senior vice president and general manager europe, middle east and africa compaq computer corporation...

Senior Vice PresidentSenior Vice President

and General Managerand General Manager

Europe, Middle East and AfricaEurope, Middle East and Africa

Compaq Computer CorporationCompaq Computer Corporation

Navigating the Future Navigating the Future TogetherTogether

Andreas BarthAndreas Barth

December 6-9, 1998December 6-9, 1998

1998 Telecomm Forum (name of presenter, company) 1


Revenues in B$32

1983 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998

24.8

18.1

14.8

10.8

7.2

4.13.33.6

2.91.91.20.60.50.30.1

Compaq History and MilestonesCompaq History and Milestones

19821982 Founded in Houston, Texas Founded in Houston, Texas

19841984 International HQ in Munich International HQ in Munich

19871987 Manufacturing in Scotland Manufacturing in Scotland

19911991 The New Era (Eckhard Pfeiffer) The New Era (Eckhard Pfeiffer)

19941994 #1 PC company worldwide #1 PC company worldwide

19961996 New objective: Top 3 Computer Company New objective: Top 3 Computer Company

19971997 Acquired Tandem Acquired Tandem

19981998 Acquired Digital Acquired Digital

20002000 The Best Enterprise The Best Enterprise Computing Company Computing Company


Extensive Compaq Resources

29,000 Service 29,000 Service ProfessionalsProfessionals

85,000 People85,000 People

57 Subsidiaries57 Subsidiaries

8,000 Sales 8,000 Sales RepsReps

2,000 2,000 ISV/Solutions ISV/Solutions

PartnersPartners 15,000 15,000 Channel Channel PartnersPartners

10 Factories10 Factories

Competency Competency Centres World Centres World

WideWide

140 Countries140 Countries

3 Distribution Centres3 Distribution Centres

20+ Million 20+ Million Potential CustomersPotential Customers 400 Telecom Sales 400 Telecom Sales

& Support in EMEA& Support in EMEA

600 NSIS Project600 NSIS ProjectDelivery PersonnelDelivery Personnel

in EMEAin EMEA

Sophia Antipolis Sophia Antipolis Telecom Telecom

Competency Competency Centre Centre


From a PC to an Enterprise Driven Company

Products, Services and Solutions from Palmtop

to Data Centre

PCs, Servers, Multi-user StorageNon-Stop Computing, Windows NT Solutions


0%2%4%6%8%

10%12%14%16%18%20%

Compaq

Dell

IBM

SNI

HP

Vobis

Fujitsu

% Unit Share% Unit Share

Western Europe Market Share

18.5%


Compaq Drives Server Innovation Development Within Industry Standards

92 93 94 95 96 97 98 99

Billion transactions per day* Redundant Fans*PCI Hot Plug*

Automatic Server Recovery*Remote hardware management softwarePre-failure Warranty

ECC MemoryHot pluggable drivesStandard Server Management*

Online Recovery Server *4 GB memory Storage Capacity 500 GB*

1 GB memoryServer optimized PCI

VI ArchitectureLargest NTCluster TPCFibre-Channel Microsoft Clustered Server*

Standby Recovery Server 10/100 NICRedundant Power Supplies*

FutureDevelopments


• Compaq - Microsoft AllianceCompaq - Microsoft Alliance

• Compaq is the Number 1 NT companyCompaq is the Number 1 NT company– Over 3,000 trained, certified NT professionals, more Over 3,000 trained, certified NT professionals, more

than all competitors combinedthan all competitors combined– NTNT 38%38%– MS ExchangeMS Exchange 70%70%– #1 in Exchange Migration with 3 Million seats world-#1 in Exchange Migration with 3 Million seats world-

wide wide

• Incorporate NonStop, Open VMS and Digital Incorporate NonStop, Open VMS and Digital UNIX capabilities into WNTUNIX capabilities into WNT

• Make Compaq’s Digital UNIX..most WNT Make Compaq’s Digital UNIX..most WNT friendly UNIX -friendly UNIX -The System: Looks & feels like The System: Looks & feels like NT, performs like UNIX.NT, performs like UNIX.

OpenVMS

1998 Telecomm Forum (name of presenter, company)

Alpha Roadmap

• Alpha remains clear 64-bit choice as lead over Merced extended

• 64-bit capability on Windows NT over 2 years before other vendors get their first 64-bit processors

102030405060708090

100110120130140150160170180190200210220

SP

EC

int9

5 p

eak

Relative Performance:

Integer (SPECint95-peak)

21164600 MHz

21264..25u

EV7

IA-64(Merced))

21264600 MHz

EV8

EV68

1995 1998 1999 2000 2001 20020

Most powerful UNIX system Most powerful UNIX system Supports over 104,000 concurrent usersSupports over 104,000 concurrent users Almost 2X best performance of IBM, HP SunAlmost 2X best performance of IBM, HP Sun

1998 Telecomm Forum (name of presenter, company)

Compaq StorageWorks makes the difference for Telecommunications

1. #1 Storage Supplier 22% worldwide open market (IDC)

2. Single Architecture

- Heterogeneous Platform and OS - Desktop to Datacentre

3. Network Storage “...the most developed SAN exploitation

strategy we have seen to date.” Gartner Oct 98

4. Simplified Management - Centralized Management View

- Physically Distributed Resources - Modular, Scaleable Building Blocks

5. Investment Protection Bridging Solutions eliminate technological

obsolescence


Digital UNIXApplications AvailableApplications Available::

– Over 5,600 64-bit applications Over 5,600 64-bit applications

Resources:Resources:– 3000 Engineers world wide3000 Engineers world wide

– $300M worth of Development $300M worth of Development (Digital UNIX and Alpha)(Digital UNIX and Alpha)

Digital UNIX ISV Partnerships:Digital UNIX ISV Partnerships:– ISV ports grown >1,000 year/97 ISV ports grown >1,000 year/97

– New applications 15/weekNew applications 15/week

OVMS400 engineers /500 consultants400 engineers /500 consultants

Over 450,000 systems installedOver 450,000 systems installed

Over 10 million usersOver 10 million users

>50% of cell phones billed >50% of cell phones billed

Makes 90% of all CPU chipsMakes 90% of all CPU chips

75% of stock exchanges 75% of stock exchanges (OVMS and (OVMS and

Himalaya) Himalaya) && Dominance in lotteryDominance in lottery

Investment: Investment:

– R&D approx. $100 M/yearR&D approx. $100 M/year

– October Galaxy AnnouncementOctober Galaxy Announcement

Compaq and Digital UNIX & OVMSCompaq and Digital UNIX & OVMS

OpenVMS


Compaq and NonStop Computing 850 Customers Including:850 Customers Including:

– Ericsson, Cellnet, Rabobank, Hungarian Telephone, SIA, Merita, Ericsson, Cellnet, Rabobank, Hungarian Telephone, SIA, Merita, Peugeot/Citroen, Deutsche Telecom, Telekurs, Daimler Benz, Quelle, ING Peugeot/Citroen, Deutsche Telecom, Telekurs, Daimler Benz, Quelle, ING Bank, Tele Danmark, Natwest, CrestCoBank, Tele Danmark, Natwest, CrestCo

1200 Sites, 36% of High Availability Market:1200 Sites, 36% of High Availability Market:– Consistent support throughout EuropeConsistent support throughout Europe

50% of the cell phone billing 50% of the cell phone billing 2800 NSK Systems2800 NSK Systems 200 Partners including:200 Partners including:

– Banksys, CAP Gemini, Globeset, WM-DATA, MPACT-IMMEDIA, TATA, Banksys, CAP Gemini, Globeset, WM-DATA, MPACT-IMMEDIA, TATA, LOGICA, SBF - Bourse de Paris, ACI, MPCT, Deluxe, VICORP, CALOGICA, SBF - Bourse de Paris, ACI, MPCT, Deluxe, VICORP, CA

Application Types:Application Types:– Financial Services, Telecommunications, Decision Support, e-CommerceFinancial Services, Telecommunications, Decision Support, e-Commerce

Investment:Investment:– R&D approx. $250 M/yearR&D approx. $250 M/year

– Alpha Chip on HimalayaAlpha Chip on Himalaya


Customer Services

OperationsManagement

Services

Network & SystemIntegration Services

Clients/Servers OVMS/VAX Support NSK Support UNIX Support Packaged Services

CarePaqs Business Critical Year 2000/Euro Software Telecom Specific: Business Critical Support, Procurement & Test, Warranty Resources:Resources:

7600 employees

Vertical SolutionsTelecom Finance

Horizontal Solutions- NT Infrastructure

NT Related- mail, SQL Server,Internet

UNIX Integration Business CriticalTelecom Specific: custom projects, Software Development, project management and delivery, Network IntegrationResources:Resources:

3300 employees

Outsourcing Customer Helpdesks Enterprise Infrastructure mgmt Internet/IntranetTelecom Specific: “follow-the-sun” services, operation & support management, Network Management, Implementation

Resources:Resources:1100 employees

Compaq Services EMEA


Communications Industry Requirements

• ScaleabilityScaleability

• High-Reliability High-Reliability

• CustomizationCustomization

• New Services New Services

• PartnershipsPartnerships


• Scenario:Scenario: Bouygues - one of the fastest growing GSM/DCS Bouygues - one of the fastest growing GSM/DCS service providers in EMEA service providers in EMEA UsersUsers

100,000 users in 1995100,000 users in 1995

250,000 users in 1996 250,000 users in 1996

500,000 users in 1997500,000 users in 1997

>1 Million users in 1998>1 Million users in 1998

• IT Requirement:IT Requirement: Scaleable Platform for business-critical Scaleable Platform for business-critical applicationsapplications– Customer Care and Billing with LHS and CAP GeminiCustomer Care and Billing with LHS and CAP Gemini

– TeMIP and Call Center with SEMA as Prime Contractor TeMIP and Call Center with SEMA as Prime Contractor

– Prepaid card with ORGA and CAP GeminiPrepaid card with ORGA and CAP Gemini

– Voice Platforms with ATOSVoice Platforms with ATOS

Scaleability: Bouygues TelecomScaleability: Bouygues Telecom

0

200000

400000

600000

800000

1000000

1995 1996 1997 1998

Subscribers


UsersUsers EquipmentEquipment

100,000 users in 1995100,000 users in 1995 1 Billing, 1 Rating & 1 Backup machine 1 Billing, 1 Rating & 1 Backup machine 2 2 CPU/2GM memory eachCPU/2GM memory each

250,000 users in 1996 250,000 users in 1996 + 2 CPUs, 2GB memory for each + 2 CPUs, 2GB memory for each

500,000 users in 1997500,000 users in 1997 + 8 CPUs, 6GB memory (Billing/Backup) + 8 CPUs, 6GB memory (Billing/Backup)

>1 Million users in 1998>1 Million users in 1998 + 2 Machines with new technology+ 2 Machines with new technology

• Compaq’s Value Proposition: Compaq’s Value Proposition: – Scaleable Alpha Architecture: Scaleable Alpha Architecture:

• Compaq’s Commitment:Compaq’s Commitment: – Offered “Performance Commitment”- after analysis of customer needs and specific Offered “Performance Commitment”- after analysis of customer needs and specific

software performance, design a global solution and provide the add-ons free, if service software performance, design a global solution and provide the add-ons free, if service level agreement is not reachedlevel agreement is not reached

Scaleability: Bouygues TelecomScaleability: Bouygues Telecom


High Reliability: Nokia • Scenario:Scenario: Nokia ships worldwide high-performance service nodes which Nokia ships worldwide high-performance service nodes which

provide wireless operators with revenue-generating enhanced services provide wireless operators with revenue-generating enhanced services capabilities.capabilities.

– Equipment supports over 1300 concurrent users world wide daily with 24/7 Equipment supports over 1300 concurrent users world wide daily with 24/7 support.support.

• IT Requirement:IT Requirement: 24x7 Support of Nokia’s DX200 switch software 24x7 Support of Nokia’s DX200 switch software

– Existing architecture based on Clustering + AlphaServerIP solution with Existing architecture based on Clustering + AlphaServerIP solution with OVMS to provide OVMS to provide 99.985%99.985% reliability (NSIS Data) reliability (NSIS Data)

• Compaq’s Value Proposition:Compaq’s Value Proposition: Business Critical Services for 24x7 support Business Critical Services for 24x7 support world wide of Digital Vax cluster, AlphaServer platformsworld wide of Digital Vax cluster, AlphaServer platforms

• Compaq’s Commitment:Compaq’s Commitment: 24x7 guaranteed support, service level agreement, 24x7 guaranteed support, service level agreement, longevity of equipment- Nokia has been running these for 10 yearslongevity of equipment- Nokia has been running these for 10 years


• Scenario:Scenario: Hardware and Software Support for mission-critical Hardware and Software Support for mission-critical applications applications – Call Detail Record Collection Call Detail Record Collection

– Directory Assistance Directory Assistance

– Network Monitoring and Control Network Monitoring and Control

– Intelligent NetworkingIntelligent Networking

• IT Requirement:IT Requirement:– Scalaeble Fault-Tolerant platformsScalaeble Fault-Tolerant platforms

– Ability to interface with multiple applicationsAbility to interface with multiple applications

• Compaq’s Value PropositionCompaq’s Value Proposition: : – Himalaya Fault-Tolerant systemsHimalaya Fault-Tolerant systems

– Openness of platformOpenness of platform

– Ability to grow with business by adding CPUs in ”live mode”Ability to grow with business by adding CPUs in ”live mode”

– Ability to deploy custom services- i.e. location sensitive billing servicesAbility to deploy custom services- i.e. location sensitive billing services

• Compaq’s Commitments:Compaq’s Commitments:– Never-fail operations at 99.9997% Never-fail operations at 99.9997%

High Reliability Fault-Tolerant Solution: TeleDanmark


Customization: Deutsche Telekom

• Scenario:Scenario: Providing a turn-key solution including planning, hardware, software, Providing a turn-key solution including planning, hardware, software, integration, testing for a high-performance, robust Intelligent Network.integration, testing for a high-performance, robust Intelligent Network.

– Service Control Point provided by AlcatelService Control Point provided by Alcatel

– Service Management System provided by CompaqService Management System provided by Compaq

• IT Requirement:IT Requirement: Service Management System Service Management System

– Extension of customer capacity from 160K to 220K (40%) Intelligent Network Extension of customer capacity from 160K to 220K (40%) Intelligent Network numbers/customers numbers/customers

• Providing complete replication of the whole DTAG IN system for disaster Providing complete replication of the whole DTAG IN system for disaster tolerancetolerance

• Always providing enhancements based on customer requirements: e.g. a 1998 Always providing enhancements based on customer requirements: e.g. a 1998 service was to provide free-phone service scaleable from Germany-wide to city-service was to provide free-phone service scaleable from Germany-wide to city-widewide


Customization: Deutsche Telekom • Compaq’s Value Proposition:Compaq’s Value Proposition:

– Working relationship with Alcatel-SELWorking relationship with Alcatel-SEL– Custom Project Delivery Capability through NSIS including: project management, Custom Project Delivery Capability through NSIS including: project management,

systems integration, software development, 35 Peoplesystems integration, software development, 35 People– Alpha Architecture excellence - gives customer scaleability and the possibility to Alpha Architecture excellence - gives customer scaleability and the possibility to

extend system in various ways not offered by competition’s hardwareextend system in various ways not offered by competition’s hardware

• Compaq’s Commitments:Compaq’s Commitments:– Performance guarantees have been met- number of customers, capacity, access Performance guarantees have been met- number of customers, capacity, access

pointspoints– On-time delivery for all 7 phases of solutionOn-time delivery for all 7 phases of solution– 7 Year project lifecycle management7 Year project lifecycle management– Introducing Internet accessIntroducing Internet access


Customization: British Telecom• Scenario Scenario (Cambridge Project):

– New generation Intelligent Network allowing the rapid New generation Intelligent Network allowing the rapid deployment of new services in a timely/cost-effective mannerdeployment of new services in a timely/cost-effective manner

– Launch of Virtual Call Center servicesLaunch of Virtual Call Center services

– BT provides marketing information about the caller: name, BT provides marketing information about the caller: name, address, location, time of calladdress, location, time of call

• IT Requirements:IT Requirements:

– System Integration including 3rd Party software and hardwareSystem Integration including 3rd Party software and hardware

– First time BT deployed standard IT equipment into its core First time BT deployed standard IT equipment into its core telephony networktelephony network


• Compaq’s Value Proposition: Compaq’s Value Proposition: – NSIS services including: project management, systems integration, NSIS services including: project management, systems integration,

custom software development, end-to-end testing, break-fix, Business custom software development, end-to-end testing, break-fix, Business Critical Solution SupportCritical Solution Support

– Alpha and Intel Servers Running NTAlpha and Intel Servers Running NT

– Applications from partners GeoTel and Amarex CorpApplications from partners GeoTel and Amarex Corp

– Rapid development of SS7 InterfaceRapid development of SS7 Interface

• Compaq’s Commitments:Compaq’s Commitments:– Delivery on time- Project took under 2 yearsDelivery on time- Project took under 2 years

• SS7 interface development took 6 monthsSS7 interface development took 6 months

– 35 Engineers and Product Managers for development35 Engineers and Product Managers for development

– 20 Hardware engineers for configuration & implementation20 Hardware engineers for configuration & implementation

Customization: British Telecom


New Services Deployment: TelePost• TelePostTelePost- Founded in December 1996 with seed financing from Telenor. Purpose is - Founded in December 1996 with seed financing from Telenor. Purpose is

to Exploit the market for Web-centric messaging, collaboration and computer to Exploit the market for Web-centric messaging, collaboration and computer telephony.telephony.

Established European & US operationsEstablished European & US operations 75 employees & consultants75 employees & consultants

• Scenario:Scenario: Rapid implementation of service nodes in 65 countries within 18 months that Rapid implementation of service nodes in 65 countries within 18 months that provide functionality to TelePost’s ISP customers. provide functionality to TelePost’s ISP customers.

• Ability to quickly add host of new services to existing suiteAbility to quickly add host of new services to existing suite• Web-based conference callingWeb-based conference calling• Unified messagingUnified messaging• Ring-me-now/follow-me-nowRing-me-now/follow-me-now• On-line presentation centerOn-line presentation center

• IT Requirement:IT Requirement:

– Build, deploy and manage the world wide network of service nodesBuild, deploy and manage the world wide network of service nodes


• Compaq’s Value Proposition:Compaq’s Value Proposition:

– Compaq owns & operates all world wide nodesCompaq owns & operates all world wide nodes

– Customer Services providing: procurement and testing, installation of Customer Services providing: procurement and testing, installation of platforms, warrantyplatforms, warranty

– OMS services including: follow-the-sun service, program & implementation OMS services including: follow-the-sun service, program & implementation management, network management, operations and supportmanagement, network management, operations and support

• Compaq’s Commitments:Compaq’s Commitments:

– Delivery on time, world wideDelivery on time, world wide

• Starting in Norway, Denmark & UKStarting in Norway, Denmark & UK

– Currently Implementing: 9 Nodes in 6 Additional locations in 4 countriesCurrently Implementing: 9 Nodes in 6 Additional locations in 4 countries

New Services Deployment: Telepost


New Services Deployment5 GSM Operators• Scenario:Scenario: Launch new value-added services based on voice-activated user interfaces, i.e. Launch new value-added services based on voice-activated user interfaces, i.e.

personal call-routing profiles, voice mail retrievalspersonal call-routing profiles, voice mail retrievals

• IT Requirement:IT Requirement: – Cost-effective, industry standard based IT platforms which can scale from low entry levels (50 Cost-effective, industry standard based IT platforms which can scale from low entry levels (50

concurrent ports) to high usage (500-1000 concurrent ports)concurrent ports) to high usage (500-1000 concurrent ports)

– Concept: based on an automated personal assistantConcept: based on an automated personal assistant

– Rapid deployment in competitive marketsRapid deployment in competitive markets

• Compaq’s Value Proposition:Compaq’s Value Proposition:– Exclusive Partnership with Wildfire application softwareExclusive Partnership with Wildfire application software

– Clusters of Intel servers running NTClusters of Intel servers running NT

– Cost-effective deploymentCost-effective deployment

• Compaq’s Commitments:Compaq’s Commitments:– Pricing based on subscriber take-up and traffic usagePricing based on subscriber take-up and traffic usage

– ScaleabilityScaleability


Partnership: BT Intranet • Scenario (BT Intranet Complete)

– Launch throughout EMEA Virtual Private Intranet ServicesLaunch throughout EMEA Virtual Private Intranet Services– BT’s customers offered self-build and managed ISP services BT’s customers offered self-build and managed ISP services – Packaged Intranet solutions based on AltaVista & other partner apps Packaged Intranet solutions based on AltaVista & other partner apps – Remotely managed ISP services Remotely managed ISP services

• IT Requirements:– Service-Ready Infrastructure in many countries & Intranet qualifications

• Compaq’s Value PropositionCompaq’s Value Proposition::– Industry Standard Intel ServersIndustry Standard Intel Servers– S.I. Project Management and Technical ConsultancyS.I. Project Management and Technical Consultancy– Remotely managed server farmsRemotely managed server farms

• Compaq’s Commitments:– No other IT Vendor could offer the full range of products and services for No other IT Vendor could offer the full range of products and services for

Intranet technology Intranet technology – Certified service personnelCertified service personnel


Go To Market Model

Compaq Major Accounts

Compaq Call

Centers

Compaq Channel

Sales

Retailers

Global and Major Accounts SMB Consumers

Major Accounts

Product Sales Specialists

Service Sales Specialists e -

Commerce

Channel- Distributors- VARs and Resellers- System Integrators- System Resellers

Global Accounts


Global AccountsGlobal Accounts

• Compaq has 150 Global Accounts – 80 EMEA-basedCompaq has 150 Global Accounts – 80 EMEA-based

– Purchase Volume $20M annuallyPurchase Volume $20M annually

– Purchasing > 2 GeographiesPurchasing > 2 Geographies

• New Global Account Organization World Wide & Geo levelNew Global Account Organization World Wide & Geo level

– Empowered EMEA Global Account ManagersEmpowered EMEA Global Account Managers

• Accountable / team management at World Wide levelAccountable / team management at World Wide level

• Very senior 15 years+ experienceVery senior 15 years+ experience

– Consistent world wide pricing structureConsistent world wide pricing structure

– Coherent world wide product & service offeringCoherent world wide product & service offering

– Special availability termsSpecial availability terms

• Compaq has 150 Global Accounts – 80 EMEA-basedCompaq has 150 Global Accounts – 80 EMEA-based

– Purchase Volume $20M annuallyPurchase Volume $20M annually

– Purchasing > 2 GeographiesPurchasing > 2 Geographies

• New Global Account Organization World Wide & Geo levelNew Global Account Organization World Wide & Geo level

– Empowered EMEA Global Account ManagersEmpowered EMEA Global Account Managers

• Accountable / team management at World Wide levelAccountable / team management at World Wide level

• Very senior 15 years+ experienceVery senior 15 years+ experience

– Consistent world wide pricing structureConsistent world wide pricing structure

– Coherent world wide product & service offeringCoherent world wide product & service offering

– Special availability termsSpecial availability terms

1998 Telecomm Forum

Compaq Telecom Market Position EMEACompaq Telecom Market Position EMEA

Source: Industry analysts

Compaq Revenue 1998

$1.6B, 25% Growth

IBM26%

Compaq12%

HP11%

Sun8%

Others43%

• Sophia Antipolis Solution CentreSophia Antipolis Solution Centre– 32 Business Development, 32 Business Development,

Marketing and Pre-SalesMarketing and Pre-Sales

– 30 NSIS Professionals30 NSIS Professionals

– 8 Customer Services Professionals 8 Customer Services Professionals doing Business-Critical servicesdoing Business-Critical services

– 120 Software Engineering120 Software Engineering

• Telecom Sales and Sales Support in Telecom Sales and Sales Support in CountriesCountries– 400 approx. 400 approx.

• NSISNSIS– 600 project delivery Personnel600 project delivery Personnel


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