For HP Field Personnel March PBX Expands HP 3000 ... · For HP Field Personnel March 15, 1983 PBX...

For HP Field Personnel

March 15, 1983

PBX Expands HP 3000 Communication Capabilities

For Internal Use Only

Karen Campbell, Edi tor

Tracy Wester, Product ion Edi tor

L inda Uno (Phone 408-996-9800, ext. 2894) , Circulation

1 1 DCD COMPUTER MARKETING GROUP Computer Marketing CMG Computer Marketing Group

CMG/ Computer Marketing Group/ 3PP Third Party Program

AMD Application Marketing Divisaon

CSD Computer Support Division

CSE Computer Support Europe

CSO Computer Supplies Operation

MA Major Accounts

SRO Systems Re-Markethng Operation

COMPUTER PRODUCTS GROUP

4 CMG BDD to Be Responsible Worldwide for HP 991 5A

Computer Groups' Sales Aid Catalog Now Available

New Referenced Products Increase HP 9845 Capabilities

HP 97031 JA and HP 97032JA Add-ons to Multi-FORTH Will Be Discontinued

HP Series 200 to Disc Transfer Rates Tabulated

Computer News Organization Chart Supplement Status

Update on Educational Discount Programs

CPG Computer Products Group

BDD Boeblingen Desktop Div~sion

CSy Computer Systems Division

DSD Data Svstems Division

HP Series 200 Sales Literature Is Streamlined

Ordering OEM Service Labels

Success Versus Government Contracts 5 CSD DCD Desktop Computer Division

ESD Engineering Systems Division

GTO Grenoble l~echnical Operation

Remote Support Program Status in Europe

HP Versus IBM Cost of Ownership

15 ESD HP 9000 Sales Literature Restocked and Revised

yCD Yokogawa Computer Division

PERSONAL COMPUTER GROUP

PCG Personal Computer Group

C'JD Corvallis Division

A Look at the Literature Distribution System /7 7 SRO

Excellent First Quarter Results

HP 9020C Price Increases DCD Desktop Computer Division

HPG Grenoble Division

PCD Personal C o m ~ u t e r Division Personal Computers

Corr puter Products 17 CVD POD Personal O,ficb Computer Division

RTD Roseville Terminals Division 8 BDD New Parts Kits for HP Series 40 Peripherals BUSINESS DEVELOPMENT GROUP HP-DRAFT Will Draw the

Customers BDG Business Development Group

BGD Boeblingen General Systems Division

MPD Manufacturing Productiv~ty Division

IRO Information Resources Operation

INFORMATION PRODUCTS GROUP

Custom ROMs Mean Sales

9 DSD 1 8 DCD 1~'ersonri 791 4TD Support on HP 1000 E/F-Series

Context MBA Helps DCD Production

PG lnformation Products Group

BSE Boise Division

CCD Computer Communications D iv~s ion

Updated Performance Brief for A900 19 HPG Wanted: Competent Systems Houses for Industrial Automation

Special Close-out Sale on Optical Readers 7260A and 27488

Data Capture Flies High with SABENA

First HP 2700 Sale in Europe Takes Place in Austria

DMD Disc Memorv Division

GLD Cireeley D iv i s~on

GN0 Grenoble Network Operation HP 1000 M/E-Series Power Supply Upgrade

HP 1000 A-Series Diagnostics Now Work on L-Series

I\lD lnformation Networks Division

OSO Office Systems Operations

VCD Vancouver D l v ~ s ~ o n

INSTRUMENT GROUP

COL Colorado Springs

SDD San Diego Division

First HP 2700 Sale in Italy RTE-II Soon to Be Inactive

2 0 PCD Graphics Presentation \ Enhancements for HP Series 8 0

Vol. 8. No. 9

2 0 POD HP 264X Obsolescence News

A-5 Discount Schedule Changes for Terminals

AUTOPLOT/2700 Boon to Chart Designers

Use CHARTTYPE Key for Customer Demos

33 VCD HP 2601A and HP 2602A Support on HPWORD

Using the HP 2602A with the HP 2 0 0 Series in Local Non- US Languages

Margin Settings on the HP 2601A/26010D Sheet Feeder

DSN/LINK Enhanced File Transfer Backtalk

Business Developmer~t 33 Nan-HP Supplies

24 BDG Price Changes I f You're Short on Literature, Computer Groups Price

Here's What to Do1 36 Changes Effective March 1. 1983

HP 3000 Applications a t Harris Bank

a 24 IRO The Distributor's Corner

Introducing HP Order Management/3000

Information Products

27 BSE "The Economics of Laser Printing" Seminar

New Laser-Printed Sample Manual Now Available

Double-Size Characters Standard on the HP 2 6 0 8 s

28 IND HP lntroduces the DSN/PBX Data Communications lnterface

What's a PBX?

Self-paced Training Manual for DSN/MRJE 1 0 0 0

Graphics Tablet Input for HPDRAW

Factory-based Network Consulting

"Touring Datacomm" Primer Coming

- -

On the Cover:

HP commits to PBX for office nets and introduces the DSNIPBX Data Communications Interface. For a tutorial on PBX, please see article on "What's a PBX?,"pg. 30. For information on the introduction, please see "HP Introduces the DSNIPBX Data Communications Interface" on pg. 28.

Changes recently were made in the organization for Hewlett- Packard computers.

Computer Marketing Group will focus on sales and field marketing, service, and software support. Computer Products Group will focus on processors (CPUs), operating software, and VLSI- integrated circuits. Personal Computer Group will focus on terminals/workstations, portable computers, and personal computers. Business Develop- ment Group will focus on marketing integration, merchandising, and application solution. lnformation Products Group will focus on systems peripherals, data communication, and network resources. Instrument Group will focus on peripherals from San Diego and Colorado Springs.

For a listing of these reorganized groups and their divisions, see the shaded area a t the far left of the previous page.

-The Editor

Computer News March 15, 1983 For Internal Use Only 3

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

Computer Marketing

CMG Computer News Organization Chart

Computer Groups' Sales Aid Catalog Now Available Tracy WesterlCMG

By now everyone should have received a copy of the Computer Groups' Sales Aid Catalog, which was distributed in mid-March. This catalog is a compilation of the literature from each division that is available to the SR - Brochures and Flyers, Seminar and Presentation Aids, Advertising Materials, Technical and Price Specifications, Videotapes, HP PLUS/Software Supplier Materials, and Other Sales Aids - and should be used as a reference guide only.

I wil l be updating the catalog about four times a year, using information received from the divisions. If you would like additional copies, or i f you did not receive a copy of the Catalog, please call or write me and I'll send you a copy.

Tracy Wester Computer Marketing Group Bldg. 49B 19320 Pruneridge Avenue Cupertino, CA 9501 4 408-996-9800, ext. 2878 996-2878 (TELNET)

Supplement Status Tracy WesterlCMG

The Computer News Organization Chart Supplement is usually distributed every year in January, but due to the recent reorganization within the Computer Groups, this year's supplement has been held. It will probably be mid-March or April before all the changes are final, so the supplement won't be distributed until then.

Update on Educational Discounts Program Joe RodgerslCMG

Effective March I , 1983. Educational Allowance Customers (Al l CE Agree- ments) may order all HP software products except those listed below at a 50°n discount. This new discount applies in place of the 15% CE Agreement discount and is applicable only to the "License to Use" or "A" copy. No discounts are applicable to the "License to Reproduce" products. Software installation service which is normally included with the "A" copy must be ordered separately through the local HP SEO.

In addition, for those application software products which have volume software price breaks on the HP CPL. Educational Allowance Customers may order the "A" copy of these products at a 75% discount. This new discount applies in place of the 15On discount and is applicable only to the "License to Use" or "A" copy. No discounts are applicable to the "License to Reproduce" ( M or R) products. Software installation services, normally included with the "A" copy.

must be ordered separately through the local HP SEO.

This discount plan will apply to all new orders and all unshipped orders as of this date. Any shipments made to Educational Allowance customers at net prices which are greater than these prices will be reviewed on an individual basis.

We feel that is an aggressive policy on our Software products for the Educa- tional Market.

Ordering OEM Service Labels Rich Shahl3PP

Administration Changes

Effective April 1 . HP will no longer provide the free start-up supply of the OEM Service Labels (PIN 5957-3989). When the O E M signs the Exhibit EW. the O E M will receive an acknowl- edgement letter from Joe Rodgers. Contracts Administration. This letter will also explain to the O E M how to order the O E M Service Labels from HP Computer Supplies Operation. (CSO's toll-free number is 800-538- 8787. In California, Alaska and Hawaii call 408-738-41 33. The cost of a 1 00-label package is USS25.)

Benefits of the Program

The O E M Extended Warranty Pro- gram has been designed with the following benefits in mind. The program is designed to aid OEMs who inventory standard HP equipment. HP's extended warranty program allows the O E M to provide full 90- day warranty service for the end-user customer. It also enables the O E M to inspect the equipment for dead-on- 1

arrivals (DOAS) for up to six months and reduces the need for short-term maintenance agreements.

Computer News March 15. 1983 4 For Intern,, use Only

Computer Marketing

Features of t he Program

The OEM extended warranty program applies to products that do not require installation, such a s desktops, terminals, plotters and personal computers.

There are two provisions in the program:

The end-user can receive from HP up to 90 days of service com- mencing on the date the OEM ships the qualifying product to the end-user or three months after the date HP shipped the product to the OEM, whichever occurs first

HP will provide warranty coverage during the time the OEM stocks the product. The total warranty service period is extended to a maximum of 6 months.

An OEM Service Label is used to indi- cate that the product is on the Extended Warranty program and also the start-date of the end-user warranty service period. This date is imprinted on the label by the OEM.

Please notify your OEM about this change to the program.

CSD Remote Support Program Status in Europe Maurice PoizatlCSE

Our Remote Support Program for the throughout Europe as shown in the HP 3000 is expanding successfully table.

Region Country Number of Remote Number of Remote Support Sites, Support Sites,

Oct. 1 9 8 2 Jan. 1 9 8 3

France France 7 1 134

UK U K 10 5 1

Germany Germany 0 1 1

Northern Holland Europe Belgium

Sweden Norway Finland Denmark

Southern Austria Europe Switzerland

Italy Spain Area South

Total Europe

The figures speak for themselves! Your enthusiasm over selling Remote Support in Europe to existing HP 3000 users and new HP 3000 customers demonstrates your willing[- ness to provide the highest level of customer support. Keep up the good work!

In view of your efforts, however, the rate of implementation is still affected by local regulations governing ownership and use of modems along with the local availability of new telephone lines. These issues are being examined.

Remember: Remote Support is also a "sales asset."


Computer Marketing

HP Versus IBM Cost of Ownership Steve MorrislCSD

As promised, the HP/IBM configuration chart, published in the January 1 5, 1 983 Computer News, has been updated as shown here. Please let me know if you find this information useful and if you would like to see more of it in future issues of Computer News.

There are two important messages in these configurations. First: use of the Volume Repair Center (VRC) reduced

the 3-year cost of ownership from $474,617 to $41 3,669 for the given HP 3000 configuration; a 12.8OIo reduction over SMMC! VRC (and PMMC) can help make your quotes lower!

The second message is that HP offers lower cost support options than IBM. Properly configured support can give you a cost benefit over

the competition. A brief Training Memo with step-by-step guidelines for configuring support is on its way to domestic SRs right now!

So what exactly are those IBM and DEC support options that we under- price? Stay tuned for a Maintenance Contract Features Table covering HP. IBM and DEC in an upcoming issue of Computer News!

Backup 7970E 1 1 9 ,980 9 7 0 0 341 1 Model 3

6 0 d e i t y : 1 1 341 1 ~ 1 I 7910 150.00 5 0 2 0 6 7 0 0

1 Syslem Print~r 261 !A 1 18,110 30300 3662 81 1 17.690 14400 3262 1 I 15040 18000

HP/IBM Configuration Chart

Category

SPU

Dstscomm

Term Connect

Modern

Letter Qual81y Printer

Termlnalr

Personal Comp

D8u 79336 1 69950 27000 3370 A1 I 3201 2 730

I I

IBM 433 1 Model 2

Software

Total

Software month) rental ~nclud~ng support " Hardware rupvort component IS 52.129 "' Hardware support component 15 S 1.658 note that this ~ n r l u d ~ r o f f r ~ l e depol repslr o l term8nals. VRC IS on w e and cheaper'

300208

30018A 30019A 35016A

2601 2602

2622A 26240

2382 2626W

HP I 2 0 9121

3 YR TOTAL COST OF OWNERSHIP

Computer News March 15. 1983 h For ,nterna, use on ly

HP 3000 Serles 44

Product Number

4331 KJ2 1421

5531

FOS

COBOL

Product Number

324408

30161A 30079A

IBm System 38 Model 5

Qly

1

2 I

l o t s Prtce

S102500 6 6 8 0 1965

1

2 3 I

2 3

15

474.61 7

Product Number

78 I E x p n r ~ o n

Dirk A l l a h Prlnler Altach Tape Attach

-

1

Qty

1

2 1

Onr l te Servtce

135500 9 0 0 0 7 2 0 0

4 200

10080 10080

1 100

7040 5850

32625

41 3,669

Depot Service

5 . W

354.575

Total Prlce

$69900 32000

1 890

Qty

1 4 1

1 1

13 5

5300

6 0 0 0 6 0 0 0

(47 50)

17200 15000

42000

461.874

Total Prlce

587800 5 063 6 0 8 0 1 215 5 0 7 0

On rlle S e r v c e S e r k i c e

539200 16 00 15 00 7 M

1050

5

500 00

10000

3,3345

CSS/ SMMC

$27900 6 4 0 0

13 00

Depot

15000

22 I 0 0 24 750

16500

44 00 4 2 0 0

10500

451.089

VRC SMMC

2 9900 2

1 641 5

434,133

26000 27500

1501

Controller

5256 Model 3

5251 11

40

5 6 0 0 l 8 L C

47000 7 5 8 5 0 ~ - 4621 , 3 ! ~ l j 1 3 1 1 9;:; 740Ll ~ ,

6 5 0 0 9 0 0 0

I

1

5

30

3278 2A 2505 2 3 5 0 4633 1010

O/S Database COBOL

780

5070

25 175

50 300

1600 6 0 0

2 B M P C

I

I I

7000 11100 IBM PC 7000 11100

6 50

2100

237 50

41000

202 00.1

8 UO' 633 00'

337.728 3.438 5

-

-

DOS/VSE

COBOL

4830 1001

HP 2601 HP 2Gn2

3278 2

356 769

I

I

2 3

37

180'

311'

2.620''

8068 1815

-- i 0 4 0 5 850

80 845

180'

31 I '

2.149"'

-

-

17200 15000

499 50

44 00 4 2 0 0

425 50

Computer Marketing

SRO Excellent First Quarter Results Hal EubankslSRO

It is most gratifying to review the first quarter results for the Worldwide Remarketing program as sales were 131% of quota! A lot of hard work has been put forth by both the Sales Force and SRO/SRE to put together various marketing programs that address customer needs today. For example, the merchandising efforts for the Series 30R, 33R, and lllR Systems have been responsible for generating the majority of the sales dollars. The Rental program was created to meet a requirement of a new segment of the market. Additionally, disc drives are now offered a s stand- alone peripherals to address the commercial and technical markets.

HPSA 19.9 X

RE-MARKETED C11 SALES BY REGION

NEELY 29.5 X

Congratulations to all for an exce1len.t first quarter.

EASTERN 11.6 X


Computer Products

BDD HP-DRAFT Will Draw the Customers

A new 2D/CAD solution is now avail- approach provides a very fast, flexible able, i n Europe only, from BDD. HP- solution that is easy to handle, besides DRAFT provides a general drafting closely resembling the traditional solution and complements our exist- drafting method. ing range o f ~ ~ ~ ' ~ a c k a ~ e s : HP- DESIGIY, HP-NC, and HP-FE.

HP-DRAFT (98360A) is a versatile 2D/CAD system designed to run on the HP 9 8 4 5 B Desktop Computer with HP peripherals. Using an electronic stylus, the draftsman cre- ates drawings by choosing menu commands f rom a graphics tablet. The tablet overlay contains all the necessary commands, eliminating the need to input via the keyboard. This

-

Input methods such as coordinate input, and a standard set of graphics object definitions, make input easy. A n added capability, known as con- struction geometry, permits the crea- t ion o f complex shapes by providing the user with a method of displaying faint lines that may be drawn over and erased when no longer required. A display grid and the ability to manipu- late symbols and objects o n the screen help simplify the drawing process.

Benchmarks have consistently shown HP-DRAFT to be four to six times faster than manual drafting.

The complete system price is in the range o f $70K, depending on mass storage and output devices. For users already owning an HP 98458 , the software may be purchased for $12K.

If you're still not convinced, just consider the possible applications. Mechanical engineers will use HP- DRAFT for:

Proposal drawings

Detail and assembly drawings

Schematics.

Architects and civil engineers wil l create:

Town plans

Building plans

Floor plans.

And the daily general graphics pre- sentations can be handled easily.

Once customer commented, "I couldn't afford to invest t ime and money i n a more complex CAD system, and I couldn't afford to operate without CAD. For me, HP-DRAFT is just right!"

For more detailed information, send for the HP-DRAFT Technical Description. P/N 5953-4331.

Computer News March 15, 1983 8 For Internal Use Only

Computer Products

DSD 79 14TD Support on HP 1 0 0 0 E/F-Series Jim PinskylDSD

There's more great news on the 79 14TD Disc/Tape Subsystem. The 791 4TD is now supported on the HP 1000 E/F-Series systems and is RFI certified. (By ordering Option 236 - $21 55 US List - the customer gets the correct interface for the tape drive.)

The addition of the 791 4TD to E/F- Series systems is significant. In the past, our customers have had to buy both a tape drive and a disc drive; now

they can buy a 1600 bpi tape drive and a large capacity (1 32Mb) disc drive in a single, attractive, housed package at a bargain price.

RFI qualification of the 79 14TD is important since the E/F-Series diagnostic media is 1600 bpi mag tape or minicartridges, and there are not RFI - qualified minicartridge tape units. Also, the 1600 bpi mag tape is much faster than minicartridges.

The only shortcoming is that you can't rack the E/F-Series CPU in the 7 9 14TD cabinet because of air flow and cooling problems. (By the way, remember that an A-Series CPU can be mounted in the 791 4TD cabinet.)

So once again, the E/F-Series gets an enhancement. In January we introduced RFI qualified systems - Model 6 0 (2 178C) and Model 65 (2 179C). Now in March we have added a new mass storage subsystem that will make E/F-Series products much more competitive in the marketplace.

Updated Performance Brief for A 9 0 0 Jeff ChamberlainlDSD

The RTE-A. I performance brief has been updated to include data on the A900 processor. This updated brief is described in the A-Series Mailing #7, which should be arriving at your office soon, if you don't already have it. The topics in this brief include:

Primitive function testing

I/O measurements

.Series Automaton


Computer Products

FORTRAN 77 Whetstone Benchmarks

Pascal performance information.

This performance data demonstrates the superior price/performance of the A-Series processors and should be used in pre-sales competitive situa- tions. For ordering, the part number is 5953-871 8. Please direct your com- ments on this brief to Jeff Chamber- lain at TELNET 1-257-3191, or 408-257-7000, ext. 31 91.

Wanted: Competent Systems Houses for Industrial Automation Andy MillslDSD

As HP progresses from "Tool Sales" to "Solution Selling," more complete problem solving offerings are required. To help this along, the HP PLUS Program was started to provide more complete solutions for our customers.

The focus of the current CPG HP PLUS Software Catalog is standard software packages that already exist, i.e., no custom services or capabilities.

As DSD moves toward providing total solutions for the Industrial Automa- tion marketplace, it has become quite apparent that these standard packages will not fulfill all the requirements.

For this reason, DSD is seeking to es- tablish relationships with competent Systems Houses whose software, additional hardware or custom services can complement our own product offerings.

Keep in mind that this is not a new program, i t is merely an extension of our standard Software Supplier Program.

Based on this, if you know of a company that may be a good HP Systems House, here is what you should do:

1. Call Bob Tomich at DSD to determine i f the company's capabilities match our needs for Industrial Automation.

2. If i t looks promising, we will have the company fill out a Summary Sheet describing their capability.

3. Proceed with the approval process just as with any Software Supplier. We would like to have these Systems Houses sign a Software Supplier Agreement to formalize our relationship and to allow them to take advantage of the 6% credit when their products and services leverage a new HP system sale.

An HP OEM who also wants to act as a Systems House/Software Supplier is also eligible and should add Exhibit C to their contract to takeadvantage of the 6% credit program.

4. To qualify for promotion to our entire Sales Force, DSD will require the following as minimum criteria:

Services and Expertise applicable to Industrial Automation only

Normally require at least three (3) good references for their specific application area

Can react and support their prod ucts on a national basis.

As we locate and qualify competent companies and build up some critical mass, we will let you know about it by publishing a list of companies and their areas of expertise.

By providing this information on a national basis, we can open doors for our products that were never pre- viousl y accessible.

The potential sales leverage from this program is enormous. Let's make it happen !

Power Supply Upgrade J im PinskylDSD

In 1978, DSD introduced a new and improved power supply for the HP 1000 M/E-Series product line (all F- Series computers have the new supplies). The old power supply, known as the "A" power supply, was then discontinued. In 1983, the "A" power supply will complete its support life and HP will no longer guarantee repair of the "A" power supplies. This could present problems as there are still a large number of computers with "A" power supplies in use today.

DSD and CSD have cooperated on a solution. Customers who are on service contracts will continue to have their "A" power supplies repaired or have a new "B" power supply installed at no cost. Customers who are not on service contracts can purchase an upgrade ki t through DSD. The kit consists of a "B" power supply and a new chassis. A key feature of the kit is that customers get a substantial $1,000 credit for their old "A" power supplies. There is also an option for adding a power fail recovery system.

There are four upgrade kits for M/E- Series Computers, the 1 2979A 1/O Extender, and the 12990A Memory Extender, as follows:

Upgrade Price After Kit Upgrade for: Credit

127964 21084 2109ACPUs $4100

127968 2 1 124 21 13A CPUs 4300

12796C 12979A (110 ExtJ 3600

12796D 12990A (Mem Ext) 3300

The US list price is $1000 more than the price after the credit shown above. A return credit of $1000 will be initiated by the local sales office and credit will be issued upon return of the old power supply.

Computer News March 15, 1983 1 0 For Internal Use Only

Computer Products

The 12796A, 12796B, and 12796D kits have an option to add a power fail recovery system. The power fail recovery system for the "A" power supply does not work with the "8" power supply. By ordering Option 0 0 1 to the 12796A, 1 2 7 9 6 8 or 12796D, the customer will get the correct power fail recovery system. (The Option 0 0 1 to the 12796A is equivalent to ordering the 1 2 9 4 4 8 ; the Option 001 to the 12796B/D is equivalent to ordering the 12991 B.)

While there is an upgrade kit for the memory extender, the customer should consider our new high density memory boards:

The 12749H contains 5 12Kb for memory for $5005; a 20-pack costs $80,050

The 12699H is a 256Kb memory module for $3010, with a 20- pack price of $45 ,100

The 12666H is a 1 Mb fault control module for $301 0 .

The 12749H, 12699H, and 12666H can be mixed and matched with any combination of older memory boards. The new boards are extremely reliable and it may prove more economical for the customer to replace memory boards than to buy an upgrade kit for the memory extender.

The 1 2 9 9 0 8 Memory Extender is scheduled to be taken off the CPL in October 1983 , while the upgrade kit will continue to be offered for some time after that.

Remember:

Four power supply upgrade kits

$ 1 0 0 0 credit for return of old power supply

For service contract customers, continued repair of the "A" power supply, or a no-cost upgrade to a "6" power supply

HP 1 0 0 0 A-Series Diagnostics Now Work on L-Series Jeff ChamberlainlDSD

The following HP 1 0 0 0 A-Series diagnostic packages have been updated to work on the L-Series pro-- cessor as of the 2301 (A.83) PCO:

2461 2A - A/L-Series System Diagnostics

2 4 6 13A - A/L-Series Measure-. ment and Control Diagnostics.

These diagnostics will replace the following L-Series products in systems as of the 2 3 2 6 (B.83) PCO:

24397A - L-Series System Diagnostics

24601 A - L-Series Measure- ment and Control Diagnostics.

Customers on support services for the existing L-Series diagnostics will be able to upgrade to the new A/L- Series products via Option 0 0 2 at no charge, and those not on services can upgrade at a discount via Option 001 . The existing L-Series diagnostics mentioned above will be made mature at the 2 3 2 6 (8.83) P C 0 and even- tually will be made obsolete. There will continue to be two separate products for the peripheral diagnostics, specifically the 24398A package for the L-Series and the 24398B package for the A-Series processors.

The new A/L-Series diagnostic packages are much easier to use, as well a s being more comprehensive. Diagnostics will be added to the new packages as new interfaces are added

RTE-I1 Soon to Be Inactive Jeff ChamberlainlDSD

The last opportunity to order the 9 2 0 0 1 B RTE-II operating system original license will be May 1983. Due to lack of demand, on June 1, 1 9 8 3 the product will go into the inactive state of the product life cycle and only the support products will remain on the price list. The product life cycle guidelines define the inactive state as follows:

For a period of five years, inactive software receives maintenance as necessary to correct serious software problems and to maintain compatibility with other software products with which they were defined to be compatible when sold.

At the end of that five year period, RTE-Il will become obsolete and support will be available on a time and materials basis only.

DCD BDD to Be Responsible Worldwide for

Ted ChenlDCD

Beginning April 1, 1983, HP 99 15A production will be consolidated at Boeblingen Desktop Computer Divi- sion (BDD) to improve manufacturing economies. BDD has had considerable experience with the 9 9 1 5A, having built the product for European markets for nearly two years.

Power fail recovery option available.

Computer News March 15, 1983 For Internal Use Only 1 1

Computer Products

Also starting on April 1, DCD will no longer be a supplying or marketing division for the 991 5A. This means that DCD will no longer be involved in any order processing involving the 991 5A. The following questions and answers should help US and ICON sales reps understand how this move may impact them.

Q. What is BDD's supplying and marketing division number?

A. BDD is supplying and marketing division B6. The 991 5 A product line number will still be 1 1.

Q. What will happen if DCD receives my order, but does not ship it before April 1 ?

A. On April 1, all DCD backlog will be converted to BDD backlog. We do not expect any significant impact on availability due to the transfer.

Q. Will any other products be affected?

A. Yes, all accessories made specifically for the 991 5A will be transferred to BDD. These include the 981 50A/B System Development Kits, the 98 15 1 A Program Development ROM, the 9 8 1 54A EPROM cards, and the 9 8 155A Keyboard.

Q. What has to be done i f my customer requests that an order be returned after April 1 ?

A. All returns after April 1 have to be coordinated with BDD. First, your sales office must telex BDD and request a return authoriza- tion. I f BDD authorizes the return, the next step is to coordinate with ICON headquarters. Paddy Sweeney is the person to contact there. She will prepare the paper- work to receive the 9 9 15A from your sales office. After receiving the 991 5A, ICON will ship it back to BDD.

Q. How will this affect General Ser- vices Administration (GSA) orders?

A. The 991 5A will remain on GSA contract, at least until the current contract expires on September 30. 1983.

Q. How will this affect US Govern- ment rated orders?

A. BDD will be required to supply US Government rated orders before any commercial order. If BDD cannot meet the US Government rated order required date, i t is the responsibility of the US sales office to notify the Government within 10 days of receipt of order that the 991 5A cannot be supplied by the required date.

Q. What will happen to 991 5As that are still in consignment inventory?

A. 99 15As in consignment will remain in sales offices where they are currently until they are sold; however, responsibility for them will transfer from DCD to ICON.

Q. Will DCD still provide 991 5A technical support?

A. Yes. DCD Marketing will continue to provide 99 15A support for ICON and the US.

New Referenced Products Increase HP 9845 Capabilities Gretchen SnowdenlDCD

Two ROMs for the HP 9845 from a third party have recently been added to the list of Referenced products. These ROMs come from Structured Software Systems of Mt. Holly, NJ. Users were overwhelmingly enthusiastic in their support of these products.

The first ROM, known as the Pro- grammer's Tool Kit, comprises a series of utilities and editor enhancements which aid in program development, optimization, and documentation. Included are functions to find available memory, to convert decimal to binary, editor commands to do change and find, utility commands to MSI and XREF, plus many others.

'-3 The second product is the Command File/Memory Mass Storage ROM. It allows the 9845 to execute a stream of commands without human intervention. The commands in the file can include statements, operations. and keystrokes which emulate operator interaction with the computer, including special function keys. The Memory Mass Storage causes memory to be used as a temporary mass storage device.

Al l of the users contacted felt these ROMs made a significant contribution to the ease of programming on the 9845, and felt they should be con- sidered standard equipment for all 9845 users. We are pleased to include them in our list of Referenced software.

Computer News March 15, 1983 1 2 For Intern,, use

Computer Products

HP 9 7 0 3 1 JA and HP 97032JA Add- ons to Multi-FORTH Will Be Discontinued Gretchen SnowdenlDCD

Two HP PLUS Distributed products will come off the Corporate Price List on April 1, 1983, and will no longer be available as HP-supplied products. These are HP 97031 JA, Multi-user Option, and HP 97032JA, Data Access Methods Library, both of which are add-ons to the Multi- FORTH language (HP PLUS catalog, P/N 69.21001).

These products were released with Multi-FORTH, but have not been shipped due to supplier problems. Therefore, DCD and the supplier, Creative Solutions, Inc., have agreed that the supplier will sell the products independently.

Multi-FORTH will remain on the price list and has been selling well. If a customer has FORTH and needs one of the add-ons, he or she should contact CSI at the following address:

Creative Solutions, Inc. 480 1 Randolph Road Rockville, M D 20852

Because no shipments of these add- on packages have been made, we expect no support issues to arise. The April 1 Corporate Price List and the next Technical Software Catalog will reflect this software discontinuance.

HP Series 200 to Disc Transfer Rates Tabulated Jim SheppardlDCD

Have your HP Series 200 customers arrays large enough for the overhead asked you for detailed information on in setting up the transfer to be negligi- transfer rates to floppy and ble compared with the total transfer Winchester disc drives? Have thev time. asked you what performance Because there are so many variables

can be usir'g involved, this data is best used for DMA? providing customers with transfer rate The tables of data below measured by estimates, rather than as precise our lab should let you answer most of results. these questions. The measurements were made with transferred data

Notes:

NS: Not supported

'9895A Opt. 01 0 has singledrive on which 77 tracks may be read, but only 63 can be written for 9885 compatibility.

With HP-IB

Disc Drive

1 Internal

8290X

9121D

9885M

9895A

9895A Opt. 01 0'

91 34A#

9 1 34A

Opt. 010#

7908P

791 2P

CS/80 tape

#Interleave is factory-set to 9; the user cannot change.

+Data is for outputs; for inputs the transfer rate is about 425 Kb/s.


Interface

BASIC 2.0 with AP binary

ENTER, LOAD, LO-AD, or STORE

from BASIC EXT. 2.0

Doing TRANSFER

interleave

1

4

4

NS

3

3

9

NS

NS

NS

NS

rate Kb/s

15

4.5

4.5

NS

10.5

10.5

12.0

NS

NS

NS

NS

no

interleave

1

4

2

NS

2

2

9

9

7

7

-

with

interleave

NS

4

2

1

2

2

9

9

1

3

-

DMA

rate Kb/s

15

4.5

13.9

NS

13.6

16.1

12.0

11.9

52.3

51.4

NS

DMA

rate Kb/s

NS

4.5

13.9

32.6

14.0

19.0

45.6

47.8

190

253

NS

interleave

1

4

2

NS

2

2

9

9

2

7

-

rate Kb/s

15

,4.5

1.3.9

NS

13.8

18.6

12.0

11.8

116

117

19.4

with

Inter- leave

NS

4

2

1

2

2

9

9

1

3

-

DMA

rale Kb/s

NS

4.5

13.9

31.5

138

18.6

44.9

47.0

190

250

19.4

Computer Products

HP Series 200 Sales Literature Is Streamlined Dennis ProcterlDCD

Hot off the presses is the new Series 2 0 0 brochure, which covers the Model 1 6 , Model 26 , and Model 36. It presents all the common features and benefits of the Series 2 0 0 and then carefullv ~ o s i t i o n s each ~ r o d u c t , r -

within the line. It also discusses networking and our one-vendor solutions. This brochure should be used for initial requests for information on any or all of the Series 2 0 0 computers.

With this brochure available, all Series 2 0 0 sales literature covers the entire line:

Consequently, the Model 1 6 , 9 8 2 6 , and 9836 brochures will not be reprinted. W e will, however, produce new product promotional pieces a s t he need arises. Then, after the introduction period, the new prod- u c t ( ~ ) will be included in the next reprinting of the Series 2 0 0 brochure

g T

and technical literature.

The new Series 2 0 0 brochure was bulk-distributed worldwide from Palo Alto. You can obtain more copies of the brochure. P/N 5953 -4645 , through the Corporate Literature Dis- tribution Center.

Computer News March 15. 1983 1 4 f i r ,"tern,, use only

Computer Products

I Success Versus Government Contracts

Government contracts do not always mean tight specifications and formal competitive bids. Although prime contractors are constrained by MIL specifications, government sub- contractors often have a choice of suppliers for computers and test equipment needed to perform the subcontract.

1 Heino Taavoste, SR in the Woodbury, NY, sales office, won fifth place among December's top ten salespeo- ple by getting HP computers specified as part of a series of automated test systems. His customer is a sub- contractor under the prime contractor with responsibility for support of the B I B bomber.

This customer, which was listed until recently as a small account, had

bought some HP 9825s and liked them. When the 9826 came along, Heino showed i t to the customer. They liked it so well they decided to, specify it for the test systems, instead of the Tektronix equipment they were seriously considering.

The first order in FY '83 was for 16 9826s, and the customer will buy another eight or so this year. With the Model 26 specified, add-on orders f13r 10 to 2 0 units a year for the next five years or so are assured.

Says Heino, "All you have to do is be sure your customers know you're there and just what you have to offer; i f you're lucky (and persistent) you get spec'd in!" He added that the 9836s this customer bought in FY '82 for program development didn't hurt the situation, either.

ESD HP 9000 Sales Literature Restocked and Revised Jim GeerlESD

Although the initial, heavy demand for HP 9000 sales literature caught us off guard, we have bounced back quickly. Not only have the depleted stocks been replenished, they include comprehensive revisions reflecting the most current specifications.

In the case of the HP-UX technical supplement, the product data sheet, pricing sheet and configuration guide, enough changes were incorporated to warrant giving them new publication numbers. The new publications and the items they obsolete are:

item New P/N Old P/N

HP-UX tech suppl 5953-9402 5953-461 8

Data sheet 5953-9401 5953-4616

Price list 5953-9400D 5953-4624D

Config. guide 5953-9403 5953-4615

The BASIC technical supplement was also reprinted, with minor changes. It retains the original publication number, 5953-461 7.

Bulk distribution was done to each sales office. Back orders will be filled only if the order is refiled with the new publication numbers.


Computer Products

A Look at the Literature Distribution System J im GeerlESD

If you've experienced problems in ordering or receiving HP 9000 sales literature, the following explanation and tips might prove useful.

The first thing we, as a Division, do after the material is printed is send it to the Corporate Literature Distribu- tion operation in Palo Alto. There, an initial shipment, called a bulk distribution, is made to each sales office.

Each office receives a set quantity which is intended to satisfy the initial needs of the local SRs. That quantity is determined and controlled by local field management, working through Dave Asplund, Manager of the Palo Alto literature operation. In the case of a major product introduction, such as the HP 9000, we send double the normal "bulk" quantity to each office.

Once the bulk shipments are made, literature supplies are replenished only at the request of the Sales Office. To order literature for restocking or to meet special needs, you must complete a Sales Literature Order (SLO) form and send i t to:

Hewlett-Packard Corporate Literature Distribution 1820 Embarcadero Rd., Bldg. 90 Palo Alto, CA 94303

Normally, an order received in Palo Alto Monday through Thursday will be shipped that Friday. It can take a week to two weeks in transit, so you should order well ahead of time. Special shipments can sometimes be arranged but experience says that it's chancy, at best, and very expensive (your cost).

In most cases, there is a Division limit on how many of a given item can be ordered at a time. When the legitimate need arises for placing an order exceeding that limit, the Division must authorize filling the order. This limit keeps a few large orders from exhausting our inventory, helps us understand usage patterns, allows us to plan for special needs, and helps control literature expenses.

The order limit for the HP 9000 literature is now 500 copies of each item. If you need more than 500, clear the order with Jim Geer or Doug Newlin at ESD prior to placing the order. Then fill out the SLO (order form) stating who cleared it and when. The folks in the literature warehouse will verify it with us before filling the order.

To control the spiraling cost of sales literature, use of flyers for direct mail and tradeshows is encouraged. Brochures, data sheets, etc.. should be reserved for qualified prospects.

Offices experiencing problems in maintaining supplies or getting literature have found i t helpful to involve their SRs in the process. They have a vested interest, know what is available and can anticipate needs. Assigning an SR per product family spreads the literature administration load, while achieving good results. Both the SR and a clerk/secretary must understand the ordering system.

Of course, not all the problems are in the Field. If you can't get what you need, call us. If it's our mistake, we'll try to correct i t or give you the straight scoop without any run-around.

HP 9020C Price Increases Dave MorselESD

Get your HP 9020C orders in now! On April 1, 1983, we will be raising the price to $43,500 US.

This puts the 9020C and 9020T in line with the 9020B and 9020s price difference. The price increase reflects recent increases in manufacturing costs, primarily due to the transfer of manufacturing responsibility for the color CRT display to BDD in Germany.

Also, look for a price change on the additional I/O Processors for the HP 9000 family. They will be $2000 (US) each beginning April 1, 1983.

Khd

-l

Computer News March 15, 1983 1 6 For Internal Use on ly

Personal Computers

CVD New Parts Kits for HP Series 40 Peripherals Annette CrawfordlCVD and Sten AnderssonlCVD (Technical Contact)

Your OEM customers who want to manufacture customized peripherals for the HP-41 can now use two interfacing parts kits. These products should make the Series 40 handheld computers even more of a universal choice when specialized peripherals become available from the OEMs. And, development costs will be minimized through the use of the parts kits.

Onlv OEMs mav purchase these products since t;oih products offer direct access t o the HP-41 bus. Improper interfacing with the HP-41 could easily result in damage and sub- sequent repairs to equipment under warranty.

I Cable Assembly Kit (HP 8 2 5 0 6 A )

The Cable Assembly Kit consists of the printer shell, cables and contacts for a printer like the HP 8 2 1 43A, without the printer components. Each

i kit contains I 0 0 sets of parts. (The

i parts in this kit can not be purchased separately.)

I Cable Assembly Kit (HP 8 2 5 0 6 A ) Price List

Quantity Price 1 -2 $1 ,300 3 -1 1 1 , 2 3 5

12 -18 1 , 1 8 3 19 -34 1 ,144

Card Reader Par t Kit (HP 8 2 5 0 7 A )

The Card Reader Kit contains 50 sets of parts for the reader shell and contacts to build card readers like the HP 8 2 104A. (The parts in this kit can not be purchased separately.)

Card Reader Kit (HP 8 2 5 0 7 A ) Price List

Quantity Price 1 -2 $ 3 5 0 3 - 9 2 9 8

1 0 - 1 9 2 4 5 over 2 0 2 2 8

Because the use of these HP-41 kits will deviate from the uses traditionally covered by HP's support policies, SR:s must have the customer sign a Letter of Understanding to clarify the terms of the sale.

The Letter of Understanding can be obtained from the CVD Sales Development staff. Completed forms should be returned to that group also.

More information on any of the kits and samples of the HP-41 kits may be obtained from Sten Andersson 503- 757-2000. ext. 3 0 1 6.

Custom ROMs Mean Sales Annette CrawfordlCVD

Looking for a New Way t o Approach tha t Difficult Account?

Custom ROM modules offer an exceptional opportunity to tailor the HP-41C/CV or HP-75C to meet your customer's computing needs. Perma-. nent storage of turnkey solutions in ROM modules protects the privacy of the software and keeps it tamper-proof.

Custom ROMs offer up to 32K bytes of additional program storage for the HP-41 and 96K bytes for the HP-75C:. The Series 40 Handheld Computers can hold a s many a s four plug-in modules, each with 4K or 8K bytes ot' storage. The HP-75C can use up to three modules, which come in incre- ments of 8K, 16K, 24K or 32K bytes. Programs are executed from the custom ROM module, leaving user memory untouched.

Who Uses Custom ROM Modules?

Applications using custom modules have been a s unique a s the problems they were designed to solve.

Beech Aircraft transformed their HP- 4 1 s into computers that evaluate a number of variables to determine the altitude that best maximizes fuel con- sumption during flight.

Rhodesystem I I created a custom module to assist musicians writing scores for the film and video indus- tries. Since film, video tape and music all measure the passage of time in different ways, a mutually convertible system was needed. Rhodesystem I I determines how many feet/frames or time code equalled minutes and sec- onds for the composer. The coordi- nates are keyed into the HP-41 and the custom ROM automatically con- verts the necessary information.

ROMPOWER has designed a custom ROM module, the Business Valuation Service (BVS), which it markets to customers who need to compute the value of their clients' or prospects' businesses. The computations are based on six complex valuation methods, including book value, fair market value and average value. In addition to being a fast, accurate method of computation, variables can be changed to forecast future possible valuations.

How Does It Work o n a n H P - 4 1 3

Your customer writes a program using a Series 40 Handheld Com- puter. The program is then converted to code using the Software Develop- ment System (SDS). SDS is also used to field test and debug the program.

Once your customer is satisfied with the completed program, it is transferred t o a floppy disc and sent to CVD for production. The custom ROM modules are shipped from CVD 1 0 weeks after the customer approved software is received.

Computer News March 15. 1983 For Internal Use Only 17

Personal Computers

Custom ROMs for the HP-75C

Programs for the HP-75C will be developed in one of two ways. The customer can develop the program directly on the HP-75C, an HP BASIC language machine. The program is then stored and directly executed on the HP 8271 3 A Plug-In Module Simulator (PMS). In addition, field testing and debugging is done with PMS. The completed program is copied onto a digital cassette tape and sent to CVD. Production takes 10 weeks, the same as for the HP-4 1 custom ROM modules.

The second method of developing programs on the HP-75C entails the use of the HP 827 1 1 A Cross Development System (CDS). CDS, to be available in the summer of 1983, will allow the creation of Assembly language programs for the HP-75C. Using this system will greatly reduce the time needed to develop Assembly language programs. Less development time can result in savings. Faster program execution and additional system access advantages also make the use of Assembly programs attractive to your customers.

The Cross Development System is com~rised of a hardware interface and a software package. The newly developed hardware interface will connect the HP-75C and a host development computer - a Series 8 0 Personal Computer or a Series 200 Personal Computer.

The software package provides the following functions on the host computer:

Macro Assembler

Linker

Symbolic/Real Time Debugger.

When your customer is satisfied with the completed programs the same procedures will be used to get a customer ROM module produced as for BASIC language programs on the HP-75C.

Custom ROMs and Other Custom Products

The need for other HP Custom Prod- ucts may be created when custom ROM modules are used. With custom programs and a redefined keyboard, your customers can turn their computer into completely dedicated problem-solvers. But, the standard functions printed on the keys may be con- fusing to some users. So, to keep applications user-friendly, keyboard overlays and touchpads can tem- porarily mask the standard labels printed on the keys.

Who Can I Contact?

For general information about Custom Products and software development tools for the Series 40 Handheld Computers and Series 70 Portable Computers, contact Gary Tallis at Corvallis Division, 503-757- 2000, ext. 2935 or Sten Andersson, ext. 3 0 1 6.

Personal DCD Context MBA Helps DCD Production

The first Context MBA package started working in DCD's Major As- sembly and Test department in November 1982. MAST manager Joe DeWeese, and his secretary, Lala Tarket, rely on MBA to provide in- stant information on management

files. personnel records and resources. and analysis of capacity plans for the 2 10-person department.

An HP Series 200 Model 16, a 91 35A Disc Drive, a 260 1 A Printer, and a 9872T Plotter work with MBA to produce needed computations and data. MAST maintains one back-up copy of each disc.

One MBA data base containing personnel information shows which people are direct labor. to which accounts they charge their time, and where they report in the organization. Another program analyzes MRP data to predict the balance of direct labor available to handle current production workloads. This is important information when the department is responsible for all the PC boards used in our desktop products.

Still another MBA data base, which Lala Tarket organized, contains all the management information. "If Joe needs a memo written to or by a specific person, say six weeks ago," says Lala, "I can recall i t instantly. instead of having to physically search the files for a sheet of paper that possibly was misplaced!"

Joe DeWeese uses the MBA's spread- sheet capability to quickly determine costs, production times, and other computations and data needed for management decisions. It is easy to determine the impact of increasing production of a particular board.

Some of the advantages our manufacturing department people realize from using MBA are indepen- dence from service departments, the ability to generate a chart with a single keystroke, and the elimination of queueing to access the facility's main data-processing computers. Joe says the time savings and the increase in management efficiency are significant.

Computer News March 15. 1983 1 8 For internal Use Only

Personal Computers

Asked what else she likes about MBA. Data Capture Flies High with SABENA Lala responded, "The manual is detailed, but it gives all the informa- Brian HolrneslHPG tion we need. And if we need a quick explanation of a function, the 'Help' SABENA, the national Belgian airline, application note (P/N 5 9 5 3 - 5 9 1 4 ) feature answers our questions." is using HP 3 0 7 5 A terminals available from Corporate Literature.

equipped with bar code readers to track This note supplements the existing You should have some customers out accessories through their repair seven notes - look for more 307X there who would be just as happy with workshop - improving productivity, success stories in the near future.

MBA as Our f o l k s are. Don't quality control and customer miss the opportunity to sell it! tions. This Data Capture success

. . . If it's industrial data collection, it mus t be 307X Data Capture

story is described in the new full color T ~ ~ ~ ~ ~ ~ ~ ~ .

HPG Special Close-out Sale on Optical Readers 7260A and 2748B Francis ScarellaIHPG

Grenoble is obsoleting the 7 2 6 0 A optical mark reader (May 1) and the 2 7 4 8 8 paper tape reader (July 1 ) and is offering a unit 3 0 % discount on these twd products. The discount is valid until October 1 9 8 3 o r until s tocks run out.

The US List Price is reduced from $ 8 4 5 0 t o $ 5 9 1 5 for the 7 6 2 0 A and from $ 4 6 2 5 to $ 3 2 4 0 for the 2 7 4 8 8 . Units may be ordered after the official obsolescence date using overrides.

In your order use quote adjustment M 6 0 with 3 0 % discounts. No other discounts can be applied in conjunc- tion with this special offer.

First HP 2 7 0 0 Sale in Europe Takes Place in Austria Denis MaugeylHPG

Congratulations to Henrich Schradt from the Vienna Office for having sold the first HP 2 7 0 0 in Europe. Not only did he sell a n HP 2 7 0 0 , but he used its unique features t o penetrate a competitive stronghold. He managed t o have an HP terminal connected to a VAX 7 5 0 DEC Computer.

The customer - a government institution dealing in health related

activities - will use the HP 2 7 0 0 for pollution mapping in the country.

T h e customer preferred the advanced features and display quality of the HP 2 7 0 0 over a TEK 41 13 .

Henrich said there might be many more such opportunities in the country and in Europe.


Personal Computers

First HP 2700 Sale in Italy Denis MougeylHPG

A major Italian customer recently ordered a HP 2700 High Performance Color Graphics Display together with a complete Graphics system based on an HP 1000 A700 and accompanied by peripherals like an HP 7580 plotter. The customer - a printing company - modifies his factory layout often. In order to plan the routing of phones, power lines, and data cables as well as to avoid delays, production troubles and to ease maintenance, he is going to map all this data in the large memory of the HP 2700 using colors. The powerful graphics tablet and PAINTBRUSH software will save a substantial amount of time and money.

The layout can be stored and interpreted in the computer and the final plotted copy is distributed to the people concerned.

The sale was initiated with an HP 2700 demo in Milan. Then the customer met with his Software house for approval. A second demo was conducted in the presence of a specialist and the order was signed two weeks later.

Two more HP 2700s are expected as later add-ons.

Thanks to Lorenzo Coslovi from the Torino Office for this brilliant start on the Italian market. The HP 2700 opens tremendous new markets where the competition is still weak:

Graphics art

Picture design

Publications

Advertising

PCD Graphics Presentation Enhancements for HP Series 80 Jim MortinlPCD

Graphics Presentation, an easy-to-use software solution for creating professional quality multi-color charts and graphs, has now been enhanced to allow users to directly incorporate charts into memos and reports with WORD/80. Users have the option of plotting charts and graphs on paper or transparencies using any HP compatible plotter, storing graphs for later recall or modification, or storing the graphs in a graphics file. From WORD/80 a simple designation of the graphics file inserted anywhere in the document allows incorporation of the chart.

Graphics Presentation is designed for the non-programmer or clerical/sec- retarial person. A few examples get you started, then examples in the program itself make it easy to create the charts you need. With Graphics Pre- sentation you can create:

Bar charts - single, stacked, nega- tive bar, clustered, etc.

Pie charts - single or dual, up to 24 pieces per pie, exploded or regular

Line charts - single or multiple (up to six lines) supporting six line types for trend analysis and comparison

Text charts - allows you to prepare organization charts, flow charts, and logos or symbols. Enter text phrases, lines, arcs, and circles in any combination.

With Graphics Presentation you create the chart on the screen, and have complete preview and modification capabilities before you plot the chart. Graphics Presentation is simple to use yet powerful. Since it is menu- driven and function-key supported, you don't have to learn complicated control codes to operate it.

Graphics Presentation is available now for Series 8 0 in the following configurations:

Media HP-85 HP-86/87 Tape 00085- N/A

131 10 3.5" 00085- 00087-

13310 13310 5.25" 00085- 00087

13510 13510

Revision B upgrade kits are available for current Graphics Presentation users through Computer Supplies Operation. Upgrades are available in

,.-3

both 3.5" (00087- 17301 ) and 5.25" (00087- 1 7502) media.

POD Obsolescence News Ed WashingtonlPOD

There will be several changes made to the HP 264X product line this year. These changes include product obsolescence and RFI enhancements.

The following products will be removed from the 264X product line effective July 1. 1983. A list of HP terminals with similar feature sets is provided here.

Mapping

Computer News March 15, 1983 20 For lnternal Use Only

Personal Computers

J u l y CPL After J u l y 1 O r d e r s R e m o v a l s

2 6 4 1 A None. APL/3000 Obsolete

2 6 4 5 N Option # 0 0 1 o n 2 6 2 2 A , 2 6 2 3 A , 2 6 2 4 B , 2 6 2 6 A , or 2 6 2 7 A

2 6 4 5 R None

2 6 4 5 s Option # 0 0 2 o n 2 6 2 2 A , 2 6 2 3 A , 2 6 2 4 B , 2 6 2 6 A , or 2 6 2 7 A

2 6 4 9 E None

2 6 4 9 6 2 6 4 7 F

26491 2 6 4 7 F Option #890 ( 8 9 0 deletes graphics)

T h e 2 6 4 5 A , 2 6 4 8 A and the 2 6 4 9 A are currently undergoing modification to comply with US FCC radio fre- quency interference regulations required of these products before October I , 1 9 8 3 . Pending test verification, a list of qualifying options and peripherals will be made available t o you within the next two months.

O E M C h a n g e s

Beginning April 1 , 1 983, OEMs may purchase the 2 6 4 5 A , 2 6 4 7 F , 2 6 4 8 A and the 2 6 4 9 A o n the A - 5 schedule a t 1 0 % plus the volume discount. This is effectively a n additional 4.5% discount for the 2 6 4 9 B , 2 6 4 9 C and 2 6 4 9 6 customers who cross over to their standard product equivalent. Previously, they received a "net" discount of 5.5% for the product equivalent.

Every effort will be made t o give notification of obsolescence of the 2 6 4 5 A , 2 6 4 7 F , 2 6 4 8 A and 2 6 4 9 A o n e year in advance.

Please notify your customers s o they can plan for these changes.

A-5 Discount Schedule Changes for Terminals Ed WashingtonlPOD

All standard display terminal products will be given a n asterisk (*) o n t h e A - 5 discount schedule and given the additional 1 0 % OEM discount effective April 1 , 1 9 8 3 .

T h e HP 2 6 2 9 and HP 2 6 4 9 Series products except for the 2 6 4 9 A will be obsoleted from t h e terminal product line effective Ju ly 1 , 1 9 8 3 . These products a r e duplicates of end user products with OEM product numbers. By eliminating these products, our product line is simplified, making our remaining terminals easier t o position and sell. OEMs now purchasing 2 6 2 9 and 2 6 4 9 products may buy the 2 6 2 X and 2 6 4 X equivalents.

Since OEMs are price sensitive, especial1 y in today's economic environment, this aggressive discount should help you boost your OEM sales.

Products t o be given OEM discount: 2 3 8 2 A 2 6 2 6 A / W 2 6 2 1 A/B/P 2 6 2 7 A 2 6 2 2 A 2645A/N/J/R/S 2 6 2 3 A 2 6 4 7 A 2 6 2 4 B 2 6 4 8 A

Boon to Chart Designers Mr. OrionlPOD

AUTOPLOT/2700, with its flexibility and ease of use, has opened u p a new world for chart designers.

Not only does AUTOPLOT provide the standard chart types (line, bar, pie), it c o m e s loaded with logcharts, bar variations (horizontal o r vertical and stacked), and scattergrams. In addition, data can be reused with a different chart type without reentering it.

Within the many chart types, users have the ability t o change any of the formatting details such a s colors, text, bar widths, and positions of the axes. In addition, users may add text to any area of t h e graph with various text fonts, sizes and colors.

T h e simplicity of t h e interface allows even the novice user t o create custom charts o n the first day. AUTOPLOT provides a natural pointing and pick- ing interface. T o change the color of a bar, all the user needs t o d o is to pick the bar and point to its new color. Positioning the axes is done by simply moving a box around o n the screen.

AUTOPLOT is the power tool for both the beginning and sophisticated chart designer!

Computer News March 15, 1983 For Internal Use Only 2 1

i i 1 Personal Computers

i I Use CHARTTYPE Key DSN/LINK - 1 for Customer Demos Enhanced File i Mr OrlonlPOD Transfer 1 The HP 2 7 0 0 has a feature of the file HsralPCG Center

system that allows easy access to standard disc files. A complicated set Series 1 OO/DSIY/LINK is a sophisti-

of kevstrokes can be reduced to a cated data communications program

singli keystroke. The CHARTTYPE key is set up to make the common entry sequence a simple task.

To use the CHARTTYPE key, an execute file is made. This execute file contains commands to do anything from running programs to copying picture files to the display. The execute file is made by local entry of commands to the alpha display. The alpha cursor is moved to the beginning of the first line of commands. The display is then copied to a disc file named CHARTTYPE:DISC#l. At this point the key and the commands will be executed.

It all seems like magic, but actually it's just plain and simple. Try it for yourself. Your customer demos will have a more professional touch.

that allows you to link your Series 1 0 0 Personal Computer to an HP 3000 or other host computer. Differ- ing significantly from LINK/125, DSN/LINK provides the user with enhanced capabilities. Some of the kev differences are described below.

Advantages of DSN/LINK

LINK/125 and DSN/LINK share a similar menu interface. The initial menu has softkeys defined to perform functions to transfer data to a host. from a host, execute command files, or log on-line sessions with a host or information service. In addition to the feature set of LINK/125, DSN/LINK offers these additional capabilities:

Block Transfer: When transferring ASCll files, many short records are now collected into a single block and moved at once. Modest speed improvements have been observed transferring to a Series I l l a t 2 4 0 0 baud, and greater speed improvements are possible at higher baud rates.

Error Checking: The new file transfer protocol supports block error-checking with data retransmission to the HP 3000. By using a "checksum" test algorithm, validity of the transmitted data can now be verified by the receiver. Detection of a transmission error causes the program to re- transmit the data, ensuring integrity of the transferred file.

Binary File Transfer: In addition to ASCll data, binary data may now be transferred. This feature has two key benefits: a ) an exact copy of an application data file can now be made for archive purposes or for transmission to other Series 1 0 0 users; and b) object files can now be transferred. For example, a COBOL program developed on one system could be run on any other system, without the need for additional COBOL compilers!

New Command Capabilities: An expanded list of LINK commands increases the user flexibility in "customizing" formats and transfer protocols. For example, the user could set up a command file to log-on to THE SOURCE (an on-line information service) and define softkeys to send messages, receive messages, download stock prices, log-off, etc.

Local Echo (half duplex): This feature d7

allows DSN/LINK to be used with host systems which require characters to be echoed locally on the display (such a s most IBM machines).

Limitations of DSN/LINK

To achieve these advanced transfer capabilities, a special program is uploaded to the HP 3000 the first time you run DSN/LINK (as opposed to using FCOPY in LINK/125). This special program requires intrinsic routines specific to the HP 3000, and leads to some important limitations.

Special Requirements on the HP 3000: Because DSN/LINK utilizes Pascal intrinsics, the operating system on the HP 3000 must be MPE I V C.00.20 or later (D.00.20 on the HP 3000164). LINK/] 2 5 does not have this limita- tion. (Contact your system S E for more information.)

Computer News March 15, 1983 22 For Internal Use Only

Personal Computers

Series 1 0 0 to Series 1 0 0 Communica- tion: The LINK/125 manual included notes and a sample BASIC program to let one Series 1 0 0 transfer files directly to another Series 100. That program is not appropriate for use with DSN/LIIYK. An analogous program must be written for the Series 1 0 0 which emulates the transfer protocol of DSN/LINK, but binary file transfer capability would not be possible.

Typical Uses

Access to IMAGEl3000: DSN/LINK allows access to IMAGE/3000 databases through user-defined command files. This enables users to download data to the local Series 1 0 0 computer, and then integrate it into local programs. For example, a sales manager building an order forecast could access an IMAGE database on the HP 3 0 0 0 , run a QUERY/3000 command file, and have the resulting file written to his/her local HP 120. That information could then be integrated into a Microplan forecast model to calculate the latest shipment and profit figures.

Distribute Information to Other Users: Because the binary file transfer capability of DSN/LINK permits exact copies of Series 1 0 0 application files, data can be readily accessed by other users connected to a computer. For example, a manager could create a document in WordStarTM/ 1 0 0 along with a set of pie-charts, and then store them on the central system. The secretary could later access the WordStarTM file, correct spelling mistakes and format, and then print the letter on an HP 2601 letter-quality printer. The pie-charts could be plotted on the 7 4 7 0 or 9 8 7 2 plotters.

Unattended Series 1 0 0 File Access: By using DSN/LINK command files, the host mainframe can retrieve files stored on the Series 1 0 0 computer's disc without operator intervention. An

example of how this is done (with code) is included with the DSN/LINK manual. An application for this might be an inventory tracking system where daily parts-usage information is stored locally on disc. At night when an update session is run on the mainframe, the HP 1 2 0 is asked remotely t o load DSN/LINK and send the needed file.

Reduce Connect Time with the Source: A popular application for micro-computers today is "call up" information services. Stock market quotes, the latest news, or library searches repre-. sent a small part of the information at the fingertips of the Series 1 0 0 user with a modem. These services charge by hook-up or connect time, typically between $ 1 5 and $ 5 0 per hour. DSN/LIIYK can reduce hook-up costs dramatically: Since data can be logged to disc directly, you can call up, dump the requested data to disc, hang up, and then study the results at your leisure. Without DSN/LINK, the information must be processed or logged a piece a t a time, while still on- line with the service.

Connection t o Hosts Other Than the HP 3000

Many of the advanced protocol features of DSN/LINK are designed primarily for use with HP 3000 computer systems. However, Series 1 0 0 computers have very flexible communications capabilities and files may also be transferred successfully with other "non-HP 3000" computers. The DSN/LINK manual suggests three methods of transfer:

Transfer files to the host using the host Editor program

Transfer files from the host using the logging function

Create a special host file transfer program.

The method of choice depends on the availability of programming resources and the technical ability of the customer. Three sections are included in the DSN/LINK manual to assist the user: "Transferring Files with Other Host Computers," "File Transfer Pro- tocol," and "Command File Features." The latter section includes sample command files for customized file transfer to HP 1000 , VAX (with UNlX operating system), and Amdahl 4 7 0 (with TSO operating system) computers. Advanced features such a s binary file transfer and block-error checking are not performed by the included sample command files.

Ordering Information

DSN/LINK is available now from POD. Order product number 45534B specifying Option 6 3 0 , 6 5 0 , or 680 for the appropriate media size. For current LINK/l25 users who would like to upgrade, a Series 1 OO/DSN/ LINK upgrade kit is available from CSO for only $150. See Issue No. 3 of the Series 1 0 0 Communicator for more specific ordering instructions.

wordstarTM is a trademark of MicroPro International Corporation.


-- - --

Business Development

BDG If You're Short on Literature, Here's What to Do! Bojana FazarinclBDG

Recently, a number of sales offices have complained that they have inadequate supplies of literature. While there could be several reasons for this shortage - it's being reprinted, there's no money to reprint, the literature center is processing the order - the reason could also be that your office is getting an inadequate literature quantity in the initial bulk distributions.

To make sure that's not the case, please tell your office literature clerks or monitors how many copies of each new piece of 02 or 12 literature you want to receive. They will be asked by the Corporate Literature Center to submit any changes to the bulk quan- tities before March 3 1. Please be sure to give your inputs to your office literature clerks before that date.

Your other concerns or suggestions regarding literature are requested and welcomed. Write to: Gwen Gray, Literature Distribution Center, 1820 Embarcadero Rd., Palo Alto, CA 94303. (COMSYS: 0070)

Applications at Harris Bank Helen HarbinlBDG

If you participate in the HP Stock Purchase Plan, you may have noticed that your February shares arrived in an envelope from Harris Bank. T7e Stock Transfer System that issued those shares to you is one of several applications running on HP 3000 systems at Harris Trust and Savings Bank of Chicaao. - When Curt Hamblin (Commercial Rep - Downers Grove) first called on Har- ris. bank officials described to him a need for a computer system to tabu- late proxy votes quickly, so that proxy returns received minutes before a stockholders meeting could be included in the count. Three days later. Curt returned to the bank and demonstrated a simple model he had designed using VPLUS, IMAGE and two databases. This technique proved to be a lockout, because bank officers required all other vendors to demo that quickly. The result was that Har- ris wrote its INSTA-PROX system on an HP 3000 Series Ill and saw their proxy tabulation business nearly tri- ple in the first year.

This success and high satisfaction with system reliability led Harris to purchase a Series 4 4 and begin development of their Stock Transfer System. This system cancels old shares that have been sold, updates records, posts debits and credits, checks lists of missing securities, prints new shares and even handles splits and stock dividends. The features and performance of this system became a competitive edge for Harris in selling this service to corporate customers. As a result, business in this area increased dramatically in the first year.

The biggest test of HP computing capabilities came from the Trust De- partment. With $25 billion under its control, the Trust Department at Har- ris is about the fifth largest in the US, and is a major profit center for the bank. After evaluating available third party solutions, the Trust officers decided to design their own system in order to fully address the marketplace dynamics and customer service needs of the 1980s. The initial design called for an HP 3000 Series 44 to act as a front end to a mainframe. However. programming on the Series 44 rapidly outpaced the progress made on the other machine, and the bank's relationship with the other vendor proved less than satisfactory. The outcome was that the Trust Informa- tion Processing System is in the final stages of development on two HP 3000 Series 64s with one Laser Printer. -? Curt has our congratulations on this outstanding success story. Curt claims no particular background in banking, but says stock transfer is just another work-in-process inventory situation. For help in solving your bank's "inventory" problems call me today!

The Distributor's Corner Mike TarensllRO

What's happening in the wonderful world of Distribution? Do you know what the latest news is? What new products are available? Success stories, competition. how to sell, sales aids, how to order, trade shows, semi- nars training, IYPTs? Are these areas of concern that need clarification and

Computer News March 15. 1983 24 For ,nterna, use o n l y


definition? Well, you have come to the right place. This issueof Com- puter News marks the entrance of lnformation Resources Operation with its own section to talk about the distribution industry and how to sell our products and services. The focus will be on distribution and is designed to provide you with the tools you need to become successful in selling applications products for distributors. Our intent is to provide answers to all of the above questions to aid you in the sales and support of IRO products.

The bottom line to you is that selling IRO applications will increase your bottom line dramatically!

The first topic to be covered in our first Computer News appearance is a new product from IRO - Order Man- aqement/3000. Continue to the next article for an overview of OM. a Introducing HP Order Management/3000 Mike TarensllRO

HP Order ManagemenU3000 is a comprehensive software package designed specifically to meet the needs of companies requiring better management of their order entry/processing and inventory control seg- ments of their distribution business. The following is a brief description of OM/3000, where to sell i t and what gives i t its edge in the distribution marketplace. For more specific product detail please refer to:

Documen t Part Number HP Order Management 5 9 5 3 - 7 4 8 4 Sales Brochure HP Order Management 5 9 5 3 - 7 4 8 3 A Guide to Software Selection HP Order Management Contact Sales Trainina Manual Factorv

MPN-IPN Integration

HP Order Management is an integrated application within both the lnformation Productivity Network (IPN) and the Manufacturer's Produc- tivity Network (MPN). Both networks represent HP's commitment to integration and the announcement of OM/3000 reinforces this commitment. As well as being a totally integrated solution for wholesale distributors, OM/3000 also addresses the integration of other applications on the MPN and IPN.

Over the next few years, IRO, FSO, and MPD will focus on providing additional solutions that will be inte-- grated to address sales, service, distribution, and marketing management. OM/3000 will help achieve the goal of integrating the management and operations functions of companies to provide greater productivity and control.

This in turn gives you better tools and a highly leveraged position from which to sell HP solutions.

Product Overview OM/3000 is a fully integrated distribution software package addressing sales order processing, inventory management, accounts receivable, and sales analysis. It is a subset of and upgradable to Hewlett-Packard SFD/ 3000 distribution software - which was designed originally for the HP 3000 using an IMAGE database structure with a menu system for user friendliness.

The system is fully interactive via standard HP terminals and uses real- time updating throughout. Interfaces are planned between this package and the Materials ManagemenV3000 software and the General Ledger module of HP Financial Accounting.

Sales Order Processing Real time credit checking

Real time stock availability and allocation

Flexible pickslip and invoice printing

Flexible distribution pricing

Blanket order entry.

Inventory Management Real time inventory control

Highly flexible work-in-process control system

Powerful back order management.

Accounts Receivable Automatically fed from invoicing process

Ergonomically designed cash application process

Open item statements by user specified parameters

Flexible payment terms and service charge application.

Utilities In addition, the product will include the following utilities which will also be part of the main SFD/3000 system.

New block mode database maintenance

New block mode pricing maintenance

New sales analysis and history database maintenance.

Support OM/3000 will be delivered by the Application Centers in the same fashion as SFD/3000 with 12 days of installation support (compared with 20 for SFD/3000). In addition to the 12 days of installation assistance, OM/3000 includes:

Two reservations in the O M Man- agement Seminar

Two reservations in the O M Users Class

One copy of OM/3000 User Documentation

One copy of the OM/3000 System Reference Manual.

Computer News March 1 5, 1 9 8 3 For Internal Use Only 25


Additional copies of documentation, additional reservations in classes, or additional days of installation support are available and priced separately.

What Is the OM Edge?

Operational Tool Both SFD/3000 and OM/3000 are operational tools for end users in distribution environments. When compared to IBM products, for example, which do discrete, separate functions, SFD and OM/3000 appear to be almost "process" solutions. The software becomes so integrated into the business that every operation, every business decision is tied together with this tool.

Customer Satisfaction The sales and delivery of SFD/3000 have resulted in an unparalled level of satisfaction among applications software users. Ninety percent of SFD/ 3000 customers use 90% of the capabilities of SFD/3000. These satisfied business customers have an active, vocal distribution business- users group for the sharing of uses of the software. This group is your best "sales force." Use them!

Comprehensive Distribution Features OM/3000 was designed by distributors for distributors through periodic enhancement of its capabilities to meet new customer needs. Its feature set is the most com~rehensive and widely used of soluiions of its type. As a result, it may be applied to a wide range of vertical distribution markets with success. In addition, features may be used or not used depending on each customer's unique operational environment.

Integrated The integrated data base reflects the highly integrated nature of distribution. Add to that the strength of a single vendor solution for software, installation, and hardware and you can provide your customer with a product unique in the market.

Delivery System The lesson that IRO has learned over

the years is that the process of applications software delivery is as important as the software product. With the creation of AMD, you can offer that distribution business expertise in a large geographic area.

OM/3000 is a new product that will allow you to more easily address the distribution marketplace at the high a s well as the low end. Couple this with our expertise in distribution and HP's commitment to solution selling and you have a formula designed to bring you even greater success in '83!

Ordering lnformation

Many questions have been coming into the Sales Center regarding the products available and the pricing of these products offered by lnformation Resources Operation. With the creation of AMD, the product, support and training prices have been evolv- ing. As of March 1 , 1 9 8 3 we have a solidified pricing structure. The following is a re-cap of the IRO product pricing :

Product 3 6 4 0 1 A

Description SFD/3000 Prereq. concurrent purchase of 35 107A SFD/3000 lmplementation Assistance OM/3000 Order Management Prereq. is concurrent purchase of 35 1 1 1 A OM/3000 lmplementation Assistance SFD and OM Management Seminar SFD/3000 Introduction Class SFD/3000 Advanced Class OM/3000 Users Class

Price $37,200

IRO also offers "M" (right-to-copy) versions of SFD/3000 and OM/ 3000.

Product Description 36401 A SFD Copy 1 35 107A lmplementation 36401 M Copies 2 -5 (70%)

Copies 6- 1 5 (50%) Copies 1 6 (25%)

3641 5A OM Copy 1 351 1 1 A lmplementation 3641 5M OM Copies 2 -5 (70%)

Copies 6 - 1 5 (70%) Copies 1 6 (25%)

Support products are:

Price $37,200

34,800 26,040 18,600

9 ,300 24,200 20,800 16,940 12,100

6 ,050

Product Description Price

36401 T SFD/3000 $300/month 36401 V SFD/3000 N/ A 3 6 4 1 5 T OM/3000 $375/month 3 6 4 1 5V OM/3000 N/A

If you have any questions regarding sales support rep for IRO product either current or March 1 pricing, pricing or AMD for support pricing.

1 please don't hesitate calling your chd

Computer News March 15. 1983 26 For Internal Use Only


BSE "The Economics of Laser Printing" Seminar Artie StonelBSE

As an added feature of the Produc- tivity '83 shows this year, Boise Divi- sion will sponsor a daily seminar entitled "The Economics of Laser Printing."

The seminar will focus on the direct and indirect costs associated with laser printing as compared to impact printing. In addition, the HP 2680A Laser Printer's features will be compared with our competitors' laser printers. And, finally, we will present an overview of distributed printing.

This seminar will help move your 2 6 8 0 prospects through the cost justification phase of the sales cycle. It will be held from 1 1 :30- 1 2 :30 each day of the Productivity ' 8 3 shows.

New Laser-Printed Sample Manual Now Available DeLona Long BellIBSE

A new sample manual which illustrates the full range of the laser printer's capabilities is now available. This bound manual is an ideal sales tool for your customers who are interested in printing documentation of any kind. It illustrates:

Multiple character fonts

A variety of formats

Flexible graphics capabilities

Illustrations which have been photodigitized

Logos, signatures, and letterheads

Forms

Business graphics.

It also contains a description of how documents like this are generated on the HP 2 6 8 0 Laser Printer using IDS/ 3000, IFS/3000, HPDRAW, and TDP/3000 software. This manual, "Document Processing with the HP 2680," has been bulk shipped to all the sales offices; extra copies can be ordered from Corporate's Literature Distribution Center (P/N 5953- 7 121 ). Watch for its arrival a t your sales office!

Document with the HP 2680

Processing


lnformation Products

Double-Size Characters Standard on the HP 26083 Jim SkoglBSE

The double- high, double-wide character set feature is standard in all HP 2 6 0 8 s line printers, and can help you sell an HP solution. It can help you differentiate the solution you pro- pose from that offered by many of your competitors. Consider the many uses HP customers have found for doublesize printing - generating labels for parts bins, inventory tags, or material flow documents; printing headings and titles on reports; printing invoices, shippers, checks, etc. With a little imagination you can create a competitive advantage with tangible benefits for your customer.

Double-size characters can be accessed from the HP 3000, 1 0 0 0 M/E/F and A-Series, and 9000 using the escape sequence 'ESCGK8.' The escape sequence 'ESCGKO' returns the printer to normal print size mode. (Note that the 2 6 0 8 s may print only in one mode per line.)

Double-size print mode works with all character sets offered with the 2608s . S o let this easy-to-use feature help you sell a printer today.

IND HP Introduces the DSN/PBX Data Communications Interface Kevin FongllND

With the introduction of the DSN/ PBX Data Communications Interface you may now take advantage of the following features by connecting an HP terminal to a special telephone:

Save money by using existing telephone wires for terminal connections instead of installing terminal cables, without losing the use of the telephone when operating the terminal

Allow the terminal to be installed or moved wherever telephone wir- ing is located

Increase the distance between terminals and computer ports to a s much a s 6,000 feet without any additional HP equipment

Provide access to multiple computer systems from any terminal with direct connect response times

Save money by contending for computer ports.

All these features can add up to more sales for you. More terminals can be sold once installation headaches go away. Especially in tough installation areas like offices.

This also marks HP's entry into a new and exciting industry: telecommunications. The '80s have been called the "lnformation Age" and a critical component of that is telecommunications. HP has been involved quite actively in the data communications part of telecommunications. Never before, however, has HP offered a capability which combines voice and data. With the advent of digital

voice communications, the appearance and differences between voice and data communications are becoming increasingly blurred. This is HP's first step in entering the $4 billion telecommunications market.

What is the capability that HP is offering? In a broad sense, it is the mar- riage of existing HP products to the business telephone systems which exist in many offices. HP does not manufacture telephone systems - there are many companies which do this already - but HP is taking advantage of the equipment provided by the telephone equipment manufacturers. By bridging the gap for your customers, HP is opening the way towards fully integrated data and voice communications networks. Soon to be signed agreements with major suppliers of telephone equipment and HP will allow the customer to install this capability with the assurance that HP will support their use of it.

There are two parts to HP's implementing the PBX interface: testing and certification. Testing is for verify- ing compatibility between HP 3000 supported terminals and HP 3000 terminal controllers (refer to the ATP and ADCC data sheets in the HP 3000 Data Communications Specifications Guide) with the PBX.

Certification is defined a s cooperative support procedures which are agreed upon by HP and the PBX companies. Support agreements with each PBX company are being formulated. The support plans are aimed at minimiz- ing customer problems. Both parts are important and they mark a significant commitment by HP for support of multi-vendor networks.

Computer News March 15. 1983 2 8 For Internal Use Only


The current PBX manufacturers that HP is working with are: Northern Telecom, Inc., (NTI), Rolm Corpora- tion, and InteCom (Exxon Com- munications). IYorthern Telecom and Rolm were among the first manufacturers to introduce digital PBXs and are among the top market leaders in the US. Each of them have introduced data interfaces for their PBX systems (see accompanying article). Each company offers an RS-232-C interface that is compatible with HP 3000 terminals and systems. HP has already completed testing on the Rolm and Northern Telecom PBX systems with the testing of the InteCom PBX to begin shortly.

In addition to these vendors, HP is working to make agreements with the other leading PBX manufacturers. Manufacturers that are being con-

e sidered include Western Electric (through American Bell), GTE, Sie- mens and ITT.

Currently, DSN/PBX Data Com- munications lnterface is only available in the US. Because of the numerous regulatory restrictions on telecommunications equipment in many foreign countries, HP cannot offer DSN/PBX Interface outside of the US a t this time. HP is looking at ways to circumvent these problems.

Ordering Information

DSN/PBX Data Communications lnterface does not appear on the Cor- porate Price List since the interface to the PBX is the existing HP 3 0 0 0 terminal interfaces. HP has used the DSN name to identify the certification and testing program. What this program offers to the customer is HP's support if they wish to use or buy a PBX for terminal communications. HP believes that the PBX is the major communications network for the office, and offers customers features that no other network can offer. HP's ability to recommend the PBX as an office network gives HP computer networks an advantage over the competition.

Once a customer has decided to use More information on DSN/PBX Data the PBX for their office network and Communication Interface can be their PBX has been certified by HP, found in the Field Training Manual, they need to contact their PBX sup- P/N 5953-751 3, or by calling your plier to obtain the necessary data region's contact in the sales center. interface.

Suppiled and Supported by PBX Manufacturer

Supplied and Supported by HP

HP C c r l ~ l ~ e d PRX . Norlhern Telecom SL-1

. InteCom IBX

Standard Telephone Wires

Data Card

I U S . Modem Cable

&- H P Terminal ATP or ADCC rnP HP 3000


Information Proc

What's a PBX? Kevin FongllND

PBX stands for "Private Branch Exchange," and the name comes from traditional telephone ter- minology. "Private" connotes the fact that the equipment is dedicated to a specific customer, with the implica- tion that it physically sits at the customer's premises. "Branch" just means that it is a branch office to the

1 telephone company's central office.

I The term "Exchange" is the telephone industry's way of saying a "switch." When put together, the PBX is a piece of switching equipment

i which sits on a customer's premises,

1 and provides switching services as i f i t were a branch of the telephone com pany's central office.

1 In a traditional sense, the PBX pro-

1 vides us with telephone service, con- trolling the telephones in an office. You may be aware of the telephone

1 system in your office or your

I customers' offices. As with any indus- i try, the telephone people have several 1 names that PBX are known by,

including: PABX, EPABX, CBX, etc. { For HP's purposes the terms all mean 1 1 the same thing - PBX. All one

should care about is whether i t does 1 its job or not.

What does a modern PBX do for HP? Essentially, the primary duty of the PBX is to control the telephone that sits on a desk. In order to do that job it must provide dial-tone and ringing, understand the number being dialed, and make the connection. A modern PBX looks just like a computer. The idea of an operator sitting in front of a plug panel is a thing of the past. The most important feature that the system provides is the interface with the outside world. The interfaces between the inside and the outside world are called trunk lines. The way the PBX uses these trunk lines can save

sion at a site (the ratio is 10: 1 in many cases). By taking advantage of the random nature of telephone calls to the outside, the PBX can save monthly lease charges by using a smaller number of trunks. A t one HP division, 44041 of all telephone calls are internal. Internal calls do not require trunks. This is a typical traffic pattern for a business. When properly designed, telephone users don't notice any difference and the savings for the company can be enormous.

The actual hardware that makes up a PBX consists of redundant CPUs, memory, mag tape or disks, switching matrices, telephone set interfaces, and trunk interfaces. The newest devices that can be connected to a PBX are data interfaces. It is this interface that HP is interested in. The modern PBX is making the transition from a voice only switching system to a voice/data/images switching system.

The PBX resides in a room analogous to the computer room. It is usually referred to by the facilities people as the "switch room." Typically the PBX equipment is mounted in equipment bays about the size of an HP 3000 Series Ill equipment rack. The CPU and associated functions occupy two bays. while the peripheral equipment, containing the line and trunk cards take up the majority of the room. A PBX which controls 2000 telephones (A "2000 line" PBX) needs a room of about 900 square feet. If you entered the room, one wall would be filled with connecting blocks. This is called the "main distribution frame" (or MDF) and is where all telephone wires from every single location in the complex are terminated. The MDF is the main connecting point between the PBX equipment and the telephones. PBXs are available in all sizes from 2 to 40,000 lines.

Some characteristics that make the PBX unique from other computer equipment are its cost, features, and reliability. A good rule of thumb to follow for the cost of a PBX is $1,000 per telephone line. Our 2000 line PBX we just described would cost about $2 million for all equipment, cabling, telephone sets, installation and a one year service contract. This would also include some basic features:

Call detail recording (a record of all calls made)

Least cost routing (providing the most economic route available for a telephone call)

battery back-up to protect against power outages.

The design goal for the reliability of a PBX is one catastrophic failure in 2 0 years (including power outages).

The leading PBX manufacturers have recognized the need for better local area data communications and they see their product as being ideal for that purpose. To reinforce that belief, they have introduced the capability to transport and switch modemless data communications within the site serviced by the PBX. They accomplish this by using a "data module." The data modules interface to a terminal or computer using a standard RS-232 interface. Once the data is captured in the data module it transmits it to the main part of the PBX equipment where it can connect to any other data module. The data module could be connected to another terminal or any number of computers. essentially any-

money for its customers. It is rare to have one trunk line for every exten-

Computer News March 1 5. 1983 3 0 For internal use Only


thing with an RS-232 interface. A major feature is that the data modules use the existing telephone wires for transmitting the data. This is limited to those areas serviced by the PBX. Once outside of the PBX's service area traditional methods must be used. This is why the PBX is used for local data communications. In addition, the speeds supported by the data modules make it more suitable for connecting terminals to HP 3000 computer systems. The cost of the data modules run from $ 3 7 5 to $ 6 5 0 depending on the PBX vendor. The important thing to remember is that the data modules are vendor specific and can only operate with that particular manufacturer's PBX. Hence, the installed PBX is usually the determin- ing factor for which data module the customer purchases.

Some names of companies that manufacture PBX systems include: Western Electric (American Bell), Northern Telecom Inc., ROLM Cor- poration, Mitel, GTE, ITT, Siemens, Harris, NEC, Fujitsu, Wescom, and many smaller companies. Some of these companies are among HP's best customers.

Self-paced Training Manual for DSN/ MRJE 1000 George Soo HoollND

Hewlett-Packard has recently announced DSN/MRJE 1 0 0 0 for the RTE 6/VM and the A-Series Operat- ing Systems.

T o learn more about this product, SE training in the form of a self-paced manual is available! The training covers the following topics in detail:

Review of data communications concepts

IBM product offerings

How to use DSN/MRJE 1 0 0 0 commands

How to troubleshoot DSN/MRJE: 1 0 0 0

Hardware considerations

Generation of MRJE on A6/VM and A-Series systems

The HASP multileaving protocol used by MRJE

How to use and interpret the DSN/ MRJE 1 0 0 0 trace

Performance data.

The manual is also designed to be a pre-sales training aid. It will take you two days to complete this training, and you are not required to have DSN/MRJE 1 0 0 0 hardware or software.

To order a copy, submit a HEART order for part number 9 1 782-90004 with division 66 as both the supplying and the marketing division. Use "please advise" a s the price. The price is not expected to exceed $20.

To briefly review the technical specifications, DSIY/MRJE 1 0 0 0 is an emulation of IBM's HASP multileaving workstation. Up to seven input devices (virtual card readers) and up to 8 output devices (virtual printers and card punches) along with a console will be supported. DSN/ MRJE 1 0 0 0 will handle up to seven concurrent users. This is the first IBM communications product for the A Series. DSN/MRJE 1 0 0 0 will operate on a single PSI card. The protocol driver, modem handling software and workstation configuration information are all downloaded into the PSI.

Graphics Tablet Input for HPDRAW Kerin HendersonllND

The most asked for feature in HPDRAW - graphics tablet input - is now available.

The new HP 17623A Graphics Tablet, introduced in February by San Diego Division, is supported in the QMIT version of HPDRAW for use on the HP 2627A color graphics terminal. The HP 2623A monochromat- ic graphics terminal does not currently support the tablet, although an upgrade is planned later this year.

Now your HP 3000 customers can create high-quality custom sketches and diagrams, symbols and signatures - at four times terminal screen resolution - for presentation aids, and for inclusion in documents and reports. The tablet simplifies the picture creation and editing functions of HPDRAW significantly.

Computer News March 15, 1983 For Internal U s e Only 3 1

lnformation Products

Graphics a re created by moving the stylus on the tablet (which equates to the menu surface) - similar to writing with a pen on paper - rather than using the terminal's graphics control (arrow) keys. This not only gives the operator more flexibility. but also results in faster response time, a s cursor control activities are removed from the host computer. Operator productivity is increased a s well.

HPDRAW now also provides the capability for area fi l l to highlight illustrations and produce professional quality symbols and designs. And of course, users can rotate and scale figures and merge them with text, symbols and charts for a range of business applications.

T h e tablet can be used with HPDRAW not only to create original graphics and trace existing diagrams, but for cursor positioning and function key selection a s well. T h e terminal keyboard need only be used to enter text and file names and specify fields.

T h e tablet provides a more natural alternative for business professionals who a re uncomfortable typing, and its ease of use and flexibility appeal to secretaries and administrative people. Graphics artists can use t h e tablet to quickly and naturally sketch designs and layouts.

If your HP 3000 customers need t o create high quality presentation aids with text and figures, diagrams and signatures, or require custom symbols and illustrations, introduce them to a powerful graphics workstation solution: the 1 7 6 2 3 A Graphics Tablet. the HP 2 6 2 7 A color graphics terminal, HPDRAW and a n HP RS- 2 3 2 C plotter. With a n HP 2 6 8 0 Laser Printing System, they can even incorporate custom graphics into printed documents and reports.

Shipments of the 1 7 6 2 3 A will begin on March 2 8 .

Factory-based Network Consulting Steve Zalewski/lND

Many of our customers have been requesting assistance in designing and expanding their HP networks. S o m e of their questions have been regarding where to place the systems and terminals; whether t o use point- to-point, multiplot, or 2 3 3 3 multi- plexer terminal connections; and if dial-up, leased lines or public data networks is the best way to tie every- thing together.

Through S E 4 3 1, Network Design and Performance, we have been training many of the top S E s on network design and how to address these and other networking issues. There a re now over 60 data c o m m specialists world-wide who have been trained.

In addition to this group's consulting !?

efforts, lnformation Networks Divi- sion is now offering paid factory network consulting.

T h e daily rate is the specialist rate of $ 9 0 0 per day plus travel expenses.

Our goal is to work with you and your area S E O resources in designing and implementing large multisystem networks. S o m e of the places where factory consultants will be able to assist your data c o m m specialists in network design may include networking applications which have:

Examples of the kinds of illustrations that can be quickly and easily created using HPDRA W and the HP 2627A color graphics terminal with the HP 17623A Graphics Tablet.

International communications

Multiple HP product lines (HP 3000/HP1000/desktops/ personal computers)

Other vendor's computers

A unique networking need which HP has not dealt with before

Deals which a re of such mag- nitude or importance that factory presence is df value.

Computer News March 15. 1983 3 2 ,r Internal use 0.1,


In Cupertino, we have three consultants who have 34 vears of combined experience working with HP's data c o m m products. Mel Brawn, Paul Primmer, and Dwight Johnson a re ready t o help your major customers with network design, performance, implementation, network expansion, and consulting.

Call Steve Zalewski, TELNET 7 2 5 - 4 4 4 7 , or 4 0 8 - 7 2 5 - 8 1 1 1 , ext. 4 4 4 7 , if you need factory network consulting.

Grenoble Networking Operation, in the future, will have similar Euro- pean-based factory consultants.

"Touring Datacomm" Primer Coming Michael SzyrnanskillND and Donna SenkollND

Are you looking for a way to bring u p the issue of Data Communications t o your customers? Do you need help understanding what data communications really is? If so , then w e have the solution to both your problems. Com- ing soon to a sales office near you is "Touring Datacomm," t h e Data Com- munications primer. This well-written, well-illustrated primer is a n introductory text which guides you and your customer through the basic concepts of data communications. "Touring Datacomm" begins with a discussion of simple communication concepts and gradually introduces more complex topics. It has been written for readers with little or n o previous data communications knowledge. Technical t e rms and con- cep ts a re introduced in non-technical ways and a re complemented with illustrations and examples.

Stay tuned for the exact release date and information o n how t o order the Data Communications Primer.

VCD HP 260 1 A and HP 2602A Support on HPWORD Harold FastlVCD

There has been s o m e confusion about HPWORD support of the HP 2 6 0 1 A and HP 2 6 0 2 A daisywheel printers. T h e facts a re that both printers are s u m o r t e d a s either direct connect

r . devices o r a s devices slaved off of the HP 2 6 2 6 W .

Neither device is supported a s a modem connected device. When a remote location is involved, the printer must be slaved off of a 2 6 2 6 W (which can be modem connected).

Using the HP 2602A with the HP 200 Series in Local Non- US Languages Charles BellaichelBGD

T h e recommended configuration for using the HP 2 6 0 2 A Daisywheel Printer o n the HP 1 2 0 and HP 1 2 5 "B" is:

Standard HP 2 6 0 2 A (RS-232C Interface).

1 3 2 4 2 6 (To be ordered separate1 y).

Local language Daisywheels a re available for most languages. Please consult the 2 6 0 2 A data sheet and check the CSO catalog for a n up-to- da te selection of print wheels.

Computer News March 15. 1983 For Internal Use Only 33


The operation of the printer has been simplified: No switch settings or software control are needed: The language and pitch information are encoded directly on the print wheel.

When the print wheel is dropped into the print wheel enclosure, the encoded language and pitch information is automatically transferred from the print wheel to the printer.

While i t is possible to use the HP-IB interface to connect the 2602A (with Option 046) to an HP 120 or HP 125 "B", difficulties will be encountered when trying to print local non-US language characters with this configuration.

This is because the HP 1 2 0 and 125 "B" output local non-US characters on the HP-IB interface using 8-Bit data comm and "Roman extension" code. This allows the use of printers working with the "Roman extension" character set.

The 2602A, however, expects 7-bit I S 0 substitution-coded characters, and does not support the "Roman Extension" character set.

Therefore avoid connecting an HP 260244 to an HP 120 or 125 "B" via HP-IB when a local non-US language is to be used.

Once you know this you can make full use of the powerful word processing capabilities of the Series 1 0 0 with a 2602A Daisywheel Printer using the RS-232C interface.

Margin Settings on the HP 260 1 A/ 2601 OD Sheet Feeder Laird ClowlVCD

When an HP 26010D Sheet Feeder is added to an HP 2601 A, the left margin is "automatically" set to column 25 by the printer's firmware, because the paper is positioned by the sheet feeder with its left hand edge at column 25. This margin can be reset to any desired column by the following escape sequence:

E~ H~ n E C 9

In this escape sequence,"^^" refers to the "TAB" character, and can be dis- played on the host while the host is in Display Functions mode. The "n" refers to the ASCll decimal equivalent of the desired column you want to set the left hand margin to (see page 5 - 3 of the 2 6 0 1 A Installation and Reference Manual for an ASCll table). Setting the left margin at a specified column causes all printing to begin at this column.

For instance, suppose that with the 2601 OD Sheet Feeder installed. the print head positions to column 2 5 (as i t should). You decide that you'd rather have your print begin in column 35 instead. By checking the ASCII table in the manual, you can determine that the ASCII equivalent to a decimal 3 5 is a "#" sign. Then, using the Display Functions capability o f your host device, the following escape sequence can be sent to the 2601 A :

This will set the left hand margin to column 35. Likewise. i f you wanted to put the sheet feeder in M A N U A L mode (thus making i t transparent to the 2601 A) and want to reset the left hand margin back to column I, verify from the manual that the ASCll equivalent to a decimal 1 is a "SOH" (or " s ~ " ) . Then, again using the Dis- play Functions capability o f your host device, send the following escape sequence:

The "sH" can be generated by using a CNTL A key combination from your keyboard. Keep i n mind that a Remote Reset ( E ~ cR P or E~ SB I) sent to the 2601 A will always set the left hand margin back to column 2 5 if a sheet feeder is installed, or column I if the sheet feeder is not installed. Also note that when in HPSLATE and using the PRllYT command. HPSLA'TE always sends the Remote Reset prior to printing, thus wiping out any margin setting that the user may have previously set.

Khd

Computer News March 15. 1983 34 For Intern,, use only

Backtalk

Non-HP Supplies Kathy ThompsonlCorporate Legal

How to stay out of

During the selling process, your customer will have questions regarding the type of media, supplies and consumables that should be used with their HP products. Positive selling techniques describing the advantages of using HP supplies with HP hardware will convince most customers of the value of using supplies designed or tested by HP. In fairness to the customer (and to keep HP out of trouble), the customer should not be required to buy HP supplies, either to purchase hardware or to maintain an HP warranty and service contract on the hardware.

This article will discuss why HP must allow customer choiceand will tell you how to educate customers who choose to use non-HP supplies.

HP's Service Policy HP spends a considerable amount of time and money testing different types of media, paper and other supplies for use with HP products, to assure customers that they work properly with HP products. As a result, HP can offer customers lower warranty and service costs based on the known variables of HP supplies.

HP does not build into the cost of warranty and service a customer's use of non-HP supplies, which may increase these costs. HP has a company-wide policy on the relationship between a customer's use of non-HP supplies and HP's support obligations. Damage to HP products caused by non-HP supplies is excluded from both warranty and service contract coverage. However, both the warranty and service contract still apply to other defects or damages. In

other words, use of non-HP supplies does not void HP's warranty or service contract on a particular product. The customer must pay for repairs of damage caused by non- HP supplies on a time and material basis.

This policy is more fully described in Exhibit 2A and 26 of the Customer Support Services Agreement:

"Nan-HP media, supplies, and consumables. The selection and use of media, supplies and consumables (e.g. thermal paper, disc media, or magnetic tape) is Customer's responsibility. HP reserves the right to exclude from the Agreement any repairs for damage to HP products which HP reasonably determines or believes was caused by use of non-HP media, supplies, and consumables. HP will, upon request, repair such damage on a time and material basis."

How t o Handle In the event the customer decides to purchase non-HP supplies, you should describe the service and warranty ramifications completely and accurately.

HP cannot tell a customer that they must purchase HP supplies in order t o qualify for a hardware purchase or HP warranty. This type of selling technique would be viewed legally a s an anticompetitive tying arrangement. A court would hold that HP is tying the supplies (the product the customer does not want) to the hardware which is con- sidered to be the tying product (the product the customer wants). The law requires that customers should be free to purchase supplies from whatever vendor they choose.

Legally, however, HP can limit theamount of its cost exposure by excluding damage caused by non-HP media from its warranty and support obligations.

This is substantially different from saying that HP will void both the warranty and service contract if non-HP supplies are used. Such a statement is in essence telling the customer that they must buy HPsupplies in order to maintain HP warranty and support. This is contrary to HP's policy, in addition to being legally questionable.

HP's policy operates in the following manner:

If, for example, the customer uses non-HP media, and damage to the disc heads is caused by the non-HP media, then the repair. or replacement of the disc heads is excluded from HP's warranty and service contract. HP will however, repair or replace the damage on a time and materials basis. The important thing to remember is that this damage does not affect the service or warranty coverage of other components of the product not affected by using non-HP media.

Time and Materials

There may be instances where it will be difficult or impossible for the HP CE to tell if the use of non-HP supplies has actually caused the problem. A "reasonable"


Backtalk/Price Changes

belief is all that is necessary. If certain types of media, supplies or consumables have a track record of creating problems on HP equipment, the application of time and materials on the first occurrence may be legitimate. However, although legally permissable, maintaining good customer relations is also a consideration.

In the situation described above, as well as in the case where it's not possible to determine that non-HP supplies caused the problem, you may wish to give the customer the benefit of the doubt the first time, while making it clear

that any similar future malfunctions will be repaired on a time and material basis. However this problem is handled, it needs to be consistently followed.

Conclusion

Hewlett-Packard sells on the strengths of its products a s well a s the reliable support it provides its customers. Accurately explaining the pros and cons of using non-HP media, supplies and consumables can help maintain HP's reputation for quality as well a s keeping HP out of legal trouble. Khd

Price Changes

Computer Groups Price Changes Effective March 1 , 1983 These prices, effective March 1 , 1983, will appear on the Corporate Price List on that date, available in your office. Prices are US List unless otherwise noted. Orders at old prices will be honored at the factories for 30 days (or 60 days in the case of government quotes, see exception, I l l . GSA) after the effective date of an increase. All quotations, either verbal or written, shall be made at the new prices upon the effective date of the new price list. The customer should be notified that his order will be honored at the lower price if it is received within the 30-day grace period. Price decreases are effective immediately and inhouse orders shipped 5 working days prior to the announced decrease date will be billed at the new lower price.

Product No. Description 2 178A HP 1000 MODEL 60 2 1788 HP 1000 MODEL 60 791 1 P OPT. 001 DUAL CONTROLLER 791 2P OPT. 001 DUAL CONTROLLER 7935H 404MB REMOV DISC 92 1 20V CSS/V - PMC/ 1000 921618 BLU HI-CONT THER 92161C BLK HI-CONT THER 92161E BLK HI-CONT THER 92161N BLU HI-CONT THER 92161P BLK HI-CONT THER 92161R BLK HI-CONT THER 97935A 404MB MEDIA MODL

Current Price

25,500 25,500

1,835 1.835

27,500 3 5 70 70 90 70 70 90

1,350

New Price

23,750 23,750

1,840 1,840

28,070 85 60 60 80 60 60 80

1.530

HEWLETT PACKARD

Hewlett-Packard Computer Marketing Group, 19320 Pruneridge Avenue, Cupertino, CA 9501 4 USA, 408-996-9800 COMSYS CODE: 50 15

For HP Field Personnel March PBX Expands HP 3000 ... · For HP Field Personnel March 15, 1983 PBX...

Documents

Transcript of For HP Field Personnel March PBX Expands HP 3000 ... · For HP Field Personnel March 15, 1983 PBX...