To: Craig Stevenson who wrote (14271 ) 2/11/1998 7:32:00 PM From: Alan Aronoff Read Replies (2) | Respond to of 29386
An IBD article. FC's Tier 1 SAN players battling it out in the market place. Hope they're all investing in the best technology available or someone's going to get creamed... News Alert from Investors Business Daily via Quote.com Topic: (NYSE:HWP) Hewlett Packard Co, (NASDAQ:SUNW) Sun Microsystems, (NYSE:CPQ) Compaq Computer Corp, (NYSE:DEC) Digital Equipment Corp, (NASDAQ:MSFT) Microsoft Corp, Quote.com News Item #5379642 Headline: Computers & Technology DEC 'Partners' Fair Game For HP, Sun ====================================================================== The best defense is a good offense. So goes the thinking at Hewlett-Packard Co. and Sun Microsystems Inc. Both companies are reacting to rival Compaq Computer Corp.'s planned $9 billion buyout of Digital Equipment Corp. DEC, Sun and HP compete in Unix systems. This standard operating system dominates the market for high-end networks. Compaq has focused on lowerend systems running Microsoft Corp.'s Windows NT operating software. Alert to the new challenge from Compaq, HP and Sun are eyeing DEC's customers, distributors and employees. Most vulnerable are DEC's customers who use Unix software. Some observers question whether Compaq will continue to support DEC's Unix base. Unix is Sun's core business. And the company will actively recruit Digital engineers. "There's some really great Unix development people at DEC. We're going to see if we can lure a few," said John Shoemaker, vice president and general manager of Sun's Enterprise Server and Storage Group. HP is concerned about the threat of Compaq as a rival soup-to-nuts computer systems house. "This does present a serious challenge to HP . . . . Of course, it's a concern to us," said Nick Earle, worldwide marketing manager for HP's Enterprise Systems Group. As such, HP has begun a number of poaching initiatives. The company has posted on its Web site the following message addressed to Digital's Unix customers: "As a Unix professional, news of Compaq Computer's proposed buyout of Digital may have first brought a sigh of relief. A financially sound PC manufacturer has stepped in to rescue your chosen vendor for Unix platforms. But, upon further reflection, you may become a bit nervous about the potential ramifications of the merger . . . " That's just the first volley from Palo Alto, Calif.based HP. HP also has targeted Digital's customers with a new print media advertising campaign. One ad reads: "Digital. Totally committed to Unix. Until last week." And HP has bought a list of DEC customers, who soon will receive direct mailings from HP, Earle said. The HP pitch will be to offer Digital computer users attractive trade-in terms. "We're offering buybacks. We'll buy back (Digital Vax and Alpha servers) as trade-ins for HP systems," said Earle. HP will pay "extremely generous" prices, he said. Many Unix systems are marketed through resellers. And HP has Digital's resellers in its cross hairs. "We are definitely looking at Digital resellers, Unix resellers," said Earle. Unix resellers provide more value in the form of technical expertise and software than, say, PC or NT systems resellers. Hence, HP's interest in luring away Digital's Unix channel partners. Compaq likely will support Digital's high-end Unix customers, says Chris Christiansen, an analyst with Framingham, Mass.-based International Data Corp. These, after all, are some of the large commercial accounts that interested Compaq in the first place. But Compaq likely will try to steer smaller Unix customers toward its NT systems, says Christiansen. Will HP and Sun be able to siphon off business from Compaq? "I think it's going to be real tough," said Christiansen. "A lot of customers are fairly happy with the acquisition." HP's Earle says there have been no big defections yet. But he hopes to have at least one major Digital trophy customer by the end of the month. "We're hoping for an early win," said Earle.