Conference 7.286::digital

    
    	I believe it's a mindset problem - ours, not theirs. We seem to
    have instutionalized the concept of we go to prospects (and customers)
    and TELL them how they are going to do business with us, when, how,
    what WE expect, etc. 
    	What we should be doing is going to these same folks and saying
    what can we do to HELP you grow marketshare, increase your profits,
    expand your margins - is our technology USEFUL to you, does it ADD
    VALUE, etc. And then doing it the way they (customers/prospects) want
    it done.
    	It appears to be the same all over - look at PCs, look at Storage,
    look at C&P. We are TELLING the market how they must do business with
    us - buy from different salesforces, go thru "approved" distribution,
    etc. 
    	Accordingly we are becoming LESS relevent to the marketplace as a
    whole. Our financial performance this quarter is a prime example, we
    lost money, virtually everyone else in this industry made money. Are
    we listening?
    
    	I will be posting a topic here shortly explaining my personal
    prescription for healing this sick corporation. I do not believe we
    are terminal in any regards; but we is one sick cookie. Stay tuned,
    and keep those cards and letters coming. It is nice to know so many
    DECies still really care...
    
    		the Greyhawk

    
     A really nice article on Intel in PCWEEKs Business section dated
    September 26th, 1994. It was titled Intel moves in on OEMs' turf.
    
    Basically it was about Intel jerking around their OEM's. Millions of
    dollars were lost by the OEM's due to Intels "directions".
    
     And you keep wondering what we are doing?
    
    Have you seen the new 64-bit TV advertizing by RDO? Seems a video game
    manufacturer has seen the market. And is bent on killing the rest of
    the industry.
    
     And then you wonder what we are doing....
     And you wonder...
     And wonder...
    
    -Mike Z.

    A positive spin!
    
    The alliances mentioned in the base note were made AFTER the
    introduction of the AXP chip and AFTER the publication of the
    price/performance numbers.
    
    Also, the alliances make mention of only what each will do in the
    future, NOT what they will do now.  This is known as "preemptive
    marketing".  It is done in the hopes that your customer will not buy
    what is currently available (AXP) and will in turn wait and buy what
    you you will build in the future.
    
    Secondly, I have not seen any third party software house sign-on to
    port their products to the future chips from any of these alliances.
    
    Thirdly, if the chips have not been built yet (maybe not even
    designed), then you know that none of the compiler modification and
    performance tuning have taken place.  No small task.
    
    Forthly, will the legacy operating systems run on these new chips? 
    Will any new operating systems run on these new chips?  I read these
    press releases in the WSJ and trade rags and none ever articulate the
    installed base nor operating system direction.  Remember, whatever cost
    disadvantage Digital has in AXP chip volume is probably made up for in
    the fact that we only have to sell ONE hardware line for all three
    operating systems that we market.  We can also migrate our legacy
    customers.  Remember Palmer's remarks about the Intel-HP chip running
    every all the H-P legacy code:  "that's a bunch of B.S., it will not
    work".  If you read Dick Sites comments on the Intel-HP announcement in
    an earlier note, I think you will see that their is some smoke and
    mirrors in the announcement.
    
    All products do not catch fire overnight (UNIX, 3M Postnotes).  Perhaps
    all of these announcements are in response to the POTENTIAL of AXP.  I
    was at a trade show in Orlando and an H-P salesrep told me that Alpha
    was "killer" technology.  Maybe as AXP gains acceptance and momentum,
    we will begin to see some real success in the marketplace.  Remember, a
    tidal wave does not rise up until it gets near shore, prior to that the
    ocean looks smooth. 
    
    None of these alliances have produced anything yet and if your basing
    their anticipated success on the great things they have been able to
    accomplish in the past, then you have already made the case for Digital
    to be successful in the future.  We have it now, they don't.

    Why do you say "Cray seems to have failed with Alpha AXP" ?

    Mistsubishi will be happy to make lots of Alpha chip if we can just show 
    them who is going to buy them.  They have successfully made some LCA[Low
    Cost Alpha] parts.

    -Bruce
    

    re .3
    
    I appreciate the positive slant, you are right on, and I agree: 
    
    We have it now. 
    
    I believe the point of the base note is: Why isn't our name out there
    in blazing lights? ie: Digital, We Have It Now!
    
    And, why can't we get our AXP chip out there as the standard? 
    
    Yep its damn good stuff, why don't we tell anybody (the world)?...

We're about to.  A major theme of the new "Whatever it takes" ad campaign
is the superiority of Alpha AXP.

				Steve

	What happened with Cray? I thought they were gonna go gangbusters
	with Alpha? 

						mike

	re: .7
	�What happened with Cray? I thought they were gonna go gangbusters
	�with Alpha? 
	�
	�					mike

My point, exactly, in .0.

Also, Cray Computer (CRAY) stock closed $1.188 per share on Friday. I seem to 
recall that it was around $3.00 a share when we announced that they would be 
selling something based on Alpha.  I haven't theard that they've sold anything.
have they?

Bruce

RE: .8

Which Cray are we aligned with?  There are two of them:  Cray 
Computer (Seymour Cray's new company, which has yet to sell its first 
machine), and Cray Research (Cray's old company and well established 
in the supercomputer field).

I thought our alliance was with Cray Research, not Cray Computer.

--PSW

You're right. It is Cray Research.

I haven't heard that they've been selling many alpha-based systems.  The first 
systems were supposed to have been out last year (note 3460.9 in 
msbcs::alphanotes), phase II systems next year and phase III in '97.

My point stands, I believe.  We don't have a significant market name as a 
partner selling Alpha-based systems.

The Power Macs are selling quite well.  The SPARCs, too.  Of course, Intel/HP
aren't selling anything.

Bruce

    The answer is simple: there is not enough market demand (yet) for Alpha
    to make a good business case for additional partners. Adding Alpha
    partners will only makes sense to these partners if there is enough
    market demand for them to be able to sell their versions of Alpha in
    addition to sales of Digital's Alpha products. 

    If we can create enough market demand for our Alpha products as well as
    a bunch of partners in the marketplace, you'll see us bunch of these
    companies find a new partner in Digital real fast.

    -Joe

    
                                                      

    
    	I have my answer too: all the Companies mentioned produce PCs. To
    have an Alpha on a PC you need a PC Operating System on Alpha. WNT
    seems not (yet) so popular to justify such an investiment and if
    DOS/Windows application can only run in emulation mode a User will not
    be happy to buy an expensive machine that runs his preferred
    application slower than a Pentium.
    
    	We should try with Sun or some other U*x Company...
    
    	IMHO
    
    �AA

>>Why Can't We Sell the Alpha AXP Chip?

I think there's 3 reasons for this, which are basically the
driving factors behind the computer industry: Software, Software and Software.

What good is the worlds fastest microprocessor if it doesn't run 
the worlds fastest selling software?


There was some good news in the last quarters results, with regard to
Alpha sales, but when you compare it to the news from Intel it's not
so good. [Recent Business Week reports that Intel Pentium sales 
doubled last quarter]. We also got a good writeup in a recent
Byte.

We are advertising now, I see more and more Digital ads in the various
magazines I read. But our Alpha message is still based upon how fast it
runs. Telling the world about how fast it is great - but we need to say
"how fast runs Excel" or "how fast it handles some huge Word document".
Fastest Visual C++ compiler etc..

Mark

    Why wasn't Digital computers evaluated in the latest issue of Comsumer
    Reports?
    
    Cal

    Will Windows 95 (Chicago) be micro kernel based so that it might be
    ported to Alpha?
    
    (Be kind, this is from a sales person who wishes he knew more about
    such things)
    
    Thanks - Kevin

Newsgroups: biz.digital.announce
From: [email protected] (Jeanne Connery)
Organization: Digital Equipment Corporation
Approved: [email protected]
Subject: Show/Digital at Fall COMDEX'94, Nov 14-18, Las Vegas Convention Center
Sender: [email protected]
Date: Mon, 24 Oct 94 16:09:58 -0700

Digital at Fall COMDEX'94, Nov. 14-18, Las Vegas Convention Center, LV Nevada

	WHAT'S NEW WITH DIGITAL?  COME SEE AT COMDEX '94.  

You'll see a revolutionary new notebook offering full functionality with 
featherweight portability, a new line of desktop PCs that are incredibly
siple to set up and manage, plus upgrades and new Alpha AXP systems that
are unequaled in their openness and range of choice.  

==Other items deleted from release==
	See the rest of Digital's exhibit!

	Alpha/Windows NT Booth, South Hall, Booth # L2625, LVCC

Digital is demonstrating Windows NT with its Intel and Alpha AXP 
personal computers, supporting industry standard networked and 
stand-alone applications.  See Digital's NEW line-up of high 
performance Alpha Client and Server systems.  Alpha is available 
at the chip, board, and system level.  Windows NT demos will 
feature StorageWorks RAID and Desktop Backup capabilities.
Digital's middleware and integration products provide the tools 
you'll need to tie together the entire enterprise.  Digital's
unparalleled service capability insures your success the world over.  
Digital, the world's leader in open client/server solutions.


  	Personal Computer Business Unit, South Hall, Booth # L2225, LVCC

Visit Digital Equipment Corporations's Personal Computer Business Units
booth #L2225 to see and experience the latest personal computer
technology and business solutions. Our growing family of PC products is
just what a growing business needs. Digital will be showcasing its NEW
line of PC products including mobile, desktop and servers.

Featured products will be: Celebris energy efficient and Energy Star
compliant, High Performance DEC XL 590 Pentium, DX4100
processors-Superior performance and investment protection which
integrates Digital's Powergrade program providing upgradability from i486
to Pentium and Alpha AXP processors, and CISC to RISC upgradable PCs.

Other exciting demonstrations will include: Mobile Test Drive area,
PC Networking, Client-Server computing solutions, Groupware, Data Base
Access, Multimedia, Voice Recognition, Video Conferencing, Wireless/
Mobile Computing, Object-oriented solutions and Internet Access.
Order from one of Digital's resellers or direct via video conferencing or
one of our Electronic Store ordering systems.
 

    re:         <<< Note 3460.15 by ODIXIE::RYANKE "AttitUde......" >>>
                           -< Windows 95 on Alpha? >-

    < Will Windows 95 (Chicago) be micro kernel based so that it might be
    < ported to Alpha?
    
    < (Be kind, this is from a sales person who wishes he knew more about
    < such things)
    
    
    Certainly 'twould be nice, were so.  But, last I heard (MS TECH ED, New
    Orleans) it just ain't gonna happen.
    
    Think about it.  At present NT/NTAS/DAYTONA *are* being ported to, at
    present, three platforms (MIPS, INTEL, and ALPHA, (and soon POWER-PC)).
    
    What would having WINDOWS 95 do to the sales of these products if it
    were also multi-platformed.
    
    Alas... Alpha shoulda had hardware emulation of the Intel instruction
    set... (so sez I... but, I wasn't home when they called me for advice,
    I guess)  <insert smirk here>
    
    tony

RE: .15

	Nope, can't move Chicago/Windows95 to Alpha. It's Intel x86 based 
	only.

	However, I think we could take a WIN32 image compiled for
	Chicago/Windows95/Windows NT 3.5 and run it thru a translator
	(like VEST on VMS) and come out with a WIN32 AXP image. It
	wouldn't run as fast as a native WIN32 AXP image, but it would
	run. I'm not sure where we are with this technology tho. (both
	technically and politically)

							mike

    RE: .14
    
    You'll have to ask Consumer Reports that question.  The machines
    they test are bought off the shelf and are not gifts from the companies
    or special models.  I'll assume they just went around and asked about
    the best selling models, did some research, etc.  They also probably
    had limited time and resources to check dozens of different systems.
    
    While there wasn't a Digital PC, where weren't PCs from many other
    vendors as well.
    
    				-John

Re: .14, .19

I was puzzled at CU's choice of models.  They concentrated on brands sold
in retail stores, but included two from mail-order seller Gateway 2000.
Note that they didn't include HP either, who sells more PCs than we do.

				Steve

    
    
    
    
    
    
    
    I have been working with Cray for the last couple of years on the
    systems side of the business with Cray.  Recently Cray shared with me
    some of their successes with Alpha and the MPP machine they ahve
    created called the T3D.
    
This document is a "sample" press release that I wrote up and have sent to 
    Bob Palmer and to the folks in Advertising to use to discuss our market
    successes with Alpha AXP.  Hopefully we will get some mileage with it.
    
    This document needs to be cleaned up and edited for correctness with respect to 
some of the INTEL numbers.  Cray figures are accurate as provided by Cray.  
This should be useful for PR and Advertising purposes - Casey Schesky CpOEM - 
DTN-471-5152.  


CRAY RESEARCH LEAPS TO FOREFRONT AS LEADER IN MASSIVELY 
PARALLEL COMPUTER MARKETPLACE UTILIZING DIGITAL'S ALPHA AXP 64 bit RISC 
TECHNOLOGY.

Lead by the power of Digital Equipment Corporations Alpha AXP 64 bit RISC 
microprocessor, Cray Research and its Massively Parallel Supercomputer, the 
T3D, have taken over the lead in marketshare of the MPP marketplace.  Cray has 
orders for over 25 of the T3D systems which uses Digital's lightening fast 
Alpha AXP RISC processor.  Cray's massively parallel systems have been 
purchased by a wide span of customers including ones in Government and 
Industry.   The T3D can support from 32 to 2048 Alpha AXP 64 bit RISC 
processors making it arguably the fastest computer on earth.  The average size 
of T3D system sold todate is one with 146 processors.  T3D systems are capable 
of from 4.2 to over 300 gigaflops of computations (for comparison the average 
66mhz 486 PC is capable of xxx).  While other massively parallel computer 
makers struggle (Thinking Machines in bankruptcy others in trouble), Cray has 
taken over a marketplace the pundits claimed it had no chance to succeed in, 
and ALPHA AXP has made it possible.

Vice President of Marketing and Sales support for Cray Research, Dr Derek Robb 
states, "We chose Digital's Alpha because it is the fastest microprocessor in 
the world."  The latest revision of the Alpha processor, code named EV5,  runs 
at speeds in excess of 300 mhz and can execute in excess of 1 billion 
instructions per second.  In comparison, Intel's fastest chip, the Pentium, 
runs at up to 90 mhz and can execute xx million instructions per second.  Clock 
speed and number of instructions executed per cycle are factors in determining 
the overall speed of a microprocessor.  Alpha AXP employs a concept called RISC 
which tears through instructions at lightening speeds.  Alpha AXP can execute 
up to 4 instructions per clock tick compared to Pentium's xx instructions per 
tick.

Customers that have purchased Alpha AXP based T3D Massively Parallel computers:

Pittsburgh Super Computer Center (at Carnegie Mellon University)
LeCole Polytechnique Federale de Lausanne
Edinburough Parallel Computer Center
Ohio Super COmputer Center
Minnesota Super Computer Center
European Center for Medium Range Weather Forecasting
National Center for Atmospheric Research
Centre d 'Etudes Scientifques et Techniques d'Aquitaine (France)
Jet Propulsion Labratory
Los Alamos National Lab
Lawrence Livermore National Lab
Miti- Japan
EXXON
Phillips

and others

People need and want mpp systems because...... and these systems are typically 
used in these types of calcualtions and studies....

    

    RE: "best selling apps on AXP[TM]"
    
    As a point of information and clarification 32-Bit versions of MS
    EXCEL[TM] and MS WORD[TM] are due to be release for Windows NT[TM] 3.5 
    running on AXP[TM] systems (READ: compiled specifically for AXP[TM]) in 
    a couple of weeks (2-3).
    
    Beta versions are being tested now.  Intel and AXP[TM] binaries will
    be release jointly.  
    
    AXP is a trademark of Digital Equipment Corporation.
    MS EXCEL, MS WORD and Windows NT are trademarks of Microsoft Corp.
                                                                      

re: Note 3460.10 by MBALDY::LANGSTON 

>You're right. It is Cray Research.
>
>I haven't heard that they've been selling many alpha-based systems.  The first 
>systems were supposed to have been out last year (note 3460.9 in 
>msbcs::alphanotes), phase II systems next year and phase III in '97.

    Cray is a company that sells 100 to 200 systems a year, using Alpha is
    not going to drastically increase the number of systems they sell, just
    the speed at which these systems work.  Cray has been selling their
    T3D systems with many (64 to 1024?) 21064 @ 150 Mhz processors for quite
    some time.

    This is a company that might buy 20K Alpha chips/year from us, but they
    wont help us talk Compaq into building a system with Alpha processors.   

    -Bruce  

    READ NOT 3462 FOR THE FACTS.

                  I N T E R O F F I C E   M E M O R A N D U M

                                        Date:     22-Oct-1994 12:10pmGMT
                                        From:     ZAVADIL
                                                  ZAVADIL@GVPROD@MRGATE@EHQMTS@GEO
                                        Dept:      
                                        Tel No:    
                                        Doc No:   015777

TO: See Below

Subject: i:good NT reviews coming

Below is some good info on what will appear in the press in the near
future on NT. This is still company confidential until our products 
are announced in November!
cheers
Marc

From:	DECWET::RICHARDSON "Cathie WinNT PM 865-8723 (dtn 548-), Singing in the Rain  20-Oct-1994 1342 -0700" 20-OCT-1994 21:45:24.02
To:	@NT_ALL
CC:	
Subj:	 FWD: Windows Magazine's upcoming NT review

From:	DECWET::LOU "Ernie Lou, Digital-Microsoft Alliance Marketing (206) 865-8754, DTN 548-8754  20-Oct-1994 1301 -0700" 20-OCT-1994 13:01:38.93
To:	schreiber,richardson,berkun
CC:	LOU
Subj:	FWD: Windows Magazine's upcoming NT review

FYI...  THIS IS GREAT!!!!!!!!!!!!!!!!!!!!!!!!!



From:	LJSRV1::GLASSON        20-OCT-1994 11:04:28.09
To:	@WIN_MAG.DIS
CC:	GLASSON
Subj:	Windows Magazine's upcoming NT review




                   I N T E R O F F I C E   M E M O R A N D U M

                                        Date:      19-Oct-1994 04:55pm EDT
                                        From:      DAVID GLASSON @LJO 
                                        node:      LJSRV1::GLASSON
                                        Dept:      WINDOWS NT MARKETING
                                        Tel No:    226-2264

TO: See Below

Subject: Windows Magazine Review Status

On September 28, Microsoft requested our participation in Windows
Magazine's review of Windows NT Workstation. The article was scheduled
for publication in their January issue, that translates to a street date
of December 15, perfect timing to support our November announcement. It
also meant we had to act instantly to meet their printing deadline. 

After careful and deliberate negotiating on review format, benchmarks and
editorial support, we supplied the Magazine with both an Avanti 233 and a
Mikasa. Each system was preconfigured and tuned before shipping. We've
maintained close contact through out the review and have been able to
address any issues that developed. 

Based on the results and with our help and careful guidance, this review
has expanded beyond the Magazine's original plans. The review will now be
split into two parts; NT Workstations and NT Servers. The Workstation
article will appear on schedule in January. The Server focused review
will be in the February issue. The new article is a direct result of our
lobbying them to look a Servers as we do: performance, warranty, reliability
and scale-ability. We now have a few more weeks to get even better coverage. 
(proposal to follow) 

The cursory results, based on raw numbers and antidotal comments from the 
Editors are extremely positive. The final results and tone of article will
depend on the Magazine's editorial spin. But, I'd like to share some of the
early data and comments:

16 bit DOS emulation performance; Based on low level tests and 16 bit
application results (Word and Excel): 

	The Avanti performance = a 486 DX2 50mhz
	The Mikasa performance = just under a 486 DX2 66mhz

Editorial opinion: "amazingly fast, perfectly acceptable!"

Server performance; Based on running TPC-in-memory test and low level
subsystem tests:

	Mikasa came in at 236 TPS, their 486DX266 peaked at 97 TPS. 
	More importantly, was the scaling issue. At 10 clients, 
	Mikasa was 1.5X faster than the Intel, at 20 clients Mikasa 
	was over 2X faster.

Editorial comments; 
	"This is one hell-of-a server", 
	"I can see why this thing run apps faster than a Pentium-90"
	"This is a great box, you guy's really put some extra effort 
	 into the packaging"
 	"I/O performance is fantastic"

Windows NT performance; Based on 32 bit low level tests:

			Avanti		Mikasa 		Pentium-90
Integer			395		355		198
Floating Point		166		142		95
Disk subsystem		42		46		16
Video subsystem		11		11		17

Editorial opinion: "your 233hmz machine, equals or beats NEC's Dual4400 150hmz"

Windows NT performance; Based on 32 bit application tests (Excel-beta*,
Word-beta* and Picture Publisher: (ranked in order) 

	233mhz		200mhz 		NEC 75/150	Intergraph
	Avanti		Mikasa		Dual4400 	TD4 Dual90
Excel	  2**		  1		   3		    2**
Word	  1**		  1**		   3		    2
Pic Pub	  1**		  3		   2		    1**

*Beta software on Alpha machines, Microsoft has told them performance is
expected to improve.
**to close to call.

Summary:

Getting good results was not an easy task, we negotiated and lead the way
through out the entire review. We now have a very good relationship with
the Magazine, we've earned their respect and they've given us the source 
code to their 32 bit benchmarks. Most importantly we have a good review 
coming and plans for more.

As situations arose, and they always do, we required immediate access 
to Digital and Microsoft resources. Without their help and responsiveness
this review would not have been possible. 

For example, with our help during testing:

	SQL performance went from 180 to 236
	Floating Point performance went from 102 to 166
	Integer performance went from from 280 to 507
	Editorial impressions went through the roof.....

Great job, thanks to all and special thanks to:

		John Shakshober		CSG
		Remesh Joginpalli	CSG
		Roland Ouellette	MSCGEM Team	

--------------------

jeff::jeff
asabet::knipstein
MSBCS::shakshober
msbcs::joginpalli
msbcs::greenwald
msbcs::Quatromoni
decc::ouellette
msbcs::moses
decwet::schreiber
decwet::lou
decwet::storms
mkots1::saloky
asabet::thayer
kent::martinez
wrksys::coken
harbor::ruse
wrksys::flawn
psdvax::obrien

Distribution:
Not printed



VMSmail To information: @JCY94
VMSmail CC information: ZAVADIL
Sender's personal name: Marc Z. DTN 821-4202 PCBU Eur Mktg

    Congratulations all round, and the news of native Word and Excel on AXP
    NT is brilliant! Things are looking up.
    
    Cheers, Laurie.

RE: .10

Power Macs sell well for the same reason that Alpha AXP sells well 
into the VAX/VMS installed base.  It's Apple's follow-on to the 
68K-based Macs.  As for SPARC, from what I've heard, nobody's selling 
SPARC-based systems these days in any volume except SUN.  The 
situation isn't much different from our situation with Alpha (except, 
of course, SPARC has already ramped up the volume, having been out 
there for several years).


RE: Software for Alpha

As a previous reply said, it's applications software availability 
that will drive the systems sales and thus make it attractive for 
another box vendor to market systems based on the Alpha architecture. 
This is a positive-feedback loop and cold-starting it is a difficult 
and lengthy process.  The bright side is that the market window 
for the volume (read: PC) space won't be fully open wide to accept 
64-bit systems of Alpha's performance levels for a few years yet.  We 
have the time to jump-start the process.

--PSW

    
    .re -2
    
    GREAT!  Who got editors choice, though?

    To the original note:
    
    In Europe, Olivetti has Alpha machines...  they're pretty big.  Needing
    chip changes in the near future are that I'm hoping we are targeting
    are:
    
    Unisys
    Data General
    Stratus
    Tandem
    
    We should also be hitting the PC vendors that are now moving into
    servers:
    
    Compaq
    Gateway
    Dell
    
    ..Larry

    
    
    	Re: .29
    
    		Stratus recently (late 92 or early 93) chose the PA-RISC
    chip over Alpha as their next generation processor to replace the i960.
    
    JimH
    

    re .30
    
    ..and I bet their regretting it now!!
    
    Greg

    I heard that we sold ~$1B of Alpha AXP systems/workstations/chips etc
    in FY 94.
    
    If this was a company on its own $1B is a lot of money!
    
    
    
    GP
    

��              <<< Note 3460.32 by KAOOA::PINKERTON "Prov 3:5-6" >>>
��                            -< Alpha AXP sales $1B >-

��    I heard that we sold ~$1B of Alpha AXP systems/workstations/chips etc
��    in FY 94.

    Yeah, but...what about the 800 million in allowances, and the
    250 million in dba discounts needed to close the business?

    I know, I know...make it up in volume.

    I know this issue has been brought up before, but....
    
    Does anyone know if we are still negotiating with Lotus to do a port of
    Lotus Notes to an AXP platform? Last I heard, this effort left the
    company with a few VPs. I think a fast, robust Lotus Notes server on an
    AXP platform would do wonders for Alpha sales. Thanks for any info.
    
    	C'Ya,
    	Wayne
     

Doubt it - especially in light of the attached...

Hmmmm - maybe we should do a Microsoft Back office port ....


  CAMBRIDGE, Mass.--(BUSINESS WIRE)--Nov. 8, 1994--Lotus Development Corp.
and Hewlett-Packard Co. today announced that HP has signed a worldwide
agreement for continued purchase of Lotus products.  The contract is
potentially valued at up to $15 million over a three year period.  The
agreement covers Lotus cc:Mail and Lotus Notes communications software,
Lotus 1-2-3 spreadsheet, Lotus Ami Pro word processor, and Freelance
Graphics presentation graphics software.
  Separately, HP and Lotus announced today a relationship that sets out a
strategy to improve the interoperability between HP's OpenMail electronic
messaging product with Lotus Notes.  Also announced is Lotus' intention to
use HP's network and system management product, HP OpenView, as a
strategic development platform for a Lotus Notes management product to be
called NotesView and joint HP and Lotus consulting and systems integration
services for Lotus Notes.  (See 11/8/94 accompanying releases.)
  The purchase agreement, executed under Lotus' Passport program, provides
HP with the advantages of a consistent, worldwide pricing and purchasing
standard, while at the same time, allowing each HP site around the world
to purchase Lotus software and services according to its own requirements
and schedule.
  In addition to HP purchasing Lotus products for its own use, under the
agreement, HP's business partners can also purchase Lotus Notes directly
from HP and use the product to communicate with HP. This will allow HP to
more effectively share information and coordinate activities with its
business partners and customers.
  "The need to share information quickly across our worldwide organizations
and with our resellers, dealers and partners is vital to our success," 
said Robert R.  Walker, director of HP's Corporate Information Systems. 
"With Lotus Notes, cc:Mail and the desktop applications, we will be
equipping our people with the right tools on their desktop and building a
global infrastructure that allows them to share their work.  We are also
extremely pleased about plans for interoperability between OpenMail and
Lotus Notes through the OpenMail Exchange Facility for Lotus Notes."
  "This agreement demonstrates Lotus' ability to meet the diverse needs of
global customers such as HP, a leader in the sophisticated use of
technology,"  said Bob Weiler, Lotus' senior vice president of worldwide
sales and marketing.  "Our ability to accommodate HP's decentralized
software purchase and deployment needs, while providing the advantages of
a worldwide purchasing standard, was key to this agreement.  This clearly
demonstrates the effectiveness of our global account team to meet the
needs of our largest customers."
  Hewlett-Packard Company (NYSE: HWP) is an international manufacturer of
measurement and computation products and systems recognized for excellence
in quality and support.  The company's products and services are used in
industry, business, engineering, science, medicine, and education in
approximately 110 countries.  HP has 97,900 employees and had revenues of
$20.3 billion in its 1993 fiscal year.
  Lotus Development Corp. (NASDAQ: LOTS), founded in 1982, offers high
quality software products and support services that reflect the company's
unique understanding of the new ways in which individuals and businesses
must work together to achieve success.  Lotus' innovative approach is
evident in a new class of applications that allows information to be
accessed and communicated in ways never before possible, both within and
beyond organizational boundaries. The company now markets its products in
more than 80 countries worldwide and provides numerous support services,
both from its consulting division and its award-winning 24-hour support
center.
  Note to Editors: Lotus, 1-2-3, Ami Pro, Freelance Graphics, Lotus Forms
and Lotus Notes are registered trademarks of Lotus Development
Corporation.  cc:Mail is a trademark of cc:Mail, Inc., a wholly owned
subsidiary of Lotus Development Corporation.  Other brands and products
are the property of their respective owners.

           CONTACT: Lotus Development Corp.
             Peter A. Cohen, 617/693-1283
08:20 ET   NOV 08, 1994
-
% ====== Internet DOWvision Codes
SentinelID: 784302050
MessageSeqNum: 0222
Storydate: 11/08/1994
Headline:   Lotus to Provide HP with Lotus Communications and Desktop Applications Software and Services; Lotus to Provide HP with Lotus Communications and Desktop Applications Software and Services 
MsgDate: 11/08/1994
ProductCode: PR
TransmissionTime: 0837
DisplayTime: 0837
OperationClass: N
MessageType: N
TempIndicator: P
NewsSource: BW  
OriginalSource:     
AccessionNumber: 000000000000
categoryCompany: HWP LOTS
categoryIndustry: I/CPR I/SOF
categorySubject: N/BW N/CTC N/WEI
categoryMarketSector: M/TEC
categoryGeographic: R/CA R/MA R/NME R/PRM R/US R/USE R/USW


FORM TYPE: BusWire
ISSUER: LOTUS DEVELOPMENT CORP.
SYMBOL: LOTS 
   CAMBRIDGE, Mass.--(BUSINESS WIRE)--Nov. 8, 1994--Lotus
Development Corp. and Hewlett-Packard Co. Tuesday announced a
strategic alliance under which the two companies will work together  in
four key areas: integrating electronic messaging, groupware and
network and system management products; sales and marketing;
consulting/systems integration services; and support. 
   This broad alliance is expected to result in the delivery of
feature-rich, manageable, enterprise-wide messaging and groupware
solutions, featuring a series of products and services beginning next
month with the anticipated shipment of a Lotus Notes/HP server
bundle. 
   Beginning in December 1994, the two companies plan to deliver a
bundle of the recently shipped Lotus Notes Release 3.2 with each HP
9000 Series 800 HP-UX system for a six-month promotion. 
   In addition, Lotus is developing Lotus NotesView, an HP
OpenView-based monitoring facility for use in the Lotus Notes Release
3.x server domain, and has selected HP's OpenView integrated network
and system management software as its exclusive development platform.
HP also announced that it has selected Lotus Notes as its strategic
platform for developing and deploying groupware applications. 
   HP and Lotus also announced that their respective consulting
organizations plan to team together and provide consulting,
education, and systems integration services to help companies develop
and implement strategic, enterprise-wide groupware applications.  In
addition, within these enterprise implementations, HP plans to resell
Lotus Notes. 
   HP announced that it has committed to the Lotus Communications
Server (LCS)/Notes as its exclusive, future integrated groupware and
messaging standard.  HP and Lotus additionally announced they will
develop an interoperable solution for Lotus Notes and HP OpenMail,
called the OpenMail Exchange Facility for Lotus Notes. 
   This solution, which HP plans to make available during the first
quarter of 1995, is a first step toward improved interoperability
between the Lotus Notes and HP OpenMail environments.  HP and Lotus
will continue to collaborate to incorporate, over time, the key
functionality and features of OpenMail in the future LCS/Notes
solution.  Both Lotus and HP plan to sell and support the current and
evolving LCS/Notes products. 
   "Today HP and Lotus are combining their expertise in messaging,
groupware, and network management to provide the best solutions from 
both companies," said Willem P. (Wim) Roelandts, senior vice
president and general manager of the Computer Systems Organization,
Hewlett-Packard.  "It is expected that customers will benefit from  our
combined worldwide sales, marketing, consulting, and systems
integration efforts. 
   "This alliance also recognizes the industry leading roles we each
play -- HP in messaging, enterprise client/server computing and
systems/network management, and Lotus in messaging and groupware.
Together, we share a common vision that the long-term future of
messaging is an integrated groupware and messaging solution. 
   "To this end, Lotus and HP are committed to protecting customers'
investments in both the long and short term, first with technology
that provides better interoperability between the OpenMail and Notes
environments, and over the long term, with a common integrated
messaging and groupware solution based on LCS/Notes." 
   According to Jim Manzi, Lotus president and chief executive
officer, "HP has shown leadership in network and systems management
with HP OpenView.  HP is also uniquely positioned to provide
worldwide service, support, and systems integration to organizations
deploying Notes on an enterprise-wide scale.  We believe our mutual
customers will benefit tremendously from this relationship." 
NotesView to Bring OpenView Technology to Notes Networks 
   Lotus NotesView is an SNMP-based extension of HP OpenView that
enables customers to better manage and monitor Lotus Notes
replication and mail routing facilities, as well as make changes to
LAN-based or remote configurations or environmental variables from a
management station. 
   Blane Woodard, manager of technical systems at Northwestern
Mutual Life Insurance Co., said, "I regard HP OpenView as an
industry standard for managing distributed environments.  As OpenMail
and Notes users, we are excited about this announcement because of  the
opportunity it presents to integrate OpenMail, HP OpenView and  Lotus
Notes." 
Lotus Notes for HP-UX 
   Lotus began shipments this month of its best selling Lotus Notes
for HP-UX.  "This product provides mutual HP/Lotus customers with the
industry's most scalable UNIX platform to meet the requirements of
enterprise, client/server solutions,"  added HP's Roelandts.
Additionally, HP shipped earlier this year an HP OpenMail client
extension of Lotus' best-selling cc:Mail electronic mail program. 
Notes/800 Series Bundle 
   The Lotus Notes Version 3.2 for HP-UX bundle with HP 9000/800
Series Systems is planned to begin shipping in the United States,
Canada, and Europe in December 1994, and will continue for six months
through May 1995.  It includes Notes software and licenses for one  HP- 
UX server, one HP-UX client and one Windows client, 30 days free
support, and other tools, such as a working model and an on-line
catalogue of Notes Business Partners.  In the United States, a
toll-free number will provide additional offerings, as well as match
Notes customers to qualified HP resellers. 
Support 
   In addition, Lotus and HP announced they plan to enter into a
relationship to provide worldwide services and support for core Lotus
products, including Notes, cc:Mail, and Lotus desktop applications.
Each organization will then be able to leverage its expertise for
mutual customers worldwide. 
   HP is recognized as the leader in providing excellence in global
service and support for open systems, while Lotus has pioneered and
leads the industry in supporting mission-critical groupware
applications. 
   HP is the second-largest computer supplier in the United States,
with computer revenue of $15.6 billion in its 1993 fiscal year.  HP
has been delivering PA-RISC-based computers since 1986 with high
reliability, data integrity, data availability, and system
availability. 
   Hewlett-Packard Co. is an international manufacturer of
measurement and computation products and systems recognized for their
quality and support.  The company's products and services are used in
industry, business, engineering, science, medicine and education in
approximately 110 countries.  HP has 97,900 employees and had revenue
of $20.3 billion in its 1993 fiscal year. 
   Lotus Development Corp. (NASDAQ: LOTS), founded in 1982, offers
high quality software products and support services that reflect the
company's unique understanding of the new ways in which individuals<F> { 
and businesses must work together to achieve success. 
   Lotus' innovative approach is evident in a new class of
applications that allows information to be accessed and communicated
in ways never before possible, both within and beyond organizational
boundaries.  The company now markets its products in more than 80
countries worldwide and provides numerous support services, both from
its consulting division and its award-winning 24-hour support center. 
   All prices and terms are for the United States only. 
   Lotus and Lotus Notes are registered trademarks of Lotus
Development Corp.  Lotus NotesView is a trademark of Lotus Development
Corp.  cc:Mail is a trademark of cc:Mail Inc., a division of Lotus
Development Corp.  HP-UX is based on and compatible with USL's UNIX
(R) operating system.  It also complies with X/Open's (tm) XPG4, POSIX
1003.1, 1003.2, FIPS 151-1- and SVID2 interface specifications.
UNIX is a trademark of X/Open Company Limited in the UK and other
Continued...
-
% ====== Internet DOWvision Codes
SentinelID: 784305139
MessageSeqNum: 0222
Storydate: 11/08/1994
Headline: Lotus And Hewlett-Packard Form Strategic Alliance
MsgDate: 11/08/1994
ProductCode: FF
TransmissionTime: 0928
DisplayTime: 0927
OperationClass: N
MessageType: N
TempIndicator: P
NewsSource: FF  
OriginalSource:     
AccessionNumber: 199411080222
categoryCompany: HP LOTS
categoryIndustry: I/DRL I/OIE I/SOF
categorySubject: N/LCP N/PET N/WEI N/ZYX
categoryMarketSector: M/ENE M/TEC
categoryGeographic: R/MA R/NME R/OK R/US

re.36:

No need to get upset, this is almost certainly not an exclusive agreement.

Dave.

      From this week's 'PC Week'....
    
      'DEC claims to have launched the industry's first 64-bit microprocessor
    workstations and servers with PCI bus.
      However, despite its insistence that its new Alpha-based range is
    aimed at the Intel server market, the product does not support Novell's
    Netware which holds 70 per cent of the network operating system market.
      "Netware will be available on the system in the future, but we don't
    have an estimated date. It ought to be this year, or next," said DEC's
    Alpha AXP marketing manager John Pattendon.'
    
    Ken

    
     So go talk to Novell, they see to be saying that no one wants or
    demands native NetWare on a RISC platform. Witness HP pulling out
    a few months ago. I think Novell is shaky in their strategy. Go figure.
    
    -Mike Z.

   Hi,
	I had an interesting discussion yesterday with my customer, on a
	Government site of about 4000 people.  The customer, a very pro
	Alpha fellow in a position of infulence, who is NOT in IT,
    	is evaluating how to transition to Open Systems, ie. OSF/1.
    	He was telling me how in a meeting of branch managers that a clear
    	obstacle in making this transition was people were NOT aware that
    	Digital even made workstations.  He said that when it was discussed
    	with them about migrating to a Digital Alpha solution, they reacted
    	with NO, NO we want workstations like SUN, NOT a computer room system.
    	Of course he explained.

	My point here is that the buyers have changed, and our target
	audience for marketing and selling must address this.  If our market
	is now workstations are we reaching the critical mass of consumers?
	Does the traditional method of selling to IT fit for a workstation
    	vendor?

   Mike M.
    

    
    	Thanks, Mike. All my points exactly in note 3480.0
    
    	The market HAS changed. The problem is Digital has NOT.
    
    
    		the Greyhawk

    
    There was an interesting article published in our local newspaper which
    came from one of the wire sources.  It discussed the top 10 spenders on
    R&D in chip/SCO and the top 10 in revenue.
    
    We were on neither list.
    
    While I recognize that it takes time to get to the size of Intel, IBM,
    Hyundai, Toshiba, et. al. in this area, if I were someone looking for a
    "partner" to work with on (or implement for) semiconductor technology
    I'd look at that list and consider one of them.  The word is just not
    getting out there folks...
    
    

   There's a saying that I used to believe at one time.  But now I think
   that it's true only on a conditional basis.  The saying is:
   
   	Build a better mouse trap and the world will beat
   	a path to your door.
   
   The conditions follow, and I think this is a major reason why our
   stuff hasn't taken off for the last several years.
   
   1) They only beat a path to your door if they know you have the
      better mouse trap.
   
   2) They only beat a path to your door if they understand that
      it is indeed a better mousetrap.
   
   

    re: .43
    
    IMHO, the world would rather beat a path to smoke and mirrors than to
    real solutions.  More info in note 3213.36.  Basically, IBM, Apple and
    Motorola made promises they have yet to deliver on with PowerPC.  A
    significant portion of the world was attracted to the smoke and
    mirrors and is still hopeful that "soon" agreements will be reached
    that will lead to a better mousetrap.
    
    So, I would ammend the conditions by replacing both "know" and
    "understand" with "hope" or maybe "would rather believe ..."
    
    Steve  

    
    re . -1
    
     And if I tell you you can have smoke, and mirrors or you can have the
    real thing now, what would you do. My job is to make you aware that I
    have the product you seek. It is called, communications, advertizing
    and some dare call it marketing. If I don't understand your message
    educate me.
    
    -Mike Z.

    re: .45                        
    
    I agree.  I think that given the somewhat negative experiences and
    trail of negative press out there for competitive technology, Digital
    has an excellent marketing opportunity with Alpha.  For example, we
    have delivered on promises of machines that truly were upgradeable.
    How many folks are still waiting for a P24T?  (I know.  We can't make a
    big deal about that since we *sold* some of those systems.)  
    
    In marketing Alpha, I'd like us to adopt a "Digital Delivers" set of
    slogans:
    
    "Digital delivers on promises."
    "Digital delivers upgradeability."
    "Digital delivers speed."
    "Digital delivers quality."
    "Digital delivers real workstations."
    "Digital delivers real PCs."
    "Digital delivers solutions."
    "Digital delivers today."
    
    Steve

    Before we start claiming we deliver, we should fix the real
    delivery problem described in here many times about perpetually
    slipping ship dates for PCs.

    re: .48
    
    I agree.
    
    Steve

    re: .47 - Yes, we've seen real p24T's.
    

    RE:.47
    
    But Alpha can only emulate an Intel 286...
    
    Laurie.

    re .51: I'd say the current version of Windows Nt can only emulate a
    286 - not that the Alpha cannot emulate a 286.
    

    
    I've got the Softwindows emulator running Windows Office on an AXP and it
    all appears to work fine.  So whether it emulates 286 or whatever I don't
    know if it matters all that much.
    
    Mike
    

    Yeah, that's what I meant to say! Sheesh.
    
    Laurie.

    >I've got the Softwindows emulator running Windows Office on an AXP and it
    >all appears to work fine.  So whether it emulates 286 or whatever I don't
    >know if it matters all that much.
    
    It starts to matter the second you try to run a Windows app that needs
    386 Enhanced Mode/Win32s.
    
    ...petri

    Technical burble here...
    
    Alpha can't emulate a x86 processor.  Otherwise, the AlphaGeneration
    would be running DOS/Windows as well as NT, adn we'd be selling them
    faster than they could be dreamed up.
    
    The limitation comes in the software that's used to emulate the x86
    processor instruction set.  SoftPC, which is what NT uses (unless they
    changed that with v3.5...) only emulated a 286 or a 386 in standard
    mode, for DOS programs.  Windows NT has its own means of handling
    Windows appps that have nothing to do with the SoftPC emulation.
    
    In short (too late...), it's not a limitation of the hardware in any
    way...it'll do whatever we tell it to do, and faster than anybody else. 
    We just have to tell it what to d in the right way!
    
    - Scot

So why don't we apply some of the superb engineering talent we have here,
and write a whiz-bang Pentium emulator that runs native on the Alpha?

I must be missing something.

Art

I was educated off line. The reason is byte- and word-sized load and store
instructions.

I've never been embarrassed by admitting my ignorance. To *not* admit it
would be STUPID, and that's unforgiveable. 

Art

That's no excuse.  Compilers generate code for byte and word accesses already.

				Steve

    Byte and word instructions are part of it.  Emulating the behaviour of
    what happens to all of the Pentium registers on a typical x86 interrupt
    is also very cycle consuming on a RISC chip.  If your 300Mhz Alpha takes
    20 cycles of shifts, masks, and various increments to duplicate what a
    90Mhz pentium does in 2 cycles, your 3x clock speed gets killed by
    needing to do 10x more work.
    
    If the 300Mhz Alpha costs $1.5-$2k or more, and the 90Mhz Pentium is
    $400, you further compound the problem of convincing folks that
    Alpha is a good place to run their legacy software.  kb 
    

                           _
                        _______
                     _____________
                  ___________________
               _________________________
            _______________________________
         _____________________________________
      ____________________________. _____________
   ____________________________.a88b._______________
____________________________.a8888888b.________________
   ______________________.a^888888888888b.__________
      ________________.a888b.`"`Y8888888888b.____
         ___________a888888888b.  `"`Y88888888b.
            __________`Y888888888b.   `"""Y8P'
               __________`Y88888888b.      '
                  __________`Y8888888.            .aMMMb   dMP dMP  dMMMMb
                     __________`8888Y'           dMP YMP  dMK.dMP  dMP.dMP
                        _______  `Y'            dMMMMMP  .dMMMK'  dMMMMP'
                           _                   dMP dMP  dMP"AMF  dMP
                                              dMP dMP  dMP dMP  dMP    TM.

             DIGITAL Equipment Corporation
   Producers of VAX/VMS and other fine Operating Systems
                             Peter  L. Buschman

    
    	Say "OpenVMS, OpenVMS, OpenVMS" and klick your heels three times.
    
    
    Oz, here we come!
    
    
    
    		the Greyhawk

Perhaps I should update the tag for Mr. Peter  L. Buschman who, if not the
actual artist, was the person from whom I clipped the clip art.

MM