chances are you will be wasting your That's your financial sale. In a future * Installation rates for LDCS and time pursuing those leads. article we will provide you with a more ACD systems have increased. It's true that the ISX was ultimately detailed example of such an analysis. * Maintenance rates for LDCS and designed for that type of application, And even though many of our com ACD systems have decreased by but a shrewd businessman will stick petitors are scared and cutting prices approximately 50%. with a proven system. Get an installed below that level, the integral control * Lease rates for LDCS and ACD base of smaller switches; the larger features of the ISX consisting of the systems have generally been reduced. ones will" eventully fall into place. As DMS, accounting and traffic reports, with our other communications and sophisticated least cost routing * Model codes for Mini-ACD have management products, systems can means that Datapoint delivers a been corrected. be easily upgraded to Version 2 price/performance ratio that no other * Software for ACD version 4.1 has features and size. vendor can match, even with optional been unbundled from the system and VOICE NOW / DATA LATER. If call detail recording equipment. should be ordered on a separate your prospect wants a voice only software order schedule. switch, he will not buy an ISX. Other ISX and the Future of Datapoint switches have been doing In the next few years, ISX sales * Previously announced price that job with more features than will contribute a significant portion increases for SMDR's are included. D Version 1 for a long time. of Datapoint's revenue. If he doesn't already know it, Now is the time to position your Tom Wallace convince your prospect that he can't self for a share of those sales. The Ext. 5365
Datapoint Marketing News 13 For Internal Use Only 1550: A Personal or Professional Computer? With the new prices for 1550 discount on quantity 26 plus, we are that the diskette storage is not systems, have we changed our market right back in it. Try to sell in quantity. comparable to the 1550's diskette strategy? The answer is yes and no. At $4315 quantity 26 we can storage. If diskette storage were As before, the 1550 is a store and definitely compete with what other equal, we would be even more forward device used in remote loca vendors have to offer. competitive. 0 tions to do data entry and to transmit When comparing the 1550 to these Jim Whitehouse data to a host. Also, we market it as a personal computers, keep in mind E xt. 7151 very powerful small business computer in the stand-alone mode. Professional Computer The new prices have really enhanced the existing market WANG- DISPLAY strategy, and these price changes SYSTEM WRITER WRITKR IBM DECMATE have expande d. the sales BASIC: MEMORY 96K HiOK 64K 64K opportunities into the "professional" STORAGE 0.2MB 0.25MB 1 MB 1 MB computer market. This market is 1 Drive 1 Drive 2 Drive 2 Drive defined as professional corporate OP/SYS CPIM OS178,$1600 DOS personnel desiring the ir own COS-3 1O,$4,600 CP/M BASIC PRICE $6,400 $5,095 $6,595 $5,750 computer for business use. ME MORY 96K-128K 160K-265 64K 64K-96K What are the specific differences DISKETTE .2MB-.5MB .25MB·2MB 1MB·2MB 1MB·8MB between "professional" and EXT.PRICE None $1,100 $4,150 $3,000 DISK None None None 10MB-40MB "personal" systems? The following (Removable) table explains. COMM TTY,3780 TTY,3780 TTY Too many to list PRICE FREE Personal Professional CONCURRENT Yes Yes No y es WP Yes Yes Yes Yes Unstructured" Structured" SERVICE Wang IBM DEC Datapoint Cash and Carry Vendor Installed LANGUAGES BASIC None BASIC FORTRAN Depot Service On-site Service FORTRAN BASIC Purchase Only Purchase or Lease DATABUS Limited Software Two Operating Systems Single User Multi-Terminal Networking Data Communications Personal Computer IBM XEROX DATAPOINT Expandable SYSTEM APPLE III TRS80 II PERSONAL 820 1552
BASIC: ·Unstructured vs. structured MEMORY 96K 64K 64K 64K 64K means the "personal" system is not STORAGE .1MB .5MB .2MB .5MB 1MB 1 DRIVE 1 DRIVE 1 DRIVE 2 DRIVE 2 DRIVE shared by others. Since it can not OP/SYS SOS TRDOS OOS CP/M DOS communicate on-line to another CP/M CP/M-86 $200 CP/M system, software which is enhanced BASIC PRICE 4,240 $3,899 $3,005 $3,795 $5,750 can not easily be shared by others QTY 26+ with the same equipment. Structured $4,315 implies that one account can control MEMORY 96K·128K 32K·64K 16K-256K 64K 64K-96K software enhancements to the better DISKETTE .lMB-.6MB .5MB-2MB .2MB-.3MB .2MB-.5MB 1MB-8MB EXT.PRICE $575 $1,150 $575 NONE $3,000 ment of all. This is accomplished by DISK 5MB 8MB NONE NONE 10MB-40MB networking. The other elements are (REMOV ABLE) self-explanatory. COMM NONE 3270,3780 NONE TTY Too many How do we stack up in the to list PRICE $995 EA $200 FREE "Professional Marketplace"? The CON· following lists the primary CURRENT YES NO NO NO YES competition, and you can see that we WP YES YES YES YES YES SERVICE DEALER DEALER DEALER,IBM XEROX DATAPOINT offer more features and very LAN- competitive prices. GUAGES BASIC BASIC BASIC BASIC FORTRAN With all this good news, how do we STD $199 $125 COBOL COBOL BASIC rate with the "Personal" Computer? $299 $700 The answer is, " not too badly." As ASSEMBLER DATABUS you will see, our quantity one price $249 FORTRAN puts us out of the game, not just out of $299 the ball park. However, with the 25%
Datapoint M arketing News 14 For Internal Use Only any workstation without having to get RMS Success: up and go to the printer. Glenda Cochran commented that Custom Computing their local Datapoint office Custom Computing of Kilgore, about liz the disk space as it did under has been responsive to their Texas is a software development DOS, according to Custom comments, questions, and problems. house specializing in business Computing's newsletter CC Update. They also like the timely notification application products and custom They attribute this primarily to the they receive when a new RMS release programming. The company has used difference in the number of sectors in is available. Datapoint equipment since 1976 and the minimum file size. Their programs Custom Computing is now is a very active Datapoint use extensive includes for file 110. converting all of their application representative. Prior to forming the Each include is a small text file. In software packages to RMS. Their company the owners, Bob and Glenda DOS, each file would take 24 sectors; current RMS offerings include Cochran, began their association with in RMS only 3. One application had accounts receivable, accounts Datapoint products with a 2200 in over 60 includes, and RMS saved over payable, general ledger, payroll, 1973. 1260 sectors. inventory, administrative educational RMS first entered Custom package, and computer aided Computing's world when the firm was • Access to the printer from any programming. where in the ARC. hired by a client to move They also offer a custom DATASHARE applications software programming service in RMS • The ease with which RMS allows DATABUSIDATASHARE, RPG, and from DOS to RMS. Custom complete separation of development, COBOL. All current development is Computing approached the task production, and testing tasks. aggressively, and by February 1981 done in RMS. They talk in terms of they had attended Datapoint's RMS • Elimination of the DOS restriction how easy it is to migrate from RMS to training and were in the thick of the on the number of file names on a DOS, and are fully committed to a task. volume. future with Datapoint and RMS. Custom Computing makes this Custom Computing was so One result they had not expected impressed with RMS's features that commitment as they fully guarantee was increased productivity from their all their software and do not charge they began using RMS for program development programmers. RMS as development. According to Glenda software maintenance fees. Their an operating system is very popular policy is, "We provide a warranty on Cochran, "Program development with the staff. It runs many tasks that under RMS has been very all our software products. If you they do frequently more quickly than should encounter a programming productive.' , DOS. The reduced disk space There are a number of features of error or bug, we will correct it without requirements mean they don't have to charge." 0 RMS that they especially like: interrupt their work to change disk • Reduced disk space requirements. packs often. Also print functions can Product Marketing ource code under RMS requires be initiated at the system printer from Ext. 7151 Value-Added Software Adds Information may be stored for later use in text files or on hardcopy. A Competitive Edge DATASCAN uses complete processing capabilities in 1) selection, Any software which provides customer additional, powerful 2) arithmitic, 3) sorting, 4) output, 5) n eded management and processing software and adds that "competitive security, and 6) control. Data files are ptions adds value to proposed edge" to our products which will defined to DATASCAN through a hardware. Datapoint opens the door often sway the customer to data dictionary which contains a Lo those software vendors with soft Datapoint. name for each data element used. ware products that can add value to Data Management Systems and Generally, dictionary creation is a ur hardware and help sell our Inforex have this type of Catagory III one-time procedure, but dictionaries products. software. can be revised at any time. Up to four Datapoint sells and supports three files can be accessed by one basic types of software: Category I is Data Management Systems' dictionary. System operation is user software written and supported by DATASCAN friendly and totally interactive. All Datapoint (lEOS, DATASHARE); DATASCAN is a powerful English user requests are made in a simple ategory II has been licensed from like information retrieval and report free-form English-like language. another company but is supported generatation system designed for the DATASCAN runs on all Datapoint solely by Datapoint (Multiplan). non-professional user. As a manage systems except 11XX and 22XX ategory III is software sold and ment tool, it puts information on series. DATASCAN is distributed and supported by companies other than existing data processing files in the supported by Data Management Datapoint for use on Datapoint hands of the manager for quick and Systems. License fees vary from systems. easy query and reporting without Category III software provides the modification to the existing files. continued on page 16
Datapoint Marketing N (JWS 15 For Internal Use Only Value-Added Software continued from page 15 easy to use application. Data entry data entry without high pro and report programs are easily gramming overhead. UDE (Universal $1850 to $6850, and maintenance fees generated by the system in a high Data Entry) provides powerful from $20 to $40 per month, depend level programming language. functions such as menu access, screen ing on the system_ Discounts are INFOBASE * is a dictionary formatting, table lookup and given to multi-user sites according to based system in which data generation and standard editing number of systems in use. More elements such as keys, fields and data capabilities. UDE is com information about DATASCAN may base documentation are defined. plete with user security and be obtained by contacting Datapoint Multiple files and screens may be operator statistic reports for Product Marketing or by contacting accessed through the diction supervisory records. Data Management Systems, David ary for inquiry, data entry or report UDE is menu-driven to provide Couchman (404) 455-1348), at 4630 generation. INFO BASE supports a easy and friendly operation . Georgetown Square, Suite 809, screen generator, similar to DSGEN Comprehensive prompts guide the Atlanta, Georgia 30338. (Datapoint's data entry and report user through initial screen Demo software and presentation generator program) and can support generation. No user programming is aids have been provided to most up to nine screens per one required as the system does the rest. regions. Reps and OEM's may also application. Completely interactive, UDE permits complete data modifica acquire DATASCAN from Data INFO BASE permits data modifi cation to any file and all screens Management Systems. cation and user security. contain easy to follow user prompts. INFO BASE allows complete field These Inforex software products Inforex Is Also Catagory III editing, interactive prompts and a require a minimum of 256K and UDE Although lnforex is wholly owned series of internal systems reports. requires Inforex workstations. The Data query and reporting can be by Datapoint, it is still a separate associated license fee of $10,000 per selective using a versatile AIM-like company, and as a seperate company, software product is decreased as the sells and supports its own software. inquiry aid known as CONFIRM. number of systems increase. lnforex can offer three very useful Interactive COBOL More information can be obtained software tools to Datapoint 6000 from Datapoint Product Marketing or series and ARC users. Also available through Inforex is a complete language processing system from your local Inforex sales office. Information Management incorporating ANSI COBOL All prospective customers must be The first is a high level standards with some extended registered as both Datapoint and information management system that features. Multi-user COBOL will run Inforex salespeople can have ISV permits the user to create, format and pre-packaged software programs associated with each sale. 0 manipulate data in an interactive, compatable with COBOL used on Lee Hollow other systems with minor Ext. 7151 modification. Multi-user COBOL Cables and Connector applications can be executed in either 'INf OBASE is a trademark of Infopro Services Inc. Kits Included with an interactive or batch mode, while any combination of jobs run Printers simultaneously. Multi-user COBOL lets the user execute and write All shipping lists for current printer COBOL programs concurrently. Marketing products now include the necessary cable and connectors kit. Data Entry Serial printers will be shipped with Inforex provides a third piece of Support the 0555 Universal Serial software designed for fast and easy Cable/Connectors Kit. The 0555 Materials consists of ten feet of three twisted pair cable and assorted connector Serial Option for pairs to accommodate all serial Design Kit, Document No. 61327. printer connections (i.e. ICA's, 9257/9258 Printers MPCA's, Serial Interface Printer 8600 Product Specification and Ports, etc.) The instructions for The serial option on the 9257/9258 Hardware Reference Manual, assembling the cable are included in is available even though it was not Document No. 61115. the kit. included in the latest edition of the The parallel printers are shipped U.S. Price Schedule. Color Business Graphics User's with eight feet of 110 cable. The serial option, model code 0140, Guide, Document No. 50651. Additional cables may be ordered is ordered as 9257/0140 (300 LPM) separately for applications requiring and 9258/0140 (600 LPM) and is a no Customer Service Brochure, longer lengths. 0 cost factory installed option only. 0. Document No. 60779.
DebbiePena Debbie Pena Multiplan Mailer, Document Ext. 5191 Ext. 5191 No. 61326. Datapoint Marketing News 16 For Internal Use Only Software Release Summary
RELEASE SYMBOL DATE DESCRIPTION DOS UG OBJ MEDIA
ACMLli 2.1 3/31/82 ARC SDLe 3274 D 50686 :WHf>a CASS (I) EMULATOR/SNA BATCH UNIT EMULATOR
ARCSYS 1.3 4/19/82 ARC SYSTEM SOFTWARE D 9833 ALL 206f>3 10MB 20654 25MB 20655 60MB
CBG 1.2 3/25/82 COLOR BUSINESS GRAPHICS D 50651 9850 ALL SYSTEM 20653 10MB
EM3276S 1.2 3/9/82 SDLC 3276 EMULATOR D,G 50639 9851 ALL CASS (1) SSDD (1)
IE OS 3.2 4/15/82 RMS INTEGRATED ELECTRONIC RMS 50502 9853 ALL OFFICE SYSTEM 50652 AD 20653 10MB 20654 25MB 20655 67MB
INFOSWITCH/CASH 4/19/82 CALL ACCOUNTING SYSTEM D,G 50631 9840 ALL 1.3.1 FOR HOTELS 20652 2.5MB 20653 10 MB 20654 25MB 20655 60MB 20651 SSDD (7)
INFOSWITCH/ 4/1/82 INFOSWITCH / SHARE (HOST) D 50476 20675 CASS (2) SHARE MAINTENANCE RELEASE 60899 QRG 4.2.2
KEY18002.1 3/31182 1800 KEYBOARD DIAGNOSTIC D,G 50387-01 20533 CASS (1) 40353 SSDD (1) 40494 DSDD (1)
MINI-ACD I 4/1/82 MINI AUTOMATIC CALL D 50632 20823 CT(3) 1.1.2 DISTRIBUTOR 80487 DATA CT MAINTENANCE RELEASE
RMS 1.9 4/20/82 RESOURCE MANAGEMENT SYSTEM RMS 9829 ALL 9830 ALL 9831 ALL 9832 ALL 9835 ALL 9836 ALL 9837 ALL 20828 20MBCT 40468 DSDD 20834 10MBCD 20653 10MB 20654 25MB 20655 67MB
S15003.2 5/3/82 1500 SOFTWARE SYSTEM H 40291 SSSD (5) 40464 SSDD (2) 40456 DSDD (2)
T30lDG86 1.1 4/30/82 DIAGNOSTIC PROGRAM RMS 50687 20854 20MBCT FOR 9301 STORAGE 20855 CASS (1) SUBSYSTEM
T310DG86 1.1 4/30/82 9310 DISK DIAGNOSTIC D 50684 20852 CASS (1) FOR -USE ON AN 8600 T48lDG55 1.1 3/22/82 MULTIFUNCTION- COMUNICATIONS C,G 50690 20856 LGO (1) ADAPTER TEST 20857 SSSD (1) 40492 SSDD (1) 40493 DSDD (1)
·Please see the Release Form for more Model Code information on documentation and software.
AD = Addendum Lee Hollow QRG = Quick Reference Guide Ext. 7151
Datapoint Marketing News 17 For Internal Use Only Traditional Equipment
Model Model Code Description Maint. Install Price Code Description Maint. Install Price
Disk Systems Belt Printers 4520 5500 Proc, 5MB Sto rage (two 2.5MB Wanco 272 700 12225 9212 11 5·240 LPM Printer, 132 Columns 103 195 3900 Drives, 1 fIxed, 1 removable cartridge), controller, 92 14 132 Col Pri nter, 230·340 LPM 120 195 4300 multiport interface Freedom Printers 4530 5500 Proc, 48K, Dual Disk and Controller, 361 800 16000 92311 80 CPS Freedom Printer, Serial or Parallel 51 195 1050 20MB , Multiport Comm Adaptor 9232 1090 Option, Serial Interface Upgrade 195 150 4540 5500 Proc, 50MB Disk Storage, Controller, 558 1000 18500 1091 Option, Parallel Interface Upgrade 195 450 Multiport In terface 300 LPM Drum Printers 4620 6600 Proc, 5MB Disk Storage, Controller, 267 700 14500 9280 Printer·64 Char/S ingle Channel Vertical 140 195 6000 Multiport Interface Form Control 9281 Printer·96 Char/Single Channel Vertical 155 195 6000 4640 6600 Proc, 50MB Disk Storage, Controller, 628 1000 19950 Form Control Multiport Interface 600 LPM Drum Printers 4644 6600 Proc, 50MB Disk Storage 623 1000 19950 9260 Printer·64 Char 200 195 9500 Controller, RIM 623 1000 19950 9261 Prin ter·96 Char 200 195 9500
4740 256K Proc, Dual Disks and Controller, 64 4 1000 23500 Matrix Printers 50MB, Multiport 9621 160 CPS Printer, Serial 42 195 1875 9622 160 CPS Prin ter, Parall el 42 195 2100 4745 ARC File Proc, 256K, Dual Disk and Controller, 639 1000 23500 50MB, RIM Adaptor 45 CPS Prin ters 9601 45 CPS Char Printer Serial 45 195 3300 Diskette Systems 9602 45 CPS Char Prin ter Parall el 45 195 3700 lI31 Diskette 1130 Proc, 1 Drive 78 195 1600 lI32 Diskette lI30 Proc, 2 Drives 102 195 1800 Datastation Terminals lI33 Diskette 1130 Proc, 3 Drives 124 195 1900 3601 Dalastation termin al 25 35 995 lI34 Diskette 1130 Proc, 4 Drives 150 195 2000 8200 Datastation termin al 18 20 11 00 lI74 Diskette lI70 Proc, 4 Dri ves 158 195 4300 9389 Diskette Extension 195 300 Comm Adaptors 3400 Acoustic coupler 18 25 200 1500 Systems 9401 Comm Adaptor 20 25 200 1514 1500, 64 K, .25MB Single Dis kette Dri ve, 147 250 7500 9402 Co mm Adaptor 20 25 200 93 10 Cartridge Disk Drive 9404 Comm Adapto r 16 25 200
1515 1500, 64 K, .25MB Single Diskette Drive, 155 250 8200 9408 Datashare Modem, 1200 Baud Transmit, 18 25 200 9320 Cartridge Disk Drive 150 Baud Receive, Full Duplex
1536 1500, 64K Memory, Two Diskette Drives 78 200 4000 9409 Datashare Modem, 1200 Baud Receive, 18 25 200 (.5MB Total) 150 Baud Transmit, Full Duplex
1596 1500, 64 K Memory, 2 Diskette Dri ves, 120 200 5200 9420 Comm Adaptor 16 25 200 160 CPS Prin ter 9453 Comm Adaptor 16 25 200 9455 Comm Adaptor 24 50 200 1536/ 1500, 64 K Memory, 2 Diskette Drives, 129 200 5000 9460 Comm Adaptor 18 50 300 9231 80 CPS P ri nter 9462 Multi port Comm Adaptor 18 50 375 9450 Comm Adaptor 14 50 200 1543 Diskette Expansion Mod ule 33 195 1500 Tapes 1800 Systems 9581 9 Track Tape 1600 BPI 8.5 Inch Reel 11 0 195 4000 1802 1800, 64 K Memory, Removable Keyboard , 125 200 5000 2 Diskette Drives (IM BXI412), ICA 9583 9 Track Tape 1600 BPI 10.5 Inch Reel (Replaced by 9584) 1842 Diskette Expansion Module 39 195 1500 9584 9 Track Tape 1600 BPI 10.5 Inch Reel 134 195 9000 Processors 11 08 Cassette 11 00 Proc, 8K Memory 90 195 1500 Opt ions 2226 2200 Proc, 16K Memory 12 1 195 1500 5508 8K Memory Upgrade fo r 5500 195 250 5548 5500 Proc, 48K Memory 184 200 8000 Card Readers Cartridge Disks 9504 80 Col, 300 CPM , 11 5 VAC 65 195 2500 93 10 10MB Cartridge Disk Without 4·Port MPCA 80 195 6500 9505 Power Option fo r 9504 ,230 VAC 0 9320 10MB Cartridge Disk Wi th 4·Port MPCA 88 195 7000 NOTE: No charge when ordered with 9504 9367 Dual Disk and Controller, 5MB Console 99 195 4200 9368 Dual Disk and Controller, 5MB Freestand ing 99 195 4200 Multistation Adaptors 9369 5MB Dual Disk E xtensio n 79 195 3500 9470 4 Port Mult istation Adaptor 10 75 500 9471 8 Port Mult istation Adaptor 15 100 800 Disk Controllers and Drives 9370 Freestanding 25M B Mass Storage 205 250 6500 Drive/Controller 9371 25MB Mass Storage Drive E xtension 155 195 6000 9373 Console 25MB Mass Storage Dri ve/Controller 205 250 6500 Ad Schedule
Trade Shows Publication Date Ad Wall S treet Journal July 14 Systems That Work Together Now Computerworld July 26 ARCIISX Sept. 21·23 Telecommunications Association (TCA) San Diego Communications News July ISX·Talk Is Not Cheap Oct. 11 ·14 Information Management Expo (Info '82) New York City Telecommunications July ISX·Talk Is Not Cheap Oct. 17·20 Data Processing Management Assoc. (DPMA) Chicago Modern Office Procedures July ISX·Talk Is Not Cheap Oct. 27·29 Federal Office Automation Conf. (FOAC) Washington D. C. The Office July ISX·Talk Is Not Cheap
Datapoint Marketing News 18 F or Internal Use On ly Customer Education
Boston, Massachusetts San Antonio. Texas cont. July 12 Basic Word Processing Concepts and Operations August 16 Introduction to Datapoint Programming July 26 DATASHARE Attached Resource Computer August 16 Introduction to Datapoint Programming Disk Operating System August 23 Basic Word Processing August 23 Advanced Word Processing (DOS) August 30 DATASHARE Advanced DATASHARE September 12 Advanced Word Processing (DOS) Resource Management System September 20 Disk Concepts and Operations DOS SNAP September 27 Resource Management System August 30 Basic Word Processing Long Distance Control System Chicago, Illinois DATASHARE July 12 Introduction to Datapoint Programming September 13 Automatic Call Distributor Disk Concepts and Operations Resource Management System July 19 Disk Concepts and Operations Disk Concepts and Operations DATASHARE September 20 Basic Word Processing July 26 Advanced Word Processing Concepts and Introduction to Datapoint Programming Operations Disk Operating System August 2 Disk Operating System September 27 Advanced LDCS August 9 Basic Word Processing Attached Resource Computer August 16 Resource Management System Electronic Message System August 23 Disk Concepts and Operations August 30 Advanced Word Processing (RMS) San Mateo, California DATASHARE July 12 Disk Concepts and Operations September 13 Introduction to Datapoint Programming Resource Management System eptember 27 Disk Concepts and Operations July 19 Advanced LDCS July 26 Introduction to Datapoint Programming New York, New York Basic Word Processing Concepts and Operations July 12 Disk Concepts and Operations August 2 DATASHARE July 19 DATASHARE August 16 Disk Concepts and Operations Basic Word Processing Concepts and Operations August 23 Introduction to Datapoint Programming July 26 Introduction to Datapoint Programming Basic Word Processing Resource Management System September 13 DATASHARE August 2 Disk Concepts and Operations Disk Operating System August 9 DATASHARE September 20 Resource Management System Disk Operating System September 27 Disk Concepts and Operations August 16 Basic Word Processing August 23 Introduction to Datapoint Programming Seattle, Washington Attached Resource Computer July 19 DATASHARE August 30 Advanced DATASHARE Resource Management System Washington, D.C. ptember 13 DATASHARE July 19 Introduction to Datapoint Programming Basic Word Processing August 2 Introduction to Datapoint Programming ptember 20 Introduction to Datapoint Programming August 23 Basic Word Processing Advanced Word Processing (RMS) August 30 Disk Concepts and Operations ptember 27 Disk Operating System September 13 Resource Management System
Philadelphia, Pennsylvania Classes are subject to cancellation if minimum enrollment, 6 July 26 DATASHARE students, is not met. Notification of cancellation will be no later than 10 calendar days prior to class start date. an Antonio, Texas If you have a need for a class beyond this schedule please call, state July 12 Introduction to.Datapoint Programming your need, and we will attempt to place it on our next quarter's Disk Concepts and Operations schedule. Resource Management System Note: Effective immediately, registrations for all Customer Advanced DATA SHARE Education classes will be taken by Customer Education in San Basic Word Processing Concepts and Operations Antonio at 512·341·3268. Please call San Antonio for information July 19 Resource Management System regarding classes or to register. Attached Resource Computer July 26 Disk Concepts and Operations Disk Operating System Resorce Mangement System DATASHARE Basic Word .Processing Concepts and Operations Sales Education Basic LDCS Automatic Call Distributor August 2 Automatic Call Distributor Class Title Dates Disk Concepts and Operations August 9 Basic Word Processing Presentation Skills August 5·6 DATASHARE Advanced Sales School August 2-6
Datapoint Marketing News 19 For Internal Use Only Index to Articles Features Peripherals Configurations Go Graphic with New Design Kit ...... 10 Cables and Connector Kits Included with Printers ...... 16 Datapoint Shines at IC ...... 5 Join the Foreign Legion ...... 4 Datapoint Soars to #545 on Fortune 1000 ...... • . . . .. • ...... 1 Serial Options for 9257/9258 Printers ...... 16 ISX: Sales Strategy ...... 12 Sort Benchmarks on 5% InchDisk ...... 2 Local A rea Networks: An Update ...... 6 Roadshow Stresses Datapoint's Strengths ...... 1 News Briefs Seybold Publications: Datapoint is a Contender in WP ...... 2 Dutch H ospitallnstalls ARCfor Total Automation ...... 3 New CMP Pricing and Configuration Guide Available ...... 13 Software Multiplan Update: How to Use Linked Worksheets ...... 9 Departments Product Update: lEO Software ...... 5 Ad Schedule ...... 18 RMS Orders Withheld Pending Class Attendance ...... 8 Customer Education ...... 19 RMS Success: Custom Computing ...... 15 Support Materials ...... 16 Value-Added Software A dds a Competitive Edge ...... 15 Sales Education ...... 19 Software Release Summary ...... 17 Hardware Trade Shows ...... 18 A re You Sufferingfrom KeyboardJKeycap Syndrome? ...... 3 Traditional Equipment (Refurb) ...... 18 CBG: Stop the Rumors, Sell the Systems ...... 6 1550: A Personal or Professional Computer? ...... 14
The "D" logo, Datapoint, DATABUS, DATASHARE , DATAPOLL, LightLink, and Attached Resource Computer are trademarks of Datapoint Corporation registered in the U.S. Patent and Trademark D Office. AIM, Associative Index Method, ARC, EMS, INFOSET, Integrated Electronic Office, ISX, LDCS, Resource Management DATAPOINT System, RMS , ARCNET, Multilink, and SHARE are trademarks of Datapoint Corporation. D DATAPOINT Datapoint Marketing News Mail Station T41 9725 Datapoint Drive San Antonio, Texas 78284
Datapoint Marketing News is the monthly newsletter for Datapoint employees in the fields of marketing, sales, and support. Our goal is to convey vital marketing and product information throughout the organization. Editor: Claudia McNutt
Datapoint Marketing News For Internal Use Only INDIVIDUAL USER SUMMARY LONG DISTA PEF
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APR 01 In!"\l}111m Datapoint's ISXTM gives you Talk is not cheap. the information you need to make it more efficient.
Telephones make business work. They're fast. They're easy. Now you have a way to control the system and its costs. They're right at everyone's fingertips. And they're usually Datapoint's Information Switching Exchange ™ (lSX) gives efficient. But like everything else these days, they're not you a usable, understandable picture of your phone system cheap. Telecommunication costs have become one of busi at work, and the tools to make it more efficient. ness's fastest growing expenses. Who uses your phones and how ISX is an advanced, computerized PBX system. It can tell you things you don't know about phone use now; what extensions use the system most; when; which department's phones cost you the most; how long do customers hold; what lines are used; when are the peaks; and more. You can readily see if you're using too many lines, or too few. (Many companies find they're paying for leased lines they really don't need.) Power to change the system instantly Once you know the real demands on your system, you can modify it by simply entering commands on the ISX Man agement Console. In plain English. Quickly and easily. Push a few buttons and instantly rearrange extensions, change their class of service, or make a variety of other changes without supplier charges or delays. You can set up automatic routing of long distance calls to WATS, Foreign Exchange, tie lines, and common carriers. Your people won't have to dial any special codes. Tomorrow's office now The ISX can be your telephone PBX today, then, when you need it, handle connections between computers, word pro cessors, and other digital business machines. It can become the hub of your integrated information system. Yet it costs no more than a telephone-only PBX. ISX is one element of our Integrated Electronic Office'" , which also includes data processing, word processing, electronic message, and intelligent printing. To find out more about it and about our ability to meet your needs worldwide, write for a free ISX brochure. Datapoint Corporation, Corporate Communications, T41XX, 9725 Datapoint Drive, San Antonio, Texas 78284. Ca ll (512) 699-7059 or telex 767300 for the sales office nearest you. D DATAPOINT SYSTEMS THAT WORK TOGETHER NOW D DATAPOINT
USA HEADQUARTERS 9725 Datapoint Drive San Antonio, Texas 78284 (512) 699-7151
DOMESTIC SALES OFFICES ARIZONA ILLINOIS MINNESOTA OKLAHOMA WASHINGTON, D.C . Phoenix (602)264 -0330 Arlington Heights (3 12)956-8050 Minneapolis (612 )854 -4054 Oklahoma City (405)840-0050 (Arlington) (703)841-7600 CALIFORNIA Chicago (312)977-1470 (612)854-3287 Tulsa (918)664 -2295 Des Plaines (3 1 2)298-1240 (6 12)831 -2257 WASHINGTON Costa Mesa (7 14)754-7100 OREGON Seattle (Bellevue) (2 06)455-2044 (2 13)585-11 9 1 INDIANA MISSOURI Portland (Beaverton) (503)644-5575 Los Angeles (2 13)385-0395 Ft. Wayne (219)432-4 098 St. Louis (3 14)878-6595 WISCONSIN Oakland (415)632-8116 Indianapolis (3 17)872-4253 PENNSYLVANIA Milwaukee (414)453-1425 Sacramento (9 16)920-8743 NEBRASKA Ph iladelphia Wauwatosa (41 4)453-1425 San Diego (714)280-1484 IOWA Omaha (402)392-1213 (Bala Cynwyd) (215)667 -9 4 77 West Des Moines (515)225-9070 San Francisco (415)398-2888 NEW JERSEY Pittsburgh (412)788-4440 San Mateo (4 15)572- 1360 KANSAS Elmwood Pari< (201 )794-3570 TENNESSEE Overland Pari< (913)384-0990 COLORADO NEW YORK Knoxville (61 5 )69 1 -051 4 Memphis (901 )761-3080 Denver (303)696-8910 KENTUCKY New Yorl< (212)826-9507 Nashville (615 )361 -5981 CONNECTICUT Louisville (502)893-2531 (212)826-9545 East Hartford (203)568-3860 LOUISIANA (2 12)826-9582 TE XAS Rochester (Pittsford) (716)248-2616 Austin (512)835-9790 Stamford (203)358-0390 New Orleans (Metairie) (504 )831-8101 Syracuse (3 15)472-6642 Dallas (2 14)661 -5536 FLORIDA MARYLAND NORTH CAROLINA (2 14)661 -3895 Jacksonville (904)264-6935 Baltimore (301 )298-3060 Ft. Worth (Hurst) (8 17)284-1355 Charlotte (704 )527-5300 Miami (305)621-4335 Houston (713)680-8800 Greensboro (919)299-8401 Orange Pari< (904)264-6935 MASSACHUSETTS San An tonio (5 12)734-8982 O r1 ando (305)896-1940 Boston (Burlington) (6 17)273-5030 OHIO (Downtown) (617)542-4311 UTAH Tampa (813)879-82 16 Cincinnati (513)984-5057 Salt Lake City (801 )262-2975 GEORGIA MICHIGAN Cleveland (2 16)447-1290 Atlanta (404 )325-2212 Binningham (313)645-1610 Columbus (614)890-7686 VIRGIN IA (404)32 1-6936 (3 13)540-2400 Independence (216)447-1290 Richmond (804)285-86 11 Detroit (313)855-2900 Toledo (419)474-5766 HAWAII Honolulu (808)833-2110
EUROPEAN HEADQUARTERS London United Kingdom (0 1) 863-8311 INTERNATIONAL SALES OFFICES ARGENTINA EASTERN EUROPEAN HONG KONG MEXICO SPAIN Buenos Aires 34 02 13 OPERATIONS (5) 243 121 Mexico City (905) 540-6720 Madrid (1) 256 1405 Vienna. Austria (222) 83 1641 AUSTRALIA IRELAND NEW ZEALAND SWEDEN Sydney(2) 922-3100 EGYPT Dublin (1) 783 166 Auckland (9) 50 4099 Hagersten (8) 744 7600 Cairo 666-779 AUSTRIA ISRAEL NORWAY SWITZERLAND Vienna (222) 65 4796 FINLAND Tel-Aviv (3) 48326 1 Sandnes (04) 678055 Zurich 491 5646 Helsinki (0) 692 5011 BELGIUM ITALY THE PHILIPPINES TAIWAN Bru ssels (2) 3762030 FRANCE Milan (2) 659 7547 Makati Rizal (2) 877 294 Taipei (2) 768114-6 Paris (1) 687 3 1 24 BRAZIL JAPAN PORTUGAL THAILAND Rio de Janeiro (21) 240 5696 WEST GERMANY Tokyo (3) 264 6131 Lisbon (19) 562459 Bangkok (2)2825689 Hannover (51 1) 67971 CANADA REPUBLIC OF KOREA SINGAPORE UNITED KINGDOM Toronto (416) 4927400 GREECE Seoul 822 2603167 222 0177 London (01) 459-1222 Piraeus (1) 412 3471 -5 DENMARK MALAYSIA SOUTH AFRICA VENEZUELA Ballerup (2) 65 23 66 HOLLAND Kuala Lumpur 927366 Johannesburg (11 ) 39-5581 Caracas 2 2 13 386 PE Gouda 1820 29 4 55
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