Three points:

        - Make it clear that your software runs on either operating system
        - Don't link your fate to that of MPE
        - Try to let the history of the system running on MPE sell it

I know that your software already runs on UNIX.  Therefore, since you can
run on Solaris, keep that fact at the forefront of all of the discussions.
In fact, I have found that one of the most effective sales techniques for
selling MPE is to tell the customer that you run on UNIX and MPE, however,
you recommend MPE.

When I was the principal owner of a company that sold MPE and UNIX machines
I was such a strong MPE advocate that there were times when customers
thought that was all I sold and eliminated us from consideration based on
that point.  Therefore, be very clear to all parties that you can run on
either platform.

Finally, you've have the best argument in your e-mail to the group.  You're
pleased with the reliability.  Since the customer has n-years of history
with MPE get them to document it.  The can then get Sun to bid a system that
will  match that amount of reliability.   Have the customer write in an
acceptance period and penalties and/or cancellation options into the Sun
contract.  Penalties could include free upgrades of hardware and/or software
to meet that reliablity goal at no charge to the end-user customer.
Obviously, a cancellation option means that they can send the hardware back
and get all of their money back if the systems fail to meet stated goals
during an acceptance period.  Have Sun also provide sysadmin time estimates,
etc. so that the cost to own and operate can be properly evaluated.

What I expect as a result of this effort is one of two outcomes.  If the
people selling the Sun solution are realistic to begin with the price of the
hardware, software and integration expense to match the MPE system
reliability will kill the project.  If they are not realistic, your customer
could get a very nice deal on hardware and software products as the system
is upgraded in order to meet stated goals.

Charles Finley
Transformix Computer Corporation
1832 Bailey Dr.
Oceanside, CA  92054
(760) 439-3146


> -----Original Message-----
> From: HP-3000 Systems Discussion [mailto:[log in to unmask]]On
> Behalf Of Donna Garverick
> Sent: Wednesday, September 26, 2001 10:23 AM
> To: [log in to unmask]
> Subject: Re: looking for an MPE advocate
>
>
> Joe Weisman wrote:
>
> > So, I am here looking for advice, or volunteers, or something.  I
> > am not sure what kind of person I am thinking about; someone who is
> > somehow more balanced and technical than a sales representative but I
> > am not sure what that means.  Maybe HP has such people or maybe someone
> > who doesn't work for HP would provide be percieved as having a bias
> > based on their experience rather than their employer.
>
> (has csy actually responded?  the mildly curious are wondering....)
>
> here's my two-cents worth.  don't try to sell your application on the
> merits of mpe -- it won't work (imo).  there's sufficient bias against
> and/or misunderstanding of mpe that it's probably a losing battle from the
> git-go (which is unfortunate but that's a different thread).  you need to
> sell your application on how it's better (whatever 'better'
> means) that the
> competition's.  you're in an open market and anything goes.  there are
> other application/solution providers like you on the list and many (i
> think) would tell you the same thing.
>
> going back to something you've said earlier:
>
> > I have always been candid with them that my enthusiasm for MPE is at
> > least partly based on my long experience and familiarity.  I am not
> > entirely unwilling to learn new tricks but the old ones are so
> > comfortable!
>
> to me, that's a dangerous trap -- especially when mpe is your platform of
> choice.  to me -- a lot of what is hurting mpe is this exact attitude.  i
> not criticizing you, but i am encouraging you to take a new look at what
> you can do with an mpe system -- and for very little money!  there is such
> a wealth of free/shareware available now that you're really only
> limited by
> your creativity.
>
> *and* if you want to toot mpe's horn to your client -- then that point --
> the bargin that mpe is when compared to other solutions -- is what you
> should emphasize.  hth           - d
>
> --
> Donna Garverick     Sr. System Programmer
> 925-210-6631        [log in to unmask]
>
> >>>MY opinions, not Longs Drug Stores'<<<
>
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