UPFRONT Editor: Brad Whitworth Company experiments Art director: with new ways to market Annette Yatovitz proprietary integrated circuits.
Associate editors: Betty Gerard Joanne Engelhardt
Circulation: ewle tt -packa rd j u m ped into the parts catalog describing the funct ions Kathleen Gogarty Integrated-circuit IIC} business of custom les in HP products. H in 1965 for a simple reason: By There's also a new customer support conducting IC research and develop team in place in John's Computer Inte ment. the company would be able 10 grated Circuits Division-patterned MEASURE make significant contributions to prod after the HP sales organiz,ation "We ucts without waiting for similar chips have application engineers who func Measure is published six limes a to become available on the commercial tion much like sales reps. Our design year for employees and associates market. Today most best-selling HP consultants serve our internal HPcus ofHewlett-Packard Company. Pro products include HP custom chips. tomers much the way systems engi duced by Corporate Public Rela But not all HI' ctrcuu-destgn t'ngi neers provide technical expertise for tions. Internal Cornmurucat rcn neers have been aware of the company's outside customers. Our product and Department. Gordon Brown . IC capabilitIes. Unt ll now test engineers make it workjust as cus en~ineers manager. Address correspon Starting last February. three teams of tomer do in the field ." dence to Measure. Hewlett-Pack HP IC experts traveled to 52 divisions The improvements to the internal ard Company 20BR. PO Box 1030I, and operations over a three-month pe marketing scheme should help the Palo Alto. California. 94303-0890 riod. The traveling roadshow was de company's SIX IC centers I three in the USA. Report change of address to signed to present the capabilities of the Instrument Groups and three in the your local personnel department company's stx IC centers Computer Groups). All six make chips Material in this issue may be re "We're doing chips internally that no only for use In HP products. The cen printed with written permission one in the world would at tempt." says ters are known in the business as "cap Member. International Associa John Moss. marketing manager for the tive suppliers" because they sell only to tion of Business Communicators Computer Integrated Circuits Division internal customers Of all the captive and Industrial Communication headquartered in Cupertino. Califor suppliers 10 the world. HP ranks third Council. nia. "But many people didn't know in "sales volume" behind IBM and Hewlett-Packard Company de what was available from Hewlett AT&T Technologies. the former Western signs and manufactures comput Packard's own facilities." Electric arm of the Bell System, ers, electronic test equipment. The traveling teams met with divi The roadshow generated even more handheld calculators. electronic sion R&D engineers and project sec business for the HP IC centers. "We components. medical electronic tion and lab managers around the have already tdenutted 42 new design equipment and instrumentation world. Often the general manager and projects." says John. "We think our new for chemical analysts. Manufac others from marketing. manufacluring customers wl1llearn what some of our turing facIlities are located In 23 and quality assurance areas at tended regulars already know : Our centers of U.S. cities in erght states and in the day-long workshop For most. It fer better design tools. more thorough 10 cities In nine countries In the was the first time they'd heard the spe· characterization and test. superior en rest of the world. HP sales and ser cifics of HP's Integrated-circuit stratero: gineering support. and chips with vice offices can be found in more and learned about some of HP 's suc specifications that exceed anything than 80 U.S. cities and (including cesses with custom chips that's available in the market todav, distributorships) In approxI "Some of our IC centers' accomplish That kind of technological advantage mately 200 cities In 70 coun tries ments have been nothing short ofoUI will certainly contribute to the compa around theworld. HPemploys more standing." says John. "We showed one ny's profitability "11 than 76.000 people. division how II could take 300 off- the shelfchips and. through Integration. put them on one custom chip. Another ON THE COVER division was able to consolidate the With thedome ofS«. Paul's Cathe contents of three printed-circuit dral tn the background. HP Ltd. boards onto one board. This integra Managing Director Dauld Bald tion reduces product costs while In win is photographed by Tony creasing reliabllity. Harris in central London. where Unlike a now-you-see-'ern. now-you HP has Increased its presence. don't salesman. the traveling IC road Starttng on page 3. staffer Betty show left Its HP clients useful tools to Gerard reports on the singular determine If any of their projects were growth ojHP's U.K. region tn the likely candidates for custom chip work. past six years. The new tools Included a white paper to aid IC deciSion-making. an on-line computer model to help determine the cost of producing a custom chip and a
2 MEASURE In the past six years, Europe's UK regio n has carried out a grand p la n for g reater HP sales and increa sed visibility
11 f'Fhnl:Jr," 1:\ . t' \" ' l li ll ,~ Ilaldw i n , w h o h .i-, h('ad ed 1.1.1 \ . 111 .11 kd S;lIl'::O; or~ ' lI l i z ;.l l Ion . 1l0 W ;l d d i l lg p copl<: n ews l Wll:H tl: as l.s t l l ro l l ~ h , i ng acuvtucs sillcc' lt is rt -u un Iro rn G(' ;11 11 lC' r.u (, II ! L.(J (J a \T; lr. u u t 1111: Un u ed f \ln ~d olll 11<'\';llll';ldqll
, J \l ly -l\ l l ~ l l:'; 1 J9H·l s u p po r t lor th e r:lIrolwan divtsions Add to 1 11\ ~ a tlourtsbmu ~ a l e s finance (Ol11pall\', .,Ial le d 111 1H7H. and I he 18 California for months at HP 's 1\\'w ly orl2, ~ !EASliH.E ttve dining room-are keyed to the con venience of its customers. including a number of major accounts with head quarters in the area. The branch office includes the first district outside the U.S. dedicated to selling technical and commercial computers to third-party customers. Among its accounts are large manufacturers who incorporate HP equipment into their own systems. Philip Watkins. for instance. handles the account of Metier. a large systems application firm that manages major projects in many countries. It is install ing IOu HP lOOO-based systems in Scotland for an offshore oil project as one of its many applications. To service such a far-flung account Philip acts as a project manager. encouraging HP sales forces in France , Germanyand Scandinavian countries to sponsor cus tomer seminars and to share sales leads. With help from Gren oble, he runs a special advance order ing system to keep deliveries flowing. Like their SCottish colleagues In South Qu_ns'erry, HP people In Pinewood, England, gather He also makes certain that members of In the compony pub that opens otter work. A dartboard and racquetball courts are nearby. Metler's top management meet their HP counterparts. Part of the successful U.K. sales strat exported outside the British Isles. egy has been to emphasize becoming a Somethingexciting is happening to premier supplier to such key accounts. the products for that es tablis hed mar It has worked particularly well with ma ketplace. however. The structural joroil companies, and HP Ltd. is now change underway In telecom test is that going after the financial services sector it is becoming a systems business. par headquartered around the corner from ticularly in production and mainte Bridewell House. nance-and QTD Is leading the way. "We detected a change in technology from analog to digital and followed it." Finlay says. The di vision now has al most l Of) development engineers in "With a specYication South Queensferry. sensitive marketsuch Its first generation ofremotely con as the communications trolled instruments was shipped in K_plng score as Robert Hall (right) takes industry, our division 1976 to a Canadian utility that needed on a customer at Pinewood. has always been to monitor a dam and generating market-driven-but s tation inaccess ible during winter we months. That early syste m was haven't beenshouting controlled by a desktop com pu te r and about it." coul d serve one user. By 1978QTD was producing a soph is tica ted , distributed FOM (fre Finlay MacKenzie. general manager quency division multiplex) monitoring of the Queensferry Telecommunica system based on the HP 1000 and serv tions Division, points out that his divi ing many users. It proved to have great sion's customers are clearly identified: value for th e surveillance ofunderwater the government-owned and private tele cables laid on the ocean bed to link two phone administrations throughout the countries-each in sisting on control of world. More than 85 percent ofQTD's testingat its end of the line, Since 1980 HP's Buffentone Loch In Perthshlre, telecommunications test equipment is QTO's automatic transmission testing SCotland, oHers year-round fishing. July-August 1984 systems have speeded up the installa ing managerJimmy Queen plans"a Or as Jim Rigby. QTD con troller, puts tion and approval of such submarine showplace for customers [Q see how HP it. "HP may have once been an oddball cables linking the U.K. with the Nether systems are used ina rna nufacrurtrut in Scotland-but not todav " lands, Spain and Denmark. environment." The operation IS up and Robin Myles. who heads a section for running with 60 people in a 100.000 systems and software products within square-foot addition to the South R&D. explains that QTD had to develop Queensferry bui1dlng application software for the undersea Asoneofthe first U.S. companies to .., wrote to Palo Altofor testing and to do special tests on all the set up operations In the 50-mile corri ajob as soon as , heard system's gear obtained from other HP dor between Edinburgh and Glasgow. HP was coming to divisions. "We were breaking new HP gets a lot of visibility in Scotland Bristol-and used a ground. certainly within HP:" he says. these days. "Silicon Glen" already has Charles and Di stamp This July delivenes were completed the largest cluster of electronics and to Brittsh Telecom for the largest sin computer companies outside the U.S .. so someone would gle-system instrument order ever sold with every major U.S. computer firm notice my letter." In Europe: remote access and test represented with plants. The govern equipment (RATES I linking 63 ex ment's Scottish Development Agency, changes in the U.K. and Northern Ire which Is actively courting investment "I d tdn't th Ink I had a snowball's land to 12 control centers-an 88-5 by overseas firms. frequently sends chance in hell to get on with Hewlett million dollar contract. Fifteen foreign visitors to talk to HP about its Packard here.r says Janet Whitemore. engineer man-years of software experience in South Quel"nsferry A former HP employee at the Data Sys development went into thejob. They hear about the plentiful supply tems Division in California in the early A new, coordinated set ofmicrowave of well-trained engineers in Scotland. 1970s who had returned home to products in the RF frequency range will government financial incentives to in England. she was thrilled to be hired be made for the European market by vest in the country. and new govern as one of Computer Peripherals the Queensferry Microwave Operation. ment efforts to improve education at Bristol's first five production people. It's already underway with the arnbt the secondary level. Frnlav MacKenzie Janel ts now a supervisor in printed tious schedule of transferring two admits that the story HP has to tell may circuit assembly. and the Bristol entity products a quarter from U.S. divisions be too persuasive. in fact. .., often won graduated (rom a start-up operation (starting with power meters from the der as I do it why I'm encouragingcom In April 1983 to full division status. Stanford Park Division). Manufactur petition to come In," he says. This October the division moves from 6 MEASURE Queen.terry Telecom's Jennie Anderson tapes masters tor printed circuit boards. a temporary leased facili ty to a perma nent building that will be shared with HP Labs-Bristol. The I15-acre Walls court Farm property was once the site of a model farm built by the Duke of Baufort. and the IOO-year-old farm house on the land will even tually be come a recreation center. Gray Cotswald stone from local quarries has been used on side walls of the plant. For facilities manager Mike Farrell. a native of neighboring Willshire whose most recent HP assignment was in Scotland. his transfer to Bristol was "like coming home." His West Country accent proved a subtle asset in the com plex negotiations carried on with local governments to make possible HP's campus-type zoning in Bristol. The company is now credited with pioneer ing the first business-park develop ment in Britain to allow HP's usual mix of production, administration and R&D at the same faciltty, With the first 125,OOO-square-foot building com plete. desrgn work is underway on a second phase. The first transferred products were shipped from Bristol 10 months after In Dublin, Kevin sweeney and Eddie McNamara go to work at the HPsales and service Do ug a rnah n , form -I' n O E- Division ottlce through this arched doorway. The ottlce is located In two Georgian terrace houses, m n u fa · t u r i ll ~ rnanaacr, \ ; ~ tapped being remodeled to provide more conterence and demonstratton rooms. July-August 1984 7 as operations manager 'I he nt'wly dr II1 Slnll111'(H "lIpplwr :-. J-ll ''' I1l .llkL'1 fine d charter fo r th e Co mputer I'('rlpll · ,,!JdIT ha..-; 111lP I"Il\T tl l )\ ·I f 11"']"( (' 111 II I e rals B r istol Dtvrsion is nu d -r ar ux rl u: p.is : :. I X \(,,1 1''' s (()ra ,~e m ass produc t s, and m urket u u; \\'(' SCI o l l r<;" I\ ('s .11 1 t.-.trh · o b Jl'( li"I 'lo and R&D arc now well undr-rwav o r l.! a l1l/. (· 1('11 "" 111(' "1 11'l1 g t!J o i l [I' III m all a ~ { 'f As a transferred Am err can bo rh nlt'oIS lI rt 'l1H'n !" 0I11t1 ('t1 11l! H Jl d I IOIl h a s " Ill Doug gained n ew in sights . (1 ](" a nd I Oltll'111 1h ]"('']] OJl p(l1 u u u : It' ,., HouIM of Parliament, London U S , we don t h ave a good unde-rst .md wlu-rt-w« ('mild ~ ,' I l i lt' 1)('<;1 rr -r ur II lor ing of the pric ing is sues a nd m .rr ket tl1.11 <;(an ('I{'Sfll ln c' lil'll! ( ·fl~l lllTI differences I ca n s et' now (hat I'm her!' ~: t1 ( .~ 1IIlIt',-",1,\ ~ J{oger ·IIl(,r11hllrrl. KEEP IT ROLLING You b ecome aware of wh at 's involved mea-surcnu-nt s rt'C,iOl1dl ,,~ t1 (" ~ m.m.ux-r As the U.K. industrial engine gets when you deal with mult ipk- <. urrerllll's SI1H"t' [ '17K back on track, will there be enough and mull ipl e cultures: ' An ('lllplld..,I '" ot i l ult l n i .u kl'11I1 !.'.dllll engineers at the throttle? ~ ns· Even in t e rnpor n rv quar u -rs (Ill' I prot! . 1111 II 1,11 Id !.'.t' 11 \1'11I 11.1 " rl'" IJIt('l! III These days David Baldwin. to] d ivt st on is somethinu o f a s howpiece (' rl'a l l l\1 EASI :m·: One of the four warehouse doors at HP's Wlnnersh service Centre is used only by trucks from Europe that clear customs In a special area. The facility houses distribution, quality assurance, bench service, parts, supplies and literature tor the U.K.region . all-around Analyti cal re gion in Europe. The U.K. h as placed h eavy emphasis And Ian Graham. U.K. Compone n ts on sales tra ining. often using courses sales manager. he ads th e most success from ou tside co nsultan ts if HP's in ful sales team in the world for any di sci hous e tr ain ing cou rses developed in pline-its components sales grew 34 Ca lifornia seem too info rmal for the per cent (in U.S . dollars) in 1982 a nd U.K. cult ure . another 54 percent last year. The high After a series of moves due to rapid reli ability ofHP's compo nen ts h as won growth , U.K. region sales managem ent a broad base of industrial and mili ta ry and adm inistra tion have se ttled down customers (despite the latter's prefer In h eadquarter s at Bracknell, with di s ence for "Buyin g Brttlsh"]. trict sales offices loca ted in th e nearby The British National Health Service town ofWinnersh h as been a good customer for HP's med U.K. con troller Alan Wilson sees a ical products . particularly for pati ent solid reason for HP Ltds sales s uccess monitoring and di agnostic equ ipme n t. in a recesstonary envi ronme nt which - Ken Pett, wh o heads U.K. Medi cal. s ees has caused Great Brttam to be called h ealth care management in for mation "the s ick man of Europ e." syste ms as a s tgn ifica n t a rea for "Don 't be mi sled by s tatistics based growth. Negotiations with a U.K. on measuring old industries. " says health-care sys tems h ou se for a joint Alan. " Th e res tructu ring of Bn ta in is ven ture are at an advanced stage. being don e on a shorter-term bas is Rapid growt h in the sales forces has than elsewhere . Th at's wh y HP is so ope ned up new slots for managers with successful in selling produc tivtty fresh field experience. "They know the tools ."M real world," says Roger Cooper. Mike Th'igg. h is success or as head of U.K. computer sales.joined HPin 1978 as a Janet Whltemore (left) and Pauline sales rep. was a district sales manager Molyneux In printed-circuit assembly were a year later. an area manager th e next two of HP's first people hired at the start-up year. and became regional computer plant In Bristol, England. manager in 1982. July-August 1984 CLOSEUP Zooms in on the ever· changing world of HP people, products and places. THAT'S EDUTAlHMEHT! All work and no play makes for a dull com puter. That's whv HP has packaged some of the THEWRIGHT (BROTHERS) STUFF Put yourself In Vic S~Ta- "because irs there" syn world's best-selling game cuses goggles last New drorne. he says. plus software for both the HI' I Year's Eve as he climbed "It's a lot stronger than 150 and the HP 110 (The into the plane he built it needs to be. which Portable) personal com himself to take it into the makes it safer." puters. Most of the HP air for the first time. He uses the plane for 150 software takes ad "1 was pretty nervous." family trips and for some vantage of the comput recalls the technical sup- of his HP travel. The RV-4 er's touchscreen feature port engineer in HP's Ak- has a range of 700 miles to enhance ~ame play. ron. Ohio. office. Now and can fly up to 200 The 21 games on the Au that he has logged 100 miles an hour. gust prtce IIs1 offer users air hours in the two- Before vou rush off to the perfect combination seater. Vic sa..·s he has build your own plane, Vic of education and enter "more confidence in il cautions that it took him tainment : billed by HI' a s "Edu-tatnrnent." . than the commercial about 2 .000 hours "It's I nice to be finished." he Included In the lineup What possessed him to says. but. "111 probably are such titles as Temple build a plane? The usual bulld another some day. of Apshai to , The Zork Trll0!O' ". Millionaire: The Stock Market Stmu lation ,. and Type At tack" lf youve got an Hl' 150 compu ter at home. here's your chance to slav dragons, make a killing' in the stock market. go arm-chair spelunking and learn how to type. If you don't have an HI' 150 computer at home. this might be another ~ood excuse to buy one. ;"I ..J ~ . WII_I,/,' .l ,....- --:. r .....~ J AFAJRDEAL the Mississippi River, Customers who si,gn up Special exhibits include for I raining courses on t he s pace shuttle Enter HP 3000 computers ill prise and a l70-fool New Orleans. Louisiana. offshore oil rig between now and the end This marks the first of October get a special f rrneHP has offered HI' treat: a ucket to the fair :JOOO customer-truintng The 19~4 World's Fair courses in New Orleans spotllgh Is the rivers and The trip to the fair is pons of the world from being offered in coopera its sile on the banks of t ion With a local hotel. 10 MEASURE SIGNE·TURE Tak e one editorial ca r toonist reared in Phila delphia, Pennsylvania. now working in Silicon Valley. While visiting her home town Signe Wilkinson noticed a tour group gawking at the building where the Dec laration of Independence was signed. "What." she puzzled, "was of histori cal significance In the Silicon Valley? ,. "The first thing that came to mind was 'the garage.·..she says. refer ring to th e Palo Alto ga rage where Bill Hewlett a nd Dave Packard began Hewlett-Packard. A few deft swishes of her pen and Signe cre ated this cartoon which appeared in the San Jose Mercury-News and the Philadelphia Inquirer. GERMAN ELECTION ELATION An HP 3000 computer parliamentarycandi and 13 color TV monitors dates gathered to watch made election night in the drama unfold . Baden-Wurttemberg. Gerhard Sieger. prod 'I~ , ~ West Germany a lot uct press relations man .T ~ I _ UDIo""" .. .. -_ ... . more exciting for the age r in Boblingen. says candidates. the system provided in The compu te r sys tem te rmediate and final re act ually belongs to the sults by precinct, county sta te bureau of statistics and state. Aliiold, 4.7 but was moved to the milli on people voted in parliament buildlng in the election. Stuttga rt (near HP's This was the first lim e German headquarters an HP com pu terwas in Bobhngenj on the used to tally election to day of th e election. tal s . "Th e political cand i HP provided technical dates were very satisfied assista nce to get the sys wi th the way ou r eq ui p tern running. On election ment opera ted ," con night m any of th e state cludes Gerhard. JUly-August 1984 11 Although only a relauve handful of • The Analyttcal . Components. Medi BOARD OF DIRECTORS jobs are directly affected. Hewlett cal and Technology sector is made up of Dave Pockord, Chairman Packard h a s taken on a n ew look as the three relevant product ~roups as BIll HewteIt. VIce Chairman a result of organizational ch an ges well as HP Labs. Corporate Enp;meering announced at the July Board of and Corporate Manufacturing This Directors' meeting, sector is headed by Paul EJv. executive CHIEF EXECUT1VE OffICER: Mor e than ever in rec ent yea rs . HP vice president and former head of the CHIEF OPERATING OFFICER: will be able to look a nd act a s one computer organization The new direc company. offering Integrated so lu tions tor of HP Labs is .Joel Birnbaurn who to the increasingly com plex needs of was elected as vice president its cu s tomers around the world • All worldwide marketing and saJes T h e logic and significance of this acuvt ties are pulled together within the MARKETING AND INTERNATIONAl evolutionary change are described by DIck A1benSlng new Corporate Marketing and Interna ExecuIIve VIce PresIdent President John Young In hr s lett er on tional sector In overall charge of this page 23. The following text and chart sector is Dick Alberding. newly elected summarize the makeup of the new as execuuve vice presrdent and member U.S. FIE LDOPERATIONS corporate structure as well as the of the Executive Committee Five units Jim Arltlur new positions and ass ign m en ts th at comprise this orga n iza ti on major VlcaPr!JSldeOl and Dlrec10r help support it : account marketing under Senior Vice FlEta SALIS REGIOO 12 MEASURE INFORMATION SYSTEMS ANALYTICAl, COMPONENTS, ADMINISTRATION AND NETWORKS MEDICAL AND TECHNOLOGY Bob Boniface John Doyle PaulEly Executive Vice President Pfesdent Executive Vice President Executive Vice President D COMMUNICATIONS GROUP ANALYTICAL GROUP Dieler Hoehn General Manoger Avondole Division Lab Aulomotion Syslems Operation Scienlitic Instruments Division Woldbronn Division COMPONENTS GROUP JOhn Blokl PERSONAL COMPUTER GROUP Cyril Yansoum MEDICAL GROUP Vice President andGeneral Manager Ben Holmes General Manager Roseville Terminols Division COrn_r Division Andover Division GrenoblO f'ef. IllJI Computer Division SlI!Iiyvole icolOperation Personal Office Computer Division BOb n lldlCll IDivision Voncouver Division Me.tinnv\1k! 01• on Personal Soflware Division Wallham Division Pueno Rico Operation BedsideTerminalsOperation Singa Oporc ion Medlcol SystemsOperation Brazil r Ion Medical Supplies Center PerJ;onal Computer DislributionOperation HealthCare ProducliVily Operation Personal Computer Group Operation HP LABORATORIES INFORMATION PRODUCTS GROUP JoelBirnbau m DIckHackborn Vice President andDirec/or Vice Presidenl anaGeneral Monager ComPU1 RnlJorcl1 Hewlett-Packard Boise Division M a n ~l o Ing Rcsearth C CORPORATE ENGIN££RING Chuck House DLrector July-August 1984 13 MANAGING IN A MATRIX Teamwork is the imperative that drives the HP organization -and creates the need for constant change, adaptation and communication Answertngsome qUE'SI ions a few years Yet. at i h e li n lf ' -Ihr oll ~h t ill' '-lOs (T S Top man a ~('IIH'n( wa s hlghJyVisl aF(o abou t the o rigi n of th e so -railed a n d ' ;) OS - [(-; u 11w urk wa s a rai rl\ rad l' ble and arcesstble; Everybody knew , HP w ay," Dan' Packard m ade i [ dear cal bll;-,irw ,-;s «( Jf)(TP I ~ 1o s t ( 'O lll p;l Jl II'''' ( '\ '( ·r~..b(\d) Com m untcat ton wa-. dUT('1 that th eories about human brh avio r then adhlT('(lt tl t h e vr-r t J( al (ham-o f and personal. A s trong spirt[ of erurc h ad n othing to do w it h it : Th e vouru; command .rp p ro.rc h , \~ I ttl .ilm ns t .rll preru-u rxlup drove the company. com pa n y s tarte d doing ce r ta rn thlllgs ot'ei sl ons 1I0w i11l2, dowu trom I Ill' iop . Theil , somettme in the earlv 'GOs , becaus e 'hat seeme d to be the best wa v Wh a t'" wrollLl w u h i h .u .' Isn'l It I Ill' \\-il)' wha t s o rn e-o tre has called "crccpuu; to m ake a business work. to Llll i l \'0 11 W ,1I 11 qu nk. dt·( lslve actlon? com p lex i I Y, b('~ all to sh ow i (self Prod The essence 0 1those "certain things And ! lea r r(' spolls i lJi l ll~ l or resu lts? u ct luu-s i iu f('<\sedlll \-O!tIIlH' a n d vari was tea mwo rk Dave, III tact , affirmed ~I o s I orua m /.;1 I IO llS I tl< Jl I !.:h t so. Some ( 't ~ , I('adill!! 10 rh« Iorniat mn o f the first the in flu ence o f team spor ts on his sl Ll l do , Olin) qu i u - "'I ll ( ·('s.; fuUy. d i\"isiOIl o r ~ i lll l za l iOIl S - ,, (JIII(' fa r Irom thinkin g . From hi s ex p erten ces as a !l lltlh-w l.,tt -i'd! kur r! wn n ted som e 1'.1 10 Alto Ent rre-lv Il l'\\ nu-dk al a n d a ll basketball a nd foo tball player In Colo tluuu m or» (;1'.1'11 t h e vou ng corn pa ;tI:-, It a l lm vs wrrr-,Il quir ed T he mde radoani:lat Slanford UninTSII \', lu 11\" 5 ~row l n g number01 hlghh teC'JlIli p('lld l'lll dis!r ih u u .r o['l2,a ni/.al ion -, 1l 1 ~ recognized t he bene-fits o f work (.II produc ts requtrtng the ~ l1 p p o r! u t ,( \~('f( ' ('oll\'(' T! t' d ove- r l i lll! Ill t o " I .S together to a rhieve a ce r ratn ~o a l broad rallLlt· of design, produ r 11011 .md "dlt':- l"rn' ln u -r n :u iOllal m a r kt-n m; lt 's no surprise. then. t hat Hewku market i llLl s klll s aU wor k in g tOl2,cl h n . a n d m .muf a t ruruu; W t ' [T la tmc Iwd 1\11 \1 an a .~ell l('1l1 Packard prac u ced Ih or.. Ill' Ill'nlt-d d ~reat deal of oruru n z.« Ilf rlu-se- n -qut rt -d n cw mall, .gt ·r .." f'll i li jective (MHO) a n d la ter lis murr- ( '0111 lional !I('xIl>ill ty, People need ,«! to be 11('<" a n d ;t wa y of l!la n;. ~ i Ill! tlu: com 1JJ ;ll1 a~enl( ' 11 1 ptex va r laflon -malnx , I!))(' I Ollt'!.:oll;ll r and rornmumcate p lt'xl [Y l lu-v l> ro ugh l whue r t-tunu m; I lu years helore those cles( r tp t lous 0 1or .I( roo; ilSwl'll;1 lip ,(IHI ck -wn organtza I' a rl ~ -.. tyl(· .u id spiri t. ga ll izat ion al team work b rt a nu- part 0 t ion.II IITH'''. Wh at Li ter came to be known as 111.1 thejargon of buslru-ss s r h oul L! r,ldll B ,(';J( ~1I j( ) .... oli istinj lh il l need (or a IIT\ m.m .un-ment gradually n 'oll - 14 ttonal units rel ate to each oth er a nd to ing we do it pro bably adds u p to over the organization as a wh ole . Any on e communication . Bu t th a t's tilt' price' celJ orunit in the m atrix has a t least INSIDE THE you have to pay to make this sys tem two reporting relationships . one that's work. [('S a p rice well wo rt h payln g !" functional (the particularjo b i1 does MATRIX How does a ll this bear on the activ r such as marketing. personnel or sales) What's this business about manag I it's of a line pers on - s ay, a salt's or ser and another that's product -bas ed (the ers in an . trix organization having vice engineer'? Franco Mariolti. vice gro u p it represents). to report to at least two bosses? Isn't presiden t- Europe, says that ma trix According to Ca rl Cottrell, Co rporate that a short cut to schizophrenia? manaaem ent is designed to be vlrtually Ma rketing Operations manager. the Let's look at the case ofa dtvtsion invisible to anyon e other tha n manag mat rIx form of management offers a marketing managerwhose biggoal ers. T he ir job, ultimately, is to create a n number ofreal adva n tages 10 HI': "Bas this year is to introduce a hot. new env lron rne n t that permits line people ica lly. iI enables us 10 ope ra te and be product, A special advertising and to locu s on thell' tasks . Ideallv, th e seen as one co m pa ny even as we diver promotional effort Is called for, To manager does th is by ta king ~{'spons i . si fy a nd decentral ize. Polic ies , benefits. fund that effort he must have at least billty for gelling q uestio ns a nswe red resou rces a n d know-how a re shared. two people approve his target-the and proble ms resolved. and wilhoul Product lin es gain tec h rnc al and mar division manager to whom he re haVing to b uck th em lip, down a nd ke ting leverage fro m each others' ports organizationally and the group around a b u reauc ratic maze. efforts. All s hare in the company's marketing managerwho has a func Is a matrix the ultimate form olman financial strength. tional reponslbillty. agelllen t for HP ? Franco believes it's a "Yet we 're a ll still a b le 10 be pa ri 01 But the marketing manager also phase, at least on an overall corporate smaller unils-manufacturing dlvi has to consider and consult with basis. Ht' ci tes Jack Gabarro, a Harvard SIOIlS, sales fOlT('S, or country and re other functions both inside and out Business School professor. on lhe sub gio nal organiza tions thai arc rnun age side the division: R&D-to be sure jet'l : As compani es near the 10 0 ,0 00 able In size, easy to ldenl ifv wit h a nd that development is on track. Manu employee mar k (HP Is approaching that preserve tl1e spt rt l of t:nlerprise." facturtng-i-to ensure that the de 80,OOO). theytend to run illtoct'r tain But Carl also recognizes some of the partment Is fully ready to support problems In making a companywide implications a nd lim itations or the ma the introduction with product. Per matrix work e fficiently, Lim's o l corn trix-style orgamzauon : "Just by defini sonnel-in case any special staffing munication s imply become 10 0 lon g non, every m anager has a reportillg reo Is needed. Division controller-to and involved. The most co mmon s h ill lationship to more than one bo ss Not help set prices based on expected is to a true multtn attonal form. wi th everyone is com fortable with lh at volume ofsales. etc. Marketing com each cou n try or region ta kin g O Il more especra lly when they're new 10 H P. It's munication and product publtctty and mo re of the tunct ronal r r- s ponsthil the opposite of the'star'system; things people at the group, corporate i( ks that previ ously linked a ll. get don e by con sensu s . So tts vit allo and region levels-to coordinate the That ('crtain ly seems 10 be the d ir ec have d ea r objecti ves and a s trong ope n advertising and press announce lion ill wh ich HP is headed , a n ti is culture ofs hared values-the HI' way. ments, Sales departments-topre (jll itl' in keeping With the position ad ll's a lso important to have a co mplete pare them to sell thIs new product. voca l(· cl by Dick Alberdtng, execu ti ve set orb usin ess codes and sys tem s in The list goes on, In all oflt there is vice prestden t, Dic k beh r-vcs we need common so that anyone organizat ion little if any action taken unilaterally, 10 build mo re local presence. prestige ca n kn ow precis ely what the o(hers art." At every poInt the marketing man and dcctston-ma ktnu power insid e the ta lking abou t. These make u p th e 'glue' ager has to be aware ofthe responsi various ('0\ tn t ries an d regi ons HP that helps hol d the matrtx together. bilities of the interrelated functions, serves around the world Onlv in that "One of the penalties is that we haw establish communication wi th way will it Ul' scr-n locally as ai l ('CO to s pe nd a great deal ofurne and effort them, gain understanding ofhis nomn- contrIbutor and pa rtner as well on c-ornrnurnr-at ion, to make sure tha t program and agreement as to the as a purveyor 01superior Il'l'Ilnolo!!;y' everyone involved u n ders tands what's actions of everyone involved. Matrix m a nagement will survive. of go ing on and to resolve any ambiguities In the end, the performance ofthe course. w it hi n the local m a r ke t in .~ or or potential conflicts . marketing manager will be evaluated ,g,llllza tions and product gl'llUps. And "Cou n cils , lask forces and commit by the division manager. but only co mmon objecttvcs. polk-u-s . systi-rns tees playa tremendous role in th is after considerable Input from those a n d sl a ndards will contin ue to provide process, At last co u nt there wr rr SOIlW who participated in the program. the corporate glue. ln dTlTt. I II' 70 councils in extsteuce LIt li P. each could become a matrix ofrnauaucrucn: made up ofpeopl e repres en ting a Iunc matrices , M I11I11I11J1l .. . M I ional area con cer ned with im plem ent ing and coord ln at tng its rrnss ion When you look at all the cornmuntcat- J uly -Aug ust 1984 15 Few wou ld deny that Hewlett-Packard is a g reat p la ce to work. Yet Silicon Volley is filled with c ompa nies found ed bv form er HPemploye es.W'rNd id thev le ave and what do they think of their a lma rnorer? / Tll ~IIl " Om' of Hr-wh-t r-Pa rkurt l's S I 111rlTS I (l!-:\ ls l: rm d ~ I 1t'I\' .In" dnl'l I il a ~I ,. , h, '.:q ll'l l o,' <1 UU r l oll C (I! !n "''' I"a:, rhrou:..', ll l ll ,· vr-ur's h ,I S be-rn lI S a l n li t v l o m P" 1II ( '1''' I<'W , I"" ' I'oT I II 1: llI , H I "" ltl r lllll (T Id l t to at t rar-t . h j'rt' .m d kcr-p som e l.l t t hl ' I' n ,h. Ii>I\ : 11 , I ItO" l Inmou s ,, 1\1111 l ' olln(lll ~ p " I l ~ ~ l ll ll . d " I" . lI ll l\ll 2 :') t >l bri~ h [t' st people i II t hrworl tl E IIl; I ' App le ~ U I1l P ll I U·S ( U, t O l ll ! , lt. f S l l ~ \ ' . ' :U p' I t ' III ,..f ,II"1 o f ot l i e-r SI : Il 'lll Ilt't'ring a n d compuu-r S('It'I I C! ' l;r:ld" \ \ ·() 1.1Il,lk '1 l rln l l n pf np "" f~ S Ollll ·llt ln:..: \ ,illt y nrms • reQu larly n ame HI' . IS O il!" o ! t lu - 111' '-.1 si n u l.n / 0 \ lld ; l>u ,I ll ... i ll . :\pplo- II - .t I II ' Ir1"'" to i' l" p P" l ,pl( ' II 1111" p.iv u nr l 10 des ir able p b ces work. E mplovnu -m S 1,nOli m .« IIlI lt w u h -1 /\ .. 11\.-\'.I- I Il .1 1)( II' ti t-. p .I ' 1-. 1;0(' 111, 11 I '" ( "ll1pt' l l lll" 'l eis ln ru -wspapvrs brilH.', h u n rl r I ' d ::; 0 1 la b lll.t ll.lc. ( !r ' ~ d Il l' ). .l I lt! he 10.>51 . i lot ',jl 1\' 1l 11 1I W lt oldlll;ol i rIll" II I :1 1l I Ildl"'! r\ . 1 1 1I 1I k l ll~ jo b a pp lica m s for av a ilable 0 p I ' IlI 11l;" s l ('l'p . lilt)l l ! 1[ . L I I I 11 \ \ ";t ::;111 , III 'I ! I' r ,' :; ! "' '' d I l llp l ll ' II II I 11 !I ' t! I l'l ll n ' d : ' The com pa n vs Iu r novvr run- IS OfH' III til' p rod uc 1 - ... .1\·'" S tn ' He ~ d ld" \ \ .t <: 111 1.:d , · 11 1.11 .1I kJ\\ ::' q II. 1111 it ,d rm p r ('~ ,.,.... t n e l o w est i n t l u- busu u -s » . !!,rt·, ll l'or .l '01.1 [ 'l i P pr( HII I' t , ::- , .1 ;..: n [ , I 11'I " l l :I Il I·,III 'll l l llllc: " d (lll ·l wor k o u t I n~: l l But n ot t'I't'ryOlll' xravs ru HI' f'('ople rclcasc ro ti n {Ill :\ p p l< o - "I ~( ' II 11l'! I: Ull I ;:.; . l rl , \ '1.b .I n: P d r: o r lea n ' everv da\ , :\ k\I' lt'a\'t: 10 lurm t li rt r S, IIlW J II ' r n I ploy, us iJ ;l\ I Inl k ,w " d dlll l l!! 11I 1:;11 1 ...... II I S il icUIl \ '.11 "'1' 01 I I I I l' own co rn pa n it's . many wh l1.t\ S IIO't· -.It-.ld .u ul h .rv. ' 1;11 , d IJlt' lT 1111"" l' !W .ormu u o n 0 1 111(' "'' "; 1 ~( rI ' liP" ( -;'\11 OU I sUI'ct's s f ul l st'I' u n turned to be hsi (lllll f J. I Jlll'lo. ( Jl I\O r ... It" \t !Ct ' ll l r" I\"'I }.; h, · d pi" " 1" -'1 1il, ( 1\ ( ra ll ln is u «:... '" Ji· pa g e 17 ) S Olllt' orth e ! II' a lu m 11i .I1',' I'()r I h l ')"I) I I I I ~ 111 11]>,. \\ , h .i v. 1" "'1 " '>r l :' ~ II!.I I !. \1 <> r<' I<> I.> :,. d r< ' !.2. (·I H r. u cr l. 1,'( 1111 01· cus tomers : sorn« art' vcndnrs, "lip' K,-·\ pl ''-'p ll ' ! "~ I ; l rI - I I P S , - ;id l lll l" 1'; 11 11 1 ) ~\' l'" ,Ic!\ d l ll " d , I 1H I [), \\ rn.ukc ts .lIT ori.~il1al pli ers or r-qmpmt -u t ma n u fa« E lv , , ' X,",' lI ll \1' " iI " f>I't ''';l d ' ' I, 1 l n i t 1111:- (kn'! Cl p t'c! WI III k n id o t , ' IH o tl l , l!~ ('( 1 hy 1£3 :>IE:\SllHE [he fact that a IOlof people sLiIla re will ing to go ou t a n d make a run for it on their own ," says Dave Packard. "Lo ok a t A FLOCK OF START-UPS all the new bustnesses s ta rti n g up here Here's a list of someof the high-tech companies that can trace their roots back to in th e" S ilicon Valley-with all sorts of Hewlett-Packard. Shown Is the year they gof started, their malor product, their founder a m b it ious ideas ." farmerly with HP and their location. Sometimes alu m n i start-ups, like Dave Nelson's Nelson Analytical. ca n also be a direct benefit to HI', Tandem Computers 1974 Intelledex 1981 The four-year-old firm buys HP equip fail-safe camputers Intelligent robots stan Mintz ment and adds its own sonware and Jim Treyblg CUpertino, CQllfornla ContallIs,Oregan hardware en h a n ce m en ts a nd sells it to customers Nelson's $l4,OOO ch ro ma Apple COmputer 1971 Pyramid Technology 1981 tography data system (which includes Personal computers (PCs) 32-blt minicomputers ab out 88,000 worth ofHP co m pu te r steve WoznIak RobertRagan-Kelley gea r) is co nsidered to be a m ong the Cuperftno, California MountainVIew, Call10rnla b est in the market. "As an OEM for HI', I feel we helped 3Com 1979 Mlcrosource 1981 sell 700 HP co m p u te rs last year th a l Local area networks for PCS Microwave components might n ot h ave been sold if it hadn't BIll Krause Ganesh Basawapatna been for ou r softwa re,,. says Da ve. Mountain View, California san Jose, Call1ornia former m arketing m anager for HP's 1980 Sydls 1982 Analytical Group. StratusComputer Inc. Office work stations "Fora number ot rny seven yea rs a t Fall-safe computers BillFoster Mike Kaessner HI' I'd been preaching that we were Naflck, Massachusetts san Jose, California s pe n d ing a lot ofmoney on th e h ard ware side of analytical data svsterns Software Publishing 1980 InsightSystems 1982 when we should be putting more of ou r PeniOnal computer software Job shop computers resources Into sof twa re. " says Dave. Fred Gibbons Dove Hannebrlnk "Fmally I decided to put my own ideas MountainView, California Sanfa Claro,CalifornIa to work.,.Today HI' also sells analyt ical data syst em s com plete with so ftwa re . Lam Research 1980 DlsCopyLabs 1982 Softwareduplication and packaging Even if HI' were the first (0 d evelop ICprocessing equipment NormanTu and market ("very n ew product id ea , David Lam santa Claro,Calltornla Sonta Clara, Call10rnla some of the company's most entrepre neurial employees would su ll leavc. Integrated Device Apogee Robotics 1983 Most alu ms who s ta rt thetr ow n com pa Technology 1980 Manufacturtng robots ni es h ave known all alona that a t so me Integroted circuits JamesJones point in th etr ca reer theyd be running George Hwang, Frank Lee FortCall1ns, Colorado their own s hop. Almost all of t h em and Chun Chlu make a consctous decision not to C O I11 santa Claro,California The Kelly COmpany 1984 pet e di rectly with Hewl ett-Pa ckard Hardware and software for HP 150 in esta blis h ed markets . Ridge Computers 1980 Lorry KelIy LosAltos, California Fred Gibbons, president 0 1Software 32·blt minicomputers Publtahtng Co rp ora:ion in Mou ntum John sell Santa Clara, California Extended Systems 1984 View, Ca lifor nia. h it upon the id ea lor Intertace cards for personal computers hi s co m pany while h e was m arke ting Nelson AnalytIcal 1980 Gary Atkins, Doug Wlnlerrood and a t Sys manager the for mer Ge nera l Analytical software ChuckJopson tems D ivt si on. l lc e nv isioned a n o rga n Dove Nelson Boise, Idaho ization tha t would publish softwa re for CupertIno, California individual a u thors. [He dt s carcl ed t h e idea lat er because he wanted closer linking 01 the com pany's varIou s prod n et s IHe wrote a busrness plan that ou tlined his proposa l. When HI' turned it down, he and two other HI-'em p loyees left the company. developed a product IPFS:F'ILE) and marketed it Tod ay ------~ .July-August 1984 17 to prospecttve customers. In return . HP wrinkles to HP's traditional coffee recommends and s ells :lCom S network breaks. Employees have access to free 10 personal computer bU!,tTS coffee. bottled water and soft drinks, Norman Tu left HP after 10 years of "although we left out the sugary dough service to start a software duplica nuts and pastries for health reasons." tion and packaging company called says John Sell. one of Ridge's founders DfsCopyl.abs in Santa Clara. California. and now vice president of operations "My wife laid me I was going Ihrough John had worked at HP for seven years an earlv mid-life crisis." SeWS Norman. before starling Ridge. "I decided [wanted to trv to do some The Iour-vear-old Santa Clara firm computer dealers sell Software Publish thing on my own and knew that if' sells 32-bit"m icroc om pu ters in the ing's products for the HP 150 as well as waited much longer I'd have too many computer-aided design and engineer most other personal computers ing markets. Everyone at Ridge is on a Irs dtfficult to find any of these alums first-name basis. casual dress is the who has anythrng bad to say about norm and employees gather every Fri Hewlett-Packard. Most alums who start day afternoon for informal company "l love HP. It's the best company I t iro compa n ies parties (once a month the [unctions know of. period. And I hope Apple II IV all a long are more formal and company officers discuss developments and reaches that status someday." says hat at m point in their Steve Wozniak. operarlnn results I. "I look at HP with reverence. .says Bill careerthey'd be runntng But Ridge Computers doesn 't prac Krause. president of 3Com. a manufac their 01170 slaDp. tice management by objective (MBOI turer of local area networks (LANs) for the way HP dot's. '" enjoyed the bottom personaJ computers. "We want to be up strateltv when I was at HP.' says come known as the HP of the 19ROs John. who worked on the HP 3000 Se It's one of my greatest goals." ries 40 and 44 computers, "But at Bill was HP's first computer salesman Ridge weve installed more ofa top when hejoined the company in 1967 down. directed management style. Em On his first dayon the job. a shirl ployees know that thetr contrrbuuons sleeved Bill Hewlett came 10 the cafete will be rewarded. but a small company ria table where Bill Krause was eating must move faster than a largr one in or with his buddy. Ed White. "Ed intro der to be competitive with a large one." duced me to Hill as the first salesman for the new HP 9100 and I spent the next two hours with Bill as he took us through the labs. introdUCing me to Barney Oliver and other key people. That personal attention is sornethmg I hope we'll repeat at 3Com." Bill was divlsron manager in the Business Computer Group when the chance to start his company came Ridge is an HP customer. too. The de along in 1982. vetoprnent Iab uses HP logtc analyzers. ..[ was having a lot offun in my job at "Thev suit our needs because we need HP.··says Bill. "But I had always wanted the speed."says John Ridge also has to build and grow my own company. so plans \0 buy an HP 3000 for the admln I knew at some point [ would leave HP. rstrat Ive side of its busmess BUll had refused several earlier oppor Irs not surprismg to lind former HP tunities to leave because [ would not be employees on the payroll of many of the come involved in a competitive situa alumni start-ups. tion with HP.·· "There are more talented people per Today's relationship between HP and square foot at HP than you find in the 3Com is mutuallv benetictat. 3Com work force in general.' says Fred Gib makes sure HP products work as part bons. ..It's natural for start-up compa of its LAN for personal computers HP's nies which need very specialized skills PCs can be found throughout the com to turn to Hewlett-Packard." pany facility. There's an HP 150 on Bill's Because of their cultural similarities. desk to demonstrate 3Com's products many start-ups are vrnuch like home" 18 MEASURE to [h e HP gra ds. About on e-fourth of the 100 em ployees at Ridge have work ed a t HP a t s ome point in the ir ca reer. Eleven of the 110 people at Soft ware Publis h ing a re HP veterans. "It s a grea t tr aining experien ce.' says Fred . "AliI n eeded to kn ow to solve the business problems that I ran in to during Software Publishing's first yea r I h ad learned a t HP." , Personal COmputer Group's MIke Ramsay It's not surprising tojind HP VETERAN COMES BACK formerHP employees on "I'd never been exposed to an envi business during his stay at Conver thepayroll ofmany ofthe ronment other than HP. ,.says Mike gen t. "At liP I'd had little exposure to alumni start·ups. Ramsay. "So when I got a call from the outside world. But at Convergent one ofthe founders ofConvergent I was talking business with major Technologies, it sounded like a great customers every day. opportunity. At the time I was truck "On the other hand. there were Fred conside rs HP's tra inmg efforts Ingalong quite happily as a project negatives. Wehad confidence in our im por tan t. "HP makes a s ubstantial managerat HP's DataTerminals abilities. some ofit unfounded. We co m m itmen t to back its people. so it's Dtvtslon." learned a lot about pricing ourprod natura l that there is a lot otdtsappotnt Today Mike ts back at HP defining ucts through trial and error." ment when a realdoerIeaves." future product strategies for the Per When Mike realized that some of Bu t it's a fact of lire that some HP pen sonal Computer Group after four those problems overshadowed the pie will can linue to discover new busi years at one ofSilicon Valley's suc positive aspects ofthejob. he de ness opportunities that don't fit into cessful start-ups. "It's good to know cided it was time to go , " I left with HP's cu rren t business plans . They'll that HP's policy allows people to the In tention of taking time off. and lea ve to star t their own companies with come back If it doesn't workoutat had no thought of coming back to varymg degr ees of success. And the re 'll that newcompany," says Mike. Hewlett-Packard ... be di sappointment that th ose en trepre A native ofScotland, Mike targeted But the prospect of working In a neurs a re not still a part of the Hewlett HP's division tn South Queensferry newly created part ofthe Personal Pack ard family. as the place he wanted to work when Computer Group wasjust the right Leaving the s ecu r ity of a large co m he graduated from Edinburgh Uni challenge. "I carne back to HP Just as pany to go ou t on one's own is no thing versity. "liP Is the perfect environ surprlsed as when I went to Conver new. of co u rse.Back in 1939 the folks ment for the college graduate who's gent." says Mike. in th e vacuum tube engineering de very technicallyoriented. as I was. I Mike doesn't see today's start-up partment at th e Gen eral E lectric Com wasn't particularly Interested in firms as being as glamorous as those pany in Sche ncctedy. New York. wer e management or in how to get the of fiveyears ago. "The personal-com s u rp rise d to hear that a promising product to market." puter business Is more tenuous, a you ng engIne -r n a m c·t1 I a 1,1 a r- k a rd DUring his first eight years at HP. lot ofventure capital has dried up was gO In~ 11I10 bu l W_" S In cal 1101'111a he transferred to the U.S .. worked at and we've reached a technology pla with h ts I- Ol! £!c 'h u m Bill H -wlett. The several divisions and was promoted teau. Therejust isn't the same magic res ult was Hewlett-Packard. now a to project manager before he got the out there today. ~ source of en trepreneurs who wanI to call from Convergent. He took acut Does he see people leavingHP for a make a run for it on th eir own . M in payand in job title. confident that start-up venture as good or bad? the I5-person outfit would succeed. "liPwouldn't be as successful as It is "Everyone worked 70 or 80 hours a today If people hadn't left to start week. You did nothing but eat. sleep their own companies wt th new and think product for 18 months. ideas. A natural movement ofpeople You popped out the other end ofthe to and from HP is good, And s ome project totally exhausted." times people have to leave HP to real Mike feels h e learned a lot about ize what the company has to offer. n July-August 1984 19 Here'sa nee 0 i 0 ett- Packard sci nee.tr" a n a prize at the same time. Read the contest rules on the opposite page, grab a pen and start chipping away. Good luck! 20 MEASURE ACROSS DOWN 1 '54IREpresident 2 Branch of physics 7 Danceorcircuit 3 Sanborn was here 11 Product group 4Women's__ 16 Opposite of clergymen 5 Greekletter 17 Not numerlc.s 6 Times 10 (suffix) 19 Reed 7 Layers 20 Peach ortoast 8 New horne for SAD 21 Modem signal 9 Exclamation 221n PaloAlto and Bristol 10 SE Asian HPsite 25 Kenton or selby 12 CICO makes these 26 __your age! 13 Serve 27 Amplitude reducers 14 Product group 31 AntIquity 15 -"18or yourears 32 Indeclinable article 17 State of the __ 33 Tape recorder meter 18 Follows Fri. 34 Opp. of large 20 Tiny cunenf (abbr.) 35 French HQ city 23 First European manufacurlng 37 A Gershwtn 24 Mr. in Guadalajara 38 Mongolian plateau 27 HP's mushroom site 40 Approvals 28 Vacuum, forexample 41 A Waldbronn product (abbr.) 29 An IC process 42 Face__'ace 30 Systems engineer 44 Productgroup 36 CRT 47 Here In Grenoble 37 Part of Intercom's audience 49 Discolor 38 No _ _ 50 "One" In binary 39 A Fourier analyzer,for example 51 Musical note 43 __-armed bandit 52 Google or Oliver 45 Former Pentagon oHicial 54 Customer engineer 46 see 42 across 55 Chem.'s 28th e!em. 48 Chem.'s 24th elem. 56 Barorple 49 Opp. of ant. 57 OrIginal-prefix 52 Homeat British computers 58 European HQ 57 See 611hrough 67 across z 63 For _ _ 59 Sales HQIn Md. § 65 __at the art 60 Luke's movie dad 67 --Nls spectrum 62 Laotian money Corporate's Larry Zeilman sports a Measure T-shirt. 68 CotCKInders' alma mater 64 Earth's waist (abbr.) 72 Display (abbr.) 66 __andfro WE'LL GIVE YOU 73 Dave used her oven 69 A decidUOUShom THE SHIRT OFF OUR BACKS 74 Spellberg's short star 70 No time clocks Here's your chance to wear this high-quality T-shirt featuring the 75 _ _ -only memory 71 One kind of put Measure magazine logo.Simply completethis crossword puzzle 78 HP 3468A, for example 75 _ _ like a lion and entry torm below. Send them through company mall to: 81 One kind of put 76 Halt an em 82 Corve on a lathe 77 Queen Elizabeth visited here MEASURE 79 A kind of wheel T·Shlrt Contest 84 Loose Public Relations Departmenl 80 First Sonoma COUntysile 85 HP250,forexample Building 20BR 86 Sales organizations 82 Registered symbol (abbr.) PaloAlto 89 $ells for HP 83 A wrinkle we'll putall the correct entries in a bin and select 10winners. The 90 Exempli gratia 85 Where a computer computes winners' names and the correct answers will appear in the 86 Random Access Data (abbr.) 91 Organ september·OCtober 1984 Issue of Measure. 92 Same as 32 across 87 A resistance unit 93 Takes babypictures 88 Norm's region NAME(Pleas e print) _ 97 Cesium beam keeps this 91 Printer's term 98 YesIn Madrid 94 More than an oz. 100 Part of a byte 95 One kind of wave DIVISION/SALES OFFICE _ 102 Deceiver 96 Stationary 104 Cupertlnodlvlslon 98 Peruse BLDGlMAIlSTOP _ 99 In'o Storage Systems 106 HP17623A, forexample CITY/COUNTRY _ 111 Oneveep 101 SP,DBor Penn central 113 Infinitive Introducer 103 In a place MAN'S T-SHIRT SIZE (Circle one) Small Medium Large X-Large 114 Depth charge 105 Jointventure In Japan This contest isopen to a ll HPemployee s (except those in the Corporate 116 Desktop printer 107 Tit for _ _ Pub lic Rel ationsDepartment) 117 HP's birthplace 108 Inll. Standards Operation (abbr.) 109 Zero Error Corrections (abbr.) 110 Timeperlod 112 HP200C,tor example H5 Golden state (abbr.) July-August 1984 21 YOURTURN Invites Measure readers to comment on matters of importance to HP employees. DID I GET A WRONG A MOVING EXPERIENCE? SIT UP STRAIGHT NUMBER! Several years al2;o I worked for lour years AND TAKE NOTICE I thought this extract from our local for lHM_Then I decided to leave for the Your March-April artrcle " Product de church newsletter mi~ht serve two pur Uruted States to learn Enl.!hsh arid 10 sign with people in rnmd" offers several poses. Ftrst ofall. it 's a fai r example "0 see new horizons, I spent thre-e years in mreresung inSIghts into HP 's ergon· how ithers see us." And secoridlv, could America and [ really enjoy ed my stay orntc endeavors and its plans for the someone establish which HP telephone ln January 1!:l!:l3. rrnrnedrately after fu ture directory is wrong, because I can't' rnvreturn from the US , [ started However I thought ,~1eusure readers I don't know whether 10 be/urious or w~rking for Hewlett-Packard France in might like 10 know more about the intrigued. but the American head· Atx-en-Provence as an adrmmstratin progress HI' has made in this area quarters qrHewlett-Packard has qicen employee, Obviously, like many HPem Here at HP's Cornpu ter Supplies Opera {he church numberas the telephone ployees throughout the world, [wish to lion in Sunrivvale. California, a wide number oj{heirSouth QtLeen~r{'rr!J hold a job wi th HP in a Ioreign country vartety of erg~norn ic products are being factory In various international What dot's a person who has the sold internationally-to both trade cus directories. same desire as rrune do to lind a job in a tomers and HP employees. In fact. every Furious. yes, when I make rhat sales office or factory in Brazil. Japan item pictured in the article's worksta great sacrjJice ofclimbing dripping Eg,vpt. US, etc.? What art' 1he chances lion diagram on page 17 is currently from the bath to answer the phone, to ~et suc-h an opportunity for an em available through CSO's Computet only to begreeted with a Cal[rOrnian ployee who holds a modest function? Ust'rs 'Cacalag. Our ergonomic lineup "Hi-gwe me Bill." Are these transfers nOI reserved for includes fully adjustable chairs. work Intrigued when the call is at a more managers, techrucal enjnneers. sales stalion tables with movable keyboard convenient moment and a polite, son men. etc. ') sections. till and swivel access-ories for spoken Japanese voice wrestles in JEAN GILLES TERS personal computers and terminals. ad ltmited English with such non·Japa , Aix-en-Prox ence justable palm rests and copy holders, nese concepts as a wrong number and much more and a Queen~ferryparish church us always a serrous mortcr when The sales success ofour rrgonornic "Please. what is it that you produce in employees and theirJarn Wes mot-r product line Indicates that customers. the Queen~{erryParish Church De be(ween UP locations. and it requires both ou rstde and inside Hr. appreciate partmenr?"'I have discussed Ihe d!( considerable Ihought before (J comm ir the value oferaonomrcs and are willing ference between summer time and rneru is made. Relocations arc (05t/4 to pay a little extra for the added corn winter time with a Mexican. Fcuenlteil they qrten do nor soll'c 51 a.tJi ng pmb fort and ease ofuse. and Centigrade with a Canadian. lems (IL't' hUI'f' loJili (!Ie position Copies ofCSO 5 Summer) 984 cata Scottish bank holidays (!'ith a Ger ('acClCed) alld Ihey often crCalt' addi lo~ are available for perusal at most HI' man and the Presbyterian system of tional diflicult iesfor lhe clllpl0!lee. purchastngdepartments, church government with a Mala!JCJn. liP's goal when we estnblish a l1ell' KATHYROSLUND All these international calls IWl'e operation in (lIlOther COUIII ry Iws (l/ Sunnyvale led me to appreciate that Hell.'lecr ways lx'en 10 brillg added ['a/ut' 10 the Packard's world is a small One . lI.'ith cOlmtry by crenting lIeLL'/oca/.io/)s arid an HP network embraCing a remark by del'elopifl.q new skills _As a resulr. Address lettersvia company mail able variety ofpeopie, One gets tlte we tri; to transfer only ajeu: II niqiu: to EdItor. Measure. Public Rela impression that Hewlett-Packard is skilisJor a snort period 0/ Ume 10 help Uons Department. Building just one big lvorldwide.famlly, in tilt' begilllling stages 20BR. PaloAlto. Via regular The minister's number is 0044·31 Tran~(ersare flOI resen'cdJoronly postal service. theaddress Is 331-1100 and Queensferrv Telecomrnu engineers or managers , allllOllgh Measure. Hewlett-Packard Com rucatron Division's is 0044-31·331· these make up most ot our "foreign pany 2OBR. PO Box 10301. Palo 1000. By the way. we are eightllours service emplollCes · l n d il' i d l w l.~ are Alto. CA94303-0890. 1iyto limit ahead of the USA (PaCific Time) if car~rullycnosen ionenever a clearly yoUT Jetter to 200 words. Please anyone would like to speak 10 the defined need exislS, Fotjurttier infor sagnyourletter and give your Rev. Carrie at a more sociable hour. malian , I suggesl you I'isilll'ilh !loor location. Names win be withheld JIM RIGHY IDea/personnel nwnager. on request. Wherea response Is South Queensferry, Scotland FRAl':K W1LLlA\1S indicated. the bestava1lable Corporate Personnel companysourcewiD besought. Palo Allo 22 MEAS URE JOHNYOUNG HP's president discusses the recent organizational changes and their effects on the company. puter-aided engineering and solu tion s and we will work very much as a team. for the manufacturing fu nc tion , partic This new relationship will also allow ularly for electronics firms. The secon d . me to devote more time to the broader, Information Systems and Networks. longer-range strategic issues affecting will have responsibility for the upper our companyand its ability to com pete half ofMPN-which is our information effectively in world markets. producttvtty network-and includes Whil e all these changes are clearly operations planning and control sys evolutionary. it will take some time to tems. as well as administrative and of understand, internalize and Imple fice services. Both of these two sectors ment them. Some of you may wonder bring together some divisions that about the ultimate shape things will were previously in different groups and take and how your own activities will focus their efforts on solutions areas be affe cted. Let me remind you that ~ where HP ca n make a contribution. change is nothing new at HP. Since ct The third sector. Analytical. Compo 1970 we've gone through three reor E nents, Medi cal and Technology. brings ganiza tions-the cr eation of product ., together product groups which are grou ps (1970). th e alignment ofthe John Young congratulates HPeditor Betsy already aligned by market for solution sales force along those product lines Rlccomlnl for winning the United Way of America's topwriting award. selling. By also comb in ing under (1975). and the realignment of the this sector our activities In HP Labs. Computer Groups along integrated n rec 1l mont hs . w : \" been ta l (Jn~ corporate engineering and corporate product and market lines (1983). a close look a t th HI o rgHlll~. ntl ,m . manufacturing. we've created a n Each change was made in anticipa I Ou r g al h: b n to answ .... fun organization that permits greater tion of or in response to changes in the dam 'Il lal Ill1 '!i uorn H Ow ( t il l WI:' b st cross-fertilization of advanced marketplace, to technology develop provld ur cus tonier IIh omp lex technologies and processes. ment. to company growth and to our .y te rns a n d In I grated solutions 1h: 1 The fourth sector, Marketing and firm commitment to stay close to our customers. In keeping with past reor r qutr pro ucts nd l; -rvic r III If, International. brings together all sales ft:rr.n l Hf>I!r up ? Is th re a b -u " ...."fi)' and marketing activities for both ganizations. this new structure pre t or antze ou lv to 115U1 e I ha t our instruments and computers. It will be serves much of the flavor an d character locus I - 0 111 h ' ' II tom r and u nd sr responsible for developing a field ofthose that preceded it. The product standing. supplying and s uppor tin g structure tha t cuts across traditional division remains the basic building needed solutions? product disciplines and for providing block of the company. with a great deal The organizational ch a n ges just administrative support to complement of autonomy in the design. manufac announced are designed to enhance each HP market group activIty at the ture and marketing ofproducts that fit our ability to produ ' nd su pport regional and area sales office level. within a larger strategic framework. solution-sellln t. Alte , tr a t de 10 Here again. our goal is to serve our Finally. our basic corporate philoso thought and discussion. w \' de id d customers as a single company and to phies and practices remain un to move from h vcr tt ' 1\ In te ted, avoid manyofthe coupling problems changed, Our unifying goal Is still to product-group-oriented structure of inherent In being organized along provide Information for technical and the 1970s. It has served uswell . but product Iin s, It vIII ak some months business decision makers. The involve today many of the soluttons we supply 10 map ou t the d ' Ia ll of tlus n 'w It;Id ment and actions of each individual require contributions from divisions rganiza ll II , l\ wt th ot h r pa r t. of our em ployee remain the key Ingred ients in more than one group and dtvislons r truc tu rm I . th e, .h nn • w 111 b nc r for oursuccess. This new HP structure need to work in close harmony in key mental in nature. and we'll avoid mak w1l1 enable all of us to make an even market areas. Similarly. if we are to ing changes where none are needed. stronger contribution to ourcustomers reap the benefits of HP's depth in both There's certainly one area where I'd like and the markets we serve. With your instrumentation and computing tech to see no change. and that Is in the help. the new HP will be much like the nology. we need a sales organization strong order momentum that we've old. but better, that can deliver fully Integrated techni generated so far this year. We're having cal and commercial solutions. a great yea r, and it's important to main Reflecting our increased emphasis tain those effo r ts in the field . on the market and our customers' The need to maintain a close working n eds, we'v or aruzed the ' ompany relationship among our major sectors Into our prtncl] atsec tors. II ' first . will require much functional coordina 'all -d 1 ur III nr. De I nand tun tion. Weexpect that will be provided by ufacturtng Systems. will focus on the Dean Morton in the newly created posi bottom two quadrants of HP's Manu tion ofchiefoperating officer. Dean will facturer's ProductiVity Network-com focus on current operational activities. July-August 1984 23 NEWSCLIPS Recaps the newsworthy events, changes and achievements within HP nRST-HALF RESULTS wiD sell and support HP products In the nology and patents....The telephone Sales and net earnings each Increased People's Republic of China and manu cable maintenance and construction 30 percent for the second quarter of facture selected HP products. It will be product line of the Colorado Telecom FY1984 that endedAprH 30. wllh first owned equally by the China Electronics munications Division has been sold to halfresults up 26 percent and 22 per Import & Export Corporation and HP. Communications Technology Corpora cent respectively. Here Is a summary Governmental approval Is pending. tion of Los Angeles. The products lie ofFY84 results with comparable FY83 Mlcro-Computadoras Hewlett-Pack autstde HP's current fields of In terest. figures In parentheses: ard S .A. de C. V.. will manufacture and Sales for the second quarterwere distribute the HP 150 and other future HZWHATS $1.519blUlon ($1. 172 billion). with net personal computer products In Mexico. Jim BarD.IIls the new GM for the Data earnings amountlng to $ 141 rntllton Itwl1lbe owned 51 percent by DESC Systems Division. with Bob Wailea ($109 mtlhon). equal to 55 cents per Socledad de Fomendo Industrial, S.A. replacing him as operations manager share (43 cents per share). Ftrst-half de C.V. and 49 percent by HP. of the Cupertino Integrated Circuits sales totaled $2.797 btllton (82 .227 btl Director general will be Manuel Diaz. Operation.... JuaB MIguel Parodi lionI. with net earnings totaling$236 who continues as head of HP's sales Is the new country manager of HP AT mtllton ($194 million). equal to 92 subsidiary In Mexico. gennna, . ..Mike Leavell isGM ofa re cents per share (77 cents per share). George Cobbe has been named structured Computer Support Divi Orders for the second quarter were president and GM of Samsung-Hewlett sion. combining the former division by $ 1.609 blllion ($1.239 btlllon], a gain of Packard. Ltd .. the Korean joint-venture that name and the Application Market 30 percent. with domestic orders up 33 company proposed in January and now tng Division. percent to 8953 mlllion from the year awaltlnggovernrnental approval. ago quarterand international orders up 25 percent to $656 mllllon for the HP LABS' CHANGES same period. For the first half. orders SALIS AGREEMENTS 1\vo of HP Labs' centers were reorga were $3.086 billion ($2.366 btlllon). The Medical Group acquired part of the ntzed recently: up 30 percent, wtth domestic orders assets of EkoLine (a division of Xonlcs. In the Computer Research Center gaintng32 percent to 8 1.771 blUlon Inc.). The Sunnyvale. California. (CRC). Bill Worley Is director ofthe and International up 28 percent to manufacturer of medical ullrasound newly formed Distributed System Lab 81.315 billion. equipment became the HP Sunnyvale oratories. comprising a new Systems Medical Operation. Software Lab. new Systems Engineer HPSA reached an agreement with ing Lab. and two departments. The CHART CHANGES Motorola Israel In which the longtime Organizational changes approved at Appltcation Technology Lab under Ira HP distributor wlll form a new sales Goldatein was also expanded. Lance the July Board ofDirectors' meeting subsidiary to handle HP products In create the new position of chiefoperat MIlle heads a new Personal Computer Israel on an exclusive basis. HP wl1J Group Operation within PCG that is Ing officer and four new business sec provide management assistance, with tors to provide market focus. See pages located at CRC for close coordination Nathan Rukin of HP servingas GM. ... with advanced research work. 12 and 13 ofthis Issue for details. In In Japan. HP and Yokogawa Hokushin cluding new officers. The Physical Research Centerwas reo Electric Corporation (YEW) signed an organized Into five labs. Newlydefined agreement for YEW to serve as the JOINT VENTURES labs are: Physical Sciences, Mass Mem exclusive distributor of HP's lab-use ory. Physical Electronics. and Measure Hewlett-Packard announced agree Analytical products in Japan. ment System. Unchanged Is the Engi· ments in principle for newjotnt HP agreed that Varian Associates may neertng Physics Lab. venture companies in China and produce and market x-ray lithography Mexico. China-Hewlett-Packard, Ltd. systems and masks based on HP tech MOVED LATELY? CHANGE OF ADDRESS SHOULD BE REPORTED TO YOUR PERSONNEL DEPARTMENT. rli~ HEWLETT ~a Bulk Rate PACKARO U.S . Postage POBox 10301 Paid Palo Alto. California 94303-0890 Hewlett-Packard Company C T\)R l~G Brazi l canada. Japan, Korea. rate four product groups. Included will Changes will be made only where they Malaysoo MeXICO. Puerto RICO Slngapare be ac tivit ies rel ated to the fields of are needed. and marketing activities at mi crowave and comm u n ica tions . the divisions and group levels will not N.UOil _ce OUMlS MARKETING AI011'1900 com pu te r-a ided design a n d engin eer be affected. However. the marketing $eniD! Vice Presldenl mg. elec tron ic Instruments and manu and support Iunct ions of the former fa cturing system s CAE activities as Business Development Group will be well as factory and plant automation shifted to apprnpriare role s in the var al Tl Ii will be key points of this sector's ious product senors. oI.r1 Dauer market focus. Bill Ter ry, executive vice Except for the shifting of Corporate Olrec10r Mar1teMg cornmurnccncns presrdent, w1llhead this organization Marketing and the Internalional de Mal'l\thng OperQl10ns • The In formation Systems a nd Net partments into the Marketlng and Mar..ehng oemonon Ce nler S~ems FI neellemar'Keh ng DIVISion works sector will focus on provrd ln g International Se ctor under Dick CompU1er SuppllllS Operonon distri buted business-informauon solu Alberding.Corpora te Administration Instru ment PrOdUClS OperQl1on tions to th e gen eral busines s marke t under Executive Vice President Bob Computer Support DIVISIon lnstru menrSupport DIVISIon place. Th is unit will be divided into Boniface is unchanged M Cor?orOle Ports Cenler three groups a lon g s tra teg ic lines. a n d its charter will include the m anage ment of com p uter ar ch itectu re. lan gu ag es . ope rati ng systems, networks and integrated circ u its . J ohn Doyle. newly elect ed as exe cutive vice presi dent a n d member of the Executive Com m itt ee , heads this sect or. John formerly wa s vice preSid ent-R&D a nd director of HP Labs.