Winning With The best Unix operating system in the world ! 1
Objectives You’re going to be able to explain to your customer why hp-ux is the best Unix OS in the world. . . You’re going to be able to categorize the target customers and the approach to selling HP-UX 11 i to them. And you’re going to know where to get more information to help succeed with the sale of HP-UX 11 i to the target customers. 2
Agenda 1. HP-UX 11 i - Best Enterprise OS - Competitive Positioning - Partitioning - IPF Story - Roadmap - Platform of Choice 2. Operating Environments and Deployment - OEs - Manageability - Compatibility 4. Profiling Customers and Sales Tactics 5. Pricing Models - PPL - i. COD - Promotions - Tier - Utility - Upgrades 6. Tools and Contacts 3. Application Servers and Development 3
Who am I Carly Duane Scott Mark Hudson Ram Appalaraju Mike Wardley HP-UX 11 i Marketing Manager 10 Tons 408 Tn: 447 1169 408 621 6031 4
The world is changing - “Why do I care…” Per Server Revenue $ So let’s talk about software Software will become more important to you… Let’s talk about hp-ux and already can do for It what it is to the your quota. . . corporation… PA-RISC Revenue loss due to cost of IPF boxes IPF(IA-64) IA-32 Software today IPF starts to go mainstream 5
Time Allocated: 30 Minutes, Slide Count Allocated: 20 Slides - Best Enterprise OS - IPF Story - Roadmap - Platform of Choice - Competitive Positioning 6
q Over 1. 7 million units active q Comprehensive AOII functionality q Comprehensive middleware q Sizable component of HP’s overall R&D budget Because it is very q Over 2500 software profitable for HP engineers focused on developing HP-UX hp-ux #2 functionalitymarket in the hp-ux market q Over 50, 000 mission critical § AOII attributes investment installations with over 8 and has a track q leadership Major development facilities Is profile years of proven expertise in: record in the strategic and mission critical q Over 13, 000 resource • Cupertino, CA for HP workload management • Fort Collins, CO enterprise second and EAI support licenses with over 8 years of proven expertise to • Richardson, TX none • Bangalore, India 7
The best os for the new enterprise For PA-RISC The best os for the new enterprise over 16, 600 copies shipped Key differentiators for hp-ux scalability up to 64 cpus single system ha dynamic kernel tuning ol* pci i/o i. COD utility computing manageability hard partitions Vx. VM volume management virtual partitions security intrusion detection buffer overflow - ipfilter linux affinity networking performance ipv 4, ipv 6, mobile ipv 4/ipv 6 operating environments ease of installation and administration 8
Nestle: vs. IBM p 680; performance, flexibility and I/O bandwidth (ERP) General Mills: vs Compaq and MF; Performance (ERP) Blue Cross/Blue Shield: partnership, price/perf, HA, sys con (DW) Superior technology Is being chosen for the “true. Wins deals because economy” of it’s - Who’s buying it and why !! Shoppers Drug Mart: DW consolidation Johnson & Johnson: JD Edwards (ERP) Talk America: performance, scalability and reliability (Billing) Mobilkom: vs proprietary solution; flexibility, consolidation and TCE (Billing) Nextel: TCE, Time-to-Solution (Billing) POSCO: vs IBM Mainframe and Sun; - performance - scalability - reliability scalability, investment protection, HA and TCE (ERP) DEBIS IT: partitioning, flexibility, scalability (consolidation) SAP: i. COD, partitioning, HA, scalability, partnership (finance) 9
no. 1 service provider in the U. S. But hey !! no. 1 software – database Powers the leaders Pick the top companies in the world, who are they depending on. . . - Nope ! IBM It’s x d hp-u a hp. D n ope - Sun! no. 1 retail don’t believe no. 1 home improvement me take a look no. 1 internet networking at the list for no. 1 cable operator in the U. S. yourself !!! no. 3 consumer foods no. 1 online retail no. 3 automotive no. 6 financial services 10
ISV success story Want to know what operating system has -ux 11 i p. ISVs certified on it more h than Solaris 8. . . Over 1100 ISVs have recompiled for a 20% performance improvement Compatibility mode ISVs Binary compatib ility with 11. 0 is the secret of our of succes s Native mode ISVs We have over 16, 000 ISV applications certified 11
For PA-RISC The best OS for the new enterprise Over 20, 500 copies shipped Key differentiators for hp-ux scalability up to 64 cpus single system ha. dynamic kernel tuning ol* pci i/o. i. COD utility computing manageability hard partitions Vx. VM volume management. virtual partitions. security intrusion detection buffer overflow - IPFilter. linux affinity networking. performance ipv 4, ipv 6, mobile ipv 4/ipv 6 operating environments ease of installation and administration 12
Delivering exceptional scalability Delivering near linear scalability So let’s talk about some features and Look at the Hey, does that functions of hp-ux line look linear 11 i nice performance to you ? improvement Let’s talk details. . . 13
Head to Head with Sun and IBM Internet Critical Functionality Single System Resilience Dynamic Processor Resilience Dynamic Memory Resilience Dynamic kernel tuning Manageability Virtual Partitions * Goal based resource partitioning Security Host based intrusion detection IPSec support with IKE Buffer overflow - ipfilter Note: There are no known IBM customers for this functionality 14
Reduction of Unplanned Downtime Less · Hardened · Online failures hp-ux kernel fault recovery Reduction of Planned Downtime · ECC Single System High Availability Why do customers want SSHA…. 1. Reduce unplanned down time hp-ux 11 i 2. Reduceoplanned down time d es it all 3. Eliminate disruptive failures Memory on critical data paths device firmware Less online and · Robustmaintenance updatemore uptime offline · Online Reduction of Disruptive Failures diagnostics · Online hardware add/replace N+1 fans · Fast, selective memory ··Online patch installation N+1 support dump ··i. CODpower · UPS Faster uptime · Dynamic deconfiguration more reboots · Memory scrubbing/page of failed hardware · Deallocation of CPU elements and Memory · Fast system boot time · Memory. chip sparing · Automatic response more uptime technology center notification · Internal LAN card failover 15
Virtual Partitions within a hard partition or server Partitioning HP HP-UX partitioning component platform of are all integrated choice They have been designed to complement each other to positioning provide greater flexibility. Hard Partitions with multiple nodes HP hyperplex – complete hardware and software isolation – node granularity – multiple OS images Hard Partitions within a node PRM with psets Virtual resource Partitions within partitions within a node an OS image Virtual partitions n. Partitions Virtual partitions PRM (Process resource Manager) – complete – hardware software isolation per isolation – cell complete software isolation – dynamic – CPU – complete resource – CPU granularity software allocation – multiple OS images – share (%) isolation images – cell granularity – improved server utilization image – improved granularity – 1 OS server util. – multiple OS – multiple environments – multiple images environments 16
e Basuct d pro ee! r f HP-UX Virtual Partitions(v. Pars) multiple applications on the same server with software and resource isolation Dept. B Dept. A Dept. BA App 2 App 1 App 11 App 3 App 1 App 2 HP-UX HP-UX Rev Rev HP-UXHP-UX Rev Y Z X Z Y Y Y Z Y increased system utilization upto 90% since additional partitions can utilize unused resources. partitioning a single physical server or hard partition into multiple virtual partitions for rp 5400 (L), rp 7400 / N class and Superdome increased flexibility multiple independent instances of HP-UX dynamic CPU migration across virtual partitions increased isolation application (including name space) isolation across virtual partitions 17
HP-UX v. Pars and WLM integration Dynamic adjustment of resources by migration of CPUs between vpars when required WLM Dept. B Dept. A Dept. B App 2 App 1 App 11 App 2 App 1 HP-UX Rev HP-UX Rev Rev HP-UXHP-UX Rev X Z Rev Y Y Z Y WLM Rules Sets Business need defines the relative priority and response time for the various applications Dynamic feedback from vpars regarding load and response times 18
Virtual Partitions (v. Pars) – Status and Schedules • rp 5470 (L) and rp 7400 / N Class – SR: 11/16/2001 • Superdome then rp 8400 (Keystone) Q 2 CY’ 2002 EAP: 2/2002 Want to know more ? - Talk to Laurie Robell Tn: 447 0865 19
Look like IBM is able to deliver Needs updated based on feedback from Vish Virtual Partitions (v. Pars) Competitive Position Current data is • Neither Solaris 8 or AIX 5. 1 L have v. Pars-like capability – Granular, flexible, Dynamic, mission critical, secure specjbb 2000 • Solaris 8 does not support dynamic re-configuration sun, 32 bit jvm, 72 way starcat - 324309 – Targeted Q 2 ’ 02 ibm, 64 bit jvm, 32 way regatta - 339484 – 100, 000 line patch to Solaris 8 – Quite bit jvm, in way 9 ibm, 64 likely to be 16 Solaris regatta - 169794 – OS upgrade for Serengeti systems within 9 months!!! hp, 32 bit jvm, 24 way superdome - 146825 – Minimum granularity 2 or 4 CPUs - system dependent • AIX 5 L LPARs No hard partition to Akila HP spec–is waiting, talksolution or Vish. – In beta, won’t ship until Q 2 ‘ 02 – No CPU migration or re-configuration – Not clear if HACMP will be supported in LPARs – Primarily positioning Linux in LPARs 20
Security advantage Cyber Crime: Is an international security threat And Sun is the biggest defendant. . . “Stands out for including “real-time host-based ITen most exploitedof am more afraid intrusion detection with internet security Sun Solaris than any highest possible rating in flaws: all other network security other terrorist www. sans. org/topten. htm categories” weapon”. March 2001 • DHBrown, Shawn Henny, and. Agent - FBI HP-UX 11 i Special Secure Most protects against all Commercial atapplicable top ten SANS 2001. OE threats 21
Intrusion detection for hp-ux 11 i • Alarms the OE • Detection template kernel audit data high quality detection, not just audit log detection • Real-time alerts – agents on hosts – alerts to management console – send to IT/0 for action • Management – GUI browser for configuration IP Filter/9000 • Host-based firewall • protect from network attacks – IP traffic filter – Udp traffic filter • user configurable – Multi-homed systems filters incoming packets to outgoing packets – Stateful packet inspection 22
Security manageability in hp-ux 11 i • Buffer overflow protection – Overflow program stack can create super user privilege – Trial mode turned on to determine if application behavior is unaffected – Per-binary override allows legitimate application to be overridden • Other features – Sendmail 8. 9. 2, includes antispam rules – GSS API provides security services for application developers – Common Data Security Architecture – standard APIs 23
The most secure UNIX operating environment Real Time Host IDS/9000 IPSec with IKE IPsec/9000 Host Firewall Standard IPfilter/9000 Flexible Buffer Overflow Protection Per Binary Override i. Planet Directory Server Included 24
hp-ux 11 i Interoperability 25
Compatibility Story HP-UX 11 i offers the most compatibility in term of “previous releases” and - hp-ux 11. 0 source code - hp-ux 11. 0 binary code - PA- RISC on IPF both source and binary - Linux source code - Linux binary code Compatibility - OK, we got - backwards right !! “other OS”. . . 10 Tons 26
as a developer, you can Linux affinity for hp-ux • run Linux applications on Linux and HP-UX • develop applications on Linux, then deploy on HP-UX binary compatibility build on Linux, run on BOTH Linux and HP-UX Linux Runtime Environment Kit §develop on Linux, deploy to HP-UX §run “Linux” applications on HP-UX with mission critical features source compatibility provide Linux APIs to easily port applications to HP-UX Linux Porting Kit §reduce porting efforts with over 50 Open Source tools and 96% of Linux core APIs §improve productivity with scanner tools to find porting issues §reduce build and support costs for multi-OS opportunities § simplify developer’s experience with our ‘out-of-the-box’ porting kit §free download § free download and CD 27
opted for open source development with a target for mission critical deployment Linux Runtime Environment Kit Linux Porting Kit Linux LE Itanium Runtime Environment § a collection of libraries and tools, including commands, utilities, packages, and marshalling layers Linux Software Transition Kit § scanner tools to identify porting issues and suggest recommendation for changes Linux Runtime Environment White Paper § extensive, easy-to-use paper documenting binary compatibility processes between Linux and HP-UX Availability: H 2, 2002 Open Source Developer’s Toolkit § a collection of 50+ popular Open Source tools Linux-Compatible APIs § work concurrently with existing hp-ux libraries to make available 96% of Linux core APIs Linux Software Transition Kit § scanner tools to identify porting issues and suggest recommendation for changes Linux Porting Guide & Support Services § extensive, easy-to-use documentation showing porting steps and issues Availability: August 2001 28
Linux affinity source compatibility binary compatibility PA-RISC and IPF strong commitment for binary compatibility Linuxcompatible APIs available supports Open Source tools/ GPL standards scanner tool to identify issues prior to porting 29
HP DNS 8. 1. 2 twice the performance of Sun’s offering… • NFS/TCP for WAN connectivity • Optimized NFS 3. 0 Performance Networking scope and performance • Fastest Gigabit Ethernet • Auto-port aggregation for performance and high availability • Dynamic DNS • SCSI on TCP for storage • Wireless communication based on - IPv 4/IPv 4 mobile - IPv 6 and IPv 6 mobile(Q 102) • Support for Nokia Activ Wireless Server • Backward compatible dual stack implementation • Secure and authenticated end-to-end transactions • Secure networking with IPSEC, includes IKE support hp-ux 11 i IP Networking: - Any device ed l Near where nce ! - Anyforma per - Any placespe ink - Any time 30
DHBrown OS Ranking 1 st 2 nd 3 rd 4 th 5 th 1998 1999 2000 2001 31
hp-ux 11 i Solaris 8 Aix 4. X Reliability dh brown os competitive position DHBrown OS Ranking So how exactly Reliability ! And scalability Options. . . Workload Serverdid Web App and bandwidth Java App Support Web optimization DHBrown decide in 2000? Managenent #1 positive feedback from hp-ux 11 isun about out. IBM I think we all arefrom the Andknow scalable work IBM andbeat sun no better We we got 4 and our customers - we’re ying second place 6… intoweb options… for yang! load management reliable…. Scalability hp-ux 11 i Solaris 8 Aix 4. X HP Confidential Java Optimization Web Application Server Options Workload and bandwidth mgmt Web Application Support 32 Page 32
Quality advantage Based on First 7 months of shipments HP has 1/3 the defects & 1/2 the patches When compared to Solaris 8 33
The Best Quality HP-UX Version Ever. . . tomers 11 i cus ality port qu 11. 00 re er than hs t 6 X bet 0 mont after 1 Typical defect rates 34
The only UNIX operating system for IPF For IPF If you want IPF. . . It’s got to be. . . Consistent OS functionality 1 across both architectures: May ‘ 0 leased ipf pa-risc and Re Proven reliability, more functionality, predictability, future proof lease 10 Tons ond re 02 Sec early ‘ due Broad range of developerfriendly functionality 35
1. Binary compatible with PA-RISC 2. Developer support 3. Linux. Native compilers for C, C++, Affinity Fortran For IPF 4. Java Linux API support Support Virtual Machine Linux ABI support Version 1. 3 5. Performance and Scalability - supporting manageability 6. Comprehensive 16 -cpu today 10 good reasons to offer - architected to scale to 64 -cpus - Servicecontrol 7. Security your customer hp-ux 11 i on - 128 -bit RSA encryption, - Open. View enterprise management 8. 2 TB file system support the IPF platform. . . - Veritas on-line JFS and Vx. VM optimized for performance g andin t t withs don’t No M n or IB PF Su offer I 9. Single support for hard partitions in - system HA - built-in SSL acceleration at no - dynamic of networking 10. Broad range kernel(16 -cpu) system rx 9600 tunables extra cost options with near link speed - IPSec support for VPNs throughput 36
Roadmap 37
releases timelines 1999 2001 2003 2005 2007 hp-ux releases timelines for PA-RISC and IPF hp-ux 11 i version 2 Now Shipping hp-ux 11 i version 4 hp-ux 11 i version 1. 6 hp-ux 11 i version 1. 5 hp-ux 11 i hp-ux 11. 0 hp-ux 11 i version 3 PA-RISC ONLY IPF ONLY PA-RISC and IPF One major release every 18 – 24 months 38
2 H’ 05 hp-ux 11 i v 3 Q 2’ 03 hp-ux 11 i v 2 HPUX Always On 11 i v 2 for the Internet Hardware releases versions and highlights Q 3’ 02 Q 2’ 01 11 i v 3 Dynamic Always On Self-tuning § Self Tuning, Self Healing § OEMSelf-healing Non. Stop None-stop §Enterprise IA & PA. independent §Dynamic Systems [self tuning, self healing] hp-ux 11 i v 1. 6 Mission Critical 11 i v 1. 6 IA-64 Mission § 1 st to market Mc. Kinley §Mission critical, Critical stacks ISV §HP ISUs friendly s e as ele R l de o t lement M hp-ux 11 i v 1. 5 rs b v. Mc. Kinley Platforms rket fi re 11 i on IA-64 A maftwa 11 i v 1. 5 a Q 4’ 00 en o Missio! firsttical A market S e W Hn. Pun. Cri Hardware omarke. Stn !model ry f. A r. Self-tw /Hing first, W na e HP ing hforand. Iuse, t. Self-heal. PF 11 i on PA io hp-ux for IPF t independent ve r 11 i v 1 lu o f. Xitofortoply atible Xo. Non-s nd F v. Itanium Platforms ISV frie IP p vo HP-UP-Usy ea c t m lle Easy to use E H C o § 1 st to market § Technical stacks § Encryp. performance § PA binary support §Scalability §High Availability §Quality backward §ISVcompatible ramp (over 1000) v. Super. Dome ly ard erckw t bra ua Q c 39
HP platform of choice positioning hp platform of choice 40
hp platform of choice usage model Access Services Foundation and application Services 1 R R Common Tools and Infrastructure R Data Services 3 2 firewall caching ssl/xml acceleration load balancing bandwidth mgmt R R R scalable apps web services file/print e-mail engine streaming media R R R e-commerce collaboration erp app logic storefront custom R R R erp, crm, . . . database custom analytical modeling data warehouse middleware application development and integration Linux API/ABI, J 2 EE, XML, UDDI, SOAP, etc. common systems and enterprise management: Service. Control, Top Tools common security and directory services enterprise management: Open. View 41
platform of choice access services foundation/ application services preferred es Blad n platformlutio so • core OS for appliance servers and embedded systems • application development platform 1 -2 Way data services hp-ux • core OS for select applications, smb and basic server infrastructure 2 -4 Way 5 -16 Way • core OS for mission critical enterprise and service provider infrastructure, focused on application and data tiers 17 - 64 Way 42
hp single server product line: Committed roadmap, planned transition, proven OS compatibility past future appliances hp servers netservers on itanium hp 9000 processor family hp-9000 43
hp-ux 11 i Base hp-ux 11 i Enterprise hp-ux 11 i Mission Critical Operating Environments Are the single largest innovation to hp-ux in the last 10 years hp-ux 11 i Operating Environments are integrated delivery vehicles for the hp-ux operating system and its associated system software i. e. Operating Environment 44
Operating Environments delivering values Every year customers spend million of dollars testing HP-UX 11 i Enterprise Operating Environment HP-UX 11 i Mission Critical Operating Environment • mc/serviceguard • hp-ux workload • online JFS 3. 3 manager • mirror disk/UX • serviceguard • process resource • NFS toolkit manager (PRM) • Enterprise • glance plus Cluster • openview Management performance (ECM) toolkit agent • single-system event and availability management • Event monitoring services (EMS) HA monitors Operating • and 11 i Operating various software products into. Robust integrating Environments are: HP-UX Environment (Base/Internet) deploy something they can • integrated offering - tested so customers can pre-integrated anda golden image • ease of mgmt. • system • hp-ux os configuration them out purpose • network drivers - theydeploya general of the boxsolution need • installation repository • web qos peak • hp apache ws • software • upgrades - theyor use an enterpriseasolution need them to build more distributor/ux • ignite/ux integrated and reliable golden image • support • netscape • java RTE - and they need a mission critical solution. LAPD server • java JDK • pam keberos • java JPI • ems framework • cifs client • netscape • cifs server • service control communicator manager HP responded by developing • global media • no codewords • simplified license HP-UX 11 i Operating Environmentsmanagement 45
Not all OEs are the same, not all OEs give. . . fast deployment with minimum of fuss. . . 3 8 5 Time to install 63 minutes 2. 4 hours 3. 1 hours Steps to install 7 12 11 5 1 1 # of CDs Installation integration Application integration Codeword bypass # of environments offered Single support offering Note: HP delivers three enterprise OEs and two technical OEs Note: Data based on ETesting study 46
Application Server Opportunity Given that HP-UX 11 i is well placed in the data services place… application services would seem to present an opportunity given the market. . . 47
Primary Opportunity Access Services What about i. Planet App server & IBM’s Websphere? Application Services Growth opportunity J 2 EE platform Data Services AOII attributes are primary driving factors Java applications Application integration Blue. Stone 1 -2 Way 2 -4 Way 5 -16 Way 17 - 64 Way 48
The Application Server Opportunity Who owns what…. i. Planet IBM Web. Sphere BEA HP Blue. Stone Sun and Netscape IBM Aligning with HP Not aligned 3% Sun and Netscape are about to separate at the “end of contract” - Opportunity for HP? 33% Tool for win and keeping accounts IBM, great for Global service business 56% >1% Wants to align with HP, feeling threatened by IBM Global Services on one side and Sun/Netscape i. Planet on the other. Tactical play with strategic potential longer term. Note: HP-UX 11 i Support is a level one partner for all of the above offerings. . . 49
Application Server Conceptual Model Customer Application Server Middle-ware Layer Model App App (BEA, iplanet or websphere) Application Server Middle-ware Layer Model Server JVM JVM HP-UX AIX Solaris HP 9000 IBM q Faster JVM q More reliable platform SUN X 11 i HP-U rentiation Diffe q Less expensive platform q Easier to deploy platform q Relationship with apps server vendor 50
1. BEA Application Server Play BEA is clearly in a 2. Blue. Stone dominant position and HP’s emerging 3. Neutral to relationship will allow HP to leverage that i. Planet or position Websphere 51
Application Services Opportunity Given that HP-UX 11 i is well placed in the data services place… application services would seem to present an opportunity given the market. . . 52
Time Allocated: 10 Minutes, Slide Count Allocated: 5 Slides Pricing Models - Tier - PPL - i. COD - Utility - Upgrades - Promotion 54
definition of licensing models User-Based Tier-Based Server Processor-Based $ $$ Server Users $ $$ $$$ • Price increases as the number of users increases CPUs Server $$$ $ $$$ • Price increases as the size of the server the number of increases processors increases 55
per-processor licensing benefits • Customers pay for exactly what they use • Takes software licensing to a higher level of granularity • Simple to manage software assets in a rapidly changing environment • Lower entry cost for systems, pay for what youneed, upgrade later - more competitive • Encourages upgrading later, instead of over-spec’ing the initial system 56
Superdome partitions and PPL licensing CPU Partition 1 OE CPU Base 4 CPUs CPU OE Partition 2 CPU Enterprise 4 CPUs CPU Partition 3 CPU OE CPU 4 CPUs Enterprise CPU Partition 4 CPU OE Mission Critical CPU 4 CPUs CPU • Each. The customerits own: need: partition has would The customer would need to • Processors purchase: - for partition 1 - 4 x. OE Base • RAM • 4 OE Base zero cost • I/O • 8 OE Enterprise - for partition 2 - 4 x. OE Enterprise • Operatingxsystem image – $6777 8 = $54, 216 • • 4 OE Mission Critical Each partition runs an operating = - for partition 3 - x 4 environment – $11884 4 x. OE Enterprise $47, 536 • Operating environments can be Total Software $101, 752 in easily mixed and matched - for If the customer 4 x. OE Missionserver to partition 4 - reconfigures the Critical Note: a superdome complex use more than 8 OE enterprise or 4 OE Mission Critical, additional licenses must be purchased. Note : The above prices do not include any discounts 57
General PPL licensing CPU OECPU Base CPU 4 CPUs CPU Each server would need the following 4 OE Base zero cost CPU CPU OE Enterprise CPU 8 CPUs CPU CPU 8 OE Enterprise – $6777 x 8 = $54, 216 Typical Config: 65% x 6777 x 4 = $9, 487 CPU CPU CPU OE Mission Critical 16 CPUs CPU CPU CPU 16 OE Enterprise – $11884 x 16 = $190, 144 Typical Config: 65% x 11884 x 7 = $29, 115 CPU CPU Note : The above prices do not include any discounts 58
i. COD and Utility i. COD: Most of HP’s larger system come fully populated in terms of CPUs, no matter what the customer has bought. i. COD allows customers to instantly purchase “additional CPU capacity” by enabling these i. COD CPUs. Utility: Customer that have variable work loads have to “spec” their systems to cope with the “maximum” work load expected. Utility is a facility that allows customers “obtain and use a server” where their usage of the server “metered”. The more of the server they use the more they pay. 59
PPL Pricing and Ordering Information 60
Promotions and Upgrades: Customers can trade-in their existing tier-based software towards newer ppl-based hp-ux 11 i software. HP offers generous allowances. Promotions: HP offers promotions regularly on enterprise and mission critical Operating environments… Contact your local geography manager for more information. 61
Time Allocated: 5 Minutes, Slide Count Allocated: 3 Slides Information Resources - Tools - Geography based - Division Based 62
Tools…. HP-UX Index Page ESP keyword: hpuxindex All of the HP-UX Collateral set is contained on the ESP index page detailed above. If it’s collateral produced by HP-UX product marketing, this is where you’ll find it…. So what does it look like…. 63
Tools…. HP-UX Server Competitive Page ESP keyword: hpcompetition The best place to obtain up to date competitive information regarding hp-ux or specific information on how to compete with our competitors offering can be obtained from the “competitive”web site at: http: //esp. mayfield. hp. com: 2000/nav 24/ext/e sycomp/esycomp/index. htm 64
Divisional marketing team Ram Appalaraju 447 -5761 Mike Wardley 447 -1169 Ram Appalaraju 447 -5761 Laurie Robell 447 -0865 VPARs Veritas Stasia Hurley 447 -5090 NFS, CIFS IPv 4, IPv 6 Mobile, Roadmaps Walter Schramm Security, Directories 447 -1586 Joe Grimm 898 -3910 Dave Olson 447 -0655 hp-ux 11 i OE’s Jon Davis 447 -4231 hp-ux for ipf Mahin Imen 447 -1929 Compilers Aries Mary Kwan 447 -6303 web server Linux affinity Open Source Akila Kumar 447 -7389 Java MW bundles 65
Geography hp-ux marketing team MJ Robinson North Americas Frederic Leonetti Europe Yoshiko Kimura Japan Peter Kraft ISE Alfredo Yepez Latin Americas Ross Templeton AAA 66
Questions Questions Questions Ok, no more questions Not more questions I’ve told you everything Questions I know. . . Questions Thanks for the time Questions and Questions good selling. Questions !!! Questions Questions, Questions ! Questions Questions 67
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