Transcript hp-ux 11i ipf pricing

hp-ux 11i
ipf
pricing
hp-ux 11i pricing proposal
For Discussion Only
Mike Wardley
hp-ux 11i Marketing
hp confidential
hp-ux 11i
ipf
pricing
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hp-ux 11i pricing – strategic considerations
Price licensing based on number of processors (PPL)
– Easiest/cleanest way to transition to pricing models under consideration for Q3 ’03
timeframe
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Establish consistent pricing for commercial and technical server (TCOE) markets
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Price the OS competitive to Sun and IBM as measured by aggregate pricing (Server +
OS)
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Price the OS specific to enterprise customers
– Including enterprise research and engineering customers
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Price the OS relative to Microsoft (.Net Enterprise Server and .Net Data Center
editions only)
– Competitive under 8 CPUs
– Command premium beyond 8 CPUs
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Provide flexibility for customers to purchase OS licenses independent of Systems
– Eg. Customers may be able to purchase “x” number of systems and “y” number of licenses
and have the flexibility to deploy on the systems
hp confidential
hp-ux 11i
ipf
pricing
hp-ux 11i products for ipf
Common Components
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Base HP-UX kernel and
commands
EMS Framework
Judy libraries
Software Distributor
Casey Kernel
Configurator
UpdateUX
Tachlite Fibre Channel
driver
Gigabit Ethernet
Online Diagnostics
Perl
Apache Webserver
Java JRE v1.3
Base VxVM
Ignite-UX install utilities
Base hp-ux 11i
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CIFS Server
CIFS Client
Netscape Communicator
PAM Kerberos
HP App. Server
MTOE
 3D Graphic Dev Kit
 Netscape Communicator
 Technical System Configurator
TCOE
 CIFS Server
 CIFS Client
 MLIB
 MPI
 PAM Kerberos
hp confidential
hp-ux 11i
ipf
pricing
hp-ux 11i oe positioning
hp-ux 11i
Operating system for commercial servers for the
enterprise customers.
Targeted industries: Telco/xSP, Manufacturing,
Finance, Banking, Transportation.
TCOE
Operating system for technical server customers
for scientific and engineering applications.
Specifically for compute servers, PDM servers
and NFS file server
MTOE
Operating system for workstations and compute
clusters.
hp confidential
hp-ux 11i
ipf
pricing
hp-ux 11i platform support matrix
Everest (4 way)
1x Server
Longs Peak (2)
1X Server
Longs Peak (2)
5X Tech
hp-ux 11i
MTOE
TCOE
Rational:
 Maximize revenue and gross margins for 1X server business
 Meets the needs of price sensitive TCD customers
hp confidential
hp-ux 11i
ipf
pricing
hp-ux 11i proposed pricing
List Price
hp-ux 11i
$2995/CPU
TCOE
$2995/CPU
TCOE
Proposed by TCD
$490/CPU
MTOE
Proposed by TCD
$245/System
hp confidential
hp-ux 11i
ipf
pricing
hp-ux 11i ISU support matrix for
commercial and technical server markets
hp-ux 11i
TCOE
MTOE
MC SG
OJFS
VxVM
PRM
JVM
ISU supported
ISU not supported
Rational: Deliver value and command appropriate price for
server-class application
hp confidential
hp-ux 11i
ipf
pricing
1 CPU
hp-ux 11i pricing relative to Microsoft
Microsoft
hp-ux 11i
TCOE
MTOE
$2895 + client lic.
$2995
$245
In a 1-way config
hp-ux will be at
price parity
2 CPU
$2895 + client lic.
$5990
$245
In a 2-way config
hp-ux will have a
price premium of
~$2200 nett
In addition Windows .Net has an addition charge for client connections at $40/client.
According to DH Brown, typical recommendation is 50 clients per CPU.
So For 1-CPU configuration there will be an additional cost of $2000
and for 2-CPU configuration there will be an additional configuration of $4000
hp confidential
hp-ux 11i
ipf
pricing
hp-ux 11i pricing assumptions
• microsoft’s pricing of .Net will be at or above Win 2K pricing
• any system price changes (reductions) by Sun or IBM should be
reacted by appropriate price changes in HP HW systems alone
• hp-ux pricing is some what inelastic in the markets and applications we
are targeting
• we will be able to successfully manage low list/low discount pricing
model
• we will be able to successfully prepare and train the product ops, sales
and channels organizations to sell OS as an independent entity
hp confidential