From: Michael_Dona...@Novell.COM (Donahue, Michael)
Subject: PR-Compaq and Novell Join Force
Organization: Novell, Inc.
Date: Wed, 22 Sep 1993 17:47:35 GMT
Compaq and Novell Join Forces to Advance, Simplify Enterprise Networking
"Enterprise Computing Partnership" to Redefine Customer Ease-of-Ownership
and Network Integration
HOUSTON, Sept. 21, 1993 -- In an innovative move to redefine
"ease-of-ownership," Compaq Computer Corporation (NYSE: CPQ) and Novell,
Inc. (NASDAQ: NOVL) have signed a formal agreement to make it easier for
customers to migrate business-critical applications to PC servers,
simplify the operation and maintenance of networks, and speed the
development and availability of NetWare for Compaq multiprocessing (MP)
The agreement, called the Enterprise Computing Partnership, defines a
broad set of coordinated activities including the implementation of joint
marketing and sales programs, the design of integrated hardware and
software platforms, the development of industry-wide network testing
standards and procedures, and extensive support and service programs.
"This partnership represents a shared vision and commitment between
Compaq and Novell to make enterprise networking easier for our
customers," said Raymond J. Noorda, President and Chief Executive Officer
"Through Novell's existing partnership with Compaq, we've addressed some
of our customers' needs for better network management and easier, more
reliable server installation.
Our new partnership lets us expand those efforts, allowing us to provide
the direction, the products, and the support that our enterprise
"We know that networking applications are mission critical for our
customers -- 70 percent of our customers have told us so. At the same
time, our customers tell us that the costs associated with the operation
and management of those server environments are substantial -- as high as
85 percent, " said Eckhard Pfeiffer, President and Chief Executive
Officer, Compaq Computer Corporation. "This agreement addresses our
customers' critical ease-of-ownership issues by going beyond the
framework of traditional inter-company relationships."
"Compaq and Novell are deeply committed to solving these problems and are
allocating significant people and dollar resources in order to cross
train our sales forces. Knowledgeable sales teams will be able to
jointly recommend dependable and proven enterprise-wide solutions based
on Compaq/Novell platforms, " added Pfeiffer.
Compaq servers command a 28 percent marketshare in the dealer channel
year-to-date, through the first seven months of 1993, according to
Storeboard. In addition, 61 percent of network nodes worldwide run
under Novell NetWare, according to IDC.
"This partnership not only legitimizes this platform, but will also serve
to strengthen our shared leadership in this market," added Pfeiffer.
Key Cooperative Areas
As a result of the Enterprise Computing Partnership, the following key
areas will be addressed: Simplified Selection, Installation and Operation
of PC Networks
_ Both partners will work together to simplify and expedite the
selection of networks for their mutual customers by sharing technical
support information, coordinating pre-sales activities, conducting joint
seminars, and making joint presentations and recommendations. The
work together to develop, integrate and test Compaq/Novell platforms
on industry standards. This will enable customers to implement
enterprise-wide solutions and satisfy their requirements more quickly and
_ Work is in progress, and will continue, to simplify and increase the
reliability of network management through enhancements to Compaq Insight
_ In addition, the companies are working on more reliable and
optimized ways to install NetWare. Using Compaq SmartStart -- an
intelligent CD-ROM based installation process -- will make server
installation easier and
lower overall operational costs in network environments.
New Product Development and Optimization
_ The partners will develop a fully integrated NetWare operating
to run on multiprocessing (MP) Compaq systems that provides levels of
performance not previously supported by NetWare- only environments,
enabling customers to migrate more advanced business critical
applications. This product is scheduled for demonstration by the end of
the year and is expected to be available second half of 1994.
_ Compaq and Novell will co-develop integrated hardware and software
solutions to address emerging customer needs in downsizing and
departmental and branch office computing, and applications. These
application platforms will consist of optimized and integrated Compaq
servers, NetWare, and database and groupware applications for customers
to develop or run advanced software in departmental or workgroup
_ Together Compaq and Novell will offer other fully optimized and
integrated software, such as UnixWare, which addresses a broader range of
enterprise-wide computing requirements and supports robust UNIX-based
applications in NetWare environments.
_ Compaq and Novell will expand dedicated resources to manage and
implement all activities of the Partnership, including pre-certification
of integrated platforms and field sales cross- training. Joint sales
training is planned for the 4th quarter of this year.
Compaq Computer Corporation is a world leader in the manufacture of
servers, desktop, portable, and notebook personal computers, and network
laser printers. Founded in 1982, the Company reported 1992 worldwide
revenues of $4.1 billion. COMPAQ products are sold and supported in more
than 100 countries through a network of more than 14,500 Compaq marketing
partners. Compaq also sells directly to customers through COMPAQ
DirectPlus at 1-800-888-5858.
Compaq offers a broad range of service and support programs, including
free technical support through the Customer Support Center, product
warranties, and product information on CD-ROM. Taking a leadership role
in protecting the environment, Compaq has eliminated CFCs from its
worldwide manufacturing operations and undertakes ongoing environmental
programs, including energy efficiency, recycling, design for environment,
waste reduction and environmental auditing.
Novell, Inc. is the computer networking company, developer of network
services, and specialized and general purpose operating system products
including NetWare, UnixWare and Novell DOS. Novell's NetWare network
computing products manage and control the sharing of services, data and
applications among computer workgroups, departmental networks and across
enterprise-wide information systems.
FOR COMPAQ CUSTOMER SUPPORT AND INFORMATION, CALL 800-345-1518
Compaq, Systempro, Deskpro Registered U.S. Patent and Trademark Office.
PageMarq, ProLinea, ProSignia, ProLiant, QVision, Compaq Insight Manager,
trademarks of Compaq Computer Corporation. Direct Plus is a service mark
of Compaq Computer Corporation. Product names mentioned herein may be
trademarks and/or registered trademarks of their respective companies.
Pentium ™ is a trademark of Intel Corporation. Novell and NetWare are
registered trademarks of Novell, Inc.