2. Winning With The best Unix operating system in the world !

3. Objectives And you’re going to know where to get more information to help succeed with the sale of HP-UX 11i to the target customers. You’re going to be able to explain to your customer why hp-ux is the best Unix OS in the world... You’re going to be able to categorize the the target customers and the approach to selling HP-UX 11i to them.

4. 3 Duane Scott Mark Hudson Ram Appalaraju Mike Wardley HP-UX 11i Marketing Manager 408 Tn: 447 1169 408 621 6031 Carly Who am I 10 Tons Ram Appalaraju

5. 4 $ Per Server Revenue today IA-32 PA-RISC Software Revenue loss due to cost of IPF boxes IPF(IA-64) IPF starts to go mainstream The world is changing - “Why do I care…” Software will become more important to you… It already is to the corporation… So let’s talk about software Let’s talk about hp-ux and what it can do for your quota...

6. Time Allocated: 30 Minutes, Slide Count Allocated: 20 Slides - Best Enterprise OS - IPF Story - Roadmap - Platform of Choice - Competitive Positioning

7. hp-ux investment profile  Sizable component of HP’s overall R&D budget  Over 2500 software engineers focused on developing HP-UX functionality  AOII attributes  Major development facilities in: Cupertino, CA Fort Collins, CO Richardson, TX Bangalore, India hp-ux market leadership  Over 1.7 million units active  Comprehensive AOII functionality  Comprehensive middleware and EAI support  Over 50,000 mission critical installations with over 8 years of proven expertise  Over 13,000 resource and workload management licenses with over 8 years of proven expertise Is strategic for HP Because it is very profitable for HP #2 in the market and has a track record in the mission critical enterprise second to none

8. 7 The best os for the new enterprise scalability up to 64 cpus single system ha dynamic kernel tuning ol* pci i/o iCOD utility computing manageability hard partitions VxVM volume management virtual partitions security intrusion detection buffer overflow - ipfilter linux affinity networking performance ipv4, ipv6, mobile ipv4/ipv6 operating environments ease of installation and administration For PA-RISC over 27,600 copies shipped The best OS for the new enterprise Key differentiators for hp-ux

9. - IBM - Sun Powers the leaders Pick the top companies in the world, who are they depending on... Dope ! Nope ! It’s hp and hp-ux It’s hp and hp-ux But hey !! don’t believe me take a look at the list for yourself !!! no. 1 service provider in the U.S. no. 1 software – database no. 1 retail no. 1 online retail no. 1 home improvement no. 1 internet networking no. 1 cable operator in the U.S. no. 3 consumer foods no. 3 automotive no. 6 financial services

10. 9 ISV success story Want to know what operating system has more ISVs certified on it than Solaris 8... hp-ux 11i Compatibility mode ISVs We have over 16,000 ISV applications certified Over 1100 ISVs have recompiled for a 20% performance improvement Native mode ISVs Binary compatibility with 11.0 is the secret of our of success Binary compatibility with 11.0 is the secret of our of success

11. 10 Size of Application Portfolio as of 7/01 Gartner Commercial ISV Support Profile 4.3 AIX5L Application Operation Mode Native Compatibility HP1170~16,000 Sun~1400~14,000 IBM~250Not published

12. 11 So let’s talk about some features and functions of hp-ux 11i Let’s talk details... Delivering exceptional scalability Delivering near linear scalability Look at the nice performance improvement Hey, does that line look linear to you ?

13. 12 Single System High Availability  Hardened hp-ux kernel  Online fault recovery  ECC Memory on critical data paths  Robust online and offline diagnostics  Fast, selective memory dump  Dynamic deconfiguration of failed hardware elements  Fast system boot time  Automatic response center notification Reduction of Unplanned Downtime Reduction of Planned Downtime  Online device firmware update  Online hardware add/replace  Online patch installation  iCOD support Reduction of Disruptive Failures  N+1 fans  N+1 power  UPS  Memory scrubbing/page  Deallocation of CPU and Memory  Memory. chip sparing technology  Internal LAN card failover Why do customers want SSHA…. 1. Reduce unplanned down time 2. Reduce planned down time 3. Eliminate disruptive failures hp-ux 11i does it all hp-ux 11i does it all Less failures more uptime Less maintenance more uptime Faster reboots

14. 13 HP platform of choice positioning Partitioning HP-UX partitioning component are all integrated They have been designed to complement each other to provide greater flexibility. Hard Partitions with multiple nodes HP hyperplex –complete hardware and software isolation –node granularity –multiple OS images PRM with psets resource partitions within an OS image PRM (Process resource Manager) –dynamic resource allocation –share (%) granularity –1 OS image Hard Partitions within a node nPartitions –hardware isolation per cell –complete software isolation –cell granularity –multiple OS images Virtual Partitions within a node Virtual partitions –complete software isolation –CPU granularity –multiple OS images –improved server util. –multiple environments Virtual Partitions within a hard partition or server Virtual partitions –complete software isolation –CPU granularity –multiple OS images –improved server utilization –multiple environments

15. HP-UX Virtual Partitions(vPars) multiple applications on the same server with software and resource isolation increased system utilization upto 90% since additional partitions can utilize unused resources. partitioning a single physical server or hard partition into multiple virtual partitions for rp5400 (L), rp7400 / N class and Superdome increased flexibility multiple independent instances of HP-UX dynamic CPU migration across virtual partitions increased isolation application (including name space) isolation across virtual partitions OS (kernel) isolation individual reconfiguration and reboot HP-UX Rev X Dept.A App 1 HP-UX Rev Y Dept. B App 1 HP-UX Rev X Dept. A App 1 HP-UX Rev Y Dept. B App 1 HP-UX Rev Z Dept. B App 2 HP-UX Rev X Dept. A App 1 HP-UX Rev Y Dept. B App 1 HP-UX Rev Z Dept. B App 2 HP-UX Rev X Dept. A App 1 HP-UX Rev Y Dept. B App 1 HP-UX Rev Z Dept. B App 2 HP-UX Rev Y Dept. B App 3 HP-UX Rev X Dept. A App 1 Base product free! Base product free!

16. HP-UX Rev X Dept.A App 1 HP-UX Rev Y Dept. B App 1 HP-UX Rev X Dept. A App 1 HP-UX Rev Y Dept. B App 1 HP-UX Rev Z Dept. B App 2 HP-UX Rev X Dept. A App 1 WLM WLM Rules Sets Business need defines the relative priority and response time for the various applications Dynamic feedback from vpars regarding load and response times HP-UX Rev Y Dept. B App 1 HP-UX Rev Z Dept. B App 2 HP-UX Rev X Dept. A App 1 HP-UX Rev Y Dept. B App 1 HP-UX Rev Z Dept. B App 2 HP-UX Rev X Dept. A App 1 HP-UX Rev Y Dept. B App 1 HP-UX Rev Z Dept. B App 2 HP-UX Rev X Dept. A App 1 Dynamic adjustment of resources by migration of CPUs between vpars when required HP-UX vPars and WLM integration

17. MCSG Backup Server Discrete Application Servers HP-UX Rev X Dept. A App 1 HP-UX Rev X Low priority task HP- UX Rev Z App 1 HP- UX Rev X App 2 HP- UX Rev A App 3 HP- UX Rev T App 4 HP- UX Rev A App 5 HP- UX Rev Z App 6 HP- UX Rev X Low prior ity task HP- UX Rev Z App 1 HP- UX Rev X App 2 HP-UX Rev A App 3 HP- UX Rev T App 4 HP- UX Rev A App 5 HP- UX Rev Z App 6 WLM Rules Sets Business need defines the relative priority and response time for the various applications WLM Product Dynamic adjustment of resources by migration of CPUs between vpars when required Note: The MCSG Backup Server could be deployed using “utility pricing to further reduce cost HP-UX vPars, WLM and MCSG

18. 17 Virtual Partitions (vPars) – Status and Schedules rp5470 (L) and rp7400 / N Class –SR: 11/16/2001 Want to know more ? Superdome then rp8400 (Keystone) Q2 CY’2002 EAP: 2/2002 - Talk to Laurie Robell Tn: 447 0865

19. 18 Virtual Partitions (vPars) Competitive Position Neither Solaris 8 or AIX 5.1L have vPars-like capability –Granular, flexible, Dynamic, mission critical, secure Solaris 8 does not support dynamic re-configuration –Targeted Q2 ’02 –100,000 line patch to Solaris 8 –Quite likely to be in Solaris 9 –OS upgrade for Serengeti systems within 9 months!!! –Minimum granularity 2 or 4 CPUs - system dependent AIX 5L LPARs –No hard partition solution –No CPU migration or re-configuration –Not clear if HACMP will be supported in LPARs –Primarily positioning Linux in LPARs

20. “ I am more afraid of Sun Solaris than any other terrorist weapon”. Shawn Henny, Special Agent - FBI at SANS 2001. Cyber Crime: Is an international security threat Security advantage Ten most exploited internet security flaws: www.sans.org/topten.htm and HP-UX 11i protects against all applicable top ten threats And Sun is the biggest defendant... “Stands out for including real-time host-based intrusion detection with highest possible rating in all other network security categories” DHBrown, March 2001 Most Secure Commercial OE

21. 20 IDS/9000 Real Time Host IDS IPSecwith IKE Host Firewall Standard Flexible Buffer Overflow Protection iPlanetDirectory Server Included IPsec/9000IPfilter/9000 Per Binary Override The most secure UNIX operating environment

22. Compatibility Story HP-UX 11i offers the most compatibility in term of “previous releases” and “other OS”... - hp-ux 11.0 source code - hp-ux 11.0 binary code - PA- RISC on IPF both source and binary - Linux source code - Linux binary code Compatibility - OK, we got - backwards right !! 10 Tons

23. 22 Linux affinity PA-RISC and IPF strong commitment for binary compatibility binary compatibility Linux- compatible APIs available scanner tool to identify issues prior to porting source compatibility supports Open Source tools/ GPL standards

24. 23 SunOSIBM AIXHP-UX 11i (pa-risc) HP-UX 11i (ipf) Linux (ipf) SunOSIBM AIXHP-UX 11i (pa-risc) HP-UX 11i (ipf) Linux (ipf) development Platforms deployment Platforms Develop on Sun, deploy on Sun Develop on IBM, deploy on IBM, Develop on HP, deploy on HP Develop on Linux deploy on Linux Binary Code Compatible Linux (ia-32) Linux (ia-32) Develop for linux and deploy on any deployment platform via a recompile... Develop and compile on HP-UX 11i for pa-risc deploy on HP-UX 11i for ipf Develop and compile on Linux for ipf deploy on HP-UX 11i for ipf Source Code Compatible

25. Near link speed performance ! Near link speed performance ! Wireless communication based on - IPv4/IPv4 mobile - IPv6 and IPv6 mobile(Q102) Support for Nokia Activ Wireless Server Backward compatible dual stack implementation Secure and authenticated end-to-end transactions Secure networking with IPSEC, includes IKE support hp-ux 11i IP Networking: - Any device - Any place - Any where - Any time HP DNS 8.1.2 twice the performance of Sun’s offering… NFS/TCP for WAN connectivity Optimized NFS 3.0 Performance Fastest Gigabit Ethernet Auto-port aggregation for performance and high availability Dynamic DNS SCSI on TCP for storage Networking scope and performance

26. 25 1998 1999 2000 2001 1st 2nd 3rd 4th 5th 1st 2nd 3rd 4th 5th DHBrown OS Ranking

27. 26 Quality advantage Based on First 7 months of shipments HP has 1/3 the defects & 1/2 the patches When compared to Solaris 8

28. 27 The Best Quality HP-UX Version Ever... 11i customers report quality 6X better than 11.00 after 10 months 11i customers report quality 6X better than 11.00 after 10 months Typical defect rates Typical defect rates

29. For IPF If you want IPF... It’s got to be... 10 Tons The only UNIX operating system for IPF Consistent OS functionality across both architectures: pa-risc and ipf Proven reliability, more functionality, predictability, future proof Broad range of developer- friendly functionality Second release due early ‘02 Second release due early ‘02 Released May ‘01

30. 2. Developer support Native compilers for C, C++, Fortran 3. Linux Affinity Linux API support Linux ABI support For IPF 10 good reasons to offer your customer hp-ux 11i on the IPF platform... 1. Binary compatible with PA-RISC 4. Java Virtual Machine Support Version 1.3 5. Performance and Scalability - supporting 16-cpu today - architected to scale to 64-cpus 6. Comprehensive manageability - Servicecontrol - OpenView enterprise management - Veritas on-line JFS and VxVM - support for hard partitions in rx9600 (16-cpu) system 7. Security - 128-bit RSA encryption, optimized for performance - built-in SSL acceleration at no extra cost - IPSec support for VPNs 8. 2 TB file system support 9. Single system HA - dynamic kernel tunables 10. Broad range of networking options with near link speed throughput Not withstanding Sun or IBM don’t offer IPF Not withstanding Sun or IBM don’t offer IPF

31. Roadmap

32. 31 hp-ux releases timelines for PA-RISC and IPF hp-ux 11.0 hp-ux 11i version 1.5 hp-ux 11i version 2 hp-ux 11i version 3 hp-ux 11i version 4 PA-RISC ONLY IPF ONLY PA-RISC and IPF releases timelines hp-ux 11i version 1.6 One major release every 18 – 24 months 19992001200320052007 Now Shipping

33. 32 Evolutionary Software Model Quarterly Collective SW/HW enablement Releases releases versions and highlights 11i on PA  Scalability  High Availability  Quality  ISV ramp (over 1000)  SuperDome 11i on PA  Scalability  High Availability  Quality  ISV ramp (over 1000)  SuperDome the new model - easy to use, backward compatible the new model - easy to use, backward compatible Q4’00 11i v1 Easy to use backward compatible hp-ux 11i v1.5 11i on IA-64  1 st to market  Technical stacks  Encryp. performance  PA binary support  Itanium Platforms hp-ux 11i v1.5 11i on IA-64  1 st to market  Technical stacks  Encryp. performance  PA binary support  Itanium Platforms Q2’01 A market first for HP! HP-UX for IPF A market first for HP! HP-UX for IPF Mission Critical and ISV friendly Mission Critical and ISV friendly 11i v1.5 A market first, hp-ux for IPF hp-ux 11i v1.6 Mission Critical IA-64  1 st to market McKinley  Mission Critical stacks  HP ISUs  McKinley Platforms hp-ux 11i v1.6 Mission Critical IA-64  1 st to market McKinley  Mission Critical stacks  HP ISUs  McKinley Platforms Q3’02 Q2’03 11i v1.6 Mission critical, ISV friendly Hardware independent Hardware independent hp-ux 11i v 2 HPUX Always On for the Internet  Enterprise IA & PA.  Dynamic Systems [self tuning, self healing] hp-ux 11i v 2 HPUX Always On for the Internet  Enterprise IA & PA.  Dynamic Systems [self tuning, self healing] hp-ux 11i v3 Dynamic Always On  Self Tuning, Self Healing  OEM NonStop hp-ux 11i v3 Dynamic Always On  Self Tuning, Self Healing  OEM NonStop Self-tuning Self-healing Non-stop Self-tuning Self-healing Non-stop 2H’05 11i v2 Hardware independent 11i v3 Self-tuning Self-healing None-stop A market first for HP! HP-UX for IPF A market first for HP! HP-UX for IPF

34. 33 hp servers on itanium processor family hp-9000 netservers appliances past future hp 9000 Committed roadmap, planned transition, proven OS compatibility hp single server product line:

35. Operating Environments Are the single largest innovation to hp-ux in the last 10 years hp-ux 11i Base hp-ux 11i Enterprise hp-ux 11i Mission Critical hp-ux 11i Operating Environments are integrated delivery vehicles for the hp-ux operating system and its associated system software i.e. Operating Environment

36. 35 HP responded by developing HP-UX 11i Operating Environments Every year customers spend million of dollars testing and integrating various software products into something they can deploy - a golden image - they need a general purpose solution - they need an enterprise solution - and they need a mission critical solution. Operating Environments are: pre-integrated and tested so customers can deploy them out of the box or use them to build a more integrated and reliable golden image Operating Environments HP-UX 11i Mission Critical Operating Environment mc/serviceguard hp-ux workload manager serviceguard NFS toolkit Enterprise Cluster Management (ECM) toolkit HP-UX 11i Enterprise Operating Environment online JFS 3.3 mirror disk/UX process resource manager (PRM) glance plus openview performance agent single-system event and availability management Event monitoring services (EMS) HA monitors HP-UX 11i Operating Environment (Base/Internet) hp-ux os network drivers web qos peak hp apache ws ignite/ux java RTE java JDK java JPI cifs client cifs server service control manager system configuration repository software distributor/ux netscape LAPD server pam keberos ems framework netscape communicator delivering values Robust integrated offering ease of mgmt. installation upgrades support global media no codewords simplified license management

37. 36 Not all OEs are the same, not all OEs give -...fast deployment with minimum of fuss... 385 63 minutes2.4 hours3.1 hours 511 71211 # of CDs Time to install Steps to install # of environments offered Installation integration Application integration Codeword bypass Single support offering Note: HP delivers three enterprise OEs and two technical OEs Note: Data based on ETesting study

38. Time Allocated: 10 Minutes, Slide Count Allocated: 5 Slides - Tier- PPL - iCOD- Utility Pricing Models

39. 38 Tier - Based Server $ $$ $$$ Price increases as the size of the server increases definition of licensing models Processor - Based Server CPUs Price increases as the number of processors increases $$$$ User - Based Price increases as the number of users increases Users Server $$$$$$

40. 39 Customers pay for exactly what they use Takes software licensing to a higher level of granularity Simple to manage software assets in a rapidly changing environment Lower entry cost for systems, pay for what youneed, upgrade later - more competitive Encourages upgrading later, instead of over-spec’ing the initial system per-processor licensing benefits

41. 40 Superdome partitions and PPL licensing Each partition has its own: Processors RAM I/O Operating system image Each partition runs an operating environment Operating environments can be easily mixed and matched in a superdome complex CPU Partition 1 4 CPUs Partition 2 4 CPUs Partition 3 4 CPUs CPU Partition 4 4 CPUs OE Base OE Enterprise OE Enterprise OE Mission Critical The customer would need: - for partition 1 - 4xOE Base - for partition 2 - 4xOE Enterprise - for partition 3 - 4xOE Enterprise - for partition 4 - 4xOE Mission Critical The customer would need to purchase: 4 OE Base zero cost 8 OE Enterprise –$6777 x 8 = $54,216 4 OE Mission Critical –$11884 x 4 = $47,536 Total Software$101,752 Note: If the customer reconfigures the server to use more than 8 OE enterprise or 4 OE Mission Critical, additional licenses must be purchased. Note : The above prices do not include any discounts

42. 41 General PPL licensing CPU OE Base 4 CPUs OE Enterprise 8 CPUs Each server would need the following - 4 OE Basezero cost 8 OE Enterprise –$6777 x 8 = $54,216 Typical Config: 65% x 6777 x 4 = $9,487 16 OE Enterprise –$11884 x 16 = $190,144 Typical Config: 65% x 11884 x 7 = $29,115 Note : The above prices do not include any discounts CPU OE Mission Critical 16 CPUs

43. 42 iCOD and Utility Most of HP’s larger system come fully populated in terms of CPUs, no matter what the customer has bought. iCOD allows customers to instantly purchase “additional CPU capacity” by enabling these iCOD CPUs. Customer that have variable work loads have to “spec” their systems to cope with the “maximum” work load expected. Utility is a facility that allows customers “obtain and use a server” where their usage of the server “metered”. The more of the server they use the more they pay. iCOD: Utility:

44. Time Allocated: 5 Minutes, Slide Count Allocated: 3 Slides - Tools - Geography based - Division Based Information Resources

45. 44 Tools…. All of the HP-UX Collateral set is contained on the ESP index page detailed above. If it’s collateral produced by HP-UX product marketing, this is where you’ll find it…. So what does it look like…. HP-UX Index Page ESP keyword: hpuxindex

46. 45 Tools…. The best place to obtain up to date competitive information regarding hp-ux or specific information on how to compete with our competitors offering can be obtained from the “competitive”web site at: http://esp.mayfield.hp.com:2000/nav24/ext/e sycomp/esycomp/index.htm HP-UX Server Competitive Page ESP keyword: hpcompetition