ediwdal - hp computer museum &ebb& june wed din^, chulatlsn vol . 7. ... bcg new bcg...

Karen Campbsll. Editor Tracy Wester. EdiWdal &ebb& June wed din^, Chulatlsn

Vol . 7. No . I1

Computer Marketinc] CmG HP Adds Software Operation . . . . . . . . . . . . . . . . 3

Third Party News New OEM Recruiting Brochure Is

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . Off the Press 4 CSD Update Problems for DS/1000-IV Firmware . . . 4

Disc Pack Exchange Sewice Obsolesence . . . . 4 A New Answer to an Old Question . . . . . . . . . . 5

CSO "Zap Traps" Static Control Mats from CSO . . . 5 . . . . . . . . . . . . . Prices Cut on HP Flexible Discs 6

8 R 8 Introducing Re-Marketed Peripherals on Series lllR . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

. . . . . . . . . . . . New HP 3000 Price Comparison 6 . . . . . . . . . . HP 3000 Series 111 . "We Love itl" 7

Strong Upgrades Available from the Series lllR . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

Technical Com~uters DSD RTE-A1 Release . . . . . . . . . . . . . . . . . . . . . . . . . . 8

RTE-6IVM Off to a Great Start . . . . . . . . . . . . . . 8 A-Series Battery Backup and Memory Limitations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

PCD World's Biggest VisiCalcm Runs on . . . . . . . . . . . . . New HP-87 Personal Computer 9

Salute to Top S F 02 Sellers of Series 80 Personal Computers . . . . . . . . . . . . . . . . . . . . . . 10 HP PLUS Sofhvare Program Now Covers Personal and Handheld Computers . . . . . . . . . 10 Comprehensive Support and Service for New HP-87 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Business Computers BCG New BCG Software Directory Is a

Best Seller . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12 Business Computer Group Third Party Program Strengthened . . . . . . . . . . . . . . . . . . . . 12

BQB Major German Product Announcements at Hannover Fair . . . . . . . . . . . . . . . . . . . . . . . . . 12

e8y Power Conditioning for the HP 3000 Series 40 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 New HP Series 40 Upgrade Option . . . . . . . . . 13 Is Option 001 Required? . . . . . . . . . . . . . . . . . . 14

INB The Removal of Data Communication Producb from the Price List . . . . . . . . . . . . . . . 14 HPSLATE Free Trial Offer Correction . . . . . . . 14

On Ule Cover:

HPMAIL is Hewlett-Packards newest addition to the Interactive Office . This electronic mail product offers a "fourth alternative" to traditional methods of office

MSO HP Divisions Are Using Materials Management/3000 and Production

. . . . . . . . . . . . . . . . . . . . . . . Management/3000 14 GSP Introducing Electronic Mail to the

. . . . . . . . . . . . . . . . . . . . . . . . . Interactive Office 15 HPMAIL . A Key Piece of HP Office

. . . . . . . . . . . . . . . . . . Strategy Falls Into Place 16 HPMAIL From the Secretary's

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Viewpoint 17

Computer Termina Is . . . . . . . . . . DTD Graphics Software and Terminals 18

Announcing the HP 2622A Special . . . . . . . . . . . . Option K21 Industrial Keyboard 18

. . . . . . . . . Memory Add-on for the HP 2624B 19 Coming Attraction . New DTDIGSD

. . . . . . . . . . . . . . . . . . . . . . . . . Interfacing Guide 19 . . . . . . . . . . . . Free Slides Spark High Interest 19

. . . . . . . . . . . . . . . Advanced Terminal Training 19 HPG On-Site Maintenance Agreements for

. . . . . . . . . . . . . . . . . . . Data Capture Terminals 19 . . . . . . . . . . . The Terminal Range at a Glance 20

Computer Peripherals BSE Maintenance Price Reduced on ..

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . Laser Printer 21 Letter Quality Paper Available for

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . HP 2680A 21 . . . . . . . . . . Laser Printer Used for Direct Mail 21

. . . . "Switchbox in Starfish" Article Correction 21 DMD CS/80 Disc Drives Supported on

. . . . . . . . . . . . . . . . HP A600/A700 Processors 21 Stand-Alone HP 790811 I/ 12 Compatible

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Tape Drive 21 . . . . . . . . . . . . . . . . . . . . . QLII) New HP-85 Software 22

. . . . . . . . . File Manager Ordering Information 22 8 E ) D New Plotter Demos for HP 9826A and

. . . . . . . . . . . . . . . . . . . . . . HP 9836A and More 23 veB Workstation Printer Solutions for the

. . . . . . . . . . . . . . . . . . . . . . . . . . HP A600/A700 25 HP 2671AlG Printers .. Off the Shelf

. . . . . . . . . . . . . . . . . . . . . Availability from CSO 25 . . . . . Workstation Printer Configuration Guide 25

Backta Ik How to Sell the MPN Concept Without

. . . . . . . . . . . . . . . . . . . . . . . . . . Selling Futures 26 . . . . . . . . . . HP 125 Success at Westinghouse 27

communications by cutting the cost of telephone time. reducingpapenuork burden and eliminating tirneldishnce barriers . See articles beginning on page 15 .

HP Computer Museum www.hpmuseum.net For research and education purposes only.

Computer Marketing

CMG HP Adds Software Operation By Roger UeltzenlTCG

On February 1,1982, the Software Management Corporation became part of the Hewlett-Packard Com- pany. SMC is located in Santa Clara, CA, and employs 50 people in the design and marketing of software products which provide sophisticated management-information and process-control systems for the semiconductor industry and other high-technology process industries. It is a leading supplier of such software systems which run on HP computers.

The firm was founded in 1976 by Charles Herbert and Robert Meyer, who will continue with HP in roles that reflect their present emphasis on RGD and operations, respectively. A third principle, Carl Gallivan, will continue to handle marketing.

This organization will now be known as the SMC Operation and will report to me as follows:

SMC's current products, which run on the HP 3000, consist of the following:

TD-10 Transaction and Display Processor

IC- 10 lntegrated Circuit Manufac- turing lnformation System

CA-I 0 lntegrated Circuit Cost Ac- counting lnformation System

EN-10 Engineering Data Collec- tion System

EA- 1 0 Engineering Analysis System

The prices for these products range from $28K to $123K with the average sale being greater than $250K.

TD-1 0 Transaction and Display Processor

TD-10 is a complete, on-line, interactive, table-driven interface between the terminal and application programs. It not only controls terminal communications, but also opens and closes the data base and passes pre-edited data to and from various data bases. Using TD- lo's features, you can write your own applications

Marketing Carl Gallivan

I SMC Operation

Roger Ueltzen

R&D/Admin Operations Charlie Herbert

including an extensive storeroom inventory capacity. Using the environ- ment model established through TD-10, the system provides users with visibility of where the product is, how lots are yielding, performance versus schedule analysis, and which lots should be expedited.

CA-10 Integrated Circuit Cost Accounting lnformation System

CA-I 0 is a process and product cost accounting system designed specifi- cally for the semiconductor and process manufacturing industry.

EN-1 0 Engineering Data Collection System

EN- 10 allows management and engineering to control the process en- vironment through the collection of comprehensive engineering and statistical data.

EA-1 0 Engineering Analysis System

EA-I 0 provides user-defined analysis of engineering data collected through EN-] 0. Includes graphics plotting capability, statistical analysis reports and a general report writer.

We have programs underway to expand SMC's product offering into the factory and plant automation quadrant with an HP 1000 based process control product for interfacing into the various equipments found in semiconductor manufacturing companies.

All the programs currently available are written in Cobol which ensures their transportability to future HP computer offerings.

SMC is thepremier supplier of appli- software without incurring the ex- cations software to semiconductor pense and time of having to design Today we are order limited. Due to

manufacturers. all of the supporting interfaces and an innovative design approach, SMC

[/O software. products install in a matter of weeks. In 1981 SMC did $1.6 million worth of software business (up 600% over IC-10 Integrated Circuit

Our short-term sales plan is to ex-

1980) and has in its customer base pand our sales efforts in North Manufacturing information System America and Japan which account many of the major semiconductor

companies in the industry (Intel, More than just a lot tracking system, for over 90% of all semiconductor

AMD, AMI, North Telecon, RCA, Ex- IC- 10 provides management with fabrication throughout the world.

xon, VLSl Technology, and STC - comprehensive production and to name a few). manufacturing control information

Computer News April 15, 1982 For Internal Use Only 3

Computer Marketing

Later on in the year we will expand our sales program to embrace Europe and offshore fabricators.

We are currently discussing with Jim Arthur, Bill Richion, Mike Leavell, and others the specifics of the who's and how's as to the selling and the support of the SMC products.

In the meantime, be aware of the acquisition and if you have any questions call Carl Gallivan, 408-773- 8000, or me, TELNET 1-257-3440 or 408-773-8000, and we will do our best to help you.

Third Party News New OEM Recruiting Brochure Is Off the Press By Sheri Bebb Godshall/CMG

A new brochure designed to help you recruit new technical and commercial OEMs is on its way to all sales offices in the US, HPSA and Intercontinental.

The brochure is entitled, "HP Means Business . . . for you. Products, policies and protection - Hewlett Packard computers and the OEM" (P/N 5953-2220).

This brochure underscores HP's commitment to the OEM market. It discusses the policies that are attrac- tive to OEMs, the product features that are helpful to OEMs and the support services that are available.

It is designed to help you recruit new technical and commercial OEMs, across all product lines. You can mail it to a customer who has requested information about being an HP OEM, or can use it in sales calls and semi- nars designed to attract new OEMs.

It can also be used as a follow-up to the more general brochure, "Hewlett-Packard Third Party Market- ing Programs." (P/N 5953-2207).

Included in the back portion of the brochure is a separate five-page product matrix, "HP Computer Pro- ducts." (P/N 5953-2221) This matrix briefly describes HP's major OEM products, from desktop computers to printers and plotters.

When you order the brochure, "HP Means Business" the product matrix will be enclosed. Or you can order the product matrix separately to use in different sales situations.

Copies of the brochure, with the matrix included, will be bulk shipped to every sales office internationally the second week of April. Additional copies can be ordered from the literature distribution center.

CSD Update Problems for DS/ 1 000-IV Firmware By Jeff GarrisonlCSD

The 221 3 update of DS/ 1000-IV has new firmware and software. The new software is not compatible with the current BISYNC firmware for DS/ 1 000-IV, but it is compatible with current HDLC firmware.

Many DS/ 1000-IV customers have not specified the firmware option they need (i.e., BISYNC vs. HDLC). This could create a problem for cus-

tomers who should receive the new BISYNC firmware. If you have DS/1000-N accounts, please contact your customers to determine which option they should order. You should also make sure that your customer's support contract and IBS data is correct.

The support products and their firmware options affected by this potential problem include:

Support Products: 9 1750s 9 1 750T

Firmware Options: HDLC BISYNC -101 -201 -102 -202 -104 -204 -108 -208 -116 -216

The 91750s and 91 750T both require a firmware option as well as a software media option. However, the 9 1750V and 9 1750W (not listed) require a firmware option only. Please '? make sure your DS/ 1000-N customers have specified both options when ordering either the 9 1750s or 91 750T.

Disc Pack Exchange Service Obsolesence By Kathy GannonlCSD

Effective May 1,1982, the Disc Pack Exchange Serivce, product numbers 13394R and 13356R, will be obso- lete. Instead, a similar exchange program at a lower cost will be offered through CPC. (See DMD article in this issue for more information on the new service).

To allow vour customers to take advantage of the cost-savings under the new program, please cancel any current orders for the 13356R and 13394R, and re-order through CPC on May 1. Shipments will be sus- pended until April 30 to allow these cancellations to occur. Any orders still on our books by April 30 will be filled at the current price, as along as stock is available.

Computer News April 15, 1982 4 For Internal Use Only

Computer Marketing

A New Answer to an Old Question By Steve WillenslCSD

Do customers ask continually for services to help them perform their own computer maintenance? Well, now we can give them an answer. Computer Support Division is announcing the Cooperative Support Program to assist customers who would like to undertake the support of their own computer equipment. It provides the same resources made available to our Customer Engineering Organization.

The Cooperative Support Program adds two new services: Hardware Subscription Service (HSS) and Technical Assistance Service (TAS). These services, along with our Maintenance Training and Assembly Exchange Service, should provide the necessary assistance, training, and documentation to help our customers be successful at cooperative support.

Note: The Cooperative Support Program is only cost effective for "large customers" who have realistic expectations and the technical inclination to handle the responsibility of doing their own maintenance. It requires a sufficient financial commitment which must be properly understood. Exlsting customers are preferred. If you have customers who fit these criteria, consult your local CEO. Your Area CE Manager must qualify all customers.

The products currently covered by Cooperative Support include:

HP 1000 MIEIF-Series Computers

HP 9825135145 Desktop Computers

HP 3000 40144 Business Computers

HP 7906/20/25 Disc Drives HP 7970 B/E Tape Drives

HP 2608A Line Printer

HP 263X Serial Printer

HP 262X1264X Terminals.

Other products will be included at a later date.

Literature available on the Cooperative Support Program includes data sheets for TAS (5953-71 94) and HSS (5953-7196), and exhibits for TAS (5953-71 95) and HSS (5953-7197). They are currently available from your Area CE Manager. In addition, the Field Training Manual is being distributed and will be available soon.

"Zap Traps" Static Control Mats from CSO By Dan BrummlCSO

HP customers need never again in- advertently "zap" their terminals, printers, or CPUs with static dis- charge. CSO's static control mats, available in a number of colors and sizes, have undergone HP testing by CSD that substantiates mat useful- ness in dissipating static electricity.

In dry climates and around carpeted areas, operating personnel can ac- cumulate up to 10,000 volts by just walking around their normal work area. By placing static control mats at computer room entrances and in front of electronic equipment, HP customers can greatly reduce the possibility that they will accidentally zap their equipment.

Foreground: the HP 921 76C static control carpet mat. Background: the HP 921 75A grounded, hardsur- faced static control mat.

Zapping a piece of electronic equipment may result in any or all of the following consequences

Permanently damaged circuits

Terminals transmitting erroneous data to the CPU CPU memory alterations or program loss.

Help your customers protect their valuable data and HP equipment by recommending the static control mats featured on pages 38 and 39 of the new Spring 1982 Computer Users Catalog (5953-2450).

US customers can call CSO toll free at 800-538-8787. In California, Hawaii and Alaska call 408-738- 4133. In Germany call (07031) 667-829. Elsewhere, customers should contact their local sales office. These mats are also available from CSO at low TAC prices for internal HP use.

HP 250 Business Computer


Computer Marketing

Prices Cut on HP Flexible Discs By Mark ManqueroslCSO

Tell your customers about new, low prices on high-quality HP unformat- ted flexible discs (packed 10 per box). These are real savings for your customers on these high-quality HP media. Be sure to spread the word!

Product

92 190A ( 5'/4 ", Double- sided 0.25 Mb)

92 195A (8", Double- sided 1.2 Mb)

9164- 0105 (8", Single- sided 0.5 Mb)

No. of Boxes

1 2-4 5-19 20+

1 2-4 5-19 20+

1, 2 3-9 1 o+

Old Price

$74 66 59 51

$105 95 84 74

$89 68 63

New Price

$69 61.50 56 51

$94 84 76 66

$79 same same

Introducing Re-Marketed Peripherals on Series IIIR By Andy Tasnady /SRO

By popular demand, Re-Marketed dented low level. Here are the new peripherals and accessories are now Re-Marketed products. available for the HP 3000 Series UIR (May 1 CPL). These products drive Supply is limited, so call SRO Sales down the price of this already cost Development 408-738-8858 before effective system to an unprece- issuing a quote.

Original Product Number

32435BR (Series IIIR) 010 1NP 032 ATC 033 ATC w/Modem Support 055 SSLC 209 LIP Controller 215 M/T Controller 825* 7925M Disc 878* 7970E Tape (Original

High Boy Cabinet)

*Limit one per system.

Price New

$ N/A 4,725 3,150 4,450 2,100 1,340 2,835

22,050 13.500

SRO Price

$33,000 3,300 2,200 3,100 1,250

950 1,975

18,750 8,800

New HP 3000 Price Comparison By Hal EubankslSRO

With the introduction of Re-Marketed The Series lllR offers even more sig- peripherals on the Series IIIR, new HP nificant cost savings. For customers 3000 price comparisons need to be who can't afford a Series 40 or Series highlighted. Typical system config- 44, the Series lllR provides the best urations (CPU, 7925M, 7970E, and system solution. Don't lose an order console) now compare as follows: because of price; win with Re-

Marketed systems.

Computer News April 15, 1982 6 ,r ,nterna, u s e only

Series IIIR

$62,245 I Mb '5 Mb 69.245

Series 40

$80,500 90,500

Series 44 -

$111,500 1

Computer Marketing

HP 3000 Series 111 - "We Love It!" By Andy TasnadylSRO

It's no secret; the love affair that ex- tends across the globe was con- firmed publicly last month at the HP 3000 International Users Group Con- ference in San Antonio, TX. "We love it" was repeated over and over again by HP users when asked how they felt about their present HP 3000 Series Ill. Many users cited the dura- ble reliability of the Series 111. "It keeps on running" became a com- mon response by users. Some noted the advantage of look-ahead seeks on the Series Ill, especially for heavy disc I/O applications. Said one user. "The disc I/O throughput for my application on the Series I11 is compar- able to the Series 44 just installed."

The message is clear. The installed base of Series I11 users is an excellent market for selling the Series IIIR. By adding a Series lllR to existing Series Ills, the customer ends up with two (or more) identical systems - offering such important operational advantages as the ability to easily inter- change peripherals.

Adding a Series lllR can also be the lowest cost way for the installed Series 111 customer to increase his computing capacity. A Series lllR costs less than $70,000 compared to typically $160,000 or more for a Series 64.

Strong Upgrades Available from the Series IllR By Russ McBrienlSRO

Let's look at the costs associated with upgrading peripherals when we move from a Series lllR to an HP-IB system. The Series lllR supports parallel differential peripherals. When your customers are ready, excellent upgrade paths exist to larger HP-IB systems. We can compare an HP-IEi (Series 40) to HP-IB system upgrade with a Series IIIR to HP-IB system upgrade.

Initial Costs

Working with a minimal system (i.e., one master disc, one master tapel the original purchase prices for fun(:- tionally equivalent configurations are shown in Table 1.

Upgrade Costs

At current price levels, the costs associated with upgrading these peripherals are shown in Table 2. (Upgrade costs include kit price and installation charges):

Total Peripheral Costs

The total peripheral costs for the Series 40 is $39,065; for the Series lllR it is $38,833.

There is an approximate savings of $232 when upgrading Series lllR peripherals to HP-IB instead of buying HP-IB peripherals initially.

Advantages

When considering upgrade paths from the Series IIIR, keep in mind that in addition to reduced peripheral costs, there are a number of advantages to the Re-Marketed system. The initial cash outlay required is far less, and depending on which system you choose to upgrade to, the system upgrade credits can be very advantageous. For example, under current programs when you move from Series lllR to a Series 64 you are eligible for greater than $10,000 more in additional incentive upgrade credits than if you were upgrading from a Series 40.

Table 1.

I Series 40 I Series lllR 1 HP 7925M-102 $23,225 Opt. 825 (7925M) $18,750 HP 7971A-340 1 Total 15'00c' 1 Opt. 878 (7970E) 8,800

38,225 $27,550

Table 2.


Series 40

HP 7925 Upgrade $ 0 HP 7971 Upgrade 0

GIC Cable Upgrade (2) 840 (needed when going to Series 44 or 64)

Series lllR

Upgrade Disc to HP-IB $ 1.1 83 Upgrade Tape to HP-IB 3,600 Upgrade Tape Cabinet 2,720 GlCs Purchase (2) 3,780

Total $840 1 $1 1,283

Technica I Computers

DSD RTE-A. 1 Release By Tom TomoskylDSD

RTE-A. 1 is alive, well, and MR'ed (re- leased for manufacturing). This new operating system, which runs on both the HP A600 and HP A700 processors, is the result of a very fine and intensive lab project headed by Nancy ~choendorf. Preliminary reac- tions are wry encouraging: SE, SR, and customer acceptance of the product and the new pricing structure has been excellent.

We ran two pilot runs outside of the standard tests in the lab and CIA. Besides a few minor problems, which have since been corrected, the software came up smoothly and ran without any difficulty. We are very concerned about presenting a clean and high-quality introduction of the new products to you and your customers. Availability is four weeks.

For those of you who did not attend the February Teleconference, RTE- A.1 is a standard member of our real-time operating system family and has RTE-XL as its base. This provides for a modular O/S, memory and disc-based capabilities, DMA per channel, and fast on-line system generations. We've borrowed all of the large data-handling features of RTE-6/VM (EMA, VMA, and SHEMA) and the most important multi- terminal monitor features: LU 1 terminals and automatic program clon-

ing. We have a new, extremely fast loader called LINK, and an impressive file outspooling program called PRINT. There is a new dynamic memory partitioning scheme which creates the most efficient memory manager that an HP 1000 has ever had.

RTE-A1 supports the major feature products: DS/ 1 000-IV, IMAGE with QUERY, Graphics/ 1000-11, and a new Microprogramming Package (92045A). It has the same language compilers as RTE-6/VM - FOR- TRAN 77, Pascal, and Macroassem- bler, BASIC-L is also supported. We feel that the quality and breadth of this software offering just can't be matched on any other microcomputer or similarly priced minicomputer around.

RTE-A.1 is ideally suited for hardware OEMs or system designers for hardware systems. With the features mentioned above, a system can be designed for speed, for dedicated applications, or for memory utilization efficiency. You can do program development on RTE-A. 1 with quite a few users, but it doesn't have all of the software friendliness of an RTE-6/VM system. However, RTE-A.1 does have power and efficiency.

The RTE-A. 1 Performance Brief you received is being updated to include data from the A700 with the Hardware Floating Point Board. This will be the customer version and each Sales Office will receive a normal distribution in April. We are certain that this will be an effective pre- and post-sales tool for vour techni-

RTE-6/VM Off to a Great Start By Jim Williams/DSD

RTE-6/VM has had a spectacular start since November when it went on the CPL. Orders for RTE-6/VM were initially strong, as expected, and have continued at a pace unmatched by similar software releases. The re- venue generated strictly by RTE- 6/VM upgrades, stand-alone orders, and Model 60165 allocations for the Operating System has exceeded $2 million in the first four months on the CPL. This impressive start has been accomplished by the excellent efforts of our sales force, overcoming the obstacles of delays in delivery and a required three-day production hold.

The short production hold required for RTE-6/VM somewhat slowed the momentum of this new Operating System, but allowed us to make im- provements which make it much easier for our customers to get RTE-6/VM up-and-running. There were also two software modifications we felt were critical to the successful operation of our customers' applications, therefore these were added to our production system.

To take care of all customers who have purchased and received RTE- 6/VM prior to these corrections, we have sent a kit containing the mod- ified software relocatables and the documentation changes. Therefore, all current RTE-6/VM users will receive the updates, and all future customers will receive the corrected software and the additional documentation.

call; sophisticated customer.

Computer News April 15, 1982 8 ,r Internal use 0.1,

RTE-6IVM is our most powerful system offering, giving our large existing customer base the capability to expand their applications, while open- ing doors to new applications requiring the large programllarge data capabilities of this high-end operating system. From the looks of the first four months statistics, RTE- 6/VM has a large market potential and a bright future for DSD.

A-Series Battery Backup and Memory Limitations By Ted ProskelDSD

The HP A6001A700 Computational Products Technical Data book (P/IY 5953-2898) contains errors with re- spect to battery backup of the 21 96A/B and 21 97AlB System Pro- cessor Units for the Model 16 and 17 Systems and of the 2137A and 2 156A Computers. The good news is that use of the 121 57A Battery Backup System does not limit maximum memory in the 2156A Computer or the 2196AlB SPU to 2.5 Mb as stated in the data book. The bad news is that the formerly simple 121 57A hold-up time state- ment should be changed to read:

Battery Backup Systems (provides 15 to 90 minutes hold-up, depending upon the system configuration, state of charge, and temperature; additional hold-up time can be achieved by connecting an external battery).

These changes affect copy on pages 2-1, 2-13, 2-14, 2-1712-18, 2-19, 2-21 12-22, 3- 12, and 3- 18.

Technical Computers

PCD World's Biggest VisiCalcE Runs on New HP-87 Personal Computer By Mike BoichlPCD

New HP87personal computer from Hewlett-Packard features high-resolution, built-in 80-column display for t a t and graphics, and seven special function kegs which (with shift) make available 14 user-defined functions.

The most popular software for personal computers is now even better, with the introduction of VisiCalc3 PLUS for the new HP-87 premier personal computer system.

The HP-87 VisiCalc PLUS pac takes maximum advantage of the new machine's features to provide the most powerful solutions to "what if" analysis of any numerical problem. Your customers in technical and office environments may find this Visi- Calc PLUS to be the answer to a broad range of problems.

The 544Kb memory capacity of the HP-87 gives it the largest VisiCalc of any personal computer on the market The customer can therefore create models to solve his or her problem, and memory is no longer an issue. And the HP-87's 80- column display provides a large, clear window into the worksheet.

Naturally, all the advantages of the HP-85 VisiCalc PLUS have been re- tained. In particular, the "PLUS" portion of VisiCalc provides an easy-to- use, menu-driven translation of rows

Computer News April 15. 1982 For Internal Use Only 9

Technica I Computers

and columns into immediately- understood graphics, thanks to HP plotters. A new HP 7470 plotter running with the HP-87 makes up a low-price, extremely powerful system for generating pie and bar charts and line graphs.

Your customers using HP-85 Visi- Calc PLUS will be pleased to know that their data files are compatible with HP-87 VisiCalc PLUS, with no conversion required. In addition, the command structure of the two products are identical, with the excep- tion of two commands to support HP-87 screen features. Thus, any- body familiar with HP-85 VisiCalc PLUS can be immediately productive on the HP-87.

VisiCalc for the HP-87 is available now, and requires the HP-87 plus the following equipment

00087-1 3001 VisiCalc PLUS

82901M or 82901M disc drive

82907A or larger memory module.

In addition, the PLUS portion of Visi- Calc requires:

82936A ROM Drawer

00087-15001 Plotter ROM

7470A or 72258 Plotter.

Salute to Top S F 02 Sellers of Series 80 Personal Computers By Grace LamerdinlPCD

Thanks to Sales Force 02,1981 was a great year for Series 80 personal computers. Sales tripled with the introduction of the HP-85 to many new OEMs and major accounts.

Personal Computer Division salutes the outstanding efforts of HP's sales Vaz Hartounian (right), of forces, and would like to thank you Lexington office, Eastern region, all for your support and attention. As accepts Series 80 Highest Sales we introduce the new HP-87 system Award from Dick Moore, Personal to OEMs and major accounts, we Computation Group general know 1982 will be even better. manager.

Highest Series 80 Sales (FT8 1 ) in S F 02

Sales Rep Region Office

Highest Worldwide Sales: Vaz Hartounian East Lexington

Highest Regional Sales: Neil Welsh Rich Dixon Alan Arnette John Mitchell Ion Kloprogge Bernard Limbeck Mike Atkins Francois Aeck Ed Manheim Hans Kik Yoshihisa Yashiro

Neely Midwest South Canada ICON Germany UK France Northern Southern YHP

Santa Clara Cleveland Dallas Ottawa Melbourne Munich South Hampton Evry Capelle Zurich Tokyo

HP PLUS Software Program Now Covers Personal and Handheld Computers By Evan NeptunelPCD

HP PLUS, the "Program for Locating HP PLUS requirements for the per- User Software," now covers the new sonal and handheld products will be HP-87 personal computer system, the same as for all other HP comput- the HP 85 portable personal compu- ing products: ter, the HP 125 personal office corn- /jsted category - software must puter, and the HP-41 handheld be offered for sale and supported computer. With this announcement, by the third party HP PLUS now applies to the entire range of HP computers.

Computer News April 15, 1982 1 0 For Internal Use Only

Technical Computers

Referenced category - software must also meet "user rated" and certain merchandising requirements

Distributed category - software must meet Referenced requirements. Software is distributed by H P.

HP PLUS administration will work exactly the same for these products as for other HP products with one important difference - the sales force will not approve supplier and development agreements. If you have a potential supplier, please refer him directly to the division (GSD, PCD, or CVD). The division HP PLUS team will handle all the details.

Listed, Referenced and Distributed software products will be made visi- ble and available to you in the usual ways. Look for Referenced and Dis- tributed product announcements and available merchandising materials soon. Also expect to see appropriate software catalogs containing suppliers' software summaries.

At the present time, PCD is imple- menting the Listed, Referenced and Distributed categories for the Series 80 products. GSD will be using primarily the Distributed, but also the Referenced category for the 125. CVD will initially use only the Refer- enced category for the 41.

Your new HP PLUS contacts are: CVD - Jack Peters, PCD - IYancy Ulman, and GSD - Kyle Hurlbut. We are all here to make available proven solutions that will help sell HP systems.

Comprehensive Support and Service for New HP-87 By Brucy FosterlPCD

Help your customers make the most. productive use of their HP-87 systems - take advantage of the comprehensive support program that is available. As for other Series 80 products, this program includes Cus- tomer Training Courses, Hardware Contracts and Services, and Software Support Contracts and Services. Options are available in each to let you tailor a support program to the particular needs of your customer.

prised by an unexpected service charge, you owe it to them to make sure they consider purchasing a service contract for their system. Ser- vice contracts eliminate the risk and allow customers to plan their service expenses in advance.

FMMC $10 PMMC $20 STREP $300 (proposed)

Software Contracts and Services

Software Support can improve your customer's productivity by providing up-to-date information on his system by mail and by providing access to a professional consultant, by tele-

Customer Training &one or in person, at H P ~ facility or - To assist customers in getting up the customer's. HP offers three

and running quickly and getting the software support senrices: System In-

most from their HP-87, three Series formation Senrice, Full-day Consult-

80 customer training courses are ing and Time and Materials Systems

available (see Table 1). Engineering Assistance (see Table 2).

Hardware Contracts and Services Pick the programs that best meet the No one likes to contemplate their needs of you and your customers new product needing repair, but and, when you're selling a system, even Hewlett-Packard products do sell a supported system. It will help occasionally. To prevent your cus- you make that sale and it will assure tomers from being unpleasantly sur- you of future sales from productive,

satisfied customers.

Table 1.

35048A Series 80 Beginners Course $26012 days 35046A Series 80 General 110 Course $48013 days 35047A Series 80 Assembly Language Course $48013 days

Table 2.

98090K System lnformation Service for Series 80 Basic $ 25lmo. Systems

98091 K System lnformation Se~vice for I/O and Assembler $ 25/mo. Support

98096A General Purpose Consulting for Personal and Desktop Computers $6001day I

98097A Interfacing Consulting for Personal and Desktop $800/day Computers

35021 D Time and Materials Systems Engineering $ 95lhr. Assistance

[*A


Business Computers

BCG New BCG Software Directory Is a Best Seller By Gwen MillerlBCG

After only a month, the new Business Computers Software Directory is already proving to be extremely popular with both the field and customers. At times during the recent HP 3000 User's Group meeting in San An- tonio, interested users and software vendors stood in line for the chance to look through the Directory! They were impressed not only with the hundreds of pages of third-party software present, but also with the comprehensive coverage of every HP software product available on the HP 3000.

Here are answers to the questions most often asked about the Directory:

How do I buy one? Customers may order PIN 30000-90251 through HEART or through CSO's toll-free telephone number 800-538-8787. The Directory costs $40 - cost- effective if it reduces a customer's software search time by just a few hours!

Internal orders receive the bargain price of $13.57 with a HEART override for Supplying Division 47.

How do Iget my software included in the directory? First, you must have a signed Software Supplier Agreement with HP. Listed products then simply complete theproduct Summary Form for reproduction directly in the Directory. Products ap- plying for Referenced or Distributed status must also fill in the appropriate Addenda for submission to the factory qualification team: All these forms are available from Third Party SRs in the US and Canada.

What about updates? Updates will be made every few months, in the most practical and economical fash- ion possible. As updates become

available, we will let you know how they may be obtained.

Is the software available worldwide? While the directory lists packages of companies based in the US or Canada, many are supported elsewhere in the world. Each product sheet specifies the geographic area supported. For European-based products, look for the European directory, coming out soon from Boeblingen.

We appreciate your feedback on the directory. Let us know how you are using it to sell more systems in 1982!

Business Computer Group Third Party Program Strengthened By Gwen MillerlBCG

1 am pleased to announce that we have strengthened BCG Third Party Marketing team within the Business Computer Sales Center with a number of new individuals. Heading the new team is Dave luppa. Those of you from the Eastern Region will remember Dave as the Eastern Sales Development Manager. Dave's pre- vious positions in supporting major accounts and as Sales Development Manager for BGD in Boeblingen give him excellent experience in working with Third Parties on both the HP 250 and HP 3000. Martha Linen- burger continues to head the HP PLUS Software Supplier program. Martha has been working on third party programs for two years, and is chiefly responsible for the publication of the HP Business Computers Software Directory. The HP 250 OEM Program is being launched with the addition of Chris Eckhardt and Lynne Ovington. Lynne has been supporting the Southern Neely Region in Sales Development. Chris is moving into the Third Party program from GSD SE support. Finally, the Consultants Program is man- aged by Lynn Gardner. If you have not yet seen the Consultants Direc- tory that Lynn has compiled for your

area, please be sure to contact your Third Party Rep or Field Marketing Manager.

This team is dedicated to helping to strengthen the Business Computer Group Third Party program, so that you can win more deals by having more software solutions available to third parties. Please feel free to call on anyone on our team if we can help you in your sales efforts.

Major German Product Announcements at Hannover Fair By Jochen LeonhardtlGSC

The Hannover Fair is one of the most important exhibitions in Europe and is where everyone looks for innovative product announcements. One of the 14 exhibition halls is devoted to computer products and it is therefore the perfect backdrop for the German Software Center's attack on the German-speaking market. Armed with an impressive array of software products in German, the Software Center aims to make a strong and lasting impression on the target market. A preview press conference to be held in Boeblingen at the beginning of April will raise the visibility of the German Software Center as HP's representatives on the German market. The products being announced are all in line with the MPlY strategy and include products for administration and office services (HPWORD, HPMAIL, a variety of HP 125 software) and operational planning and control systems (PM/3000). The significance of the products being launched and their importance for the overall Computer Group strategy is reflected in the stand layout - it is divided into four quadrants representing the MPN model.

Computer News April 15, 1982 1 2 ,r Intern,, use 0.1,

Business Computers

The German version of PMl3000 is already on the price list (as is MMl3000). HPWORD and the HP 125 software will appear shortly. The complete list of products and their German product numbers is listed below. The German, Austrian and Swiss sales forces can now really use the strength of these products taken as a whole to tighten our grip on the European market.

Product P/N

MMl3000 PM/3000 HPWORD HPMAlL VISICALC/ 1 25 GRAPH1125 WORD/ 125 LINK1125

a CSY Power Conditioning for the HP 3000 Series 40 By Kathryn HoshorlCSY

Like the Series 30, the HP 3000 Series 40 and 40SX do not include built-in isolation transformers as a standard part of the system processor unit. For this reason, at some customer sites it may be necessary to order a power conditioner separately, where, due to geographical or seasonal conditions, the power may vary beyond the guidelines established in the HP 3000 Site Prepara- tion Manual.

One possible solution for customer sites which do require protection is to purchase multiple HP 35030A I .8KVA 6OHz power line conditioners with a total KVA rating capable of protecting the entire system. Please note that a single HP 35030A power line conditioner will provide insuffi- cient protection for an HP 3000 Series 40 or 40SX minimum system.

The 35030A conditioner is adequate for SPU conditioning only. This is an undesirable solution because the SPU can receive adverse voltage fluctuations from an uprotected disc drive. Therefore, this solution should not be recommended since system performance may be negatively impacted.

A second solution is to purchase a single power protection device with a capacity large enough to protect the entire system. Although a non-HP solution, this alternative should be considered for customers with multiple disc drives. Your site prepara- tion specialist will advise your customers of the type and size power protection device necessary for adequate protection of their systern.

In order to minimize potential problems at installation or later on, please review any outstanding Series 40 or 40SX orders where single HP 36030A conditioners have been ordered. Remember, total system power conditioning requirements, including all discs and any add-on peripherals should be specified by your HP 3000 Customer Engineer.

New HP Series 40 Upgrade Option

option (Product 32445AH, Option 603) with a credit of $7000 will be on the May 1,1982 CPL. This upgrade option is being offered because some customers:

Would prefer to upgrade their Series Ill rather than buy a 30341A HP-IB Interface. The Series 40 provides support for more HP-IB peripherals, and would be desirable where processing needs are not increasing dramatically, thus not justifying the upgrade to a Series 44.

Wish to have peripheral compati- bility between systems. These customers are currently buying Series 40,44 and 64 systems and might like to have all systems with HP-IB peripherals.

The pricing of the upgrade credit follows the pattern already established for upgrades to the Series 40 and 44. Remember, a $5000 incentive credit is given for upgrading to the Series 44 from any system. The accompanying table shows the various upgrade possibilities to the Series 40 and 44.

Note that the additional return credit of 3000 for a Series Ill with the 30341A HP-IB adapter (Option 613 on the Series 44 upgrade product)

B,q Bob CrurnlCSY will not be offered onthe series 40 -

By popular demand, a new option upgrade. Those customers who have

has been created for HP Series 40 an HP-IB be expected

upgrades. It will now be possible to a Series 44 Or 64.

return a Series Ill system for credit when upgrading to a Series 40. This

To

From

Option

Series 40

Credit

Series 44

Credit


Business Computers

Is Option 001 Required? By Kathryn HoshorlCSY

When ordering a 791 1P or 7912P with the lntegrated Tape Cartridge on an HP 3000 Series 40,44, or 64, it is necessary to specify Option 00 1. This option insures that your customer will receive the required dual controller version of the 79 1 111 2P. It is not necessary, however, to order this option on the Series 40% which includes a dual controller 791 1 P or 7912P as part of the product.

Recently, some orders for Series 40SX systems have been received by the factory specifying Option 001. Please note: This option does not exist! The Series 40SX, P/N 32446A, is comprised of a Series 40 System Processor Unit (SPU) and a 79 1 1 P 28 Mb disc drive with an Integrated Cartridge Tape. In addition, by specibng Option 01 2, a 791 2P 65 Mb disc may be ordered to replace the 791 I P disc. Because this is a bundled product - in other words the disc, cartridge tape and SPU are all ordered under one product number - options such as Option 001 which would normally modify the individual peripherals are not applicable and should not be ordered.

If you have transmitted an order for a 32446A (Series 40SX), and you have specified Option 001, a change order deleting this option should be transmitted as soon as possible so that delivery of your customer's system will not be delayed.

One final note: only one lntegrated Cartridge Tape Drive is supported on the HP 3000 Series 40, 40SX, 44, and 64. If your customer is ordering additional 791 1 P or 791 2P disc drives, Option 140 is required to de- lete the lntegrated Tape Drive, and since only a single controller is specified in this configuration, it is not necessary to order Option 001.

IND The Removal of Data Communication Products from the Price List B y Donna MerlinollND

As of April 1, 1982, the 30020A will be removed from the Corporate Price List. This board is replacable by the 300208. Effective May 1, 1982 is the removal of the HP 3000 Series Ill 30360A Hardwired Serial Interface (HSI). For those customers who wish to add similar communication chan- nels to their installed Series Ill, they may order the 30010A INP.

HPSLATE Free Trial Offer Correction B y Alma RodonillND

Please note the following correction to the March 15 Computer News article "HPSLATE Free Trial Offer." Once the customer coupon has been received at either Cupertino or CSP, the SR for each customer participating in the program will be notified by comgram and we (from CSP or Cupertino Product Market- ing) will mail the customer the free trial version of HPSLATE, an HPSLATE Using Guide, and software installation instructions.

SRs are not expected to take responsibility for managing the free trial offer - just get the sale when the 30 days have expired. 1

HP Divisions Are Using Materials Management/3000 and Production Management/3000 B y Margo HammelllMSO

Using your own product successfully Production Management/3000, or can be a powerful selling point - both! and eight HP divisions are using MSO Sales Development can give either Materials Management/3000, you more information about each

installation or help arrange tours.

DMSION PRODUCT STATUS

Data Terminals Division Materials Management/3000 Implemented (Puerto Rico) Production Management/3000 Installing

New Jersey Division Materials Management/3000 Implemented Production Management/3000 lnstalling

Computer Systems MFG/3000 Implemented Division, Santa Clara Production Management/3000 Implemented Data Systems Division Production Management/3000 Implemented (Fab Shop) DCD (Engineering Materials Management/3000 Installing Systems Operation)

System Remarketing Materials Management/3000 Installing Operation CSD (Literature Distri- Materials Management/3000 Implemented bution Center) HP Boeblingen Production Managementj3000 Implemented

Computer News April 15, 1982 1 4 For Internal Use Only

Business Computers

CSP HPMAlL - Introducing Electronic Mail to the Interactive Office By Trevor Wing /CSP - - ~- ~ - -~ - -~ -- - - --

~~ ~ - -- - - - ~~~- - - - ~~~ ~~ - ~- ~- ~ ~~ ~ --

HPMAIL Configuration Guide ADDITIONAL CAPABILITIES FROM THE INTERACTIVE OFFICE

I \FOK\ I I M )

2622 A H P U O R D

C] 2614 A/ B H P \ I k T t

2616 A/W TDP !aU

1MO A, 0. D5L IaXl

2M5 A. L \?rR PKI \ ITFR~IPPORI P A C K A C I F

0 > M I A.

1 M 1 A. I lOCL\(l ' rZ 4U11 1,HAPIIS PKUI)I i b 0 , IMR A. K I 4LL T H E S t PKOUII<TS<4U HI

1M7 A. SE\T,RE<EILI I1 4NIIhTORFIl H> tiP\I-\lL

O 1 6 1 4 A .

1621 4 1 V ~ 7 i r lermlnal requlrcmem may be ~mcclal lor

2182 A ~umc n, , hoe "roduilrl

H P 115 t PIUS 0.. iog~on irrmlnlrl,

lnciudlng drrkrop /~ ,mnol compurcr?

.F".<,,". *r,r ore no, I.hPilsd on screen '3-

+Full Scrwn edlror not arv,iohir

lnlcrnll usc or HPhlAl l has $ h , r n <ha# f1.r a lUu$rr H P M A I L cornmullirr HPMAIL rill nol .tpl!lllianU~ arrecc cx,3,,np appl,ca~,o,s ru,,,~lnp on an HPIW., ~ h , . rnspb! rea>onabh bc exlh.113. ~III(? H P I I A I I I. "01 a

, ~ r a n ~ a i ~ ~ u n ~ ~ n r m r ~ v ~ produd Dc!a~lcd perlormanre l e * . arc. ho+crer. bclnp cartled o u ~ and rill hc n r d c narlable 10 Ihr flcld ,,mn <omplr!l"n

Word processing is the term that usually springs to mind when Office Automation is mentioned. It's not surprising, because word processing was the first generation of productivity tools for the office. Even today word processing is still the only widely implemented application for office personnel. Following the needs of industry, HP's first office systems products were word processing products to meet just those needs: HPWORD, HPSLATE and TDP/3000.

The next step in office systems productivity tools is rapidly becoming recognized as Electronic Mail. Elec- tronic Mail provides a "fourth alternative" method of communications to the traditional telephone, memo, or face-to-face meeting, and combines many of the benefits of all three.

Public announcement of HP's electronic mail product, HPMAIL, was made April 6 at the Office Automa- tion Conference in San Francisco, and will be on the May 1 CPL with an 8-week availability.

HPMAIL is a software product that runs on any HP 3000 under MPEW and can be accessed from any log-on terminal, including a variety of desktop and personal computers, provided they are equipped with the appropriate communication options. The addition of HPMAIL to the In- teractive Office product family gives users all the capabilities required to send, receive and store not only messages composed in HPMAIL, but also work items produced using other Interactive Office products.

Once registered with HPMAIL, a user is given a personal "Electronic Desk containing electronic pushbutton equivalents of traditional desk functions - an In Tray which automati- cally receives new mail, an Out Tray in which to deposit outgoing mail for collection, a Pending Tray to track the progress of mail already sent, a List Index in which to store distribution lists and a Filing Cabinet to store and organize personal files.

HPMAIL also supplies the mail room services necessary to collect mail au- tomatically from users' Out Trays and deliver it to recipients' In Trays, no matter which system in the network they are connected to.


Business Computers

Using Standard DSIYIDS communications, HPMAlL routes electronic mail packets according to pre- defined network usage patterns, all interleaved concurrently with normal DSN applications usage. All standard DSN/DS communications interfaces are supported by HPMAlL (private wires, public switched circuits, direct connect and public data networks) and the autodial and autoanswer options are also supported.

When networks are initially set up, you simply tell HPMAlL which type of link you have to which systems and which time periods to use the link, and the 'mail room' does the rest.

Electronic mail is collected and delivered network-wide transparent to HPMAlL users; all they are required to do is drop their outgoing mail in their Out Tray and it will be delivered directly to the recipient's In Tray.

HPMAlL will be featured on the May 18 New Product Tele-conference and a package containing the Field Training Manual, datasheet and flyer has been sent to each Business Computers SR, SE, and SalesISE Manager.

HPMAlL Ordering Information

p/N Description Price

36570A License to use HPMAlL $10,000 36570M Right to copy HPMAIL 7,000

without sublicense 36570R Right to copy HPMAlL 7,000

without sublicense

HPMAlL CSS Support HPMAlL CSS Additional Site Support HPMAlL SSS Support HPMAlL Manual Update Service HPMAlL Implementation

Sales Aids 5953-8254 12-page Management

Brochure 5953-8255 2-page Flyer 5953-8256 4-page Datasheet

Documentation 36570-90001 HPMAlL Paperback

Reference Guide (Pack of 10)

36570-90002 HPMAlL Hardback Refer- ence Guide

36570-90004 HPMAlL Administration Manual

HPMAIL - A Key Piece of HP Office Strategy Falls Into Place By Beth RichardsonllND

The January 1982 issue of Dataquest, a research newsletter published by Dataquest, Inc. of Cupertino, CA, summarized the current strategies of a number of minicomputer manufacturers in the area of "The Office of the Future." Among those companies discussed was Hewlett-Packard, whose Interac- tive Office announcements of Oc- tober 198 1 were analyzed alongside similar announcements from Data General, DEC, Four-Phase Systems, IBM, Prime, Burroughs, Datapoint, MDS Systems, NCR and Wang.

After defining an office automation system as one which must provide Administrative Support Functions (data processing, word processing, electronic mail) as well as Executive Support Functions (decision support, graphics support and personal support) the article concluded with a table comparing all the manufacturers and their offerings and lack of offerings in each area. Only two companies lacked just one feature in this office function comparison. Hewlett-Packard was one of those companies, lacking only electronic mail.

Now that is changed!

With the announcement of HPMAIL for the HP 3000, our office product line is rounded out with a combination of software and hardware solutions to meet the full range of office needs. Building on HP's strength in data processing, CSP and IND have introduced document processing products (TDP/3000, HPSLATE,

Computer News April 15. 1982 I 6 For Internal use Only

Business Computers

HPWORD), decision support and graphics support products (IN- FORM/3000, DSG/3000). These office solutions are expanded with HP's personal computers, such as the HP 125 and the new HP-87 as well as other desktop computers.

HPMAlL is a key element in Hewlett- Packard's Interactive Office Strategy.

HPMAIL From the Secretary's Viewpoint By Jay Young/CSP

HPMAlL has a number of features that will be particularly interesting to secretaries and which will make a lot of routine jobs much quicker and easier. This is especially true if you communicate regularly with other people within the company and they are also HPMAlL users.

For instance, you may frequently have to send a memo and a document (like meeting minutes or a report) to a number of people in the company in locations all over the country, or even worldwide. With HPMAIL you can perform this type of operation without needing photo- copiers, staples, labels or envelopes. You can create the distribution list for your memo and then construct a mail message using this list, and containing the memo and the document. This can either be typed in using the HPMAlL editor or copied in from a HPWORD, HPSLATE or TDP file. Now you can MAIL the message - the whole job has been done in a minimum amount of time without leaving your desk.

Did you know that you can also check the progress of this message? If you set an acknowledgement level on it, you will be able to look in your Pending Tray and find out if it has been Delivered, Read, or Answered, depending on the level you have specified.

HPMAlL also makes filing a lot easier. Your HPMAlL Filing Cabinet allows you to create your own set of files and label them. When you need to file something (for example, an in- coming or outgoing message), you simply tell HPMAlL to file the object, giving the name of the folder you want to put it in. You can file it in as many different folders as you like -- no need to make photocopies! Also, you can get a list of the folders in your Filing Cabinet, and create new folders, while you are in the In Tray or Out Tray- you don7t have to go to your Filing Cabinet to do so. Once you have set up a filing system, you can reorganize your folders using the MOVE, ATTACH, FlLE and DE- LETE commands.

If you like to keep a hard copy Day File of all your correspondence, you can do this with HPMAIL as well. You only need to file a copy of all outgoing correspondence in a special file, and at the end of each day, print out the contents of the file. You can start again with a new file each day.

There are many more features of HPMAlL that will help you in your job. You can use the Autoanswer and Autoforward, set yourself up as a de- signate of another mail user, and send DSG slide files you have created to someone who has asked to use them.

But even if you do not use these more sophisticated features, you will find that using HPMAlL simply for sending brief messages to other users is quick, immediate and direct and above all, fun!

(Jay Young is CSP's Marketing Secretary.)

[ha


Computer Termina Is

DTD The license fee for Dl-3000 is $8,000 more information contact Carol to $12,000 and for GRAFMAKER is Brady, PVI, 250 Arapahoe Avenue, $4,000 (in addition to Dl-3000). For Boulder, CO 80302.

Graphics Software and Terminals Announcing the HP 2622A Special Option K21 Industrial By S a r a h J a n e MilitellolDTD Keyboard The HP 2623A terminal, as well as the HP 2647A and 2648A, are supported by' 6 1 - 3 0 0 ~ and GRAFMAKEP, G o graphics software products developed and marketed by Precision Visuals, Inc. (PVI). PVI, a graphics software supplier in Boulder, CO was recently signed up under the HP PLUS program (Reference Cate- gory). These two packages are transportable to 15 different computer systems.

Dl-3000 is a package of user-callable FORTRAN subroutines in full con- formance with the SIGGRAPH CORE System Graphics Standard. It offers graphics applications features such as complete 3D manipulations, area fill and patterning. The product is currently being used for computer- aided design, business graphics, process control, mapping, geologi- cal data analysis, interactive slide generation and 3D structural design.

GRAFMAKER is used for designing and viewing line graphs, bar graphs and pie charts. This package of user-callable subroutines also features such options as exploded pie segments, multiple axes and background grids.

Both Dl-3000 and GRAFMAKER support the 2623A, 2647A and 2648A terminals on the HP 1000 and HP 3000 as well as a number of non-HP systems from IBM, Bur- roughs, CDC, DEC, Data General, Honeywell and several others.

By Art Doucet lDTD

The HP 2622A Special Option K21 ~rovides the customer with a reliable data entry station for non-corrosive environments, such as a warehouse or factory floor. The keys on the membrane keyboard are spaced wide enough so that gloved operators can use the keyboard easily.

The 2622A Special Option K21 features a membrane keyboard panel housed in a sheet metal enclosure. The top surface of the panel has key outlines in an 8 x 16 rectangular layout; under this surface is a pocket into which a transparent mylar insert can be placed. This insert can be labeled using an HP plotter and transparency pens.

K21 has an "application" mode of operation in addition to the standard 2622Afeatures. In this mode, each key on the keyboard sends a unique four character sequence to the host. An application program running on the host can interpret these codes in whatever way it chooses. The mylar insert can be labeled according to the definition the customer's applica-

labeling ability gives the customer freedom to set up the terminal for any type of data kntry application desired.

The K21 can be ordered as an option to the 2622A or an upgrade kit as #93984W. HEART override required (PL 67, SF 02, MKT DIV 42, SUP DIV 4200).

For more information about the 2622A Special Option K21, send in this order form to:

Hewlett-Packard Company Data Terminals Division 974 E. Arques Ave. Sunnyvale, CA 94086

Please send me information about your 2622A Option K2 1.

Name: - -- -- - - -

Office: _ __ --

Address:

tion gives each key. This unique

Computer News April 15, 1982 I 8 For Internal Use Only

Computer Terminals

Memory Add-on for the Free Slides Spark High HP 2624B Interest By Mark Pries tl ey /D TD By Robert MendesdacostalDTD

Your customer might at some point find that they require more memory for their HP 2624B than the standard two to four pages. This could be for a variety of reasons such as the need to store a larger number of complex forms in the forms cache or a pro- grammer's requirement for additional memory for program development. In both cases extra memory could save user and CPU time and resources.

The response the free 35mm slides of HP 2382A Office Display Terminal and the HP 2623A Graphics Termi- nal from Data Terminals Division has been outstanding! Your support for these two products has made this offer a huge success. The 2382H and the 2623A are truly two exciting terminal products from DTD. WE: hope that these slides will serve to help you communicate this excite- ment to your customers.

If you have such a customer, acces- Unfortunately, our supply of these sory 13297M is just the product for slides is diminishing and we will ncb you. This accessory is the same as longer be able to offer them past May the 2624B Option 201 which adds 1, 1982. Therefore, if you haven't two-and-a-half to five pages of addi- already mailed in your coupon to tional memory. Priced at $375 the DTD, do s o today. 13297M includes CE installation but

If you have ordered these slides and doesn't include travel time. you have not already received your

package, please contact your ap- Coming Attraction - New propriate Sales Development person DTD/GSD Interfacing Guide for help. Again, thank you for show-

By Bill MitchelllDTD ing such great interest in the 238214 and 2623A.

The DTD lnterfacing Guide is designed to assist you in connecting HP terminals to non-HP Computer Systems. The last revision of this publication was the fourth quarter of 1980 and it proved to be very successful in aiding the sales process. Hewlett-Packard terminals have proven to be excellent door openers for selling computer systems to major accounts.

Around mid-April, all sales representatives and system engineers will receive forms which they can fill out to document new terminal and HP 125 connections.

Please remember that the lnterfacing Guide is a cooperative effort and its success is dependent on your efforts. Please return all of the filled out self addressed forms by May 14, so that we can get this important updated publication to you as soon as possible.

Advanced Terminal Training By Gail CrowtherlDTD

An advanced terminal training class called "SE270 - Intermediate Ter- minals" is currently being offered at Data Terminals Division. This course is useful for all SEs supporting terminal products. We recommend th~at it be taken at least six months after SE107 so that practical field experience can be applied to the class.

It's very important that there is at least one SE trained on DTD products in every office. The SE270 class has been restructured to provide an in-depth understanding of:

Terminal architecture and strapping

Theory of operation

Multipoint data communication:s

Troubleshooting

HP-IB (the shared peripheral interface)

Data Capture Terminals

DSN/Data Link

Terminal Basic

AGL The use of the HP 1640A Data Analyzer DTD's newest products at the time.

Classes with openings in 1982 are:

May 3-7

July 12-16

October 11-15

Registration for SE270 is handled in the same manner as registration for SE107.

On-Site Maintenance Agreements for Data Capture Terminals By Jim TaylorlHPG

So far, the HP 3075A, HP 3076A, and HP 3077A Data Capture Terminals have been serviced on a return-to-HP basis at FRC's and FMMC and STREP have been the only services prices available.

Beginning April 1, 1982, on-site service prices (PMMC, BMMC, and SMMC) will also be available.


Computer Terminals

How has this been made possible? You may have observed that the quality of the 3075A, 3076A, and 3077A Data Capture Terminals and their support parts has significantly improved to the extent that the early failure and DOA rate is between 5 and 10 times less than it was 18 months ago.

The reliability of their hardware and their operation has been enhanced through design changes (MFR mechanics, Type V badge reader electronics, CRT power supply PCA, bar code reader interface, printer home switch, RS-232 interface, overall firmware. The relevant service notes were published in Support Update magazine).

The 3075/6/7A supportability has drastically been increased through the change in repair strategy from

An HP-85 based diagnostic is now available to facilitate the repair done by the CEs and to cut down the repair time even more, and to com- plement the CE training program.

Now, your customers will be able to choose between the FRC s e ~ c e program or the on-site s e ~ c e products. If they desire on-site s e ~ c e we still recommend a bench space to be made available at the customer site as is already indicated in para- graph V B-2 of the HP on-site s e ~ c e contracts.

The Terminal Range at a Glance By Marc NodierlHPG a n d Richard FranklinlHPG

Grenoble Terminal Marketing has created a two-color flyer to help

At a glance one can see which terminal will best fit an application and the main features it includes.

The piece was designed as a mailer to the installed base in Europe. Quantities have been bulk shipped to the regions participating in this mailer but a limited number are still available from the factory.

English P/N 5953-0163 (63) E French P/N 5953-0163 (63) FR German P/N 5953-0163 (63) GE Italian P/N 5953-0163 (63) IT Spanish P/N 5953-0163 (63) SP

We hope you will also find this flyer useful in general sales situations. By reminding customers of our wide range of terminals while at the same time simplifying the choice, you should profit from incremental business. Khd

component level-repair to module promote terminals sales in ~ u r o p e . level repair a year ago. Average repair time has already dropped from . .

3.5 hours to 1.2 hours.

Computer News April 15, 1982 20 For Internal Use Only

Computer Peri phera Is

Maintenance Price Reduced on Laser Printer By Tom Old/BSE

Effective April 1, HP has a new service price reduction for the laser printer. Support costs are now based on usage level like all HP system printers. For example, customers who were previously charged 5 1,669 for 100,000 rotations would now pay only $769.

In this case, monthly costs are reduced by $900, or cut by more than half!

With the proven reliability and sub- sequently reduced maintenance prices, the 2680A becomes a line printer replacement for more of your accounts. For details on the reduced maintenance price, contact your local CEO or Boise Sales Develop- ment.

Letter Quality Paper Available for HP 2680A By Tom OldIBSE

A new process is now being used by paper vendors which enables them to produce paper that approaches letter quality for the HP 2680A. This is done by using special perforations on the continuous Z-fold paper which, when burst, produces a smooth edge similar to regular cut paper. Various names are given to this process, including "trim edge" by Clarco, "Keen Edge" by Moore, and "Clean Edge" by Standard Re- gister. Your customers should contact their paper vendor for this product. While this paper currently costs slightly more than normal perforated paper, the output results are worth it!

For those customers who need high volume letter-quality output, the 2680 is the answer. With high print quality, multiple character sets, and now a smooth edge paper, the 2680 fits more of your customers' needs.

Laser Printer Used for Direct Mail By Ed PauLiniklBSE

A direct mail firm based in Texas has ordered an HP 2680 Laser Printer to generate direct mail. As a stand- alone print station, the laser printer will be connected to an HP 3000 Series 33.

Laser Applications

The laser printer will initially be used to produce 800,000 mail pieces so- liciting funds for a political election campaign. The 2680 will print the letters complete with logo and signs.- tures, as well as names and addres- ses obtained from files on magnetic tape. The letters will then be inserted into window envelopes. Additionally, trim edge paper which looks like cut sheets is used to produce high quality letters. As new contracts are obtained, complete customization of the packages can be done through the use of IDS and IFS design software.

Problems Solved by Laser Printer

The laser printer will allow customization of direct mail packages tai- lored to the end user's requirements. The 2680 will provide the high speed necessary for print jobs which have critical deadlines. Furthermore, de- pendence on costly outside service bureaus can be eliminated and closer control maintained. Direct mail applications of this nature are ideal candidates for the HP's laser printer.

"Switchbox in Starfish" Article Correction

By DeLona Lang BellIBSE

The "Switchbox in Starfish" article in the March 15 issue of Computer News stated that the switchbox is "supported on the 2608A." This is incorrect; it should have read: "The switchbox is supported on the 2680A" (not the 2608A). We are sorry for any inconvenience this may have caused you or your customers.

- - - -

CS/80 Disc Drives Supported on HP A600/A700 Processors By Gary LyonslDMD

In the March 1 issue of Computer News you had the opportunity to read about DSD's introduction of two new processors, the HP A600 and A700. To further improve your selling situation, the A600 and A700 support HP's popular line of CS/80 disc drives. Now your customer can select from 16.5 to 65.6 Mbytes of on-line mass storage and expand capacities to a maximum of 262 Mbytes per interface card.

Like the 1 OOOL, the A600 and A700 use the 12009A HP-IB interface card when configuring the HP 79081 1 1/ 12 to these processors, and can support up to a maximum of four (4) disc drives per interface.

The 79081 1 I/ 12 list for $9,900, $12,500 and $15,000 respectively, and each is available in either a stand-alone cabinet or rackmount package. Both versions are supported on these processors; however, the rackmounts will only be supported in DSD's new line of steel cabinets.

Stand-Alone HP 7908/ 1 1/ 1 2 Compatible Tape Drive By Keith BraunwalderlDMD

It's time to dispel any rumors. Disc Memory Division has no plans to offer a stand-alone DC-600 tape drive.

From time to time we have been asked if we would offer such a product and our answer has been, "we are investigating the possibility". We have recently completed the investigation for a stand-alone tape product and the results have shown the demand for such a product to be mar- ginal at best. This investigation included a market survey and price/cost analyses.


The stand-alone tape drive was de- Anyone who needs quick access to File Manager Ordering fined to be a 7908 leverage product lots of data (up to 4.6Mb with the Information and therefore, would use most of the new HP 9135A Winchesterl5-1/4' By Renee GehriglGLD electrical and mechanical as- flexible disc combination drive), or semblies used in the 7908. This who needs to orclanize and analwe means that the price differential between the tape product and the 7908 would not be as substantial as one might otherwise expect. Most of those who responded to our survey felt that the additional cost of the 7908 was insignificant compared to the added value that the 16Mb of hard disc provided.

GLD New HP-85 Software By Renee GehriglGLD

Greeley Division has just introduced File Manager, a new software pac for the HP-83/85 that, teamed with an HP disc drive, will give your customers a powerful, versatile tool for managing and presenting information.

Broad Range of Uses

The HP-83/85 File Manager is di-

~ntorrnation, needs File ~ a n a g e r . Professional report and graphics capabilities are built in.

High Reliability

File Manager is fast, friendly and reliable. It is completely softkey driven, has a HELP key to guide users through the program, and comes with concise, easy-to-read documentation. It was designed with abundant error-trapping and comprehensive data integrity checking to assure easy, reliable performance.

VisiCalc8 PLUS Link

Each complete file can contain up to 1000 records, and each record can contain up to 1000 bytes. Data can be updated, searched (on up to ten conditions), sorted (on up to five conditions), or even translated to a string data file for use with other software, such as VisiCalcD PLUS.

File Manager Vesus IMPac i I

at both business and techni- The Information Management Pac F~~ a limited time only, your i 'I

users. Business users can store (IMPac) introduced last year for the and update lists, print mailing labels, HP-85 provides a solution for users

customers can receive both the File

1 analyze and organize sales data, Manager software and the Mass j who primarily need to store and print Storage ROM for the HP-85 at their trace orders, and track inventory. 1 lists, with only occasional on-line

Technical users can analyze and pro- regular discount when they purchase 1 searches for single records. cess test data, maintain current bib- either an HP 82901M 5-1/4" dual 1

4 liographies, and collect 'recipes' of drive or a new HP 9135A 1 chemical or pharmaceutical corn- Winchester/5-1/4 combination 3 pounds. drive. File Manager can also be or- 1 dered separately from the Computer i I

Supplies Operation (US) through the toll free telephone ordering depart-

I ment. Orders outside the US should be placed through the Sales Office.

4 1 3 i i i 1 Does your customer need a powerful, versatile tool for managing and ! presenting information? Introduce them to File Manager.

Hewlett-Packard File Managernel Software for HP-83/85 Personal Computers Can Supplant Traditional Filing Methods

Computer News Apr~l 15, 1982 22 For internal Use only

Option AO- includes:

File Manager software (881 03%)

Mass Storage ROM (00085-1 5001)

Option AO- is available on the following schedule:

North America: April 12, 1982 through July 12, 1982

All of Europe and ICON: May 12, 1982 through August 12, 1982

The price of P/N 88103- is $200, not subject to discounts. The price of Option AO- is $345, subject to normal customer discounts.

All 82901 M Option AO- and 91 35A Option AO- orders will ship from Greeley Division at 82901M and 91 35A availability (currently one week and four weeks, respectively).

A n override of the HEARTsystem is required to order Option AO-

Order Option AO-, Product Line 98, Marketing Division 58, Supplying Division 5800.

GLD 82901M/

CSO/ 9135A File Mgr. Date PCE Temporary Sofhvare Available PIN Option

English April 12 88103A A01

German May 12 88103D A02

Spanish May 12 88103ES A03

French May 12 88103F A04

Italian May 12 88103T A05


SDD New Plotter Demos for HP 9826A and HP 9836A and More By Bill ClarklSDD These demo pacs are easy to use,

SDD has just completedseuen new impressive to view, and serve to high-

graphics plotter and tablet demo light HP's superior graphics software Dacs. Existina demo capabilities.

u

software now makes it possible for We want you to know what's now you to demo plotters and tablets available and our plans for the new from a wide variety of HP computers software's distribution, so please including the new HP 9826A, HP read on for a brief description of 9836A, HP-87, and the HP 3000. each pac.

Graphics Demo for 9826A

Graphics Demo for 9836A



New Plotter Demo for 9826A/ 9836A - HP 9826Al9836A demo floppy for 9872C/T and 7470A graphics plotters. We're sending a copy to every technical SE worldwide. By the time you read this, your office should have received its copies. This demo is in stock. (PIN 09872-1 8012) New Plotter Demo for 85A - HP 85A demo tape for the new 7470A low cost plotter. In stock. (PIN 07470-1 8001)

New Plotter Demo for 87A - HP 87A demo floppy for the new 7470A low cost plotter. In stock. (PIN 07470-1 8002)

New Graphics Demo for the HP 3000 - HP 3000 demo for the 7220C/T, 7221 C/T and 7580A (Opt. 001 - RS-232-C) graphics plotters. Included with the nine-track, 1600 bpi mag tape are the installation instructions and user guide. If you would like to have this capability on your local sales office HP 3000, order this tape (PIN 07220-14003) or if you need it in a hurry,send a blank magnetic tape to the attention of:

IYancy Carter HP 3000 Plotter Demo 16399 W. Bernardo Drive San Diego, CA 921 27

Graphics Tablet Demo for 9845C - HP 9845C demo tapes (two each) for the 91 1 1A Data Tablet. These tapes

Demonstration Tapes/Floppies for SDD Plotters

are the same as and replace PIN 09111-10110 and 09111-10111. In stock. (PIN 091 11-18001)

Graphics Tablet Demo for 98458 - HP 98458 demo tapes (two each) for the 91 1 1A Data Tablet. These tapes are the same as and replace PIN 11 141-101 15 and 11 141-101 17. In stock. (PIN 091 1 1-1 8002)

The accompanying chart lists all the tablet and plotter demo software now available. New demos for the 7580A using the 9826A and 9836A are in the works and will be finished very soon.

We hope these demos will be useful to you. Thanks for your support and interest.

Plotter

7220C T

I Mag Tape)

7221C T

7225 HP-IB 1 only

Computer

Mag Tape)

07220- 14003 ( 9 Trh 1600 BPI I

SOON!

09872- 18003 07225- ! 800 1 9845B (Tape) (Tape)

Computer

07580- 18003 98458 (Opt.

100) Two Tapes

07580~ 18004 (458 Opts. 200.

250. 270) (45C. All Opts )

9845C (Two Tapes)

Computer

(Tape)

09872- 18006 9845C

(458 Opt. 200.45C)

(Tape)

Trade Show

Computer News April 15, 1982 24 f i r Intern,, use only

Computer Computer HP3000

07220 14003 (9 Trk 1600 BPI


VCD Workstation Printer Solutions for the HP A600/A700 By Bob WeislVCD

With the recent introduction of the HP A600 and A700 microcomputer and minicomputer from DSD, it's important to look at some of the printing solutions offered from Van- couver Division.

Vancouver Division offers printing solutions for several applications using the new systems. VCD offers a variety of printers that are supported on the A series systems. The first printer is the HP 26358 Printing Terminal which your customer can buy as a system console. In application areas such as test and mea- surement, your customer could order an HP 263 1 B printer for fast dot matrix output and multiple copy capability. The HP 2601A is a fully supported printer for those applications requiring the use of letter quality printing.

When you sell systems to your OEMs or software suppliers, they may be looking for a smaller and lower cost solution. That's when your customer will be interested in looking at the 2670 Series Printers. These low cost thermal printers offer fast, quiet, and excellent hard copy output at a price your customer will appreciate. So remember, when you're configuring your customer's new A600 or A700, keep in mind the printing solutions from Vancouver Division.

HP 2 6 7 1A/G Printers - Off the Shelf Availability from CSO By Web AugustinelVCD

Are your customers looking for convenience printers to go along with their HP 264X/262X Terminals, HP 982619836 Desktop Computers, HV 85/87 Personal Computers, or HP 125 Personal Office Computers? Most of you would recommend one of the HP 2670 Series Printers for their combination of speed, quality text and graphics, and high reliability. Delivery of these popular printers is now just a phone call away for your customers!

US customers can take advantage of off the shelf availability through Computer Supplies Operation (CSO). Refer your customers to pp. 58-59 in the "Add-On Hardware" section of your new Spring 1982 Computer User's Catalog. Another item that might be of particular interest is the 92 17 1 F Printer/ Plotter Stand that allows a 2670 Series Printer to rest securely on top of a 264X Terminal (pg. 14).

Selling hardware through CSO is in- tended to be a convenience for HI' customers (and salespeople). Full quota and commission is paid to the field on all hardware sales through CSO. Products are sold at full list price, and quick delivery is always a CSO objective.

The 267 1 A Alphanumeric Printer and the 2671 G Graphics Printer are both on the shelf and ready for immediate delivery from CSO. US customers can call toll free 800-538- 8787. In California, Alaska, and Hawaii, they should call collect 408- 738-4133. The printers will be shipped within 24 hours after credit is approved by CSO.

Workstation Printer Configuration Guide By Harold FastlVCD

When an HP 263X, HP 267X, or HP 2601 Workstation Printer is being ordered, whether as a part of an original system order or as an add-on order, the determination of which interface option, which cable, which system driver, etc., to order can be confusing. When an error is made, it is costly in terms of time, money, and customer satisfaction.

When new SRs attend peripheral Neophyte training in Boise, they receive a set of configuration tables from Vancouver, Washington Divi- sion to alleviate what can be a confusing issue.

If you would like a copy, just send a COMSYS to Harold Fast at VCD, COMSYS Code 5400. It will save you time and money!


How to Sell the MPN Concept Without Selling Futures By Susan 5. Carnahanlcorporate Legal

After reading about the potential risks associated with discussing futures in the February 15 Backtalk article by Bob Booth you may wonder how this relates to the Manufacturer's Productivity Network presentations you've been giving.

MPN is an innovative, effective way of communicating HP's goal of providing manufacturers with products which integrate and distribute information to decision makers. The sales value of the concept was highlighted in the March 15 Backtalk success story involving Sony. Properly presented, MPN can be a low-risk, high return strategy for you and for HP if you will keep in mind the following few points.

I s MPN A Future?

A future is defined as "any unannounced product." While there are certainly many such products within the MPlY framework, MPN itself is a concept not a product. It is a tool for HP to use internally in strategic planning and externally to show customers how all segments of their business can be enhanced with HP products.

How To Handle A Customer Presentation

With a little extra effort o n your part, a customer presentation o n MPN will get the correct message across. They will understand that they cannot call up their local sales office and order Quality Management or the entire Fac- tory and Plant automation quadrant. Convey to the customer that MPN is a goal with a simple explanation of MPN as a framework which provides an overview of products available today and the direction for HP's development o f new products.

What the customer will come away with is the realization that HP understands how a manufacturing firm operates and can address their informational needs. They will appreciate that HP is developing solutions for them.

What If A Customer Wants To Talk Product, Not Concept?

Some customers may want to focus on a particular MPN quadrant or on a specific product within a quadrant. If the discussion leads to unannounced products, all the tips Bob Booth presented in the Futures article should be followed:

Consider the customer's need for the information

Always include a disclaimer

Avoid specific commitments about availability, price, features, and any open-ended promises

Follow the Computer Marketing Policy o n obtaining written factory approval to discuss futures

Make sure the customer won't disclose proprietary information with a non-disclosure agreement if appropriate.

MPN in Promotional Literature

You should be particularly careful using the now-familiar MPN slide in promotional literature which reaches the prospect without the benefit of your careful sales presentation. To the 02 Sales Rep, the MPN slide is self- explanatory; to the new prospect, it could look like a great product or series of products that they can have installed as soon as a P.O. is cut.

Potential misunderstanding can be avoided by making sure that the MPN slide includes a prominent heading like: "HP's Manufacturer's Productivity Network - a Concept for the 80's" or "Manufacturer's Productivity Network Concept - HP's Computers Strategy for the ? 80's." A footnote stating "HP's strategy for the 80's includes development of products in the four application areas of MPN. Contact your HP Sales Rep for information o n products available today." would be easy t o include. As you can see, the message is still positive.

You may be wondering why the HP Legal Department is devoting two articles to futures when there is nothing illegal about disclosing or even selling a future. Because we know that discussions of futures have become an important part of many sales presentations and that customers demand to know HP's product direction, we want to be sure you understand the importance of discussing futures carefully.

We also want to prevent embarrassment to you and to HP. You will be in a very uncomfortable position with a prospect if HP cannot provide an important product feature you have discussed with the customer, or if a product is delayed beyond the date they expected it to be announced. We know you do not want the customer to have relied o n promises HP either cannot honor at all or cannot honor o n time.

It is good business to discuss MPN. It's best t o discuss unannounced components of MPN carefully and stress that MPN itself is a concept, so customers have realistic expectations.

Computer News April 15. 1981 26 For internal u s e Only

HP 125 Success at Westinghouse By Marc PetersonlGSD

The HP 125 program is rapidly gaining momentum with major purchase commitments from TRW, Westing- house, 3M, Management Recruiters, EMX, Betz Labs, AMI, and others.

Commercial SR Steve Majerick, has begun to cash in on his HP 125 sales effort at Westinghouse. Steve has already taken orders for about forty 125s and expects to round out the year with over one hundred system sales to his credit. "Right now," says Steve, "repeat orders are coming very easily. I get two or three calls for HP 125 quotes each day."

Account Manager Tom Bills, and SR Charlie Dingman have shared in penetrating the Westinghouse account, which offers national sales potential of 200 to 400 units this year. Westinghouse will purchase several thousand personal computers over the next few years, of which HP expects a significant share.

The HP 125 received a very positive endorsement from the Westinghouse computer evaluation committee, who called it "more friendly," and "of rather higher quality" than the Radio Shack, Apple, and IBM systems tested. But, the Westinghouse sales team has not rested on the positive HP 125 endorsement. They have actively and systematically pursued business.

"We have worked hard to spread the word, and to turn key insiders into HP 125 salesmen," says Steve Majerick. Special HP 125 workshops have been held twice monthly, and are attended by ten to twenty Westing- house employees each session. Direct mailings and frequent demos have also contributed to raising the HP 125 consciousness within Westinghouse. An HP 125 is pictured in the Westinghouse Annual Report!

GSD Division Manager, Bob Puette, congratulates Steve Majerick for successfully selling HP 125s at Westinghouse.

Tom Bills describes HP 125 selling at Westinghouse to be a "self-generating, self-supporting process." Once a sufficient number of units are put into an account, they begin to sell themselves. Bills expects to continue pro- moting seed nits into various Westinghouse depart- ments for the next year, and will then shift more fully into an account maintenance role.

HP 125 applications at Westinghouse include VISICALC, WORD, and LIIY K, as well as third-party CP/M software including MILESTONE (project scheduling), MDBS (data base management), MICROSPELL (spelling dictionary), and DATEBOOK (a time and appointment management package). In addition, Westinghouse has developed sirr~ple communications software to permit HP 125s to participate in an electronic mail network controlled by ,a PRIME computer. [ha

Computer News April 15, 1982 For Intern. use Only 27

Hedett-Pachard Computer Marketing ------ 3000 Hanover Street, Palo Alto, CA 94304 4 15-857- 150 1 COMSYS CODE: 0000 R E I N b A R ' T , Y r L M U T

F H A k K F U Y T ( Q C G T C N F Q )

Computer Marketing B F G H P 3 0 0

CMG Computer Marketing Group Palo Alto, California EditorlCarl Flock

Worldwide Third Party Program Editor/Bob Kresek

CSD Computer Support Division Cupertino, California EditorjRon D'Eau Claire Technical EditorjOlen Morain

C S 0 Computer Supplies Operation Sunnyvale, California EditorjScott Anderson Technical EditorICarl Anderson

SRO Systems Re-Marketing Operation Sunnyvale. California EditorlMary Chin

Techn~cal Computers

TCG

DSD

RVD

YCD

DCD

BDD

CVD

PCD

GTO

Technical Computer Group Cupertino. California EditorIOrrin Mahoney

Data Systems Division Cupertino, California Editor,'Cindy Martinez Technical EditorIDick Lovlien

Roseville Division Roseville. California Editor, Duncan Campbell

Yokogawa Computer Division Tokyo. Japan EditorlYoshie Hashima

Desktop Computer Division Fort Collins. Colorado Editor, Renee Adams Technical Editor/Al Sperry

Boeblingen Desktop Computer Division Boebl~ngen. West Germany EditorlAngela Suthurst Technical Editor1 Helmut Gneltlng

Corvallis Division Corvall~s. Oregon Editor, Carmen West

Personal Computer Division Corvall~s. Oregon Editor/Steve Ruddock

Grenoble Technical Systems Operation Grenoble. France Editor! W~lllarn Koenig Technical Editor1 Elisabeth Lichtscheidl

BCG Business Computer Group Cupertino. California EditorjRoss Snyder

BCG/AS Business Computer Group/Application Systems Cupertino, California Editor/Milt Liebhaber

LUILUI/ duaa1 I I CCLCI

Technical Editor/Nancy Valby

FSO Financial Systems Operation Cupertino, California Editor/Rich Stearns

IND Information Networks Division Cupertino, California EditorISheri Costa Technical Editor/Suzanne Hernandez

-0 Manufacturing Systems Operation Cupertino, California Editor/ Dick Knudtsen

CSP Commercial Systems Pinewood Crowthorne, England Editor/Philip Dowding

BGD Boeblingen General Systems Division Boeblingen, West Germany EditorIAngela Ramsay Technical EditorlMike Barlow

Computer Termnas DTD Data Terminals Division

Sunnyvale. California Editor/Louise Hart Technical Editor.;Jeff Cox

GSD General Systems Division Cupertino. California Editor/Jim Carlson

HPG Grenoble Division Grenoble, France EditorlBlandine Genin Technical Editor! Francis Marc

BSE Boise Division Bo~se, ldaho Editor/DeLona Lang Bell Technical EditoriThad Webster

COL Colorado Springs Division (Instrument Group) Colorado Sprlngs, Colorado Editor/Joe Hunter

D M Disc Memoly Division Bo~se, ldaho Editor~Cathy Lyons Technical Editor Dan Henry

GLD Greeley Division Fort Coll~ns. Colorado Editor/Rosemary Kramer Technical Editor Al Herder

S D D San Diego Division (Instrument Group) San D~ego. Callforn~a Editor/~'lancy Carter Technical Editor Scott McClendon

VCD Vancouver Division Vancouver. Washington Editor;Erln Greene Technical Editor Gary Peck

ediwdal - hp computer museum &ebb& june wed din^, chulatlsn vol . 7. ... bcg new bcg...

Documents