Conference 7.286::digital

2976.0. "Need SW Business Practices info urgently" by SKYE::MAURER (SW Licensing & Business Practices) Fri Apr 01 1994 12:19

Cross-posted from MARKETING

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In preparation for some very important and exciting software business practice
changes currently under development, we find we are unable to acquire quickly,
though existing mechanisms,some competitive data that we need to measure our
proposals against, as well as use for positioning later.

So, we're hoping that there are some of you who will have first-hand knowledge
that you can share in the following specific areas:

For the IBM RS6000 AIX platforms, what do IBM offer in the following categories:

1. Warranty; What duration ? Is it conformance-type  warranty, or warranty with
some period of update rights, etc. ?  Same for O/S, layered and application
products ?

2. Packaging; When customers buy a license (again, split by O/S, LP & Apps if
appropriate), do they get media & doc with it or do they order those items
separately ? Do they use a shrinkwrap approach for the licenses on this
platform ?

3. Are the license terms used for the three categories of product (a)generic,
(b) product and/or version specific, (c) product and/or version specific with
each license document uniquely identifiable with a serial number or other
identification dive, or (d) other - please specifiy ?

4. License management; What do they use, if anything **for their own
products**? If they do you license management, how do customers receive the
enabling license data: Direct from IBM with the license/kit, from an
independent key provider after proving some installation-specific information,
etc ?

For the HP 9000 HP/UX platforms, what do HP offer in the following categories:

1. Warranty; What duration ? Is it conformance-type  warranty, or warranty with
some period of update rights, etc. ?  Same for O/S, layered and application
products ?

2. Packaging; When customers buy a license (again, split by O/S, LP & Apps if
appropriate), do they get media & doc with it or do they order those items
separately ? Do they use a shrinkwrap approach for the licenses on this
platform ?

3. Quantity discounts; what is/are the schedule(s) they use ? Split by O/S, LP
& Apps, if appropriate.

4. Are the license terms used for the three categories of product (a)generic,
(b) product and/or version specific, (c) product and/or version specific with
each license document uniquely identifiable with a serial number or other
identification dive, or (d) other - please specifiy ?

5. License management; What do they use, if anything **for their own
products**? If they do you license management, how do customers receive the
enabling license data: Direct from HP with the license/kit, from an independent
key provider after proving some installation-specific information, etc ?

Your help, as soon as possible, will be much appreciated. If you prefer, send
by mail to me at SKYE::MAURER and/or Al SKYE::Arsenault.

Thanks,

Jon

    re -1 
    
    that you felt the need to ask here is pretty scary. 

    re .1
    
    Yes, I agree that it is of concern. We have made extensive use of
    in-house resources, published articles in the newspapers and trade
    press, as well as reams of external consultant reports. The Digital
    Library folks found tons of stuff, but the kind of detail we are
    looking for is, believe it or not, very hard to come by.
    
    I have had a few good pointers by mail since posting in here and in
    MARKETING, for which I am very grateful.
    
    Jon

It doesn't look like anything you're asking for is a secret and I assume that 
Digital is a customer of IBM and HP, even if only for competitive reasons.  So 
why not just call IBM and HP and get the info from them?

    I am part of the Competitive Analysis group of Process Design and Mfg
    Technology (PD&MT) and our job is procure competitor's systems and tear
    them down (reverse engineer) to determine technology used and cost to
    manufacture.  We do not catalogue the items you requested, as nobody
    has ever requested that we track them.  We come from a hardware
    background, and buy systems as stripped as possible.  We do however
    keep all documentation, and software kits, (as well as hardware) and
    can give you access to them.
    
    Currently we have in house (we do have other vendors also);
    
        HP 9000 Model 715/50
        HP 9000 Model 730/735  (Procured as 730 - upgraded to 735)
        HP 9000 Model 816S
    
        IBM RS6000 Model 220
        IBM RS6000 Model 580
    
    We also have on order an HP Gekko.
    
    If we can be of help contact either myself or Barry Davilli
    
    Jim McWilliams                 Barry Davilli
    ISLNDS::MCWILLIAMS             BRTNDR::DAVILLI
    DTN  229-7551                  DTN   223-4069
    

    What do you do with them after you tear them down ?