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XX-A350D-92

December 1983

41 pages

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0.9MB

Document:	Video Competitive Review 198312
Order Number:	XX-A350D-92
Revision:
Pages:	41
Original Filename:	http://bitsavers.org/pdf/dec/terminal/marketing/Video_Competitive_Review_198312.pdf

OCR Text

!-!-!-!-!-!-f-f

INTEROFFICE MEMORANDlJ1

,_,_,_,_,_,_,_,

Id! i !g! i ! t!a!l!

To: See Distribution

DATE1 19 DEC 83
FRC111 Sharon Henderson
DEPT1 Video Products
EXT1 223-2520
LOC1 PK03-1/20A

SUBJ1 VIDEO COMPETITIVE REVIEW

On Nov 15, 1983 a Video Competitive Review Meeting was held to
discuss the following in reference to Video Business Strategies:
Video Competition
Product Evaluation and Technology
New Products
Implications
Attached are copies of presentations given during that review.
Feedback:
The group identified the correct competitors.
Dec appears to be 10 to 2on abov~ competition.
Users do not percieve Dec quality/reliability
to be as high as we think.
To date we do not fully understand competitive
strategies.
Not clear as to what business we're in. Add On to
CPU"s or Dec or Terminal Supplier?
We are vulnerable to surf ace mount technology
'products; products are engineered for a geography
vs. universal products. This technology is not new, by
the time we get products to the market this technology
will be out dated.
0

Key issues t_o better understand:
Competitive Cost (real) vs. our perception of their
cost.
No real integrated competive strategies.
No ~ focus responsible for terminals business.
Time to market
- - - --•
We don't leverage our strengths. (Eng, Mfg •.' .Di str.)
What are our marketing strategies? . What are we
trying to do? Are we all things to all people and is
that okay?
_ ·
'
How do we pull the --or-ganlz_ati on together by focusing on
•what does the customer want• and then how do we balance
manufacturing resource and investment to'maximise the
effect of using our people, our vendors,/, new technology
our information flows and our material at any point in
time to create a competitive advantage?
This wa~ a very interactive and productive st~rt.

MARKET SIZE

5000--------------------------4500

4000

2
~

3500

a 3000
z

(/)

I-

2500

a..

: I:
(I)

2000

P. 1soo
0

1000

500

BILL15 11/11/83

MARKET SHARE FOR TEXT TERMINALS

TELEVIDEO
16.03

DEC

r - 20.0%

ADDS

11.0% ~

LEAR

8.03

TELETYPE ____..~"

5.0%

' - OTHERS

HAZELTINE __/ _
5.0%
VISUAL
5.0%

21.0!':

L/c.iTbH

3.0%

BEEHIVE
3.0%

BILL.14 11/10/83

ZENITH
3.0%

DEC COMPATABLE CRT TERMINALS
. .(1982 INSTAI I ED BASE)
DEC
53.4X

TE LERAY
3.6X

DATAMEDIA ____.

9.2"

.ANN ARBOR
· 4.9X

VISUAL
8.3"
BtlL3 11/10/83

C. ITOH
8.8"

IBM COMPATABLE CRT TERMINALS
(1981 INSTAI I ED BASE)
IBM

57.5~

~HONEYWELL
2.9~

2.9~

ITT-COURIER ~
11.0X

OTHER
3.2~

TELEX_......
7.4~

TELETYPE
4-.1X

BJLL2 11/10/83

RAYTHEON
6.9~

COMPETITIVE. LIST
PRICE

~·

2400- ..

•

. '

•

------~.f.j

'\': ' '

j .

2200
UPPER BOUND VT100

2000
1800

UPPER BOUND L1u;::;11,lf.:.. _, r 1. .... r

VT102/VT131

TV970/ub0' '

LOW£k tiOUND t1U~IN£$S TC:XT

FY82

FY83 .

·····~

__ .
---....................
--

··--..... __'-._,..

:.,

.;
'f'

:-------~
--I

ITT lbM AT&T TTY

FY84

FISCAL YEAR

fY85

FY86

..... · - - . . . . . . . - - . . . . . _

---~

FY87

COMPETITIVE UST
PRICE

2400- ...

- - - - .. , , '

\~.,

2200

2000
1800

UPPER BOUND VT100
~---------------------------~
UPPER BOUND BUSINES::> H.XT
VT102/VT131

' ' ' CIT101E
b,,. 1400
''
VT101
••
' .
'
-----------------------.-.-------------·
''
tJ
1200
TV970/'d60''
u
1600

I_.

)

1000
800

600

-- ......

LOWER BOUND BUSINESS TEX~~~~~~~~
ITT IBM AT&T TTY
LOWER BOUND COMMODITY TEXT

400

200

FY81

FY82

FY8J

FY84

FISCAL YEAR

fY85

FY86

f--Y87

TRANSFER COST
1000
900

-... --

800

700 T100/102/131
(/)

0::

::i
_J

600

..........
•

500

.... ....---······ ....····-

VT101.

400

I~
.....

.....

....
-0

•• -._,
•• ••

vr2-SO' .. .. .. .. .. .. ..
-~

.........

••
-..... ....
••

--.

....
.

• ••

'
~--

--.··-....
1
·.

VT220
••••••••••••••

- - - - - - ----- -

100
o_._-------------~------------------------------

,._

~·

- - .........._--------

LOWER BOUND

.........

200

VT240
....
-- ......

.......

300 .......- - - - - -

t'")

·-....

----

84
85
FISCAL YEAR

COMPETITORS - CLASSIFICATION CRITERIA
- PRESENT
o DEC VTIOO·COMPATIBLE OFFERING
o % OF INSTALLED TERMINAL BASE
o YEARLY SHIPMENT TRENDS
o PRICE
- EMERGING
o RECENT PRODUCT ANNOUNCEMENTS IN
DEC VT SPACE
o SHIPMENT TRENDS
o COMPANY SIZE
o PRESENT MARKETS/PRODUCTS/CHANNELS
- POTENTIAL
0 ABILITY TO ·owN THE DESK#
o PRESENT MARKETS/PRODUCTS
o CORPORATE STRATEGY
CMERGERS~ ACQUISITIONS~

AGREEMENTS>

COMPETITORS - WHO ARE THEY?
- PRESENT
c. !TOH CCIE TERMINALS>
VISUAL TECHNOLOGY
DATAMEDIA
/

· - EMERGING
TELEVIDEO
QUME <ITT>

TELETYPE CAT&T>
- POTENTIAL
o LARGE U.S. CORPORATIONS IN:
- COMPUTER BUSINESS
- COMMUNICATIONS BUSINESS
- BOTH

NORTHERN TELECOM1 ROLM1 MITEL1 AT&T1 RCA
0 LARGE NON-u.s. CORPORATIONS
HI TACH L fU-JtTSU1 -pfiJT1 PSI SE IMENS '
o OFF-SHORE THREAT
- TERMINAL.MANUFACTURERS
-TAIWAN - LIBERTY ELECTRONICS CORP. LTD.
SHINLEE CORP.
JAPAN
- KOKUSAI <HITACHI>
s. KOREA - TAIHAN ELECTRIC WIRE CO.
SAMSUNG
GOLD STAR
------- -

KEY COMPETITORS

- PRESENT
o C. ITOH
- SALES $51 BILLION/LARGEST JAPANESE
TRADING CO.
- 403 SUBSIDIARIES IN 81 COUNTRIES
- FORMED CIE TERMINALS - MAY 1983
- MANUFACTURE : GENERAL
- MIMICS DIGITAL VTlOO AND IBM 3270 PRODUCTS
o VISUAL TECHNOLOGY

- 1982 EARNINGS $2.8 MILLION (l.f!J% AROVE 1981)
- MANUFACTURING:
• SPECIAL OEM PROD-UCTS IN U.S.
• TEXT TERMINALS - TAIWAN WILLIAMS
COMPUTER CO.
- ACQUIRED ONTEL CPC MFG.) IN 1980
- CHANNELS DISTRIBUTORS /OEMS
o DATAMEDIA
- TO INCREASE OFF=-sRO-RE- PRODUCTION
I

- MARKETS TEXT TERMINALS/PC'S TO LARGE· O'EM 'S
/

<RECENT $25 ~IlJilON __:O~DER FROM TELERATE')
- NEW PRODUCT FOCUS ON COLOR tERMINAL~ AND
PICK BASED SMALL BUSINESS SYSTEMS

KEY COMPETITORS <CONTD>
- EMERGING
o TELEVIDEO
- 1982 EARNINGS $12.7 MilLION ON SALES

OF $98.5 MILLION
- REVENUES 55% SYSTEMS/45% TERMINALS
- MANUFACTURING:
MAJOR SUBASSEMBLIES - ORIENTAL PRECISION1
KOREA
FINAL ASSEMBLY - U.S.
- PRODUCT FOCUS:
INITIAL - LOW PRICED TEXT TERMINAL
RECENT - DEC VTIOO AND MICROCOMPUTERS
FUTURE - PORTABLE TERMINALS
DISPLAY PHONES
- TO EXPAND MARKETING C~ANNELS
• DIRECT TO MASS MERCHANDISERS
. DIRECT TO FORTUNE 1000
• LARGE PRIVATE LABEL OEM'S

KEY COMPETITORS <CONTD>
- EMERGING <CONTD>
o QUME/ITT
- RECENT ENTRY IN TEXT TERMINALS
- BUILD ON PRINTER DISTRIBUTION CHANNELS
- MANUFACTURING CAL-COMP ELECTRONICS1 INC.1
TAIWAN
·
- FOCUS SPANS LOW END TO DEC COMPATIBLES- FUTURE - COLOR
o TELETYPE <AT&T)

- SLOW GROWTH/FLAT EARNINGS
- IBM 3270 AND DEC FUNCTIONALITY TERMINALS
- FOCUS - UNIX BASED FUNCTIONALITY
- DEREGULATION IMPLIES:
. BROADER DISTRIBUTION CFfANNELS
• DIRECT END USER SALES SUBSIDIARY

KEY COMPETITORS CCONTD>
- POTENTIAL
o WHO'S GOING TO OWN THE DESK?
o EFFECTED BY BOTH VERTICAL AND HORIZONTAL
APPLICATIONS

- OFFICE <TEXT AND GRAPHICS)
- TELEPHONY
- INDUSTRY/GOVERNMENT SEGMENTS
- SPECIFIC JOB FUNCTIONS
o UNIVERSAL TERMINAL TRENDS
- IBM 3270

- DEC VTl00/200
- TELEPHONE

VIDEO TERMINAL COMPETITORS
VENDOR/
LOCATION
c.1.E. TERMINALS CC. ITOH>
. LOS AN~ELES, CA.

MANUFACTURER/
LOCATION
GENERAL, JAPAN

VISUAL TECHNOLOGY
TEWKSBURY, MA.

TAIWAN-WILLIAMS COMPUTER CORP.
TAIWAN <VISUAL 50, 551 100, 102)
OEM SPECIALS IN u.s~

DATAMEDIA
PENNSAUKEN1 N.J.

u.s.
LOOKING TO INCREASE OFF-SHORE

u.s.

APPLIED DIGITAL DATA
SYSTEMS CADDS)
HAUPPAUGE, N.Y.

GOING OFF-SHORE .

LEAR SIEGLER
<DATA PRODUCTS DIV.>
ANAHEIM, CA

-TECO ELECTRIC-& MACH I NERY
TAIWAN <ADM 22)
ALSO MAKES HONEYWELL 7201

TELEVIDEO
SUNNYVALE, CA

ORIENTAL PRECISION CO .
. -·souTH KOREA <MAJOR SUBASSEMBLIES)
U.S. CFINAL ASSEMBLY>
.,_

GENERAL TERMINALS
TUSTIN, CA

TEC INC.
TUCSON, AZ

·<

-SONO ELECTRON !CS MFG. CORP.

TIJORNA, MEXICO

u.s.

VIDEO TERMINAL COMPETITORS CCONTD>
KIMTRON CORP.
SANTA CLARA., CA

GOLD STAR LTD.
SOUTH KOREA

DIGITAL EQUIPMENT
MAYNARD1 MA

TAIWAN/SINGAPORE/HONG KONG

QUME <ITT>
SAN JOSE1 CA

CAL-COMP ELECTRONICS
TAIWAN (QVT 102., 103., I-08)

ESPRIT SYSTEMS
GREENLAWN., N.Y.

ADVANCED DATUM INFORMATION., INC.
TAIWAN <ESPRIT>
SAMSUNG ELECTRON1CS
SEOUL, SOUTH KOREA CEXEC 10)

BURROUGHS
DETROIT., MI

KOKUSAL ELECTRIC CO. LTD.
JAPAN

H. p.

TAIWAN SUBSIDIARY
TAIWAN SUBSIDIARY
TAIWAN SUBSIDIARY
TA IWAN ___S_UBS ID IARY
TAIWAN SUBSIDIARY
TAIWAN SUBSIDIARY

AMPEX
WYSE TECHNOLOGY
LIBERTY ELECTRONICS
ZENITH DATA SYSTEMS
FALCO DATA PRODUCTS

TELEVIDEO 970

ANNOUNCEMENT: JUNE 1982
LIST PRICE:
$1495
RELIABILITY: VERY GOOD

KEY FEATURES
DEC VTI00/102/131 COMPATIBLE
+
14" MONITOR
·.
GREEN PHOSPHOR
+
CHARACTER AND BLOCK TRANSMISSION
+
BIDIRECTIONAL PRINTER PORT
+
25TH STATUS/USER LINE
+
3 SCREEN PAGES OF MEMORY
+
256 ALTERNATE CHARACTER FONT
UNIQUE FEATURES
ENCLOSURE
+
16 PROGRAMMABLE FUNCTION KEYS
SHIFTABLE TO 32 - NON VOLATILE MEMORY
+
LEFT/RIGHT SCROLL
+
PC UPGRADE
+
OEM SPECIALIZATION

VISUAL TECHNOLOGY 102

ANNOUNCEMENT:
LIST PRICE:
RELIABILITY:

KEY FEATURES
DEC VTl00/102 COMPATIBLE
+
14" MONITOR
GREEN PHOSPHOR
ERGONOMIC DESIGN
UNIQUE FEATURES
8 PROGRAMMABLE FUNCTION KEYS
SHIFTABLE TO 16 - NON VOLATILE MEMORY
+
GRAPHICS EXPANSION CARD OPTION ($895)
C758 X 293 PIXEL RESOLUTION>

OCTOBER 1983
$1095

VERY GOOD

- C. ITOH 101E

KEY FEATURES

+
+

DEC VTl00/102 COMPATIBLE
14" MONITOR
3 SCREEN PAGES OF MEMORY
BI-DIRECTIONAL AUXILIARY PORT
ERGONOMIC DESIGN
WHITE/GREEN/AMBER PHOSPHOR
ALTERNATE 128 CHARACTER SET

UNIQUE FEATURES
+
TIME OF DAY CLOCK
+
HEXADECIMAL KEYPAD MODE
QUICK RELEASE MODULES
NO CUSTOM LSI DEVICES
+
GRAPHICS EXPANSION CARD OPTION

ANNOUNCEMENT: MAY 1983
LIST PRICE:
$1595
RELIABILITY: VERY GOOD

DATAMEDIA EXCEL 60

KEY FEATURES
DEC VTI00/102/131 COMPATIBLE
+
12• MONITOR 14n OPTIONAL
WHITE OR GREEN PHOSPHOR
+
CHARACTER AND BLOCK MODE

UNIQUE FEATURES
12 PRE-CODED FUNCTION KEYS

ANNOUNCEMENT: NOV. 1981
LIST PRICE:
$1250
RELIABILITY: EXCELLENT

•r11 llYllV C!CLI•

1_-____M_A_l_K_E_T_l-NG______ 1~

____

t_N_c_1_M_E_t_a1_N_c____

1~
-:-l ___H_.A_M_v_,_•_c_t_u•_i_•_c___I

. ..

·.

COMPITITIYI flODICT A9ALTlll
- • .,••~ VI ••• --,,~,l~C toa•

lllGil!!IIIC

··1.l!ftCHMAll
~iliO~MAICI
All
A•ALYlll

---

MAKUF•Ctt:tlllG .
.

,----, . ,,-

-CA-0-s!-L-~--~-=-~-1:-:-:-~-~-:-,-._
1
PlOC!SI

SELECTIOI _-------

IDENTIFJCATIO•

PRO DUCT

l!POIT

---

----J

•
-I--------rc11CtlOIALITI

PllCIWC AIALYSII

POSIT IO~
DICITAL'S
YIDEO
PIODVCTS

COllP&TITIYI .·AIAl.Ylll

.PIODUCt."flAlDOV••
.,·
-~- ·~-

.·

t. FOi !ACI JIAJOI ASS!NILT/SUl-ASSEMIL! -,-S-hKAlY IAT&)
- Deacrlptloa
- Make/luJ
_•_Place/Date of Manufacture
- Lat.or Roura
- Material Coats

J. FOi !ACH SUl-ASS!KILY (D!TAIL!D PAIT L!WIL llFOIMATIOI)

- Part Deecrlptloa

(!lee/Mee~

Coap•t•r•• FAl._.laetlca. la,el••

etc.)

Quantity
Coat Each
Total Coat
Tooling Cost

Op~ratlon ~escriptlon-(A••J. Teat. taapect)

Operation tabor Woura
Un!~ue

Proc~s•e•/Fe•turea

J. QUALITY ASSESSMENT
- Safety (UL/CSA, etc.)
tegulatory (Fee. etc.)
- Vorksanahip Overview
- Inatallatfoa Procedurea/Oocuacatatlo•
- Warr•nty Inforaatlo•
Reliablllty/MTIF Pre•lctloa (cale•late•) - Reliablllty Deaonatrate•

- t>e1crlptlon
- Coat

5. ASSUMPTIONS

···••vcr

.. COKPlflflll _
- : •f

••..

•

.I•.· -'I

• •

•_ -

•

••ALtlll

~ -

-~ .•

· - r·ui~~$iij(, -1 ·. ,~-~I:~;m:~:-·1

,-aom::::;::,: .· ~•ss~:::~:mm:L~
I ~:;:~•m

SHIP

PAC~-~~~

. .

PLASTICS
POlitEI SUPPLY

MOJiltOI
~EYBOAlD

PRODUCT
. ASALYS!!'

I- - - - QUALITY/R!LtAllLITT/SAFlfl
lECOLAToar

·. _;.-~---~·:,. :-)-:

--.

---···... : ...

_,UlfIQUt raoc!ss io1:11tfr1CiiiO•l-:----.-_

__
.-_.··_

COMPETITIVE ANALYSIS
Video Tech./St•t•• Lab '

Ar_ehl~eeture

Pro;Ject Memberaa TBD ·

TECHNICAL, FONcTIO!fAL •

--..-

P!aPORMAN~l_IYAtOATJotil.-~f ~

Competlt·tve Video Product•.

--- - -

TECHNICAL.

- Architectural Organisation
- Implementation ~•t•ll• I Oesl9n Tr•4~ff•
FONCT!OMAL

- R•ravare Speclflcetlons
- Features: Comparison, Innovative detail•
PERFORMANCE
.

- OA/Certlflcatlon Teatl1t9, e.g:
-. VTlOO compat.lbllltr

- runs edt?
- escape sequences?
• Tektronix emulation

,_ Co~parltlve • absolute perforaance nltt"ibera vith
exla~~ng bencbmarta
• Test

• Craphlca

- Human Engineering

• Display evaluation
- Font quality:
___ - Oaa ble scre~n ~~,~--, leg l bl 11 ty, f 1 f et er -

• Ease of usage
- Soft leys, set-1ap~--9·_aslsta, NVR preference•.

documentation

- lteyboard layout and 'quall.ty .

'
- Packaging (footprint. detatchable: keyboard ete.1
portability

. MAJOR PRODUCTS
PRODUCT DEVELOPMENT
BUDGET S
TERMINALS
VT220
VT240
VT220 C.R.
VT2LW C.R.
VT230
WORK STATIONS
VClOl
VC102
QVSS
MONITORS
VR24l
VR242
VR210
VR260
VRlOO
VR300
DATA COMM
220 MODEM
240 MODEM
TMS I
TMS II
DEC NA
NI CVCIOI>
ALT COMM CVC102)
VT PHONE CONTROLLER
MJCRO-X
VOICE MODULE
VSS
~AJNBOW GRAPHICS

FY 84

FVS

SEPT 91 83
OCT 191 83
Q2 85
Q3 85
Q2 85

.s
.s

1-5

}.}

.5
.1

.s
.s

.04
.q

SEPT 61 83
QI 85
Q3 81.f
Q3 sq
DEC 83
Q4 84

.3
.3
.2
-- • 2
.3
.4
• 4.
.3.
.3
.6

JAN 84
DEC 83
OCT 83
DEC 83
Q3 84
Q4 85
Q3 85
Q3 85
Q3 85
Q3 85

Q4 85
Q3 85Q3 8q

-------

SEPT·I6 83
•· •.

VT230
A medium resolution conversational text cell video terminal
o

VT220 Functionality plus!

Full cell DRCS

2-way printer port

512 bytes of UDK memory storable in NVR

Medium resolution 15" monitor
24 or 36 line mode
19 x 10 character cells (double VT230 resolution)
Status line at bottom of screen

Off screen memory
Up to 6 pages at 24 x 80
Configurable in 80, 132 or 256 columns
Displayable in 80 or 132 columns

o .Local editing and VT131 compatible block mode
o

Option slot
Integral modem option
Provision for options such as 3270, Hebrew or KataKana
Under consideration: provisions for
Kanji
VT125 style graphics·board
Eurocard

European national -replacemen_t_ character s.ets CI f needed)
/

·.,,I

Logical display support~ (limited windowing-)

2 box packaging

Transfer cost near $650

FCS 15-Mar-85

~ONITOR

llZ.f
i2·
13.
13•

VR201
VR2L&l
VR2'&2

PRODUCT DEVELOPMENT

~ONOlCOLOR

REFRESH

MONOCHROME

60Hz
60Hz
60Hz

COLOR
COLOR

RESOLUTION
800 X 2LIO
800 x 2Lt0
800 x 240
.soo x '180

HORZ~·scAN

l5KHz
15KHz
ISKHz
31KHz .

COST
. $108
$520
$350

ill.
Ql FY83
Ql FY8lf
Q2 FY85
1'

VR210
VR260
·vs100
VS300 Cl)

is·

MONOCHROME

ig•
19.

MON OCH ROHE

19~

COLOR

<II>

19.

COLOR

MONOCHROME

60Hz
60Hz
60Hz
30Hz
. 60Hz

1800 x '180

1024 x 86Lt
1088 x 86'1
1088 x 86'1
1088 x 86l&

31Kttz.
56Kttz
Sl&Kttz
28KHz .
Sl&Kttz

$212 Q_3 FY8Lt
$lf 50 Q3 FY8Lf
$525 Q2 FY8lf
$2000 ' Q3 FY8lf
'$2500. 03. FY85

VC1XX -

WOf<HSTAT ION IERM INALS

STRATEGY AND POSITIONING:

The VC100 brid9es the terminals and workstations marketplace
as our lowest cost entry into the integrated workstation market
and as a windowing graphics terminal.
MAR}{ET MESSAGES

* We're buildin9 on our VMS base.
~

We have better engines and displays for UNIX based software.

A We are a leader in distributed workstations.

*hosts
We provide compatibility between our multi-user time sharing
with windowing terminals and our singe-user workstations.

uvs~

- 51MPL£,

IIME-IO-MA~KEI

GRAPHICS

O~IION

FOR-SE~ ~O~SE

WORKSIAIION
Goals:
Time to market
System performance through simple software interface
FCS - Hay 11, 1984
Cost - $450
Description:
Standard Quad Q-bus CQ22) Option
256 kbytes bit map memory directly addressable by CPU
2 full pa9es or 4 half pa9es
Mouse and Keyboard interface
Scan Line map for scrollin9 and off-screen bit map
manipulation
Cursor independent of bit map
Supports both VR210

c1s•> and VR260 C19•) monitors

VClOO

~~ODUCI

SEI

VC101 - DISKLESS WORKSTATION WITH uVAX, QVSS SOFTWARE COMPATIBILITY,
ANI• NI

Go.'31 s: .

Time to market <gated by uVAX chip)

Low Risk <SIW>
FCS - G3 FY85
Cost - $1750

SYSTEM BOAR[•:

uVAX

FP
II32
1 Megabyte RAM

Boot ROM

QVSS Graphics

NI
INPUT DEVICES:
Corporate Mo•.Jse
LK201 f'eyboard

OPTION CARDS:
2 Heg.:.byte RAM
Al terrrate Comm

MONITORS:

VR210
VR260

BOX:
V!240 <Modified?>

VC102 - HIGH-END GRAPHICS TERMINAL OR LOWEST COST ENTRY INTO
DISKLESS WORKSTATION MARKET
Goals:
Cost

Per for n1 .:t r1 c e
Competitively A9ress~ve

FCS - Q4 FYSS
Cost - $1300

SYSTEM BOARD:
uVAX/FP
1132

NVR
Boot ROM
Dr.39on Graphics

INPUT, DEV ICES:
Corporate Mo•Jse
U{201 •{eyboard

OPTION CARirS:
2 Megabyte RAH

Ter rn i r1a 1 ROM

NI
Al terraate Conlm

E:-:tr .3 Video Pl .:trfes<..;._

MONITORS:
VR210
VR260

VR242 Color

BOX:
V!240 <Modified?)

WHY INTEGRATE VOICE AND DATA ?

MARKET OPPORTUNITY
NEED

INTEGRATED

VOICE/DATA

CUSTOMERS
SERVICES

VOICE/DATA INTEGRATION CAN BE ACCOMPLISHED

BY BUILDING ON DIGITAL'S STRENGTH
TERMINALS ANO MINICOMPUTERS

WITHOUT
INNOVATING
TECHNOLOGY

ANALOG

VOICE

COMPETITIVE RISK
-

VOICE VENDORS

*
*
-

INTEGRATED TERMINAL TELEPHONES
OFFICE
AUTOMATION
PROCESSORS

APPLICATION

DATA VENDORS

*
*

VOICE STORAGE SYSTEMS
PBX VENDOR AGREEEMENTS

LOW END VOICE/DATA INTEGRATION PRODUCTS

VTPHONE -- VOICE OPTION FOR TERMINALS.
USER PRODUCT.

SINGLE

MiCRO-X -- VOICE- OPTION FOR MINlCOMPUTE'RS.
DEPARTMENT LEVEL PRODUCT.--- - --- -

VOICE UNIT
DIGITAL
LOOK
TEL,EPHONE.
PROVIDES THE IMAGE OF AN ALL DIGITAL DESK.

VTPHONE CONTROLLER

TERMINAL ADD-ON

PROVIDES AUTODIAL FUNCTIONS UNDER HOST PROGRAM
CONTROL

EASY TO PROGRAM

WORKS WITH ANY TERMINAL

WORKS WITH ANY TIP/RING TELEPHONE

PRICE OF VTPHONE PLUS A VT TERMINAL
IS
COMPETITIVE WITH TERMINAL TELEPHONES (E.G.
NORTHERN TELECOM DISPLAYPHONE)

TRANSFER COST GOAL $100

o ·MLP $300
o

FVS 3QFY85

·•

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_______________

''''''''''''''''''z.::--------------....
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'''" ·p·.·a·.·x·
_,,,,-.. PNPLOG TELCO LOOPS·
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MICRO-X

DEPARTMENT SIZE HOST
USERS)

ADD-ON

(MAXIMUM

PERFORMS TELEPHONE SWITCHING
HOST APPLICATION CONTROL

FUNCTIONS

UNDER

SUPPORTS INTEGRATED VOICE/DATA SERVICES

FITS INTO THE OFFICE
SYSTEMS GO TODAY

NO SPECIAL DRIVERS REQUIRED -- WORKS WITH
HOST

WORKS WITH ANY TIP/RING TELEPHONE

TRANSFER COST GOALS
BASIC CONFIGURATION (4x8)
MAXIMUM CONFIGURATION _(16xl6)

WHERE

KEY

TELEPHONE
ANY

$700
$1245

MLP
BASIC CONFIGURATION (4x8)
MAXIMUM CONFIGURATION (16xl6)

$2400
$4050

FVS 3QFY85

EIA

.
E1A

VOICE

~CTOR

BLOCK

•

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.

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VOICE UNIT

wDIGITAL LOOK" TELEPHONE
-

TWO PIECES (HANDSET AND BASE)

TOUCHTONE ONLY

COMMERCIAL QUALITY

FAR EAST BUYOUT TO MEET TRANSFER COST GOAL
-

VENDOR'S STANDARD ELECTRONICS

DIGITAL SPECIFIED PLASTIC

o TRANSFER COST GOAL $15
o .MLP $50
o

FVS 3QFY85

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