Conference azur::mcc

296.0. "Custom MCC development estimate" by RCOTLW::WRIGHT (You can't argue with a sick mind!) Thu Aug 30 1990 20:39

(Reference 281.2)

Folks:

A key differentiator of the net solution we'd like to propose to Xerox (in 
response to their nation-wide 350 site data network rfp...see 281.2) is to
manage their XNS product base (thousands of XNS-based W/S).  They also have an
extremely large SNA net (the sna-related topic in 281 would be extremely 
interesting to know more details on; Kathrin...I hear what you're saying re: 
Engineering deciding what they're going to build before Wendler tells the world
about it...however, our response to Xerox may be greatly enhanced if there is
anything substantive we can say around the sna topic).

Just a bit of background... we in the field have heard that Xerox's new senior 
VP (Bill Lowe...ex-Mr. PC from ibm) is encouraging Xerox to get closer to
Digital as it seems the bulk of their product base lives in a Digital environ-
ment.  We've also heard that Mr. Lowe didn't leave ibm on the friendliest of
terms).  Our CAM for Xerox seems to have a good relationship with Lowe so far.

I have a copy of their business plans for the 90's...hope to construct a network
solution which can be mapped into supporting each dimension of this plan. Our
response will likely be "white-paper" like with highly approximated costs.  We
hope to identify (business-plan-supporting) functional areas we feel warrant 
additional mutual exploration.  Bear in mind that this RFP is pretty much wide
open.  We may even propose transmission services through our friends at MCI...
even though Xerox recently inked a Tariff 12 with AT&T and are currently in 
the process of trying to transition over to it.  (This effort reportedly not
going very well).  I don't want to get into all the political content of the
situation; suffice it to say that there are warring factions and gorilla
warfare tactics at work in the account).  Here's the bottom line...

Xerox wants to be an OSI company (internally and product-wise)..so they say.
They have over 700 LANs connected all over the globe to their backbone, which is
a mixture of SNA, XNS, DECnet, and TCP/IP.  They want to go the "single physical
pipes among sites" infrastructure route, with multiple logical nets (migrating)
on top of it.  We'll be proposing lots of stuff...currently expecting inputs
MCI and CODEX.  An MCC interface for their XNS boxes would give us room to even
propose management of this networking dimension (including migrating it to OSI),
which we may be able to turn into an opportunity for Xerox to propose XNS-OSI
migration services from Digital to their customer base (I understand that
Xerox's Viewpoint package is the most widely used office package going).  They
also have significant Sun content to their environment, including a recent
port of Viewpoint to Sun platform.  However, I'm told that the performance of
this offering on Sun is horrendous!!  (We're talking to them about a DEC box 
for this too...a little Bill Lowe recommendation coming to the surface). 

If our proposal addressed the XNS management/migration issue, and maybe even the
a Sun-based package (what's wrong with levering our competitor's presence...
porting Athena to Sun platform so we can play in Kodak...) then we stand a very
large chance of generating the kind of reception in Xerox we need...at the
expense of our competitors.  

Could someone intimate with the MCC provide an estimate of developing this for
XNS (Sun too if you can).  Our response is due Sept 17th.  We need something 
a few days before to get it included.  Thanks in advance.

Terry
dtn 252-7166
  

    I have sent a request off for some one developing an AM to help
    you with your estimates. If you don't get either mail or a response
    here within a few days, please send me a mail reminder and I will
    see what we can do about getting things moving for you.
    
    Sorry I can't be of more help but I am just starting development
    of my first FM. Up to now I have only done PM and tools (HFB and
    PTB) work.
    
    jill