1 I I -IJ News m For HP commercial and technical sales reps worldwide May 15,1989
HP rewritable optical disk drive Changes the way you think about data storage
HEWLETT PACKARD For HP Internal Use Only Anne Morton Associate Editor Tracy Wester Computer News is published biweekly for Hewlett- Packard field personnel to help you sell HP solutions by organizing, summarizing, and highlighting sales and marketing information. Address editorial correspondence to Computer News, Hewlett-Packard Company, Building 16L, 3200 Hillview Avenue, Palo Alto, CA 94304-0890 USA, COMSYS 0000. Distribution information The Roster system is used for the distribution of Computer News. To change or add a name, indicate the type of request: addition, change, or deletion. For address changes and subscription requests, send an HP Desk message to your appropriate Roster contact stating that you want to receive Computer News and providing the following information: (1) employee name and title, (2) employee number, (3) entity name, (4) entity number, (5) building number and mailstop, (6) manager's name, and (7) manager's employee number. If you are an employee in the field and a new addition to Roster, also provide: (1)job codes, (2) specialty codes, and (3) publication codes. For help in selecting the appropriate codes, contact your district manager or Roster contact. Employees in U.S. and European divisions should send address changes or subscription requests via HP desk to Worldwide RosterlHP0000153. Employees in Intercon (both field and divisions) should contact Lynn Metrulasl HP1800102. If you work in the field, you can find out who the Roster contact is in your area by sending an HP Desk message to Roster ContactslHP0000153. You will then receive an automatic answer listing worldwide Roster contacts. If you have any further questions regarding Roster, send an HP Desk message to your Roster contact or to Worldwide Rosterl0000153.
On the cover cO?pmrMn The HP Series 6300 Model 650iA rewritable optical disk drive is a direct-access secondary storage device that fills the gap between high-performance hard disks and low-cost tape storage systems. It packs 650 Mbytes of information on a single 5%-inch rewritable optical
2 Computer News For HP Internal Use Only May 15, 1989
HP Computer Museum www.hpmuseum.net
For research and education purposes only. In This Issue
Table of Contents Computer News is organized into mavket-focused -- categmies to help you sell integrated solutwns.
MARKETING & SUPPORT NEWS PERSONAL COMPUTERS 5 General 20 Portable Worldwide Marketing Information Network HP Portable PLUS discontinuance announcement Sales Response Center's top five questions from the field 27 Desktop 6 Major Accounts HP Vectra ES112 PC price changes Experience HP manufacturing's best practices via a new video TECHNICAL SYSTEMS 7 Value-Added Channels 22 Marketing News Softool Corporation releases Change and Configuration New Designcenter magazine available Control for HP 9000 systems The computer industry comments on Hewlett-Packard: ASAP support line helps win large university deal a new industry brief HP workstiltions are lauded in Digital Review article 9 Customer Support Use NLS to gain an advantage over Sun and other New Software Support Program on schedule for rollout competi:ors INFORMATION SYSTEMS 23 Computers and Workstations HP 9000 Series 500 HP-UX software update 10 General HP 9000 Model 840s to be discontinued HP 3000 Series 955 now supports up to 160 Mbytes Introducing Hi-Li self-paced training 24 Industrial Automation HP's Usage Fee Program expanded for MPE XL upgrades ATA releases Quality Tracking System HP 3000 beats IBM AS1400 in manufacturing environment 25 Design Systems Creative Health realizes great performance gains w~th 68000 family debuggerlsimulator on HP 9000 HP 3000 Series 925 Series 800 cornputers Valley Presbyterian Hospital upgrades to HP 3000 New electronic design automation sales tools Series 950 systems 12 Office Systems NETWORKS 8t PERIPHERALS DSGIV Graph User Interface available 27 Mass Stori3ge LAN Launch XL direct-mail campaign HP fires first shot In the rewritable optical marketplace LAN Launch XL watches available for timely ~nstallation The right customer for the HP Series 6300 Model 650lA R:Base discontinuance rewritable optical disk drive OSFIMotif forms base for HP NewWave on UNlX systems HP Series 6300 Model 650lA rewritable opt~caldisk drive ISV applications for HP NewWave in 1989 ordering ~nformation New HP NewWave GIM and videotape New products aclded to Mix 'n' Match program HP NewWave Bulletin Board Service for systems Tape dr~vepayback worksheet available on HP Desk engineers New consignment price for HP 7958A HP NewWave library added to CompuServe's tip Forum 30 Printers 7 6 ~anufacturi-ngApplications 2-Mbyte upgrade kit for HP LaserJet, LaserJet PLUS, and HP Materials ManagementIAdvanced Version mailing LaserJet 500 PLUS printers to be discontinued to North American MPD customers 30 Plotters 7 7 Vertical Markets New take-~preel and suppl~esfor HP 7600 New retail VABs Series plotters Retail Solutions Catalog available MICRO CADAM support includes HP DraftPro DXL and RETAIL TRENDS EXL plotters Distribution industry reprints available The Distribution Report COMPUTER Progressive Moves conference HP DIRECT. phone numbers DRC closes deal at Wang's International 32 MTI beats IBM with HP-PA
May 15. 1989 For HP Internal Use Only Computer News 3 In This Issue
Product Index For your convenience. the Product Index organizes articles by computer and peripheral category.
PERSONAL COMPUTERS Sales Response Center's top five questions from the field . . 6 Sales Response Center's top f~vequestions from the field . . 6 LAN Launch XL direct-mail campaign ...... 12 Softool Corporation releases Change and Configuration LAN Launch XL watches available for timely installat~on ..... 13 Control for HP 9000 systems ...... 7 ...... R:Base d~scontinuance...... 13 ASAP support line helps win large un~versitydeal 8 The computer rndustry comments on Hewlett-Packard: HP Portable PLUS discont~nuanceannouncement ...... 20 a new ~ndustrybrief ...... 22 HP Vectra ESll2 PC price changes ...... 21 HP workstations are lauded in Digital Review article .... 22 Use NLS to gain an advantage over Sun and other HP 1000 competitors ...... 23 ATA releases Quallty Track~ngSystem HP 9000 Series 500 HP-UX software update ...... 23 HP 9000 Model 840s to be discontinued ...... 24 HP 3000 ATA releases Quality Tracking System ...... 24 Sales Response Center's top frve questions from the field .... 6 HP fires first shot in the rewritable optrcal marketplace ....27 HP 3000 Series 955 now supports up to 160 Mbytes ....10 The right customer for the HP Series 6300 Model 650lA rewritable optical disk drive ...... 27 Introducing Hi-Li self-paced training ...... 10 HP Series 6300 Model 650lA rewritable optical disk drive HP's Usage Fee Program expanded for MPE XL upgrades ... 10 ordering information ...... 28 HP 3000 beats IBM AS1400 in manufacturing envlronment ... 11 Creative Health realizes great performance gains w~th NETWORKS HP 3000 Series 925 ...... 11 Valley Presbyterian Hospital upgrades to HP 3000 LAN Launch XL direct-mall campaign ...... 12 Series 950 systems ...... 12 LAN Launch XL watches available for timely ~nstallation ...13 DSGIV Graph User Interface available ...... 12 LAN Launch XL dlrect-mail campalgn ...... 12 MASS STORAGE DEVICES LAN Launch XL watches available for timely installation ....13 HP fires first shot In the rewritable opt~calmarketplace DRC closes deal at Wang's International ...... 18 The right customer for the HP Ser~es6300 Model 650lA MTI beats IBM with HP-PA ...... 19 rewritable optical disk drrve ...... HP Series 6300 Model 650lA rewritable opt~caldisk drive ordering information ...... New products added to Mix 'n' Match program ...... Tape drive payback worksheet ava~lableon HP Desk ... New cons~gnmentprice for HP 7958A ...... PLOTTERS New take-up reel and supplies for HP 7600 Series plotters ... MICRO CADAM support includes HP DraftPro DXL and EXL plotters ...... PRINTERS 2-Mbyte upgrade kit for HP LaserJet. LaserJet PLUS. and LaserJet 500 PLUS ~rintersto be discontinued ....
4 Computer News For HP Internal Use Only May 15. 1989 MarketingL & Support News
below, individual classes include company, industry GENERAL class, and sales channel, among others. WIN: Worldwide Marketing Information Network IilobalData Model Judy KincaidlCor~ Customer Investment
Looking for a better understanding of Hewlett-Packard's contacts products costs customers and competitors - and a way to measure the channels effectiveness of the company's total business worldwide? Help is at hand. Corporate Marketing Administration has the charter to create a coherent network that collects information from
a variety of sources - both inside and outside of HP - cornpeti:ors and relays it in a standardized form to users throughout winiloss geography revenues the company to adapt for their marketing information I needs. Market Return For the past year, a development team at Corporate Marketing Administration Systems has been developing the system model of a Worldwide Marketing Information The following diagram shows our overall marketing sys- Network (WIN). An obvious requirement up front has tem architecture. Fc~rdata input, WIN will draw upon been to establish the architecture - fields, definitions, external sources and existing internal transaction sys- codes, and standards - that will be used consistently tems: order-processing systems (such as HEART and by everyone, both for data input and by business teams COCHISE), product./price tracking (such as PRIME), drawing upon the central database for use in analysis and customer tracking (such as CISYS). Information and planning. from WIN will be supplied to users through a number WIN is being built in pieces. Some of the pieces will be of delivery systems. built by the WIN group. Some pieces are being built by other HP systems organizations with WIN providing co- Worldwide Marketing lnformation Network ordination. The major effort this first year has been to collect information from various company sources such as customer files and U.S. Field Operations' contact da- tabase, along with Dun & Bradstreet, and to link them for the first time with a new identifier called a SITE-ID. The master SITE file contains demographic information (such as size, industry, location, and "family") on a com- pany whether or not it is a current customer. Some of the key information is already available and being used 1 COP by marketing and sales managers. By using the site as I Or$,,,7~.,,! I kTl80,W an identifier, information on a company will not be lost if the order-processing customer number changes over time. SITE-ID capability is being added to our Express reporting system so that all orders for the same site can be linked - no matter how many order customer num- bers are used. When fully integrated, the WIN data "warehouse" will Delivery systems include the Express system at Corpo- contain 28 major data classes in four global categories: rate for centralized reporting, Sales Order Statistics customer, market, investment, and return. As shown (SOS) and Business Information Center (BIC) Systems for factories, and Sales Analysis System (SASY) for local field organizations. To obtain more inforimation, contact Judy Kincaid at 415lTelnet 857-2334 or via HP Desk 0000107.
May 15, 1989 For HP Intel.rial Use Only Computer News 5 Marketing & Support News
Sales Response Center's top five Officeshare What is the difference between OfficceShare link products questions from the field for the HP Vectra PC? Lynda Brunwasserl USSC D1801A: ARPA ThinLAN IinklVectra The following questions were the most asked for last D1802A: StarLAN 10 1inklVectra month. Reading through these questions and answers D1808A: Enhanced StarLAN 10 card (new version may save you a telephone call and valuable time. of D1802A) HP Vectra LS112 laptop PC 50927F: ThinLANIVectra PC link How do I get the bus expansion chassis for the HP Vectra LSI12 laptop PC? HP has decided not to distribute the HP Vectra LSI12 laptop PC expansion chassis and numeric keypad. Cus- tomers will be able to purchase the expansion chassis MAJOR ACCOULITS and numeric keypad from two sources - either from an HP dealer who can purchase the accessories from Zenith or from a Zenith dealer. Experience HP manufacturing's PA' Description best practices via a new video ZAS-3034-EB Expansion chassis Janet BeyerslNSS ZA-3034-NP Numeric keypad Would you like to see what it is like on the manufactur- All parts needed to upgrade the HP Vectra LS112 laptop ing floor of Vancouver Division (VCD) before taking '7 PC to use the expansion chassis are included with the your customers there? Would you like a high-impact product number listed above (port, cable, and chassis). video to show customers to convince them to visit an This product is customer engineer or dealer installable HP manufacturing site? Available today is a new, 15- only. The keypad can be used without any changes to minute customer videotape that features HP entities the HP Vectra LS112 laptop PC. sharing their best manufacturing practices with cus- tomers. These HP sites offer a "hands-on," one-day HP 7937 upgrade customer event that addresses the philosophies, metho- How do I upgrade the HP 7937H or XP to -FL? dologies, implementations, and results achieved through Order 97522FL for either -H or -XP. This is the HP-FL leading-edge manufacturing. To date, several hundred controller card. For the HP 7937XP, also order the customers have experienced these seminars, and 97520XN $500 credit for trading in the -XP controller HP sales teams have increased sales to electronics card. There is no similar credit for the -H controller. companies as a result. HP 1000 and HP 9000 Series 800 lines Common themes addressed by all the HP Implemen- tation Seminar sites are listed below: Who do I callfor application software running on the HP 1000 and HP 9000 Series 800 lines? HP people using HP products Call 303lTelnet 229-ASAP (229-2727). Computer-integrated manufacturing (CIM) HP 3000 Series 925 promotions Total quality control (TQC) When will the SSP bundle promotions end for the HP Just-in-time UIT) philosophies 3000 Series 925 and 925LX? Using people as problem solvers They are not promotions, and thus, have no ending date. Continuous process improvement The SSP bundles are regular products that are on the Commitment to quality Corporate Price List.
6 Computer News For HP Internal Use Only May 15, 1989 Markel-inqL 8( Support News
The sites currently hosting a seminar follow: out the tape by extending personal invitations to view- Colorado Surface Mount Center (CSMC), Loveland, ers. The target customers for this video are manufac- Colorado turing or operations managers (and their staffs) from high-tech manufactuiring companies. Remember that Roseville Manufacturing Operation (RMO), Roseville, attendees for the seminars should be HP major and tar- California get accounts, and other Fortune 1,000 accounts with a Vancouver Division (VCD), Vancouver, Washington significant manufacturing opportunity on the horizon. Roseville Terminal Division (RTD), Roseville, The videotape is entitled "HP Implementation Seminars California . . . Manufacturing live!" It is 15 minutes in duration Waltham Division (WAL), Waltham, Massachusetts and is available in VBS or %-inch tape format. To get a copy of the tape, pla'ce an order through HEART for P/N Colorado Computer Manufacturing Operation 90303T-V for VHS (approximately $18) or P/N 90303T-Z (CCMO), Fort Collins, Colorado for %-inch tape (app:roximately $25). You can also con- These sites are "positioned" below by products, tact Carol McAlister at 415lTelnet 857-6159 or Monique volume, and mix: McQuaid at 415/Teln~et857-4193 at HPTV.
I site Business Products Volume Mix I CSMC HP internal PC board Medium High supplier of assembly PC boards VALUE-ADDED CHANNELS RMO Networking and PC board High High interface cards assembly VCD Personal printers PC board High Low Softool Corporation releases assembly Boxes Change and Configuration RTD Terminals and PC board High Medium personal assembly Control for HP 9000 systems computers Boxes Neil SchmittlUSMC WAL Medical PC board Low High instruments assembly Softool Corporation has announced that its Change and and systems Boxes Configuration Contr~ol(CCC) software product is now Systems available for HP 9000 systems (Series 300 and 800); this CCMO Engineering PC board Medium High product release impacts the aerospaceldefense user workstations assembly base. Running under the HP-UX operating system, CCC and systems Boxes offers HP users an automated environment for their Svstems change and configuration management requirements. The available videotape is an effective tool to help your Change management controls the changes to individual customers select a manufacturing site. It outlines what components within each version of information. Config- customers gain by attending these seminars, customer uration management provides control over complete testimonials, HP management perspective on manufac- versions and the interrelationships between changes. turing, as well as highlights the various HP sites. This film features each host site via interviews with divi- continued on nextpage sional management and shows footage of the factory floor. Upper-level HP manufacturing managers round
May 15, 1989 For HP Internal Use Only Computer News 7 Marketing & Support News
Configuration management also provides the methodol- are located at 340 South Kellogg Avenue, Goleta, Cali- ogy needed to move a complete software product sys- fornia 93117; the phone number is 805-683-5777. The tematically through the various phases of the software company also has offices in Boston, Massachusetts; life cycle. Dallas, Texas; Los Angeles and San Francisco, Cali- With its native command language, Macro language and fornia; New York, New York; and Washington, D. C., Build Facility, CCC provides numerous benefits. It and trained representatives worldwide. tracks changes to any machine-readable information (for For more details about CCC running under the HP 9000 example, code in any language, objects, executables, systems, contact Product Manager Mary Wiener at and command procedures), providing total control, and Softool headquarters. allows only authorized changes to be incorporated into the software, ensuring product integrity. It maintains a complete audit trail of changes, permitting complete status accounting and recreation of prior versions. It ASAP support line helps win manages change activities taking place on different ver- sions of the same information, increasing efficiency and large university deal coordination. CCC merges parallel configurations, al- A1 CorbettlUSMC lowing changes to be easily applied from one evolving version to another. It also controls and reports depen- Diane Mills, an HP sales rep in the Grand Rapids, Mich- dencies between components, ensuring that all parts igan, sales office, was successful in winning a bid at a of the product are kept up-to-date. major university for $2 million of HP 9000 workstations "The aerospaceldefense industries are important mar- over the next 15 to 18 months. The bid was awarded to ketplaces for HP," says Jim Skog, development manager HP over several competitors - specifically Sun Micro- for HP's Software Engineering Systems Division. "This systems. The workstations will be used by the univer- offering will help satisfy the requirements of these cus- sity's College of Engineering. ,F- tomers for an automated configuration management The university currently has more than 55 Sun worksta- system. " tions and its bid was written according to Sun specifica- Softool's Senior Vice President Abe Presser says, "HP tions. In the bid were 49 software applications the and Softool both have a strong presence in the defense university listed as currently running on its Sun systems marketplace. We believe the combination of the HP and that it felt were needed to run on its bid choice. hardware with CCC will benefit both companies." Mills used the current HP-UX Software Catalog (PIN Softool is a leading supplier of software productivity and 5952-4274) and found a dozen or so applications available maintenance tools for the military, aerospace, engineer- on the HP 9000 workstations. She then called the Appli- ing, and commercial markets. Corporate headquarters cation Status and Availability Phone Line (ASAP) to see if the remaining software was supported on HP or was being considered. Much to her surprise, the entire list of software the university requested was either cur- rently supported or was in the process of being ported to the HP 9000.
8 Computer News For HP Internal Use Only May 15, 1989 Marketing & Support News
Though HP was not the least-expensive solution, HP was chosen because the customer felt that HP would un- CUSTOMER SUPPORT doubtedly work with the university more than any other vendor. The university's investment in software would be protected if it selected HP, and it was impressed by New Software Support Program Mills' effort to respond to the bid. on schedule for rollout Mills commented, "Having access to the VAC ASAP Lou CobblASD phone support line was critical to the success. ASAP is a real-time environment that proved to be my On April 4, during the opening of the World Customer sales partner. " Support Center in IMlountain View, California, the new For more information about this sale, call Diane Mills and enhanced Softwiare Support Program was intro- in the Grand Rapids, Michigan, sales office at 616- duced. This public irltroduction coincided with the direct 957-1970 or Telnet 957-1213. For more information mail announcement d the new software services that about ASAP, see page 6 of the May 1, 1989, issue of was sent to HP customers. Computer News. The European and 1:nterconschedules are right on track with the European iintroduction in June and Intercon in- troduction in July. An Application Engineering Organi- zation training tour ,will begin in Europe and Intercon in May. The necessary sales tools will be in the hands of AI issue the appropriate managers, systems engineers, and sales reps prior to the introductions. We are confident that the new Software Support Pro- gram reflects the needs and suggestions of our cus- tomers and will increase their overall satisfaction with HP software support.
May 15, 1989 For HP Internal Use Only Computer News 9 Infor mation Systems
GENERAL Hi-Li training The newly developed Hi-Li self-paced training provides an introduction of Hi-Li to programmerslanalysts. This HP 3000 Series 955 now training consists of a guide and a magnetic tape that contains Hi-Li programming examples coded in supports up to 160 Mbytes COBOL85. Carl EvanslCSY Key features of the Hi-Li training include the following: Consistent with the higher performance offered by the Introducing the major Hi-Li intrinsics HP 3000 Series 955, the Series 955 maximum memory Using Hi-Li to access a block-mode terminal and has been expanded from 128 Mbytes up to a maximum FORMSPEC forms file of 160 Mbytes. Support for 192 Mbytes is planned for Using Hi-Li to display FORMSPEC forms, function the end of 1989, and support for 256 Mbytes is planned key labels, and messages and data to the terminal for a future release of MPE XL. Standard memory will remain at 96 Mbytes. Be aware that only some cus- Using Hi-Li to read, edit, and transfer data to your tomers will need greater than 128 Mbytes for optimal application program performance on the Series 955. Required main memory Explaining Hi-Li's six data transfer methods that will vary with applications as with the number of active transfer data between an application program and users on the system. Always consult your systems engi- terminal neer for assistance in memory sizing before bidding an MPE XL system. Showing Hi-Li in a TurboIMAGE database application Additional memory controller required How to order Hi-Li self-paced training An additional memory controller (P/N A1103A) is Training is available in May 1989. Look for the training required to support memory sizes greater than 128 on the Corporate Price List as P/N 31121A. To order the ,-? Mbytes on the HP 3000 Series 955. This product is training on the customer's behalf, place a HEART order available on the June 1 Corporate Price List for $12,000 with Software Replication Distribution Operation (SRDO). U.S. list price and $11,990 factory base price. HP's Usage Fee Program Introducing Hi-Li self-paced expanded for MPE XL upgrades training Cindy JacksonlCSY, Joanna WamplerlFRD Janette ReganlDLD For the U.S, only Are your customers looking for an HP-supported tool for Customers with complex software conversion require- developing HP 3000 on-line applications? High-Level ments can now retain their MPE V system for up to six Screen Management Intrinsics Library (Hi-Li) provides months after an MPE XL shipment to ensure a smooth a set of high-level intrinsics that enable programmers migration. to create third-generation language (3GL) interactive Through Finance and Remarketing Division's (FRD) applications that interface to HP-supported block- Usage Fee Program, customers can migrate over a mode terminals. period extending beyond the normal 90-day return Your customers may already be using VPLUS, HP's period to include a low-cost 90-day rental. The rental screen management product available on the Fundamen- can be canceled at any time after giving HP a 30-day tal Operating System (FOS). The Hi-Li FOS product ac- notice. cesses and controls the display of VPLUS forms, which FRD and Commercial Systems Division (CSY) have are created using the FORMSPEC forms design utility. developed this program specifically to facilitate the The advantage of using Hi-Li over VPLUS intrinsics is that there are fewer intrinsics for programmers to man- age, thus providing productivity gains when developing and supporting on-line applications.
1 0 Computer News For HP Inte,rnal Use Only May 15, 1989 m
Information Systems
migration from MPE V to MPE XL. The following Information on this sale was provided by Tom Green- rental rates are well below current market levels: wood, value-aclded channel sales rep in the Paramus, New Jersey, sales office, Pat Morris, sales rep in the HP 3000 system Monthly payment Long Beach, California, sales office, and Regina Dawk- ins in the U.S. Sales Center. Series 68 or Series 70* $3, f500 Series 5x* 1, ooo Customers mentioaed in this article should not be Series 4X and MICROS* 500 contacted directly. If you want more informution about Peripherals 100 per unit the customer or sale, contact the HP sales r@ or sales office responsible the account. "This includes standard boards and accessories (such as ATPs and jar GICs). Because these rental rates are below market, no quota1 commission can be paid for usage fee agreements - unlike other FRD rental programs. However, should Creative Health realizes great your customer keep the MPE V system at term end, performance gains with HP additional quotalcommission will be awarded through the reversal of the return credit. 3000 Series 925 For further details and for the preparation of your Cindy JacksonlCSY, Phil WinterslUSSC usage fee documents, see your local sales finance representative. Creative Health is a privately owned insurance company in California that recently upgraded from an HP 3000 Series 42 system to ;a Series 925 system. It is pleased with the performance gains it is realizing with the HP 3000 beats IBM AS1400 in Series 925. manufacturing environment Its claims processing application used to take 50 hours Cindy JacksonlCSY to complete on the Series 42. After migrating the application to Native Mode on the Series 925, the job HP has sold HP 3000 Series 925 and Series 950 com- is completed in approiximately 15 hours. That equals an puters to Sunrider International, a California-based increase in batch per:Eormance of greater than three process manufacturer. times. Increased productivity was also realized when the time for screen changes was reduced from 15 Sunrider originally wanted a distribution solution and seconds to 1 second. Additionally, the compiler's per- was leaning heavily towards an IBM AS1400 Model B50- formance is now 16 times faster on the Series 925. based distribution package. HP provided a better ap- proach by bringing in Peat Marwick, an outside consul- The performance story for Creative Health clearly dem- tant, to complete an application study for Sunrider. The onstrates the vast ~roductivitygains that customers can study confirmed not only Sunrider's distribution needs, realize by upgrading to HP 3000 Precision Architecture but also addressed needs in the areas of manufacturing systems. and quality control. The IBM value-added reseller of- Information on this sale was provided by Katie Trippet fered a strong distribution package, but overlooked the at the Irvine, California, sales office and Deb Stoner at other needs. HP successfully expanded the scope of the the U.S. Sales CLenter. project beyond distribution into other functional areas at Sunrider. ustomers mentionlad in this article should not be HP brought in QCIM Development Laboratories, a sup- directly. IJyou want more information about plier of high-end process manufacturing software. Based or sale, contact the HP sales mp or sales on QCIM's outstanding software solution and HP's ex- fw the account. cellent hardware solution, HP and QCIM were selected. This sale will leverage additional purchases of nine HP 3000 Series 925 and 925LX systems, which will bring in $2 million of new business in FY'89.
May 15, 1989 For HP Internal Use Only Computer News 1 1 Infor mation Systems
Valley Presbyterian Hospital OFFICE SYSTEMS upgrades to HP 3000 Series 950 i systems DSGIV Graph User Interface i Cindy JacksonlCS Y, Phil Winters1USSC available Valley Presbyterian Hospital, located in Van Nuys, Cali- Julie DonnellylPSD fornia, upgraded two HP 3000 Series 70 systems to two Series 950 systems. According to John Brown, MIS For customers with the DSGIV Compatibility Mode manager, "It is clear that the HP 3000 Series 950 is a Intrinsics on MPE XL 1.2, an unsupported version of the superior machine. Over the nine-month period since DSGIV Graph User Interface program is now available. the machines have been installed, we have seen great To receive a copy of this program, the associated files, performance improvements, and we have yet to tap and service request documentation, send an HP Desk the full potential of the Series 950." message containing the customer account name, the systems engineer and sales rep names, and a brief The hospital uses two applications from Gerber Alley, description of how the customer plans to use the graph a major HP value-added business. One system is used program to DSGV-GRAPH PSD ON-LINElHPD600lFS. to run a patient-care application, and the other system Make sure to include the full mail-node address handles the hospital's financial application. (HPDGOOIFS) when you send the message. The benefit realized from upgrading the hospital's Series 70 systems to Series 950 systems was an increase in performance of between two to five times faster LAN Launch direct-mail throughput. Both applications took between four to five XL hours to run on the Series 70 machines. On the Series campaign 950 systems, the financial jobs ran in approximately two Mary Ann MercerlOSD hours, and the patient care application ran in less than one hour. For the U.S. only Clearly, the Series 950 system has proven to be an ex- Your HP 3000 installed-base customer will receive a cellent upgrade path for the Series 70 system. It was LAN Launch XL flier in the mail that prompts them to truly a win-win situation for Valley Presbyterian Hospi- call their sales rep. The flier announces a 25 percent tal and the HP Health Care Information Systems (HCIS) discount on HP StarLAN 10 networking with the pur- sales team. chase of Business System Plus XL (BSP XL). The Information on this sale was provided by Mike industry's most complete PC integration, BSP XL and Mendelson, HCIS sales rep in the Fullerton, California, StarLAN 10 are an even greater value with the recent sales office and Deb Stoner at the U.S. Sales Center. price reduction on the HP StarLAN 10 Hub (see the April 1 issue of Computer News). C~TSmentioned in this arMe should nat be This direct-mail campaign gives you the opportunity to contacted directly. Ifyou want more infomurtwn about discuss the LAN Launch XL promotion with your cus- tire cwtmwr m sale, contact the HP sales mp m sales tomers. Call and ask if your customer is interested in office ms#mible fm the account. learning more about the promotion. Remember, these aggressive discounts are only available until July 31, 1989. Refer to your LAN Launch XL sales guide or the December 1, 1988, issue of Computer News for details. Contact your field marketing manager for a copy of the flier. Also in this issue Thanks to you, our sales of BSP continue to escalate. To continue this trend, we are working to provide you with HP 9000 Model 840s to be discontinued 24 more BSP sales tools. A BSP product brief will be avail- able in July to help you communicate the benefits of BSP.
12 Computer News For HP Internal Use Only May 15, 1989
--- Information Systems
LAN Launch XL watches OSFJMotif forms base for HP available for timely installation NewWave on UNIX systems Mary Ann MercerlOSD Kelly FoxIPSD Sales reps and systems engineers who have achieved The final selection of technologies by the Open Soft- the enviable title of LAN Shark are eligible to receive a ware Foundation (OSF) for the OSFIMotif user interface special, limited-edition LAN Shark watch. To qualify, is consistent with H[ewlett-Packard's strategy of bringing sell Business System Plus XL (BSP XL) and HP the HP NewWave environment to the UNIX operating StarLAN 10 using the LAN Launch XL promotion, and system. complete the customer installation of those products The OSF, whose m~embershipincludes more than 80 within one month of delivery. BSP XL is shipping today, of the computer industry's leading companies, chose and your customer is anxiously awaiting the benefits of Hewlett-Packard's advanced technology for a major the LAN Launch XL products. portion of its user iinterface. The artwork from the LAN Launch XL sales guide is Addressing user needs now on the face of your watch gaining the attention of your customers and colleagues. This is a great comple- The complete OSF user interface, called OSFIMotif, is ment to the LAN Shark pen you received from the sale. based on a cornbination of technologies from the joint HP LAN Sharks are gaining a lot of visibility. They are Hewlett-PackardIMicrosoft submission - the Common writing success stories for Computer News, reaching X Interface (CXI) -- and the DEC submission. The re- quota, and upon completion of the LAN Launch XL pro- sulting OSFIhlotif technology conforms to the MIT X motion, will have their names on a plaque in the Demo Window System protocol standard. Center of the Cupertino Customer Visit Sales Center in California. OljFlMotif Component Accepted technology Contact Mary Ann Mercer at 916lTelnet 786-4198 if you have a BSP success story and effective sales methods Style guide HPIMicrosoft Style Guide that may assist your colleagues in booking an order. Appearance HP 3D (bevelled) appearance Window Manager HP Window Manager Toolkit (widgets) DEC XUIMP CXI R:BASE discontinuance UI language DEC UIL Suzy PollockIPSD The consistent behavior (look and feel) of the user inter- face is essential in maintaining productivity as people Hewlett-Packard will no longer distribute R:BASE from move from computer system to computer system. Microrim effective May 1, 1989. The product numbers (Imagine what driving a car would be like if the steering being discontinued are: wheel and pedals changed function from model to P/N 45563A, R:BASE 5000 for the HP Touchscreen PC model.) Recognizing the importance of consistent P/N 68336F, R:BASE 5000 for the HP VectraIIBM PC behavior, HP's OSF submission offered a solution for both users and software developers. Microrim will continue to distribute the R:BASE 5000 products for IBM PC compatibles through local dealers. Designing for UN IX For the name of your local R:BASE dealer, call Microrim For UNIX systems, the design of HP NewWave will uti- directly at 800-248-2001 (in the U.S.) and 206-885-2000 lize OSFIMotif and the networked architecture of the (worldwide). UNIX operating system, much as Microsoft@Windows. Microrim offers a comprehensive support program that became the user interface for the current MS-DOS@ addresses both individual and corporate customers. version of the HP NewWave environment. These support plans are available to Hewlett-Packard With the selection d key aspects of HP's proposal, the customers who have purchased R:BASE and have a need OSF has firmly laid the groundwork for bringing the HP for ongoing support services. To find out more about NewWave environment to the UNIX operating system. these plans and services, contact Microrim at the phone UNIX is a registered trczdemark of AT&T in the U.S.A.and in other numbers listed above. countries. Micro.cofP aiud MS-DOS@are U.S. registered trademarks Microrim is a U.S. registered trademark of Microrim, Inc. of Microsoft Corfioratio;n. X Window System is a trademark of Massa- chusetts Institute of Tec~hnology.
May 15, 1989 For HP Internal Use Only Computer News 13 Information Systems
ISV applications for Micrografx. "Combining Graph Plus with the integration capabilities in HP NewWave will let users put great HP NewWave in 1989 graphics in any true HP NewWave application." La xra De~nmonslPSD Da Vinci Systems - Da Vinci eMAIL Da Vinci eMAIL is a LAN-based electronic mail solution The HP NewWave program continues to grow with that leverages industry-standard hardware. It provides MS Windows developers committed to providing HP NewWave applications by Fall 1989. Da Vinci Systems, increased communications functionality and ease of use while decreasing learning time. Da Vinci plans to de- Future Soft Engineering, Micrografx, and Microsoft all plan applications that will run under the HP velop an HP DeskManager interface for Da Vinci NewWave environment. eMAIL. The HP NewWave enhancements will allow users to create, send, and receive compound objects This means HP customers will have access to a suite throughout the organization either manually or auto- of HP NewWave applications including LAN electronic matically using the HP NewWave Agent. mail, communications to a variety of minis and main- "HP NewWave represents the best possible environ- frames, business graphics, and spreadsheets. These applications will be manufactured, distributed, and sup- ment for end users by making each application available ported by the independent software vendors. as a building block for others," states Bill Nussey, presi- dent of Da Vinci Systems. "HP is pleased that these Windows developers have committed to the HP NewWave environment because Future soft engineering - DynaComm they are known as leading-edge developers in the open DynaComm (synchronous and asynchronous editions) market," says Webb McKinney, general manager of provides customers with a host-to-PC and host-to- Personal Software Division (PSD). Macintosh communications product that leverages exist- ing hardware. It is powerful and flexible enough to be "Because their applications currently work with MS tailored to a customer's communications needs. The HP Windows, these companies will be able to enhance them .- NewWave enhancements allow connections across multi- for HP NewWave very quickly. Their products already ple hardware platforms to create, send, and receive HP have many of the features needed for HP NewWave, in- NewWave objects combining text, graphics, voice, and cluding intuitive user interfaces that give users control other data types. In addition, the HP NewWave Agent, over what happens when. " combined with DynaComm's scripting language, lets Micrografx - Graph Plus users set up tasks such as totally automated sessions Graph Plus is a business graphics package that pro- with remote computers, or automated downloading vides extensive drawing tools, charting capabilities, and of data from remote systems to create graphs or easy-to-use features. It creates charts based on data en- spreadsheets. tered manually or brought in automatically from spread- "With HP NewWave, DynaComm will let users have a sheets or databases. Graph Plus has extended features totally integrated solution without giving up the power such as regression capabilities, 3D support, and curve and benefits of any individual application," says Tim smoothing. Farrell, president of Future Soft Engineering. The HP NewWave enhancements allow users to "hot Microsoft - Excel link" Graph Plus to other HP NewWave applications Microsoft Excel is an industry-leading spreadsheet pack- such as Excel or DynaComm to generate Graph Plus age. The new version of Excel will give PC users access graphs. Graphs can be hot linked to applications such to the major capabilities of HP NewWave including "hot as spreadsheets or databases and can automatically be displayed inside word-processed or desktop-published links" allowing users to share and automatically update documents. In addition, users can automate repetitive data among multiple programs and files. tasks such as printing or mailing charts by using the HP "When enhanced with the system-wide services pro- NewWave Agent facility. These tasks can be performed vided by HP NewWave, Microsoft Excel takes another by the HP NewWave Agent overnight without any user step forward as the most powerful. flexible, and intuitive intervention. spreadsheet product available today," explains William "Micrografx has a history of setting trends in PC soft- H. Gates, chairman and chief executive officer of ware, and we think HP NewWave is a good next bet be- Microsoft. cause of the advantages it gives in data integration and '1 task automation," says George Grayson, president of
1 4 Computer News For HP Internal Use Only May 15, 1989 Information Systems
New HP NewWave GIM HP NewWave Bulletin Board and videotape Service for systems engineers Doug KryzanIPSD Rox HoIPSD
A new videotape and general information manual (GIM) In January, a new EIulletin Board Service (BBS) was are now available. Both are intended for software devel- started jointly by ISG Online Support and Personal Soft- opers (ISVs, VABs, OEMs, and MIS organizations ware Division (PSD) Offline Support. The BBS idea was within HP major accounts) and present key capabilities fostered by systems engineers (SEs) who wanted a and associated benefits of developing HP NewWave forum where they could exchange sensitive information applications. about the HP XewVVave environment. Written from an application developer's point of view, The existing HP NewWave library on CompuServe they describe advanced functionality provided by the cannot be useti to pass on HP confidential information environment (for example, object management, because it is a~.ailab~leto registered customers as well graphical user interface, and task automation). as SEs. The HP NewWave Environment - The Software De- The BBS is not meant to be an alternative to SE Assist velopers' Opportunity - This 20-minute videotape in- or the Response Center, but rather to provide SEs with cludes opening remarks by John Young, a presentation the following types of information: on the business and technical benefits of developing HP NewWave questions and answers HP NewWave applications, a demonstration of HP NewWave's features, an industry perspective by Gart- Encapsulation routines ner Group's Christine Hughes, and customer testimon- Programming tips, ials. The videotape is an excellent way to introduce Application notes customers and their teams to HP NewWave software development concepts. Use it when calling on cus- Patches tomers who develop their own software solutions or HP NewWave programming utilities have an interest in integrating current generation - applications into the HP NewWave environment. To For instructions on how to register and gain access order the videotape ($la), contact HP-TV Network, to the BBS, call ISG Online Support at 4081Telnet 415-857-4193, or Monique McQuaid via HP Desk 773-6373. 0700101. Provide program number S-1071, billing in- CompServe is a U.S. trademark of CompServe, Inc. formation (accountllocation code), quantity, format (VHS only), date required, and address. HP NewWave Environment General Information Man- HP NewWave library added to ual for Software Developers - This comprehensive 70-page manual provides a quick overview of the HP CompuServe's HP Forum NewWave environment in Chapter One and a detailed Roz HoIPSD explanation of the environment's primary capabilities and benefits in other chapters. Each chapter is well An HP NewWave library, designed for the private use defined and consistent in structure to help the reader of customers who have purchased the HP NewWave find information quickly and easily. Copies of the man- Environment Ile~el~oper'sKit, has been added to ual have been bulk shipped to sales offices. For more CompuServe's HP Forum. copies, order P/N 5954-9517 by contacting the HP A library order form is included in each developer kit Literature Distribution Center. and the user must s.upply a CompuServe user identifica- tion number. C:all C~ompuServeat 800-848-8199 (or in Ohio or outside the U.S., call 614-457-0802) to obtain a CompuServe start.er kit ($39.95) and a user ID, if needed. Connect rates vary according to the baud rate of the modem, but charges are generally about $12.50 per hour. continued on next page
May 15. 1989 For HP Internal Use Only Computer News 15 Information Systems
The HP Forum consists of several public libraries cover- ing topics such as HP printers, MS Windows, HP Vectra MANUFACTURING PCs, and HP plotters. Registered HP NewWave devel- APPLICA-I-IONS opers using CompuServe will see an additional library called HP NewWave. This library contains the following information: HP Materials Management1 MS Windows and HP NewWave programmer tips Advanced Version mailing Answers to common questions Programming examples to North American MPD Application notes customers Known problems and workarounds Christine WitzellMPD HP NewWave software utilities For North America only If you have a question or problem involving the HP During the middle of April, U.S. and Canadian cus- NewWave environment, check through the library files. tomers with Manufacturing Productivity Division Your answer or solution may already be there. (MPD) manufacturing software were sent information on the powerful new capabilities of HP Materials Man- agement1Advanced Version. This included a cover let- ter, a new data sheet, a flier on the new functionality for process and repetitive manufacturers, and a flier on the improved upgrade process from HP Materials Manage- ment A. 07.06 (and later versions) to Version A. 09.07. One of the key benefits of the new features of HP Mate- -I rials Management (Backflush Bill, Backflush Alloca- tions, Selective MRP, and Alternate Parts and Bills) is that manufacturers can combine traditional work order procedures with orderless consumption of materials. No longer do they have to obsolete work-order based systems to implement just-in-time inventory practices. Customers are urged to take advantage of the special introductory price, offered only to the HP Materials Management installed base, before it expires July 1, 1989 (see December 15, 1988, issue of Computer News for more details).
I 6 Computer News For HP Internal Use Only May 15, 1989 Information Systems
VERTICAL MARKETS New retail VABs Margot HarriganlSIM For the U.S. only As a result of a concerted and aggressive effort by our recruiter reps, there are several new members to the HP Retail Solutions program. We welcome the following value-added businesses (VABs) to the program:
I VAB Market HP redoffice I - - Fashion Business Systems (FBS) Soft goods Jim PufferJParamus, New Jersey Stephenson Financial Restaurant Joe RoyNentura, California Accounting Computer Resource Soft goods Pat KenadyJPhoenix, Arizona Applied Science Associates Video rental Hank GaylorJPittsburgh, Pennsylvania Information Resources Space management NNPC based Logistics Data Space management NAIPC based Structured Management Systems Conveniencelgas stores John DoyleJRichrnond, Virginia ThornIEMI Decision support Jim WilliamsJSanta Clara, California TRAC Convenience stores N/ A
Retail Solutions Catalog available RETML TWTNDS Margot HarriganlSIM Margot HarriganlSIM
A comprehensive catalog of retail software solutions The first issue of .RETAIL TRENDS, HP's consultant running on HP 3000, HP 9000, and HP Vectra PC plat- newsletter targeted to consultants and other influencers forms has been compiled by the Retail Marketing Team. in the retail industry, was enthusiastically received by This convenient, easy-to-use sales tool was introduced consultants, retailers, value-added businesses, and sales and distributed to sales reps attending the Progressive reps. The Retail Marketing Team has a limited supply Moves Distribution Conference in Santa Cruz, Califor- available for the field to use in mailings to prospects and nia. For those sales reps who did not attend the confer- customers. ence, the Retail Solutions Catalog should have been A maximum of 50 copies per person may be requested. mailed to you in April. Send your name, mailing address, and the quantity For additional copies, contact Margot Harrigan via HP needed to Jeff Siege1 via HP Desk 6650129. If you want Desk 6650129. to know which retailers in your territory are already on the RETAIL, TRENDS distribution list, check with your field marketing manager. Keep your eyes out for the second issue of RETAIL . TRENDS, which was distributed during the third week of April. If you have not already seen it, you will want to obtain a copy of this issue. Feature stories include "Up Close with HSA," how the Wholesale Club is meeting the challenge in tlhe Midwest, and White Castle's Infor- mation Network.
May 15, 1989 For HP Internal Use Only Computer News 1 7 Information Systems
Distribution industry reprints Progressive Moves conference available Leslie BravolSIM Eileen HsulSIM Progressive Moves was active this past March. The best ever Distribution Industry Sales Training Conference Reprints of distribution-industry success stories are was attended by more than 100 distribution-"peaked available now for your sales prospecting and direct-mail sales reps and 28 distribution-focused value-added busi- fulfillment. These articles, which appeared in U.S. nesses (VABs). trade publications, are handy examples of successful HP installations within retail, wholesale, and logistics Highlights included customer testimonials from accounts. Breuners, Motherhood Maternity, and The Wholesale Club. Bob Moawad charged the audience with his lively, Here is a sampling of some of the reprints available: upbeat message about how positive attitudes impact "Barnes and Noble Automates Mail Order," Chain your life (and quota). And this year's VAB Faire received Store Age Executive, October 1988 exceptional marks from VABs and sales reps, alike. "Wholesaler's Fax-to-Mini Link Keeps Stores For those of you who could not make it to the confer- Stocked, " Network World, November 14, 1988 ence, we have some extra binders with the sales tools "Stationers Use Computer System to Expand Ser- and industry information you need; contact Leslie Bravo vices, Lower Costs, " Geyer's Office Dealer, April 1988 via HP Desk 6650129. "Building the Distribution Center of Their Dreams," Mohm Materials Handling, July 1988 DRC closes deal at For a complete and current listing of articles available and information on how to order, contact Eileen Hsu via Wang's International HP Desk 6650129. Annette DavislSIM
For the U.S. only The Distribution Report Distribution Resources Company (DRC) has just closed a Annette DavisiSIM sale of HP MICRO 3000XE systems to Wang's Interna- tional. Wang's is a $100 million distributor of arts and For the U.S. only crafts supplies. Running its operation on an HP 3000 The second issue of The Distribution Report was mailed Series 950, Wang's purchased DRCS POS software to in March to over 14,000 distribution prospects and con- manage its retail outlets and System for Distributors sultants. Featured articles included an in-depth discus- (SFD) to manage some of its wholesale functions. Over sion of ED1 and how an HP customer, Spectrum Office the next year, DRC will be installing HP MICRO Supply, has benefited from using EDI. 3000XE systems in all of Wang's outlets - a potential for $1.5 million in revenue. If you would like additional copies of this quarterly newsletter, contact Annette Davis via HP Desk Wang's went with the DRC solution after seeing it in 6650129 and include your mailing address. We will also operation in Office America - one of the largest office be sending your area field marketing manager a listing supply retailers in the U.S. of all the prospects in your territory currently receiving For more information on this deal, phone Ted Cross at The Distribution Report. DRC, 303-889-4538.
contacted directly. If you want more infovmation about the customer or sale, contact the HP sales rep or sales officeresponsible for the account.
I 8 Computer News For HP Internal Use Only May 15, 1989 Information Systems
MTI beats IBM with HP-PA Series 950 sy:stems. IBM's more favorable field upgrade option was not enough to offset the expense of acquiring Cassze MorenlSIM a new applica1:ion package. (DMAS was $124,000.) Fur- thermore, IBM's product positioning against the HP For the U. S. and Canada only Series 935 and Series 950 systems was soundly refuted. MTI, a national value-added reseller (VAR) in wholesale With IBM's credibiility suffering, the HPIMTI sales team distribution, and the HP Pleasanton, California, sales "took the offensive" and went for the close. They office defeated IBM in a $500,000 HP-PA sale. IBM ag- pooled their resources, focused on Gates' business chal- gressively pursued replacing an HP 3000 Series 58 and lenges, and presented an aggressive implementation six IBM system 36 computers with a centralized IBM plan. The goals included consolidation of the new busi- AS1400 computer. In a team effort, HP and MTI pro- ness under one common application software package posed an HP 3000 Series 950 system and successfully and upgrading the :HP 3000 system to a more powerful beat IBM. computer within a 30-day period. The customer, Gates' Distributing of Richmond, Califor- The HP Pleasanton Applications Engineering Organiza- nia, is a $130 million wholesale distributor of personal tion, Customer Engineering Organization, and MTI cus- computer products that is experiencing dramatic growth tomer suppor-t group met the challenge with installation, and change. Recently, the company merged with FA training, and migration services. In addition, Commer- Computing, a similar company in size, industry, and cial Systems Ilivision (CSY) factory services were es- geographic scope. The goal of the merger was for the sential to fulfilling the three-week Series 950 delivery company to be one of the top PC distributors in the commitment required. IBM misjudged HP's ability to nation. deliver HP-PA systems; it promised a two-week delivery One challenge facing the new company's management of its ASl400. was the development of a corporate computing strategy. What does it take to sell large systems against IBM? Complicating the decision was the fact that FA was an According to Debbie Betts, it takes focusing on the busi- IBM customer, and Gates' used HP and MTI's Manage- ness issues, using resources effectively, working as a ment System for Distributors (MSD). It was determined team, and dekeloping a good working relationship with that the new organization would operate under one com- the VAR. Her message to other HP sales reps is not to mon application software package and one cornputer expect the VP,R to do all of the selling. It has to be a manufacturer. focused approach to challenge and defeat the competi- How did HP and MTI win against IBM? First, the FA tion and ensure the customer's confidence in hislher group was spending far more on data processing than business decision. Gates'. The FA group had a staff of 15 to maintain 6 MTI is a national VAR specializing in the vertical whole- IBM system 36 computers. In contrast, Gates' used an sale distribution segments of electrical, electronics, HP 3000 Series 58 and maintained only a staff of two. plumbing, and heat ~ng.It supports over 60 customers This factor weighed heavily against IBM. There was representing over 1100 HP 3000 system installations also a much higher degree of confidence in the MTI ap- throughout the U.S. and Canada. MTI is headquartered plication than the IBM application. The efficiency of the in metro Denver artd maintains sales offices throughout HP-based system provided for more timely and accurate the U.S. decision making than that of the FA group. Gates' requires this type of management system to ensure its For more information regarding this sale, contact Bill competitiveness in an industry highly measured by cus- Beck, HP value-added channel sales rep, Englewood, tomer service, product availability, and price. The MTI Colorado, saks office, at 303-649-5784. For more infor- and HP solution had proven its merit. mation about IMTI's; wholesale distribution solution, contact Lyle Eiass, VP MTI sales, at 303-790-7734. According to Steve Backus of MTI and HP End-User Sales Rep Debbie Betts, IBM mistakenly presented the AS1400 as code compatible with FA'S current system 36 computer application. The IBM hardware proposal was contacted directly. If you want more information about significantly undersized as well. Armed with this infor- the customer or sale, contact the HP sales rep or sales mation, the management at Gates' secured a new quote office respo?tszble for the account. from IBM for another software solution (DMAS) and a more realistic hardware quote. IBM positioned its models B40 and. B50 against HP 3000 Series 935 and
May 15, 1989 For HP 1nl:ernal Use Only Computer News 19 Personal Computers
to begin on September 1, 1989. The products to be PORTABLE removed from the Corporate Price List (CPL) on September 1, 1989, are as follows:
HP Portable PLUS P/N Opt. Description discontinuance announcement U.S. HP Portable PLUS with internal Ron AvignonelPCG 1200-baud modem U.S. HP Portable PLUS The HP Portable PLUS was designed to provide the South African HP Portable PLUS power of a desktop computer and the convenience of a European English HP Portable PLUS portable specifically tailored to fit a mobile work style. It features an electronic disk or "disk on a chip." This German HP Portable PLUS expandable memory provides built-in storage for any- French HP Portable PLUS thing that would typically be stored on a floppy disk. It Australian HP Portable PLUS also features a ROM software offering that allows the Dutch HP Portable PLUS user to tailor the machine to specific needs. Intercon HP Portable PLUS However, the old screen technology and the 16-bit Norwegian HP Portable PLUS 80C86 CMOS microprocessor excludes the product from SwisslGerman HP Portable PLUS competing in any profitable market segment. The sales SwissIFrench HP Portable PLUS of the HP Portable PLUS have been in steady decline due to the industry technological advances that have Swedish HP Portable PLUS progressed well beyond the 5.33-MHz, 80C86-based HP United Kingdom HP Portable PLUS Portable PLUS. Belgium HP Portable PLUS Although the 80C286-based HP Vectra LSl12 laptop PC Danish HP Portable PLUS is not a direct replacement for the HP Portable PLUS, it Italian HP Portable PLUS has the industry-standard features of display technology, Accessories processor, and mass storage capability not present in the 45419C Programmer's tool HP Portable PLUS. Customers who migrate will realize immediate benefits in pricelperformance of this prod- 45549K 400 Microsoft Word ROM uct. Driven by a 12-MHz 80L286 (low-power NMOS) 45554K 400 MultiMate ROM microprocessor, it provides the power of today's 45559K Technical reference manual industry-standard 80286 desktop PCs in a compact 82862K 400 Programming language ROM lightweight design. 82867K 400 Terminal emulation ROM Consequently, the HP Portable PLUS and many of its 82870A 400 AdvanceMail ROM low-volume accessories will be discontinued on Septem- 82870K 400 AdvanceMail without ROM ber 1, 1989. All of the remaining high-volume accesso- ries will be discontinued on September 1, 1990. The HP 82981A 128K memory drawer Portable PLUS will enter into a five-year support life 82983A 30011,200-baud modem 82984A 128K memory card 82985A Video interface 82985AK Video interface with multilingual documentation U.K. recharger for HP 9114B Australian recharger I 9114B 014 RSA recharger
20 Computer News For HP Internal Use Only May 15, 1989 Personal Computers
The following accessories will remain on the CPL until September 1, 1990, due to the relatively high sales DESKTOP volumes and the fact that these accessories enable cus- tomers to significantly expand the functionality of the HP Portable PLUS: HP Vectra ESl12 PC price changes PIN Opt. Description Michael WeirlPCG 45504K 400 MemoMakerITime Manager 45539K 400 Lotus 1-2-3 ROM Personal Computer Group has reduced the price of all 45555K 400 Executive Card Manager models of the HP kctra ES112 PC by $100 to $400 dol- 82863K 400 Reflections I (ROM-based data lars effective May l. These price adjustments are part communications) of a continuing strategy to maintain HP's aggressive positioning in the personal computer marketplace and 82866KD 400 German Version Executive Card Manager, MemoMakerITime Manager, to respond quickly to changing market conditions. and Reflections I ROM Prices were reduceld $100 on the HP Vectra ES112 82866KF 400 French Version Executive Card Models 10, 15, and 20; $200 on the Models 26 and 27; Manager, MemoMakerITime Manager, $300 on the Model 40; and $400 on the Models 46 and and Reflections I ROM 47. Prices on the E,S/12 line now range from $2,495 to 82866KZ 400 Italian Version Executive Card $3,595 (U.S. list). Manager, MemoMakerITime Manager, The following table is a complete listing of the price and Reflections I ROM reductions for the HP Vectra ES112 PC effective May 1: 82973A HP-IL interface card 82982A Software drawer U.S. list price Old New Change 82992A 1-Mbyte memory drawer 9114B Battery-powered portable disk drive I2 Model 10 $2,595 $2,495 $<100> (U. S. recharger) 315A Vectra ESt12 Model 15 2,595 2,495 <100> 9114B 013 Battery powered portable disk drive 1320A Vectra EStl2 Model 20 2,995 2,W <100> (European recharger) 1326A Vectra ES/12 Model 26 3,395 3,195 <200> 1327A Vectra ESlt2 Model 27 3,395 3.195
May 15, 1989 For HP Internal Use Only Computer News 21 Technical Systems
This is a positive piece on Hewlett-Packard and will help MARKETING NEWS greatly in winning over new or skeptical customers. Moreover, it can increase the confidence level even of New DesignCenter magazine regular HP customers, and it is general enough to be used with most levels of management (or nonmanage- available ment). Copies are now available from the Literature Clelia deMoraeslLSD Distribution Center, PIN 5954-7845 (order via HP Desk: Literature ORDERIHP0000153).
The latest issue of DesignCenter magazine, Number 1, I1NI.Y is (I rtglsti2ri2d trademark oj'AT&T in the U.S.A. and rn othczr 1989, can be ordered through the Literature Distribu- rountr~es. tion Center (PDJ 5951-6937). Articles featured in this issue include an HP PLDDS design example, embedded system design with Ada, and competitive board test HP workstations are lauded in strategies. The next issue will cover HP's product offer- ing at the 1989 Design Automation Show. Digital Review article To ensure that your customers receive copies of future Beth Gorelll WG issues of the magazine, encourage them to complete the
subscription request card. This is the best way to guar- lICIIIIml I i Reprints of Dzpital Review's antee timely delivery of information on new products HP '030 arch 20, 19@, technical and applications for DesignCenter products. TURNS reoort on HP workstations. We have significantly shortened the form to make it e;titled "HP Turns '030, " easy for customers to complete. are now available for your use in customer contacts. 8 The report, which explores - 1 - __ I the capabilities of the HP The computer industry 9000 Models 340, 360, and .% . w comments on Hewlett-Packard: H 370, focuses on the graph- ics abilities these worksta- a new industry brief tions avail to UNIX system Beth Gorelll WG users, while also describing the technical components of , A new industry brief has the hardware. --- been designed to bring the The article is full of technical information regarding the Th<.,,,,,,,,3,,<..,,,,,,S.,,>
22 Computer News For HP Intttrnal Use Only May 15. 1989 Technical Systems
Use NLS to gain an advantage demonstration at lJniForum 1989, which was held Febru- ary 27 through March 2 in San Francisco, California. We over Sun and other competitors had a number of guests who were very interested in Kenji Kohatal YHP NLS for their inteirnational business. HP can gain a corr~petitiveadvantage by selling and HP has an emerging weapon to use against Sun and marketing NLS more aggressively. other competitors - Native Language Support (NLS) capability of HP-UX. Customers menlioned in this article should not be Recently, Gerber Germent Technology, a large original contacted directly. Ifyou want more information about equipment manufacturing customer for many years, de- the customer or sale, contact the HP sales r@ or sales cided to use the HP 9000 Series 300 as a new platform office responsible fm the account. for its application system. According to Jerry Mason of r---l the HP Glastonbury, Connecticut, sales office, one of the two key selling points that allowed HP to win the deal over Sun is the NLS capability unmatched by anyone. Luke Weinstein, director of marketing of the C.A.D. COVPUTERS AND Systems Division of Gerber Germent Technology, wrote to John Young this past February stating, "Last year we WORKSTATIONS also conducted a study of hardware platforms for a high- end system. We looked at a number of different systems including Sun, Apollo, Tektronix, Apple, etc., and finally HP 9000 Sleries 500 HP-UX made a decision to go with HP, using your 9000 Series 300 family." software update Gretchen Snou~denllWG In May 1988, Weinstein came to Japan, UXL of GSYI USO, to get detailed technical information on HP-UX HP 9000 Series 500 HP-UX Release 5.3 is nearing com- NLS and to see an NLS demonstration. We presented a pletion. It is expected to be shipping in June 1989. This demonstration program that speaks English, Japanese, release primarily is to fix certain serious and critical Korean, Simplified and Traditional Chinese, and ex- defects in the 5.2 release. In addition, the HP 7980A plained NLS capability. tape drive will be supported with this release. This is Weinstein also refers to the benefit of NLS in his letter: an update-only release, so customers must have the "The major criteria for the decision to go with HP is HP-UX 5.2 release installed before updating to 5.3. something that appears to be very unique to HP and All customers currently on support contracts for the a tremendous advantage to any software supplier that Series 500 will receive this release. For those customers develops products for export. This feature is the NLS not on support, the discount given for Option 001, pre- supported under your X implementation which supports vious revision upgrade, will be increased giving them both European and Asian languages." an opportunity to get this update at a lower cost. The However, he identifies a big problem with HP: "The pricing changes for Option 001 are shown below. product seems to be the best-kept secret at HP. In spite of valiant efforts by the local HP office, it was a struggle U.S. list to get information." In such a situation, he finds "this orice Current New I extreme lack of aggressive marketing in the 1J.S.A. of a $2,120 $
May 15, 1989 For HP Intlernal Use Only computer News 23 Technical Systems
HP 9000 Model 840s to be discontinued Also in this issue Connie ChaolGSY Softool Corporation releases Change With the April 1988 introduction of the HP 9000 Model and Configuration Control for 835SlSE system offering greater pricelperformance and HP 9000 system 7 reliability than the Model 840S, demand for the Model ASAP support line helps win large 840s has declined sharply. Consequently, after having university deal 8 enjoyed an extremely successful product life, the HP HP fires first shot in the rewritable 9000 Model 840s will be discontinued and removed from optical marketplace 27 the Corporate Price List (CPL) effective June 1, 1989. (The discontinuance of the Model 840s was first an- nounced last December in this publication.) At that time, all Model 840s systems will enter a 10-year support life. HP will continue to accept domestic orders through June 30, 1989, and nondomestic and government orders through August 31, 1989. Also being discontinued and INDUSTRIAL AUTOMATION removed from the CPL effective June 1, 1989, are: 1) the Model 825s to 840s SPU return credit, P/N 974-1A Option OC8, and 2) all HP 9000 Series 500 and ATA releases Quality Tracking HP 1000 SPU return credits where the Model 840s is the destination system. System All Model 840s components except the cable manage- Carole Louie BerkelIAC ment system (P/N 19749A) will be removed from the CPL a year from now on June 1, 1990. At that time, Automated Technology Associates (ATA) has released these products will also enter a 10-year support life. HP its Quality Tracking System (QTS) on the HP 9000 will accept domestic orders for Model 840s components Series 800 and HP 1000 A-Series computer systems. through June 30, 1990, and nondomestic and govern- QTS is a product-oriented quality system for floor-level ment orders through August 31, 1990. tracking and historical retrieval of quality information by Notify your customers of the Model 840s discontinuance serial, part, or lot number. QTS is ideal for meeting the where appropriate. Also, emphasize to your Model 840s serialized tracking requirements for quality assurance customers that their systems will continue to be sup- found in many manufacturing environments. Best pros- ported for 10 years, and if on support services, they will pects will be found in discrete manufacturing, such as receive any applicable software enhancements during aerospace or electronics, or in industries where regula- that time. If your Model 840s customers would like to tory agencies, such as the FDA, require this type of upgrade to a Model 850s or 855S, they will receive a reporting. Products are characterized by serial identifi- very attractive credit toward the purchase. For more cation and high value per unit, and typically incur high information, consult the HP 9000 Series 800 Upgrade costs for rework, scrap, or warranty repairs. Program Field Sales Guide or contact the Sales Response Center.
24 Computer News For HP Internal Use Only May 15, 1989
-- - - Technical Systems
QTS is an o~ensvstem ~roductwith two ~rimarvmod- Advanced Cross Ilebug- Svstem- features uies: QTS F'loor and Q~SHistory. ~hesemoduelsmay C and assembly code debugging be mixed and matched with other ATA software systems or customer svstems to ~rovidethe sDecific combination ' Symbolic referenc:ing, including storage class, data of capabilitiesJneeded to'meet your q;ality tracking and type, structures, and program scope reporting requirements. High-level stack b.acktrace For more information about ATA or the QTS software, High-level- va.riables monitored, including- automatics contact Rich Cunningham, value-added channel sales Breakpoints on static data rep, at 317-844-4100 or Carole Louie Berke, Industrial Applications Center account manager, at 408-746-5373. Breakpoint n1acro:s Single step by function, statement, or machine instruction Logging of debug session DES lGN SYSTEMS Background operation for test purposes Windowed interface Guided command :syntax with look-ahead capability 68000 family debugger1 Direct use of BBA output simulator on HP 9000 Context-sensitive hel~function Series 800 computers Simulates micropr~ocessorinstructions David WallmanlLSD Captures timing information Simulates micropr~ocessormemory In April, Logic Systems Division introduced a debugger1 simulator for 68000 family cross development on HP Simulates IIO and interrupts 9000 Series 800 computers. This includes the Motorola Meeting cross sofitware development needs 68020 processor as well as the 68000, 68008, and 68010. Now there is complete cross-software development sup- The Advanced Cross Debug System meets the needs of port on the HP 9000 Series 800 computer. software designers for embedded microprocessor sys- tems. C language and assembly language code can be The HP 64360 is an advanced cross debugger simulator debugged simultaneously. The windowed interface and that provides insight into microprocessor programs, guided-syntax comrr~andentry, combined with multi- from the beginning of coding up to system integration. level help, make the debugger easy to learn and easy to Both C and assembly language programs are supported use. The macro language permits designers to add func- by the HP 64360. The simulator allows debug and test tionality. The choice of execution environments pro- to be performed without microprocessor hardware. vides support from early development using simulation As an integrated part of HP 64000 AxCASE, the debug- up to hardwarelsoftware integration. gerlsimulator is coupled tightly with the corresponding Ordering information C cross compiler, assembler!linker, and Basis Branch Analyzer. The Basis Branch Analyzer is a software tool The compatible HP Advanced Cross Language System is that allows you to analyze branch execution of your required by the debugger. Supported terminals are the cross development software. HP 2392A, 700,122, 700192, 700194; VT100, VT220; and HP bit-mapped display systems HP 98544AiB, 98547A, This integrated set of tools is hosted currently on HP and 98548A. 9000 Series 300. With the addition of the debugger! For every site, order one "M" product. For every simulator to the Series 800 computers, you can devslop computer node, order one "L" product. In addition, for code, test, and simulate on your Series 800 computer - without an emulator. In addition to the capabilities of every computer node with two or more terminals, order these tools, the Series 800 computers support large one "U" product. scftware development teams needed for big projects. continued on next page
May 15, 1989 For HP Internal Use Only Computer News 25 Technical Systems
developed several sales tools to help you share HP's sig- Model Description nificant amount of experience in system design with 64360M Advanced cross debugger with simulator for your customers. The sales tools listed below are avail- Motorola 68000108110 and 68020, media and able individually or as materials for EDD's new customer documentation seminar, The Promise and Measure of Simulation. Opt. 005 Hosted on HP 9000 Series 800 computer The Economics ofLogic Simulation application note system (PIN 5954-6639), a walk through of the return on in- 64360L Advanced cross debugger with simulator for vestment typically expected, including a Lotus disk Motorola 68000108/10 and 68020, single-user that the customers can use to figure their own return license Design Turn-Around with Digital Simulation applica- Opt. 005 Hosted on HP 9000 Series 800 computer system tion note (PIN 5954-9953), applying simulation to prototype verification 64360U Advanced cross debugger with simulator for Motorola 68000108110 and 68020, multiuser Designing Algorithmic State Machines application note license (P/N 5954-6640), using the HP Programmable Logic Opt. 005 Hosted on HP 9000 Series 800 computer Device Design System (HP PLDDS) system How HP DesignCenter Helps Speed Tape Drives to Mar- ket application note (PIN 5954-6642), documents how HP Computer Peripherals Bristol Division increased New electronic design productivity and decreased time to market using HP CAEICAD tools automation sales tools How HP DesignCenter Helps Onan Deliver Reliable Mary WatkinslEDD Power a~~licationnote (PIN 5954-6632). showing how HP CA~~CADtools improved at 0;an Corporation A Hierarchical Approach to Flexible Circuit Design (PIN 5954-6631), a reprint of the article written by an engi- neer at General Dynamics, discusses how hierarchical design methods help increase productivity at General Dynamics The Promise and Measure of CAEICAD (PIN 5954- 6629), a reprint of the Hewlett-Packard and Engineer- ing Productivity primer Simulation: Your Link to Innovation, a video featuring simulation success stories from internal HP users The sales tools listed above are included in The Promise and Measure of Simulation seminar materials. Addi- tional details about the seminar can be found in the March 15 issue of Computer News. In addition, the following new or revised literature is available, but is not included in the seminar materials: New - FrameMaker, International FrameMaker, and Frameviewer technical data sheet, PIN 5954-6641 (FrameMaker is document publishing software for technical professionals.) Revised - HP Programmable Logic Device Design Svstem (HP PLDDS) technical data sheet, PIN Hewlett-Packard enjoys a strong reputation as an out- 5954-6636 standing electrical engineering company. Leveraging Revised - HP Printed Circuit Design System (HP this reputation, Electronic Design Division (EDD) has PCDS) technical data sheet, PIN 5954-6638
26 Computer News For HP Internal Use Only May 15, 1989 Networks & Peripherals
MASS STORAGE support Initial host support is on HP 9000 Series 300 workstations Ell? fires first shot in the with HP-ux 6.5 and SCSI. rewritable optical marketplace Model 650lA Connie DosterlGSD HP 9000 Series 300 Series 800 Planned You have read about the new technology in the Optical Series 200,/500 Not planned Storage Primer and trade magazines. You saw demo units at Interex, COMDEX, NCGA, and NDES. Now the HP 3000 MPE XL Not planned MPE V Not planned HP Series 6300 Model 650lA rewritable optical disk drive is available to your customers on the June 1 Cor- HP Vectra PC Under investigation porate Price List (CPL) with a quoted availability of two HP 1000 Under investigation to six weeks. The Model 650lA is a new way to store data that puts years worth of information at your cus- Additional details o:F host support plans can be found in tomers' fingertips. It will change the way they think the Model 650lA sales guide, which was included in the about data storage. special Mbytes Plus mailing in early April. If you have not received your copy, call the Peripherals Sales New HP Model 650lA fills the gap between Center (U.S. and Intercon: 408-447-4444, Europe: hard disks and tape 49-7031-14-3456). The Model 6501A rewritable optical disk drive is a The rewritable optical disk drive changes the way you direct-access secondary storage (DASS) device that fills think about data storage. So think offense, and remem- the gap between high-performance hard disks and low- ber. . . HP is the first major systems player in the cost tape storage systems. It allows random access to rewritable optical marketplace. Take advantage of vast amounts of information that can be created, stored, this unique leadership position. and revised as often as necessary, right on the optical disk itself. The Model 650lA packs 650 Mbytes of infor- mation on a single 5%-inch rewritable optical disk car- tridge, which is only slightly larger than a compact disc. The right customer for the Each removable disk holds 325 Mbytes of information HP Series 6300 Model 650lA per side. To access the entire 650 Mbytes, the disk must be ejected, flipped, and reinserted in the drive. rewritable optical disk drive Merits of optical media Connie DostenlGSD Aside from high capacity and direct access, a major sell- The primary market for the HP Series 6300 Model 650lA ing point of the Model 6501A is its removable, durable rewritable optical disk drive is customers with large media. The Model 650lA takes advantage of Magneto- storage requiremen.ts for infrequently accessed informa- Optical (MO) technology to read and write data using a tion. Market research and customer feedback show that laser light. The laser light focuses on the disk's inner many users have a great desire for storage, with cost magnetic layer of data, so minor scratches or finger- being the main limitation. They want faster access than prints on the outer layer do not affect the readability of tape provides, but a.t lower cost than hard disk storage. the data. Optical disks are immune to head crashes, and they are much less susceptible to damage from magnetic Rewritable opt:ical products fill that gap perfectly with interference, radiation, heat, and common office mis- high-capacity, random-access, low-cost storage. Users handling. An unlimited number of writelrewrite passes can retrieve files in seconds without having to search can be made with no degradation of the disk or its infor- through tapes in a library, and storage capacity is infi- mation. These durable disks can be stored for at least 10 nitely expandable with the purchase of additional optical years with no loss of data and, of course, no retension- disks. It is a cost-effective way to make vast amounts of ing, reconditioning, or maintenance is required as with data more usable, while allowing customers to reuse conventional %-inch or %-inch tapes. media again and again. continued on next page
May 15, 1989 For HP Internal Use Only Computer News 27 Networks & Peripherals
7
The Model 650lA excels in applications where large vol- umes of completed work files or collected data must be HP Series 6300 Model 650/A stored, but where direct access to the data is necessary rewritable optical disk drive for repeated analysis and modification. It is also ex- tremely valuable in applications where data security or ordering information removability is a concern. The following information will Connie DosterlGSD help you recognize markets of opportunity so you can position this product accurately. The HP Series 6300 Model 650lA rewritable optical disk Customers drive can be quoted and ordered starting June 1, 1989. Initial availability is two to six weeks. The Model 650lA Users of high-performance graphics workstations will subsystem includes the rewritable disk mechanism, con- notice significant productivity improvements by being troller, power supply, subsystem package, user manual, able to repeatedly access and modify large files that, SCSI terminator, power cord, 90-day on-site warranty, until now, were stored on tapes. and one double-sided rewritable optical disk cartridge Small multiuser systems or small workstationlPC (1,024-byte sectors), providing 650 Mbytes of storage. networks can share the Model 650lA to provide an With the instructions provided in the user's manual, we entry-level DASS solution. expect most customers will be able to install the drive Military, aerospace, or defense contractors, with their themselves. However, HP installation is available for an need to transport or lock up sensitive data files, can additional charge. An SCSI cable is not included with the take advantage of removable media that is less cum- standard product because a cable is shipped with the bersome to transport and more efficient to store. 98265A or 98658A interface cards. Additional cables are Applications available either as a product option or through Direct Marketing DivisionIDirect Marketing Operation (DMKI High-performance graphics file storage, especially in DMO). Consult the Model 650lA sales guide for sample '7 3D design automation, image processing, simulation, system configurations that show cabling for SCSI and solids modeling, and animation HP-IB combinations. Historical data collection and analysis, especially for Ordering information manufacturing processes, sales history, financial results, and customer records Factory base U.S. list P/N Description price price Data backup, especially when fast backup and conve- nient file retrieval is required C1701A Series 6300 Model $6,395 $6,435 650IA rewritable Data security, especially when data must be locked optical disk drive away or transported frequently Opt. 1AK Delete disk <245> <245> Offloading hard disks so they contain only frequently cartridge Opt. 1BB Add three disk 700 700 accessed files cartridges (1,024- Note: Software distribution is not included as an applica- byte sectors) tion since Application Support Division has decided not Opt. AF3 Add one 1-meter 55 55 to distribute system software on rewritable optical SCSI cable disks. Alternatives for software loading are to "clone" Monthly maintenance contracts an existing disk, share Y4-inch tape drive (the Model + 02A Standard 60 650lA can be used as a boot device), or order a dedi- + 02N Priority on-site 48 cated ?&inch tape drive. + 02C Next day on-site 30 + 02L Scheduled on-site 20 + 22B Customer return 20 Accessories 92280A Additional cartridge 249 (from DMWDMO) 92222A %-meter SCSI cable 49 92222B 1-meter SCSI cable 55 92222C 2-meter SCSI cable 59 92222D 1-meter SCSI 55 extension cable 19500B 19-inch rack slide 125 kit (from Disk Memory Division)
28 Computer News For HP Internal Use Only May 15. 1989 Networks & Peripherals
Ongoing media incentive SF: 15 Additional media for the Model 6501A is available from ID: 80 DMWDMO (P/N 92280A) at a U.S. list price of $249 For more detailed ordering instructions, contact Mary each. If your customers buy three additional optical disk Galindo at GSD, 31031Telnet350-4071. cartridges at the same time they order a Model 650lA disk drive (Option lBB), they can save $47 on the media purchase. Customers with a purchase agreement dis- count will realize additional savings. This media incen- New products added to Mix 'n' tive will be available indefinitely - no expiration date is Match program planned. Lori LewislDMD New naming strategy for HP products You may be wondering about the lengthy merchandising The new "Mix 'n' Match" disk drive trade-in program name and strange ordering number used for this prod- has just become even more flexible. Now your cus- uct. Over the next several years, HP will be implement- tomers can apply their trade-in credits toward the pur- ing a corporate-wide numbering scheme that should chase of the following products in addition to those simplify the recognition of HP products for you and your products identified in the May 1, 1989, issue of customers. Computer News (also in the May 1989 issue of Customer SuHort Abws). For new mass storage products, look for connections between series number and product positioning, and be- Maximum trade-in tween storage capacity and model number. As a case in credit* point, the HP Series 6300 Model 650lA uses "6300" to signify direct access secondary storage (DASS), and $ 100 "650" to denote total storage capacity of 650 Mbytes. 100 The ordering number C1701A is not related to the mer- 100 chandising number, except that "C" designates this 4,200 product as a computer peripheral. 8,400 This ordering scheme is different from what you are 16,800 used to, but it is rnore consistent with standard industry 400 practice. Now your customers will know their mass stor- age devices by names that are related to the products 800 they are using. 'This is given in Cr.S. dollars. For Europe, apply appropriate country By now you have received literature on the new Greeley pricing rates to determine maximum trade-in credit. Storage Division (GSD) rewritable optical disk drive. It is now time for you to start planning for your demo and consignment units. Tape drive payback worksheet If you place your order prior to June 1, you will receive a higher priority for your shipment. available on. HP Desk Jon SchiedellGSD This product will be placed on the June 1 Corporate Price List. If you order after June 1, GSD will ship to For the U.S. onr'y trade customers first. Do you have ins.talled-base customers who would benefit You will need the following "override" information to from upgrading to a new, more powerful %-inch tape place your orders now: drive? Would you like! an easy way to convince your cus- Item: 0001 tomers of the financial benefits of upgrading to a new P/N: C1701A tape drive? PL: 56 Many customers are laboring with their older, slower drives and may not realize that upgrading to one of our Description: rewrite optical drive new M-inch tape drives can save them considerable time U. S. list price: $6,435 and money. A Lotus worksheet for generating a payback analysis for your customers is available on HP Desk. If Qty: 1 you have Lotus 1-2-3 and AdvanceLink on your system, MK: 58 continued on next page SU: 58
May 15, 1989 For HP Internla1 Use Only Computer News 29 Networks & Peripherals
you can generate payback analysis reports for your cus- tomers in just minutes. Producing the report is quick PRINTERS and painless. Send an HP Desk message to Jon Schiedel/HP5800/01 2-Mbyte upgrade kit for HP and receive the worksheet automatically. At the "MES- SAGE>" prompt, you must select Acknowledge (softkey LaserJet, LaserJet PLUS, and Fl), set it to "Acknowledge reply," and mail your mes- sage. You will receive the worksheet within 48 hours LaserJet 500 PLUS printers to on HP Desk. After you receive the reply, open the be discontinued package and download the worksheet to your PC using AdvanceLink (be sure to transfer it as a binary file). Steve FletcherlBPR Once you have used AdvanceLink to move the work- On July 1, 1989, the 2-Mbyte upgrade kit (HP 26054A) sheet down to your PC, run the Lotus program and cre- for the HP LaserJet, LaserJet PLUS, and LaserJet 500 ate the payback analysis reports your customers need. PLUS printers will be discontinued and removed from Lotus and 1-2-3are U.S. regtstered trademarks ofLotus Deuelopmenl the Corporate Price List. Orders will be taken through Corporafton. June 30, 1989, with limited stock remaining. The 2-Mbyte upgrade kit ($2,495 U.S. list price) pro- vides HP LaserJet printer users of the old-style "CX" New consignment price for HP engine with 2 Mbytes of RAM for full-page graphics and downloaded fonts. Customers interested in a replace- 7958A ment product for the 2-Mbyte upgrade kit should be Cindy GreinerlDMD encouraged to purchase an HP LaserJet Series I1 or LaserJet IID printer with additional memory. For the U.S. only '7 Beginning May 1, 1989, U.S. consignment inventory of the HP 7958A disk drive will be offered at a substantial price reduction. The new price may be especially attrac- tive to price-sensitive customers. PLOTTERS U.S. list price PM Description Old New 7958A 130-Mbyte fixed disk $6,450 $3,100 New take-up reel and supplies Although the HP 7958A was discontinued February 1, for HP 7600 Series plotters 1989, it is still a competitive and reliable product with a Kevin SpanglerlSDD 10-year support life. Compare the advantages the HP 7958A offers over the competition: A media take-up reel, polyester film, and new toner will be available for the HP 7600 Series plotters this sum- Apollo mer. These new products provide improved media han- DN 3000 dling, better output quality, and a more extensive media Features HP 7958A SUN 504A (integrated) set for your electrostatic plotter customers. U.S. list price $3,100 $4.800 $4,500 Megabyte capacity 130 141 155 Price per megabyte $24 $34 $29 Seek and latency 37.3 ms 31.3ms 36.3ms Sustained transfer 853 Kbytes 925 Kbytes 400 Kbytes (per second) Burst transfer 1.25 mytes 1.25 Mbytes 1.25 Mbytes (per second) If you have any questions, call the Peripherals Sales Response Center.
30 Computer News For IIP Internal Use Only May 15. 1989 Networks & Peripherals
Media take-up reel New toner A new and improvecl toner will also be available later this summer. 'The new toner is specially designed to produce higher-quality, higher-density plots. (Note: The old toner, PM 1727813 is not recommended for use with the new polyes.ter film, but will work with all other media.) New literature A new HP 7600 Series data sheet (PM 5959-9714) and a new HP 7600 Series supplies guide (PMs 5959-9715 and 5959-9715D) will be available from the Literature Distri- bution Center in Palo Alto, California, as of June 1. This new literature will iinclude all of the above products. New products
U.S. list Description price 1621A Media take-up reel for the HP 7600 $1,500 Series Model 240D The new media take-up reel, available June 1, offers 1622A Media take-up reel for HP 7600 1,750 your customers true unattended and overnight plotting. 7278A NewSeries toner Model 240E 43 The take-up reel comes in two widths: 609 millimeters f= (24 inches) for the Model 240D and 914 millimeters (36 7271F Clear film, 609 mm (24 in) NIA inches) for the Model 240E. It mounts on top of the plot- 7272F Clear l'ilm, 914 mm (36 in) NIA ter, and it will neatly roll and store your customer's 7273F Matte film, 609 mm (24 in) N/A drawings as they plot. 7274F Matte film, 914 mm (36 in) NIA The optional take-up reel must be ordered separately. It is user installable and attaches easily with just six screws. For new HP 7600 Series customers who order a take-up reel with a plotter, take-up reel installation MICRO CADAM support is included with plotter installation. includes HP DraftPro DXL Polyester film and EXL plotters The introduction of clear and matte polyester film will Barbara BrownlSDL) give your customers a dimensionally stable media for overlays, diazo reproductions, and archive drawings. Now NIICRO CADAM CORNERSTONE and MICRO The sturdy, 4-mil media has excellent adhesive proper- CADAM PLUS support Hewlett-Packard's entire family ties, so your customers get sharp, clear plots. Both of DraftPro pen plotters, including DraftPro DXL and clear and matte film will be available in 60.1-meter EXL. (200-foot) rolls. MICRO CADAM CORNERSTONE, a subset of the The complete HP 7600 Series media set includes report CADAM system found on mainframe computers, is a and premium grade paper, translucent (introduced ear- PC CAD system for mechanical design and drafting. The lier this spring), vellum, and clear and matte polyester newest addition to the CADAM family of PC CAD solu- film. Now your electrostatic plotter customers have the tions, MICRO CADA.M PLUS, provides additional capa- right media for all their plotting needs: working copy, bilities to offer even more functional compatibility with final output, or archive drawings. mainframe CAJIAM (Release 21). MICRO CADAM CORNERSTONE operates on 286 and 386 compatible P'Cs, and MICRO CADAM PLUS requires a 386 E'C.
May 15, 1989 For HP Internal Use Only Computer News 3 1 TC: TCS"L13, MA
HP DIRECT phone numbers HP Fast Phones - the easy, direct way for you to order supplies, accessories, media, furniture, and software from Direct Marketing Division. Location Telephone Number Australia (03) 895-2645 (03) 895-2615 (03) 895-2815 (03) 895-2861 (03) 895-2619 (008) 339-861 (toll-free) Austria (0222) 2500-614/615/616 Belgiurn/Luxembourg (02) 761 31 11 Canada 800-387-3154 Toronto Local 416-671-8383 Denmark (043) 01 640 Finland (90) 887 2361 France (01) 69 86 17 25 Greece (01) 6726090 Italy (02) 9236 9702 Japan Sagamihara 0427 59 1321 Osaka 06 300 3150 Middle EastIAfrica, Geneva (022) 831212 Norway (02) 24 60 90 South Africa Johannesburg (011) 8025111 Cape Town (021) 537954 Spain (91) 6374013 (91) 6370011 Sweden (08) 7502400 Switzerland (057) 31 24 90 The Netherlands 06-0501 United Kingdom 0734441212 United States 800 -538-8787 West Germany (0130) 3322
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