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Conference turris::decc

Title:DECC
Notice:General DEC C discussions
Moderator:TLE::D_SMITHNTE
Created:Fri Nov 13 1992
Last Modified:Fri Jun 06 1997
Last Successful Update:Fri Jun 06 1997
Number of topics:2212
Total number of notes:11045

2091.0. "Upgrade selling advice required" by CCAD14::MCCULLOCH () Tue Feb 11 1997 15:30

(Posted in DEC C and DEC COBOL Conferences)

Hi All,

I hope I haven't missed a note concerning this issue, but I need some general
advice on "How to sell a compiler upgrade to a customer".

I have recently been assigned to a project with a large DIGITAL customer (both
hardware and software).

As part of the project, some development is required to enhance their current
application etc.

Anyway, having been working on Alpha Technology for a while it's like a step
back in time to work on their system.

The application consists of 90% COBOL and 10% C running on VAX with versions as
below:

OpenVMS for VAX V6.1
VAX COBOL V4.4-64
VAX C V3.2-044

I can't believe that how old these versions are, but the point is that I need
to convince the customer to upgrade.  As far as I can see, their application is
not "dependent" on these versions, they have just never bothered to upgrade and
have therefore fallen further and further behind the latest supported versions.
The customer is of the "if it works, don't break it" type, but for my own
sanity and my wish (together with others who work on the project) to break out
of the "Ark", I want to sell an upgrade path to the customer's technical and
management staff.

What I have come up with so far (summarised) is:

Advantages:
1. Current versions are not supported - latest versions are fully supported.
2. The latest versions are much better compilers than the ones installed (full
code optimisation, better coding error detection, adhere to standards, aid
Alpha migration).

Disadvantages:
1. Upgrade may (probably will!) involve code changes, so full analysis will be
required.  Then full System Test after work carried out.

Does anyone have any other suggestions, or pointers to help me in my quest ?
If anyone has written a document concerning the advantages of upgrades, then
you may email me direct.

Thanks for your attention,

Malcolm McCulloch
Application Development Centre,
Christchurch
New Zealand

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2091.1Depends on the amount of developmentCXXC::REPETERich Peterson 381-1802 ZKO2-3/N30Tue Feb 11 1997 16:1524
If the development is just a minor tweak on what they have running
now, it would be a pretty hard sell.

But if they're actually going to make significant enhancements, then
it's maybe a little easier to convince them that doing the work to
use a compiler and runtime library that conform to industry standards
and has responsive support when problems or bugs are encountered will
pay off in product quality and employee satisfaction.

Regarding "dependence on version", it's likely that any significant
code base developed with the VAX C compiler will contain some degree
of dependence on the VAX C compiler that might not be completely
duplicated by the /standard=vaxc mode of DEC C.  So it would be
a mistake to claim there would be no source changes necessary.  And
at least for the C compiler, it probably would not be wise to sell on
optimization - the goal for the VAX version of DEC C was to be
comparable to VAX C.  Modifying the VAX code generator and optimizer
to beat VAX C wasn't and isn't on the todo list.  For performance,
the Digital solution is to upgrade to Alpha.

The VAX C to DEC C Migration Guide, which ships with DEC C on VAX, has
some other fodder in it that might be useful, especially around the
runtime libraries and in reassuring the customer that the migration
can be done in safe steps.
2091.2TLE::REAGANAll of this chaos makes perfect senseTue Feb 11 1997 17:1718
    I don't understand "why" you are telling them they need to upgrade?
    Is something broken?
    
    Note that given our current PAK scheme, Digital makes absolutely
    no money when a customer upgrades from on version to the next.
    They don't need a new PAK, they just install the latest version
    from the CD distribution.
    
    I usually say "if it ain't broke, don't fix it".  However, one
    argument might be to say "doing the upgrade now at our leisure
    is better than doing it under pressure when we eventually have
    a real reason down the road".
    
    As for code changes, the VAX C to DEC C migration might certainly
    involve changes.  However, the VAX COBOL version upgrade should be
    transparent for legal COBOL code.
    
    				-John
2091.3ClarificationsCCAD14::MCCULLOCHTue Feb 11 1997 18:2441
Hi All,

Thanks for your replies so far.

To clarify some issues as to "why" I think they should upgrade.

The project involves some interface between OpenVMS VAX and a product running
on DIGITAL UNIX.  The development on UNIX uses the DEC C compiler, but the team
is having to use the VAX C compiler on the VAX.  Quite a lot of the UNIX code
is modified to run on the VAX - in other words there are common files.
So, in my opinion, it would make more sense to run DEC C on both platforms.
Of course, there is existing VAX C code.  I note (and agree) that this code
will require some work to bring it up to scratch.

I also hear that VAX COBOL V5.4 is Y2K compliant which I think would definitely
interest the client.

I think that another issue of pursuing upgrades is electronic documentation. 
Have you tried finding a copy of the Users Guide for VAX COBOL V4.4 on CD
lately ?  It is one of the issues which persuades me (though I respect others
views) to keep "current" in terms of versions.

Reply .2 touches on the sales issue which may be important for DIGITAL.
By keeping the client current, the day that we (DIGITAL) suggest to
the customer that (as is pointed out, for performance reasons) they migrate 
to Alpha, then at that stage there may be siginificant sales Bucks coming
through.

The migration would surely be easier from current versions that old ones.
    
I will print out the latest VAX C to DEC C Migration guide for tips as you
suggest in .1 - thanks.

Any more views on upgrades welcome,

Malcolm McCulloch
Application Development Centre,
Christchurch
New Zealand

2091.4If They Have A "C" License, Do ItXDELTA::HOFFMANSteve, OpenVMS EngineeringWed Feb 12 1997 10:0714
   If you're planning to operate with DEC C on any platform -- OpenVMS
   Alpha or Digital UNIX, you'll definitely want to upgrade to compatible
   C compilers.  It will reduce the number of compiler-related differences,
   and will tend to flag platform differences.

   DEC C is quite superior to VAX C in error messages, code generation,
   code portability, and general C support.

   If the customer has a current "C" license, they can upgrade for the
   cost of a distribution kit.  (If they do not already have one.)

   And both DEC C and VAX C can co-exist on a system.  I'd use this to
   port the VAX C code to DEC C, and from there to other platforms.
2091.5Boy, you must lead a sheltered life....CVG::PETTENGILLmulpMon Feb 17 1997 20:5619
>I can't believe that how old these versions are, but the point is that I need
>to convince the customer to upgrade.

Most of DEC's internal business systems are based on VAX/VMS V5.5-2.

>   If the customer has a current "C" license, they can upgrade for the
>   cost of a distribution kit.  (If they do not already have one.)

Well, they way that they would have a "current" C license would be by having
a support contract that covered C.  Otherwise, their C license would be limited
to the version of C that they already have.  The fact that the PAK allows them
to use software doesn't mean that they have the right to use the software.

>   DEC C is quite superior to VAX C in error messages, code generation,
>   code portability, and general C support.

Its really a matter of DEC C _plus_ the recent releases of the RTLs and
headers that are superior to VAX C and the 57 flavors of DU C compilers
and previous generations of RTLs and headers.
2091.6TLE::REAGANAll of this chaos makes perfect senseTue Feb 18 1997 08:2013
>Well, they way that they would have a "current" C license would be by having
>a support contract that covered C.  Otherwise, their C license would be limited
>to the version of C that they already have.  The fact that the PAK allows them
>to use software doesn't mean that they have the right to use the software.

    Can you show me the words in the T&Cs that support this?  From my
    understanding (and all of the product managers I've talked to), there
    isn't anything that prohibits the customer from taking subsequent
    releases from the distribution media.  Whether is "moral" or not, I
    don't think its prohibited.  However, I'm not a lawyer so my opinion
    isn't what counts I suppose.
    
    				-John
2091.7See Price Book For License InfoXDELTA::HOFFMANSteve, OpenVMS EngineeringTue Feb 18 1997 10:0029
   The customer is licensed for a specific version, and (often) any updates
   to the package up to one year after the license is issued.  The customer
   is not licensed for subsequent versions without a support license, or a
   version upgrade.

   The T&C explicitly mentions that the customer may receive media from
   DIGITAL that contains software kits the customer is not licensed for.

   The T&C also explicitly indicates that any new versions must be licensed
   subject to the terms of the T&C, and only on the processor(s) the
   software was previously licensed.

   The T&C doesn't go into details on the license itself, or on what the
   license covers.  And that is the information that answers this question.
   (The T&C doesn't really describe what a license covers -- it just says
   that you must have a license.)  The best spot for the license information
   is in the Price Book.

>Well, they way that they would have a "current" C license would be by having
>a support contract that covered C.  Otherwise, their C license would be limited
>to the version of C that they already have.  The fact that the PAK allows them
>to use software doesn't mean that they have the right to use the software.

   Correct, and that's what I meant by `current'.

:   ...and all of the product managers I've talked to...

   Now you've talked to one (former) PM that disagrees.