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Computernews 1981 Aug15 2 Vol. 6, No. 19 August 15, 1981 C@mpaterNarketimg HP 250 SEO Support Services . 15 Englewood Grows Small Systems CmG Commercial NPT Is Coming! . 4 Sales Force . 15 Announcing The New Software OEM IND DSG/3000 Supports the HP 2623A Terminal . Credit Program . 4 MTS Supports IBM 3270 Terminals . 16 New Third Party Approval Application Forms and Procedures (US Only) . 4 How to Avoid the DSN/MRJE Blues . 17 C8D SEO Travel Policy Update . 6 European MM/3000 Rocket . " CsO CSO Welcomes New Marketing Team Members . 6 DTD Selling The New HP 2382A . 18 Te~hrrufl~alC@mpaters HP Terminals #1 . 18 DSD New DSD System Designer's Guide . 7 HP 2623 vs HP 2648 Comparison . 18 ATS/1000 Strategy White Paper . 7 New DTD Course For Systems Engineers . 19 Rm HP 12792A and 12040A Cable Fabriation . 8 HP 2250 Manuals and Video Tapes Available IYOW . 8 Peripherab DCD HP 9845 Upgrade Kits . 8 BSE Boise Bullets . HP 9845B Shielding by OEM . 9 Dm For the First Time ... One Product That Satisfies All Peripheral Storage HP 98034 Interface Anomaly . 9 Requirements . 20 Applications Stories Increase Sales . 9 Configuration and Ordering of the HP 7908 . 21 Third Party Disc Drives - United Peripherals . 22 ~US~@SS~@E~KI~&@RS GLD Choosing A Disc Drive For The HP 125 BCG ACCESS ... A Worthwhile Investment . 10 Business Assistant . 22 BCG- -rDP/3OOO Applications . IO Mass Memory Questions? Data Exchange AS Questions? . 23 C8Y HP 3000 Rated No. 1 Among 23 SDD HP 2623A and DSG/3000 . 23 Superminis and Mainframes . I@ The New, Updated Peripherals Product Brochure Is Available Now . New Options for Series 30 and 33 Upgrades 24 Effective September 1 . 11 Bertha Drafting Pens With the HP 7225 . 24 HP 3000 Series 44 Configuration Guide . Correction . .. .. 11 VCD Spotlight On The HP 2673A Intelligent . GSD GSD Announces the HP 125 . 12 Graphics Printer . 24 No Cost Option on HP 26318 Makes Any The All New HP 250! . 113 National Character Set the Primary Text Processing Software for the HP 250 . 14 Language ............................. 25 Graphics Application Software for the Factory Data Printer Field Upgrade Kit, HP 250 . 415 260946 #200, Available for Sales Demos . 25 HP 250 Joins the Distributed Systems HP 9871A Obsolescence on Network ...............................15 November 1, '81 . 25 On the Cover HP's newest business computers are the HP 125 Busi- gured with the HP 7908 DisclTape Drive, an entirely ness Assistant and Me enhanced HP 250 series. For new concept in peripheral storage. See page 20 for articles, see pages 12-15. Also, Me HP 250 is confi- details. For Internal Use Only Third Party News Announcing The New Commercial NPT Is Coming! Software OEM Credit Program By Norman ChoylCMG By Joe RodgerslCMG The long awaited introduction of the ing tour schedule. The European HP 125 Business Assistant, the HP and the ICON tour schedules will The new Software OEM Credit Pro- 250130, the HP 26236 low-cost start at the same time. Cees Slenters gram currently being implemented Graphics Terminal and the HP (HPSA) and Walt Reichert (ICON) will in the field underscores HP's com- 2382A low-cost Principal's Terminal announce the dates. Make the NPT mitment to developing financially will be formally announced to the dates on your calendar and plan to strong and independent OEMs. At field starting August 24. Below is the attend one of the most exciting new this time, the program is being esta- North American new product train- product introductions of 1981. blished for Business Computer Software OEMs in the US and will be effective on August 1, '81. Plans are North American NPT Schedule - Commercial being developed to make the pro- August 24-September 1 1, '8 1 gram available to Technical Compu- Team # 1 Team #2 Team #3 ter Software OEMs at a later date. The best quick introduction to the Aug. 24 Palo Alto St. Paul Manhattan program for both customers and HP 25 Santa Clara Seminars in Paramus SRs can be found in the brochure St. Paul Software OEM Credit Program 26 Seminars in Santa Farmington Hills Seminars in Overview (PIN 5953-2 189),and for Clara/San Francisco ManhattanlParamus Sales Administration, we recom- mend the brochuresoftware OEM 27 Lawndale Seminars in King of Prussia Credit Program Administration Farmington Hills Guide (PIN 5953-21 90). 28 Seminars in Rolling Meadows Seminars in Lawndale King of Prussia New Third Party Approval 29/30 WEEKEND Application Forms and 31 Fullerton Seminars in Rockville Procedures (US Only) Rolling Meadows By Joe RodgerslCMG Sept. 1 Seminars in Cincinnati Seminars in New OEM application forms and Fullerton Rockville procedures have just been de- 2 Open Seminars in Rochester veloped and are effective im- Cincinnati mediately. All the forms required are in stock at literature distribution and 3 Bellevue Atlanta Lexington are currently being distributed to 4 Seminars in Seminars in Seminars in field sales offices. The new proce- Bellevue Atlanta Lexington dure applies to both Technical and Business Computer OEMs who are 5, 6, 7 WEEKEND/HOLIDAY either signing up for the first time, or 8 Englewood Houston Montreal are renewing their present contract. 9 Seminars in Seminars in Seminars in The same form set is to be used for Englewood Houston Montreal both Hardware and Sobware OEMs. These new approval forms 10 Edmonton Richardson Toronto are required on all Business Compu- 11 Seminars in Seminars in Seminars in ter OEMs effective August 1. Techni- Edmonton Richardson Toronto cal Computer OEM applications must contain the new approval forms after September 15. Here is how the new procedure works: Computer News August 15, 1981 4 For Internal Use Only HP Computer Museum www.hpmuseum.net For research and education purposes only. The prospective Third Party candi- - OEMApplication Evaluation 5953-2186) (Additional In- date is presented either the Software Worksheet (P/IY 5953-2 166), formation section requested Supplier Application or the OEM Ap- prepared by HP SR. by HP to expedite approval, but not mandatory). plication forms to execute and re- - Software OEM Credit Evalua- turn. After completing the necessary tion Worksheet (PIN 5953- - OEM Application Summary OEM Evaluation Worksheets (for 2187), prepared by HP Branch (PIN 5953-2188), prepared by Business Computer OEMs only) and Credit Specialist. HP SR. Approval Summary, the entire pack- OEM Application Approval age is submitted to the Area Man- - Summary ('IN 5953-2188)9 ager for approval. The result of the The new procedure allows HP to ac- prepared by HP SR. Area approval will be a decision for curately profile both the marketing HP to consider the Third Party for For Technical OEMs and financial posture of OEM applic- one of three programs ... - All candidates must complete ants well in advance to help ensure a successful relationship. Software Development Agree- the OEM Application (PIN ment or Software Supplier or OEM Purchase Agreement THIRD PARTY APPROVAL PROCESS The new "CMG OEM Application Form" requests the applicant to supply a supporting business plan and a financial forecast. New Busi- ness Computer OEM applicants must supply this supporting data as requested. Existing Business Com- SUPPLIER APPLICATION puter OEMs who renew their current contract prior to October 1, '81, however, will be allowed to renew under the new procedures without supplying business plans and finan- cial forecasts. These supporting documents will be required, though, if the OEM wishes to apply for accep- tance into the Software OEM Credit Program. In summary, the procedure to be used with the new forms is as follows: For Software Suppliers - All candidates must complete the S.S. Application (PIN 5953-21 65) (Additional Infor- mation section requested by HP SOFTWARE DEVELOPMENT AND,oR pE&fq +$k!q to expedite approval but not fi mandatory). For Business/Commercial OEMs OEMs and Software Suppliers SoHware Suppliers only OEMs only Provldes lor Speclal Oua'tf~esfor HP Oual~flesto recelve - All candidates must complete Marketing lncentlves Software Merchandlslrlg OEM d~scounlson the OEM Application (PIN Exh~b~tsDl D2 lor OEMs Programs CMG producls Ex'l~bllsDl D2 and or D3 5953-21 86) (Additional In- and or D4 lor Sotlware Suppllers formation section required by HP for approval). Computer News August 15, 1981 For Internal Use Only 5 CSO welcomes Karen Grimes and CSD CSO Cathy Shea to its Sales Development Team ... SEO CSO Welcomes New Travel Policy Update Karen Grimes has recently joined By Cindy HummellCSD Marketing Team Members the Sales Development Team at HP has standardized its SEO Travel By Fran Jeffries /CSO CSO. Karen replaces Linda Ness as Policies. Having recognized the need Field Support Specialist for Neely to provide support consistent Sales Region. (Linda will develop throughout our Support Responsible CSO's sales support program for Offices (SROs), specific travel Southern Sales Region in addition to policies have been developed for pursuing special projects.) HP's System Support Services. A recent graduate of the University of SRO Descriptions North Carolina at Chapel Hill with a degree in Business Administration, Primary SRO: A primary SEO office Karen will provide a resource for the can supply all contractual services field and customers on supplies re- plus on-site consulting and on-site lated issues. training. Cathy Shea, a new Field Support Secondary SRO: Capable of provid- Specialist for the Eastern Sales Reg- ing only contractual services out to ion, will focus on increasing supplies 100 miles. On-site consulting and sales in her region, and serving as training are normally provided from liaison between CSO and Eastern the nearest Primary SRO. customers/field personnel. Coverage Hours: On-site and Cathy came to CSO from HP Labs phone-in consulting services are of- where she has worked on a part-time fered during the basic hours of basis since 1978, while completing coverage, which for most countries her degree in Marketing from San are as follows: 8am to 5pm, Monday Jose State University in California.
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