I am glad to read these comments from Eero, and my hopes are that the one
track mind of many at HP management changes. The credibility of the 3000
platform that stands as high or better than any other, the obvious zeal and
support from its users, and the reality that its maturity and openness
attracts new big $$$ customers, speak so loud in its favor that  EVEN A DEAF
CAN HEAR IT!
 
I have a question regarding sales people. The opportunity to sell UN*X boxes
is higher because of the actual boom, but since profit margins are better,
are sales commissions the same?. I ask because the volume itself is enough
reason for sales people to put almost all efforts in the 9000s, but if the
commissions are different, sales people would feel they are losing every
time the customer chooses a 3000 and then, why bother?
 
Even if percentages are the same, the next argument is that to sell UN*X you
do not have to be very knowledgeable since most customers are familiar with
it and biased by the media and the trend. To sell a 3000 you must know
enough to point out the MANY advantages that have made it come on top on
many recent surveys and articles. These means more dedication to learn and
unless there is a real benefit for the sales force, they will simply not do
it.
 
So HP should develop an aggressive campaign to teach the sales force the
true differences between the 3000s and the 9000s, how to calculate the whole
cost that would truly compare a 9000 with all the functionality integrated
in the software and hardware of a 3000, the proven higher reliability for
mission critical applications of the 3000, and .... wait a minute, better
stop now or might soon receive some replies asking for details on "How to
sell an HP3000".
 
Maybe a good way to help on this is to have the HP sales force read some of
the EXTREMELY GOOD messages on this list.
 
So listen up there, HP Marketing and Sales.
 
Regards,
[log in to unmask] (13 years on a 3000 and STILL happy with it)
 ----------
>From: Eero Laurila
>To: lopezrod; Multiple recipients of list HP3000-L
>Subject: Re: Does HP care about the 3k?
>Date: Wed, Feb 1, 1995 2:01PM
>
>
>I think you missed the tiny part about 3k in the annual report
>but that has been pointed out already.  What I wanted to respond to
>was the general feeling I've got and the way I see things have gone
>and are going.
>
>I think I agree with you that it seems that there's lack of HP3000
>(HP)folks out there and I bet there are some people in HP who wish the
>3k to disappear.  I also have the feeling that (almost) everyone
>out in the field has jumped to hp9000 bandwagon abandoning the hp3000
>(specially sales) as the hp9000 has been so easy to sell during the
>recent unix-boom... one doesn't really have to work to make the quota.
>I also feel that this has caused the hp3000 knowledgeable sales people
>to disappear (sales typically has high turnaround - (at least that's
>my feeling about it)).  People who used to know how and where to sell
>an hp3000 have moved on and new sales folks probably cannot even spell
>anything else than unix.  Fortunately CSY has realized this and started
>rattling cages about this in the sales organization - some of the
>results were already seen in FY '94.
>
>Being here in HP CSY lab, I hear a strong message from our management
>that we are doing everything in our power to develop new functionality,
>participate in new hardware and software projects, ensure future growth
>and so on for hp3k.  Also, compared to past, this looks much better as
>more lab engineers are doing new development on hp3000 than last year.
>I won't discuss any development projects here, just to let you know
>that there's more happening on 3000 now than during past few years.
>
>I sincerely hope that the turn in hp3000 sales that happened last year
>will be a permanent one and that hp3000 sales will continue to grow
>steadily.  I've heard several people say that this seems to be the
>hp3000's second coming.  I sure hope so - however, it's not up to us,
>it's the computer market and customers who have the final word on it.
>
>:-)  Eero Laurila - HP CSY Netwroking lab.
>