Conference ulysse::rdb_vms_competition

745.0. "Oracle strikes again!" by OFFPLS::HODGES () Mon Sep 24 1990 21:24

From:	TPSYS::SCHARFMAN "Penny Scharfman......227-4124  24-Sep-1990 1354" 24-SEP-1990 14:00:26.34
To:	@ACMS-PT @ACMS-INTEREST
CC:	
Subj:	fyi...relationship between oracle and hp

From:	TPSYS::POWELL "Peter Powell, TAY1, DTN 227-4140  19-Sep-1990 1452" 19-SEP-1990 14:53:49.79
To:	@[.LISTS]TP_MKT_ALL
CC:	@[.LISTS]TP_INTEREST,POWELL
Subj:	ORACLE and HP expand relationship.


============================================================================
SUBJECT:  HP AND ORACLE TO EXPAND STRATEGIC OPEN SYSTEMS RELATIONSHIP
SOURCE:   Business Wire via First! (TM) of INDIVIDUAL, Inc.
DATE:     September 18, 1990
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    REDWOOD SHORES, Calif.--(BUSINESS WIRE)--Oracle Corporation and Hewlett-
Packard Company, two of the leading open-systems suppliers, today announced
intentions to expand significantly their business relationship that will
greatly increase their application, database, service and support,
technology, and joint marketing and sales efforts.  The companies have
agreed in principle that:

    HP places Oracle products among the top of its Preferred Solution
Provider program.

    Oracle recognizes HP as a leading supplier of open systems and
client/server platforms and will use HP 9000 systems as a reference
development platform.  HP will consider an option to take customer orders
for Oracle software.

        Oracle has established an HP Products Division for HP 3000 systems.

        HP will consider offering its customers Oracle product support.

    Oracle has selected HP workstations as the development platform for
Motif-based tools.

    Oracle and HP will train their respective sales forces to jointly sell
Oracle products on the HP 3000 and HP 9000 product families.

    ``Open systems are increasingly important to our customers,'' said Jeff
L. Walker, Oracle's chief financial officer and executive vice president.
``HP's `Best-in-Class Program' designation of our products and the support
of their distribution program should speed the industry shift toward open
systems.  HP and Oracle have combined efforts to bring quality solutions to
our customers and give them the flexibility they need to be successful --
today and into the next decade.''

    ``A teaming of the world's largest supplier of UNIX-based software and
the largest supplier of RISC-based and UNIX hardware is a significant event
for our industry,'' said Douglas C. Chance, HP's executive vice president
and head of the Networked Systems Sector. ``We want our customers around the
world to have access to the software technology and applications solutions
they request on our HP 3000 and HP 9000 computer families to help their
transition toward open systems.''

    Scope of the Relationship

    HP has approved Oracle's RDBMS, application development and CASE tools,
and Oracle's accounting systems products among the top of its Preferred
Solution Provider program, which reflects a strong preference among HP
customers for software running on HP platforms.

    Evidence of Oracle's commitment to the relationship is its establishment
of a new strategic business unit to ensure tighter integration of Oracle
products for HP 3000 systems.  Oracle's HP Products Division will improve
the timeliness and support of Oracle products for HP 3000 systems.

    Oracle and HP are working together to conclude details of the new
strategic relationship worldwide.  Projects are underway in Europe, Japan
and Australia.

    Development Relationship

    Oracle will use HP 9000 systems as a reference development platform for
its UNIX Products Division, and for some internal production systems.

    Oracle and HP are committed to product quality and they plan to embark
on a joint program to share tools and methods for enhancing software
quality.  Neil L. Davies, HP's software quality and productivity manager,
and Jerry Baker, Oracle's senior vice president of Product Line Development,
will share responsibility for a joint quality program.

    Both companies plan to increase the porting and performance staffs that
support the products so that Oracle products with maximum performance are
promptly available on HP 3000 and HP 9000 platforms. Also, Oracle has
selected HP workstations as the development platform for Motif-based tools.

    Service and Support

    The companies are discussing extending their relationship by leveraging
HP's highly regarded support organization and services. Oracle and HP are
exploring joint programs for the ORACLE RDBMS and tools.  Such an agreement
would benefit customers by facilitating ongoing support for these products.

    Marketing and Sales Relationship

    One of the first ways that Oracle and HP will pursue joint marketing and
selling will be to install and demonstrate Oracle products at HP's
Application Demonstration Centers throughout the world.  Also, Oracle will
offer HP hardware-based product demonstrations at key Oracle sales offices
worldwide.

    Oracle and HP plan to implement a co-selling strategy for key accounts.

    The companies will train their respective sales forces to jointly sell
the ORACLE RDBMS, Oracle applications development and CASE tools, and Oracle
Financials applications running on HP 3000 and HP 9000 product families.

    The two companies will broadcast a nationwide teleconference tomorrow
for their sales forces, the first of many planned co-marketing activities.

    Next week, at Oracle's International User Week in Anaheim, the companies
will feature Oracle Financials products running on HP computers in
distributed, client/server configurations.

    Further details of the proposed agreement will be announced on October
31, in New York, at UNIX Expo.

    Walker, of Oracle, and Chance, of HP, have been named Executive Sponsors
of the relationship.  Both companies have identified full-time relationship
managers and appropriate staffs to facilitate interorganizational
cooperation.

    About Oracle

    Oracle Corporation, headquartered in Redwood Shores, Calif., is the
largest supplier of DBMS software and the third largest software and
services company in the world.

    Oracle develops and markets an integrated line of software products for
database management, applications development, decision support and office
automation, as well as families of financial and manufacturing applications
packages.  All Oracle products are available on PCs, minicomputers and
mainframes, and ORACLE is the first and only database to run on
supercomputers.

    The company offers its products, along with related consulting,
education and support services, in 90 countries around the world. Oracle is
a publicly held corporation whose shares are traded on NASDAQ/NMS with
ticker symbol ORCL.

    About Hewlett-Packard

    Hewlett-Packard Company 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 100 countries.
HP has 92,000 employees and had revenue of $11.9 billion in its 1989 fiscal
year.

    Note to Editors:  ORACLE is a registered trademark of Oracle
Corporation.  Oracle Financials is a trademark of Oracle Corporation. UNIX
is a registered trademark of AT&T in the U.S.A. and other countries.

[09-18-90 at 17:49 EDT, Business Wire, File: b0918174.800]

    I have to smile at the similar style in this news release to the one
    about ORACLE's agreement with us over ORACLE Financials.
    
    Both talk about a closer working relationship with both companies
    training their respective sales forces in each others products.
    
    I wonder if HP wonders, as we did about the corporate descriptions at
    the end of the release, as too which company lead, and where the
    emphasis was placed!
    
    This annoucement may be significant, but then again ....
    

    How does this announcement affect the relationship between HP and
    INGRES/ASK?  I would think that HP would be pushing Ingres now that
    they have a stake in the company.