Out Think 19800900 27 pdf

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The Datapoint Marketing

Newsletter

"Out-thinking our COli/petition 10 help your Clistolilers out-thillk theirs"

DATASHARE@6 Announcement Does the

"Big Apple"

The OAT ASHARE 6 system with its

powerful AIM™software access method was formally announced at a Sep-tember 17 press conference at Mariott's

Essex House in New York City. The press conference was attended by members of the trade press and

analysts, and included presentations by Jonathan Schmidt, Vice President

for Advanced Product Development, Gerry Cullen, Vice President of

Corporate Communications and Dick Ponton, Director of Sales Support.

Gerry Cullen opened the presen-tation by providing a brief overview on Datapoint Corporation's background, revenue growth, product line and organizational structure. He also extended an invitation to attend the November 14 introduction of another new system, which will also take place at the Essex House in New York City.

The OAT ASHARE 6 system was introduced to the press by Dick Ponton, using a slide presentation format. Dick covered the history of the DATASHARE system, noted a number of its more important user features, and described the enhanced features available with the DATASHARE 6 release. Highligh ted in the slide presentation was AIM software, and

the significant capabilities it provides as a data access method. A number of slides were included which covered practical applications of the AIM access capability and the various

search arguments which can be im-plemented. Dick's presentation was closed with a discussion of the

numerous businesses which can benefit

from the AIM access technique and a description of how the OAT ASHARE 6 system fits into Datapoint's product line.

Jonathan Schmidt, who is responsible for the development of AIM software, followed with a nuts and bolts explanation of how the AIM concept has evolved and developed. Jonathan finished with a detailed question and answer session followed by a demonstration of the 1819 system retrieving data from large data files via DS6/ AIM software. The product was well received and a considerable amount of positive trade press is anticipated.

The cooperation and dedication of several groups helped make this successful announcement possible, but a special thanks should go to those in Software Development, Software Support, Master Order Scheduling, and Customer Service/NYC.

For ill/erna/llse Oll!.\·

September 1980

Ethernet and

ARCTM-What's the Difference?

A Problem in Search of a Solution In companies which have more than

one computer system the problem of

linking them together to exchange data has been troublesome.

The common method has been to pretend they are geographically

separated and let them communicate

over telephone connections using standard modems. In short, if you

Coupler #1

Modem

Telephone System Coupler #2

wanted your system to talk to the system three floors below you'd use the same techniques as if you wanted to talk to the computer in Los Angeles.

That doesn't sound too bad since

most machines can use IBM or

Teletype format data communications,

but the machines are generally limited to 9600 Baud or about 100 charac-ters/second. When the task involves sending 10 million characters, you could be on the phone quite a while.

Some folks realized this was just too

slow and rigged up a direct computer-to-computer link.

These essentially home-brew methods could transfer data fast, but only the technicians could run them, since the interchange software generally was not supported by the manufacturer. Point-to-point was about the limit since adding more users raised the complexity and program-ming ante.

Enter Xerox, DEC and others

The Xerox folks long had considered this lack of a local high speed link

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2

bothersome since it made linking up their office machines very clumsy.

Additionally, users didn't like the idea of having to dial up the computer on the other side of the room to ex-change data and the advent of com-municating word processing machines only fueled the fire.

Ethernet Will Breathe - Some Day

Xerox, not wanting to miss such a golden opportunity, decided not only to unite their own gear but also the rest of the world as well. The goal could be considered a short-range high-speed communications channel. When you want to send something you just put it on the bus and away it goes.

Remember the pneumatic mailing tubes department stores used to use to send papers around? Ethernet is an electronic version of that.

Howit Works

control system to prevent the same thing from happening again. Ac-cording to Liddle (David Liddle, vice-president for system development in Xerox's Office Products Division), this scheme is the main reason for Ether-net's high throughput.

"Bits are packetized before being transmitted and each packet contains a 48-bit address field that is large enough to give every receiver a unique identification. The transceiver is programmed to accept only those messages containing specified address codes and to ignore all others.

"The formatting of the packets is performed by a very large-scale in-tegrated VLSI microprocessor-on-a-chip that typically is part of the ter-minal device interfaced to the cable. Since the chip is completely self-contained, it does not have to borrow memory or processing capability from any intelligent terminal to which it may be connected."

Some Translation

Now for the Hard Part

What has not been the subject of much discussion in the press, nor by the people who plan to hook it up, is how you make the computer or the word processing system send and receive the data.

If you look closely you will notice that there is no outlet in the back of your system that says, "Plug Ethernet in here" and there is no software package or communication routine that says, "Ethernet send/receive routines". There is no standard on how Ethernet file data is to be transmitted across the bus. For example how does an HP using ASCII fixed length non-compressed files send data to a Wang EBCDIC compressed file? Who does the compress/recompress routines? How will security be handled? Will the request by Ethernet coming in allow you to access all files? Or just a few?

There really is no answer to all these questions. Like any other

com-Read this text lifted from Computer World 12/17/79. (If you bog down skip it and go to the next section.)

"Ethernet is a passive, coaxial cable-based transmission bus to which a wide variety of smart and dumb terminals can be attached via transceivers. The

t

~--~ ~---~

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Systems to be united " l' l'

system also accomodates digitized The system looks fairly straight-voice transmission. It was designed for forward, except when you consider a single building complex - such as an what it has to do. First, some sort of office or industrial park - containing device has to monitor and control the large numbers of on-line terminal data on the bus, the coax, which is a

devices. complex task in itself. Second, the

"Using baseband digital tran- device that sends and receives the data smission, the Ethernet cable can carry has to be fairly complex and an error up to 10M bit/sec. Through one or checking, buffering and some sort of more 'gateways' the network connects protocol or format conversion will be its users to long-distance telephone necessary.

circuits and other outside networks. At this point it isn't specified "Possibly the most appealing feature whether the Intel-developed of Ethernet, aside from a high bit rate, microprocessor will be part of an is its elimination of the cost and accessory box that users can buy or if complexity of conventional switching. the microprocessor will have to be Instead each terminal contends for a engineered inside the terminal place on the cable. But through use of a equipment which will be used in the patented 'collision recovery' system Ethernet. The problem of who buffers embedded in the transceiver, the effects the incoming data is also left of interference are largely eliminated. unresolved.

"Each transmitted bit must travel to Other problems remain. First, what the receiving station and back again type of data will the actual Ethernet

Customer Supplied Systems

munications discipline, the user will have to write, or have the vendor supply, a resident or part time com-munications package to send or receive Ethernet data just like any other communications port, and provide security, do file conversations and take care of all the housekeeping activities that go along with the package.

One computer user said, "If you walk up to me and hand me a modem, a telephone, an interface, and a minicomputer and tell me, 'We now have the essentials to communicate', I'd reply, 'You have about 10% of what is necessary.' The other 90 % of the work comes from writing good software that doesn't bomb and drive the users crazy." That's the situation Ethernet is in right now.

It's a Long Way from an ARC

within a given time interval. If this smart box interface transmit and As Datapoint has said many times does not happen, it is assumed that a receive? the coax is probably the least collision with another message has An actual specification for the significant part of the ARC system. occurred and the bit is retransmitted. project has yet to be issued. It really During the ARC announcement this "A random delay is programmed isn't clear what the device will send and was probably the most visable and into each terminal's transmission receive or in what manner. most discussed aspect. The press

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terpreted it as the first working computer system that could become the wired office. In that respect the coax is magic.

But the difficult part is not easily understood and that's the real dif-ference between ARC and Ethernet systems.

The really hard part of making a bus

oriented computer system operate comes with the software. Running under DOS each user participating in the ARC system can access common files, and use printing resources, and

communications resources without

having to worry with bus addresses,

physical locations of files, or who is

using those files at the moment.

The ARC system is so complete that,

completely unlike Ethernet, ARC users begin programming at their terminals literally from the moment the system is up and running.

The Marketing Division Credit Department recently celebrated the successful conclusion of an intensive collection campaign which produced

$70.6 million in cash receipts during

the fourth quarter. The most

im-pressive accomplishment of the

campaign was the collection of $30.2

million in July, shattering the previous

monthly collection record of $22 million established in April, 1980.

In a special presentation, William Davis, Regional Manager Gulf Coast

Region, was awarded the Credit

Department's first annual

"Out-standing Receivables Management

Award". Steve Haber, Director Credit and Collections presented the award and Davis accepted on behalf of the entire Gulf Coast Region. This award acknowledges consistent cooperation and contributions by a Field Marketing Organization in the area of Receivables Management. Throughout FY 1980, the employees of the Gulf Coast Region personified the Datapoint ideal of teamwork.

Awards were also presented to the Credit Department's most outstanding achievers. Awards for "Individual Achievement" were presented to Lee

There is no need to worry about

where machines are physically located,

what languages correspond to what file

structures, and security or privacy access structures. Users with ARC

systems have been long accustomed to

adding processors to the bus as their

needs dictate, leaving the rest of the

system completely intact running as fast as it did before additional

processors were added.

An ARC system's beautiful file

handling capability really shows its

strength in complex transaction

processing requirements. Where batch

and transaction processing are

in-termixed, multiple users are opening

and closing and using and modifying

multiple files. The ARC software

handles this all smoothly with never a

deadly embrace and never the

requirement for files to be converted

while operations are performed.

Credit

Department

Presents

Achievement

Awards

McCarty, Nick Dehlinger, and Kathy Gunnell. Richard Dickson, Regional Manager, and his group (Lee McCarty,

Steve Clark, Lou Moncelsi, Sue

Corvelle, Mary Holbrook, Linda

Macias, Jan McNew) were honored for their team achievements.

For illlemailise (Jill.\"

Coupled to this, the full integration of word processing and data processing

means you see the true strength of ARC not as a piece of coax with some transceivers on it but as a completely

unified operational software package

that allows users to get their ARC system up and rolling and producing work, rather than an endless job of trying to create software to send and receive.

In summary, the ARC system is a unified, modular, multi-function computer system. Ethernet is a coax

communication channel.

Gerry

Cullen

The overwhelming success of the

Receivables Management Program

demonstrates the accomplishments

made possible by active cooperation between the various groups within Datapoint.

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4

Achievement Club 1980 in Puerto Rico

September 13, 1980 marked the

opening of the long awaited

Achievement Club trip at the fabulous

Cerromar Beach Hotel in Puerto Rico.

In attendance were 118 sales employees

and 25 home office personnel and their

spouses.

The agenda for the trip included:

business meetings; sumptuous dinners;

an exciting "Fiesta Jibaro"; tours of the

El Yunque Rain Forest, San Juan, the El

Commandante Race Track, and (of

course) the Bacardi Distillery; and a

little friendly competition in

volleyball, tennis and golf.

Rich Pape and his wife walked away

with the majority of the tennis

awards-they won the mixed doubles and Rich

won the men's singles. Ladies' doubles

tennis champions were Linda Beckman

and Dee Griffin. In volleyball, awards

were presented to Neil Pietrangeli for

the North Central Region and Mrs.

Loretta Barthel for the North East Region. The golf awards went to Charles Croom and Harry Bonds for Men's Low Gross (they tied with 76) and the ladies' champion was Julia O'Conner.

Excitement culminated in the inevitable Farewell Banquet, complete i

with audio visuals, ice carvings, dance bands and awards presentations.

Awards included; Top DPD Salesperson - Dennis Doonan; Top Office Systems Salesperson - Andrew Waite; Top Branch - San Antonio

-Jack Jones; Top Region Southeast -Charles Croom along with John Thornton; and Rookie of the Year

-Peter Schofield. A surprise award was given by the Customer Service Division to Bob Cowen as Top Professional for 1980.

President's Club Awards were also

presented. First Year members are Richard Durham, Craig Kent, Frank Livni, Edmond McNamara, Don Prifogle, Roger Schauf, and Peter Schofield. Second year members are Charlie Barzilla, Bill Bunce, Robert Beck, Louis-Armond EttedGui, Jim Rowse, Andrew Waite, and Ray Zilka.

hird year members are Robert

For illlerlla/lise Oil/V

Cowen, Robert Crowley, and Duane

(5)

---Schmidt on DATASHARE

6

-This is an interview with Jonathan

Schmidt, Vice President for Advanced Product Development. The questions

are presented by an Out- Think

reporter.

Q: DA T ASHARE 6 software is the newest release in the DA T ASHARE

line, and it comprises two

enhan-cements. It makes the DA T ASHARE

system more efficient, and it has a new

data access technique with AIM

software. Why is the DAT ASHARE

system so popular? How has this

release made it better?

A: The OAT ASHARE system has been very popular because it's so easy to use. The user finds it simple and

predictable and knows exactly how he can get his job done. He knows that the OATASHARE system will do the job, and will do it as fast as necessary. Q: How is DA T ASHARE 6 software

different in terms of productivity and

features from the last DA T ASHARE

release?

A: OATASHARE 6 software has been undergoing much tightening up and remodeling of critical software areas, and outside of the AIM feature that's

the biggest factor . OAT ASHARE 6 software incorporates the many

im-provements in the OAT ASHARE system's internal structure that have been made during its ten-year evolution.

Q: Will users see a speed enhancement

with DA T ASHARE 6 software?

A: All of the OATASHARE

im-provements were made independently and added together over the years. OAT ASHARE 3 software had some improved features, OAT ASHARE 4 had some, and OAT ASHARE 5 had some. OATASHARE 6 software is a

reorganization and rethinking of each

of these features. Each one was taken

apart and redone to make it compatible

with every other feature. The memory

management is much faster. The

utilization of larger memory is much

more powerful and much faster, the

searching is defined, the overhead to

search is defined, and the presence of a

desired disk image in the memory

buffers is much more efficient and less

burdensome.

Q: What would you recommend for

users who have 60K 6600 or 120K

machines? Do you recommend they go

to the 256K memory?

A: Yes, they need the speed, but that's

a delightful alternative right now. We

really have turned memory into

power, and the user will notice a jump

in speed in the memory. The cost of the

memory is insignificant compared to

the performance he can get.

Q: Because the machine's memory is

more efficient to manage now, is that

correct?

A: Now we can equate memory with

power and speed. When you get

memory, you get power and speed far

beyond its cost, in proportion.

Q: How does DATABUS®language

differ from other languages?

A: It's easy for the user to do what he

wants to do with the program and the

computer system. OAT ABUS language

gives even the newest user the comfort

to use his computer system as he

wishes, but it protects him from getting

into trouble.

Q: It's difficult to pin sales of a

DA T ASHARE system to anyone

reason, but would you say that the

DA T ASHARE system's simplicity of

use is its hallmark?

A: The OAT ASHARE system will

For illiemu/use Oll/Y

almost guarantee functionality of the

results of trying to program a problem.

For example, we arranged the memory

so that a port always has the memory

he's expecting. And he has the

resources he's expecting. No port can

interfere with another port by

depriving him either of time or of

memory, or interfering with his files.

no port can take another port down.

Q: Would you say that one of the

reasons that the DA T ASHARE system

has been successful is that the user's

chance of success with the system is

better than with any other system? A: I don't know of any other system that compares, even among the largest around. In the more extensive key disk systems, there are larger screens and

more features, and they had the bulk of

sales for the last four or five years. We

compete with these systems very well. We had a customer only last week who

replaced a key to disk system with a

OATASHARE and wrote an emulator

to do exactly that same function. The

OAT ASHARE system predictably

provided and easily handled the key entry rates the customer needed.

Q: There are now an estimated 30,000

DA T ASHARE installations. A lot of languages have been added to the company's capabilities: COBOL, RPG and BASIC. Yet DATABUS seems to persevere. The number of users grows

every year, even though we have

added other languages. Will this trend

persist? With the advent of

multi-language multi-processing systems

besides the DA T ASHARE system that

are capable of running other

languages, what do you think the

DA T ASHARE future is?

A: The future of the OAT ASHARE

system is quite good, and gets even

better with AIM software. With the

AIM feature the complex burden of

Continued on page 12

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6

1980 Brand Preference Survey of the data communications market*

Each year Data Communications magazine makes their Brand Preference Survey available to the data communications

marketplace. The purpose of the survey is to determine the companies considered "best" for 45 product categories. For each

product, respondents were asked to name the company they felt was "best" in each of five rating areas: 1.) Prefer to do

Business with; 2.) Best Technology in Product; 3.) Best Price/Performance Ratio; 4.) Best Service Organization; 5.) Most

Informative Literature.

In six of the 45 product categories, several respondents named Datapoint as "best". The product category in which Datapoint made the highest ratings compared to other companies named was 'Terminals, Intelligent (Programmable)". Of the

five rating areas for this product category, Datapoint was rated highest in Best Price/Performance Ratio, and listed among the

top five companies in all of the other rating areas.

1980 Data

Com-munications

Brand

Preference Survey

DDPSystems

Minicom

p

u

t

ers

Word Processors

,

Communicating

Prefer to do Business

w

i

th

Best Technology

BASt. lJR lJ0 ">L I . [A"I (OI(P.

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I-IEWlETI-PA(KARD (0. DATA GENERAL CORP. ~CATAPOINT CORP.

WANG LABORATORIES WC. I-IONEY"Ell INFORMATION ~'rSTE~S P ERK IN-El~ER (FORMERL y INTERDATAJ

SPERRY UN IVAC TEXAS INSTRUMENTS INC.

... IIRR IS CORP.

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INCOTERM CORP. NCR

PR tME COMPuTER INC. NIXDORF COMPuTER CORP. SASE OR 100 PC r. 1 aM CORP e

WANG l.ABORATORIES INC. DIGITAL EQUIPMENT CORP. VYOEC INCe

[ATAPOINT CORP. CAlA GENERAL CORP e FOUR-PHASE SySTEMS INC. I-ARR I S CORP. RAYTHEON DATA SYSTEMS SYKES OUATRUNIC$ HEATH CO. AM JACQUARD SYSTEM !3llLINGS COMPuTER CORP. DATAPROOUCTS CORP. PLESSEY PERIPHERAL SYSIE"IS ARTEC 1~IERNATlONAL

CAOO SYSTEMS GORP.

C ENTRON ICS OA TA COMPUTER CORP. CO"lPUGRAPHIC CORP.

CROWN COMMUNICATIUNS INC.

OThER

Total Purchase

Respondents Decision

Answering Makers

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COMPUTER UEYICES INC. CArAPROOUCTS (U;<p.

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PLESSEV PERIPrlE",Al $YS1E'1S

OTHER

For ill/emailise O/lll·

Total Purchase

Answering Makers

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(7)

In the product category "Word Processors, Communicating", Oatapoint was again among the top five companies in each of the five rating areas.

Oatapoint also scored high in the "Minicomputers" category, being the fifth most frequently named company in rating areas 1,4, and 5. It ranked seventh in area 3 and ninth in area 2.

For the category "OOP Systems", Oatapoint was the number five company in areas 2 and 5, and in the top 10 for the other rating areas.

Respondents named Oatapoint in the product category 'Terminals, Batch" often enough to make it the number three company in rating area 2 (Best Technology), and in the remaining rating areas, kept it in the top half of the companies named.

Another category in which Oatapoint was named was 'Terminals, Remote Job Entry". Again it remained in the top half of all five rating areas.

This survey was conducted by McGraw-Hili Research for Data Communications magazine. The sample of 4,500 individuals receiving the survey was taken from Data Communications'circulation list. The results are based on a total of 1,254 replies.

Best Price/Performance

Ratio

~ASt u~ 10) t'L '-011.011,\1 fJul.-'MeNI CuHP. T ~x,,\ I·'~ h<U''U rn S

JATA 1.0['11'(4.1 tJRP. HWlt TT-PACI(\IlJ Cu.

Pk l'1t ClJ~t'ufi R INt.

FCUR-Pt-A.Sl ::.VSH'1S [ .... r.

- . CAla,Pl.INI tU-< .... ojAN~ lAIIOR:.1 h<ll:::. INv•

Hll~fY"fLl !f~fU,{, ... rIU'O ~'fSTl""\

'1UI<It,tR'I rLlltu .... S'f::dl"~ Cr.o(p. (fUI<'1IQl'f J.\I.\ IJC AN) ~v(O>!'

)PfIlItV uN 1 VAL

fl fRK ''''-l{ .... b<

TANlllM LU'1"'UI!.t\~

I-Aku I S CLItP.

'WI(I{UU(hS CLl" ....

~ 4::. It 1,1UR CJI<;>. I';I)(lllllH Ul'1PJH-< (,HP. 4 PPl II C (; I i..l I"'l JA T A S 'I ~ IE ~ \

INC.

'Ie>! CUH.P.

11\(,,1( I(~ C H(,J.

~l IV'" J Ch(,.>. IF .\""c~ ICA PfRT/{ CLMl-'oJit .. LU"P. RAY' nl d'~ LJA 1,1 Sv::. 1 r ... ::.

nIHil.

BASE OR 100 I'C T.

LlIGJTAl EJUIPMI;;NT COKP. DATA GENER'\l CORP.

t-EWl ETl-PACI<ARD cu.

'

~ANG lABORAJURIES iNC. IBM CORP.

TEXAS INSTRUMENTS INC.

~ CHAPDINT COI'tP.

(JERK IN-ELMER (FJH./'IERL V

INTERDATAI ;

~ODUlAR COM~uTEK SVSTE""S

BASIC FOUR (ORP.

HONEVWELL iNI-iJ,{I'\I\TION ~~SlE""S PRiME COMPUTER INC. CO,",PUT ER AU I!.JMA r ION

TANDEM COHiJUTERS CADO SV:iTEHS (OttP.

~CR

GENERAL AUro,'4AT 1O,>.j

I-ARR I S (ORP.

ijURKOUGhS COKP.

Bil liNGS CO'4I'UTER Co.:I.P.

INCOTER"I CJk;>.

SPERRY UNIVAC

OThER

RASE OR 100 pc T.

WANC lABORATORiES INC.

IHM CORP.

CIGITAl EQUIPMENT COltp.

DATA GENERAL (uRP. - . . CATAPO IIIIT CU;;!:P.

HATH co. 'HDEC INC.

FOUR-PI-ASE SV$TEI'4S I'OC. RAYTHEON DATA SYSTEMS t-ARR I SCaRP.

:tILLINGS CO"\PUTEII. COftP.

N IXQOR F Co."IPVTf::R CORP. OLIVETTI CORP. Jf AMERICA

PlESSEv PEitlPHf::RAl SVS1EM~ ~vKES OATATRJNICS

CADO SYSTEI'4S CURP.

CGMPUTER DEVICES INC.

lEXITRON CORP. "fGADA T A CORP. AkTEC INTEtl.NATI\J .... AL

CENTRONICS DATA COMPuTER CORP. COMPuGRAPHIC CO~P.

OTHER

Total Purchase

Answering Makers

,~') I ')C. J 11

I. 14

"

I I

'<'.1

>l.b

1.0 7.J '.4

4. ,

,.1

4. I 4.J

1.8

).,

l.1

l. l

1.2

I.,

1.1 1.1

1.1

0.4 0 • ..,

c.,

1.1 237 100.0

')5 23.2

29 12.2

21 8.9

15 6. j

13 5.5

11 4. b

3.4

3.0 2.5

2.5 2.1

2.1

2.t 1.7

1.3

t.3 t., 0.8 0.8

C.4 0.4

0.8

159 100.0

39 24.5

24 15.1

13 8.2

9 5.7'

5.0

4.4

3. d 3.1

2.5

t.3

1.3 t.3

1.3 1.3

0.6 0.6

0.6 0 •• 0.6

0.6

5.7

1 17 IJ). J 24

o

11 1)

11.'>

4.4

'.l 1.1 4.1

,. H

4.S 4. I 4.4

1.' ).h

I. , 2.? 1.> L. ~

I.'

I.; 1.'

).1 J.'

J.I

18.2 100. J

43 B .b 20 11.0 1') 8.2

11 b.O

3.R 10 5. ')

4.4 4.4 3.3 3.3 3.3 1.7

1.1

2.2

1.6

t ••

1.1

1.1 1.1

0.5

1.1

116 100.0

25 21.b

17 14.7

12 10.3 7 6.0

5.2

3.4

5.2

0.9

3.4

2 ••

1.7 1.7 0.9 0.9 0.9

0.9 0.9

7.8

Best Service Organization

Most Informative

Literature

IP" (I iV.

I-I .. ltTT-PA( ... .\KJ C ;::AI 0, ~E'OI ~.1l C .... n."'. Tt.1;.\S 1',sn ... ",[''If)

H: ... tV\ooLll '';t"O,o(''IATIJ', ('f51i"';,

1L.>! .. OUGhS (,J'<?'

.... :~ ::~~ I ~~ 1 ~;CP. .. A"l" l"3rR,UJt<. [lS I',;".

"AS It FuL ... CJ-til.

rr.v~-pl-'Si:: ::,YSH't~ '·,C.

" 1)( JIJ~ r t",~? J 1 trt C J":'> •

1(,i(/>-1Fo('< Id t;"u"\ ~v::.rF"~ C)o(?

I H1Q<o\lRlYlo\ fA [.;.:: .l .... :J 5v[ :'U ~"I'Ir CJM;>JI::',.l, ! ... L

111 Y I f-<~ (J'.j 1~ r ~ '> V S T ( "\ "> j(k ((;R~.

r.11(1o' IS G.rti>. ! .... C )TER'I (J"'>. :)t.~IEC ((.."I,>uIE::l {. ... -<P. r 11\ H~ Cv":>Jl':R S

't()t1A .. K, SIII\ ::.C It .C L:> ... -<:>.

~ASE OR 100:>( T. fB'4 CORP.

I,;IGITAl E.JUJPMENT CO'{P.

hEwlETT-PACI<.\RtJ co. DATA CENtRAL (ORP.

+-CAUPO INT CORP.

I-DNEV"ELl INFORMATiON ~nTEMS TE-US I"lSTRUMEN TS INC. VCR

t-ARRIS CORP.

PERK ''''-ElMEr< (FURMH<L V

INTEROATA I

r\URROUGI-IS CORP.

ilASIC FOU~ CORP.

;>RI ... E COMPuTER IN(.

SPERRY UNIVAC

.. oJOOULAR [O~PUTE~ SYSTEI"S

T,!iNOEM CO"l?UfERS

~ANG lA3CR4TORIES INC. (ADO SYSTE'1S (O'{P.

caMPUT ER AUTOMA T ION

DT'"'EP

fUSE OR lOu PC T.

IR"! CORP.

.o/AflLG lAdORATOR IES INC.

CIGITAl EQUIPMENT CORP.

CATAPOINT CORP. VYOEC INC.

DATA GENERAL CORP. FOUH-Pt-ASE SYSHMS INC.

I.I.AYTHEON !JArA SYSTEMS t-ARR is CORP.

CENTRONICS OAT.). COMPUTER (ORiJ.

~URROUGHS/II.EI)AC TRON CORP.

'-1(JHAWK DATA SCIENCES CORP.

.~ 1)(0011. F CUH,JuTEK (ORP. Ol iVET T I CORP. OF AMfR iCA PLESSEV PERiPHERAL SYSTEMS

SYKES DATATRUNIC S ARTEe INJERNATIONAl

(O'4PUGRAPHIC CORP.

CATA TERMINALS f.. CO"4MU""ICATlu~S t-EATH CO.

OThER

Total Purchase

Answering Makers

I"" I ).)

b4 11.,."

'7 14.':0

1 ~ '0. ,

I., 1.01 2.1

l.l

1.0 1."

l.t,

1.1 1.1

1.1

1.1 1.1

1.1 1.' 8.<; n. ~

237 100.u

76 ]2.1 53 22.4 28 1 1. R

12 5.1 10 4.2

2.1

I.J

1.3

1.3 0.3 0.8

0.8 0.3

O. , O. d

0.4

159 100.0

62 39.0 24 1 S. I 12 7.5 3.B

3.8

J.8

J. B

3.1 2.5

1.3

U •• 0.6

0.6

O ••

0.6

0.6 0 •• 0.,

U.6

0.6

1.3

I i f I J,J.v

"':l ~6 • ..,

,'1 16. I

11 "'.J 7 ').1

, .9

1.2

I. ,

1.1

1.4 J.l

f\ll.Sf L,-< IJJ .'t I.

[P'1 C.:IC~.

:J1.:j11,n !JJ''>'''l' ' C ... <fl.

r-l"ll T T ;>4( ... :.-1) (u.

:.H.\ Gf'H;{:'l (U-lP.

.CAT"~L '''' ~ J"t>.

Tfe.s 1'O:;Hu~r-'1I)

HJ'.' (.dLl I',f )-< .... :.110. . . ~'f')F'1\

oj!.'. lA II iOI)-<J( S i· ....

1:",lI" L ";>,Jill(;,

91.f<!u.Ju C"' S ..:) ~ fl • I.'> DRI"l ( ";:>Jln( I"L. l. '> H.,Ju-I'I-:.St ~VSIt '1::' I j(. I.'" t-AIJ .. I S (I k..>.

I • '> r J '" "Y 'J ~, I J' ....

1.'

~ "'''>1 II;:' L: I j J 1,11 I:, J:. ~) ~ r r"::,

I . .., I '~c.

1.1 f '.( 1[1<"\ l.""".

J.l '.1.(J.; .. r CJ'1I-'Jlt-l. (.J,,'>.

j. , ~.\V P'i ;)" oJ:' 1,\ > 1::.1' "\)

1.1 " ... ~ I( f JL-< (dt<,.>. J.' I H l'IJ"t t [', 1.,J,-I..'.

'.7

182 100.0

S<,t 32.4

39 21.4

2 I 11.5

8 4.4 3.8

l.7

2.7

2.2

1.6

1.1 1.1 1.1 1.1

0.5

0.5

0.5 O. ,

1 J 6 100.0

43 37.1

14 12.1

12 10.3

5 4.1 4.J

3.4 1.7 4. ,

1.7

0.9

0.9

0.9 0.9 0.9

J.9

1.7

'II( [',F ~'1AIIJ. ~Y~II'1~ l \C. .) f I'"' I',-IL "lo(

tl vr~'\! 10 ,{ tI .... .J

[A 1.\ )(It',l.!;S ::'.-10 .

1Tr-.f ..

dASE OR 100 PC T.

CIGITAL EJUIP .... ENT CORP.

I-EWlETT-PA(K1RJ co. I e'l CURP.

DArA GE"IERAl CuRP. + CATAPO INT CQtl.P.

'

,.jA/',IG lABGRAJORIES INC. I-'Df'lEv"Ell INFORi"iATIO'O SYSTE'4S

TF)(AS I"lSTRU'1E'HS INC.

PRI'H (OMPUTER IN(.

'-100ULAR CO .... PuTE~ SYSTE"'S

lANDE'" (OMPU1ERS SPEI(RY uNIVAC eAS IC FOUR CORP.

t- ARR I S [OR?

~(k

P[RK IN-El"lER 'FO~"IERl Y

INTEROAIAJ

~HTHEO~ JA fA SVSTHIS

INCl.JTERM CuRP. elJRf{OUGHS CJ~P. CAW SYSTt:"IS (ORP.

GENeRAL AuTOMATION

\J IXDORF CO ... PvTER CO!l. ....

9ASEOR loopcr.

113M CORP.

~ANG lAdURATJRIES IN::'. CIGITAl EQUIPHE"O' (ORP.

~ ~~6~~O ~~~. CORP.

;:AT:. GE'OEkAt CORP. HATH CO.

FOUR-i->I-ASE SVSTE'IS 11l(.

CENTRONICS J.).JA COMPUTER (OItP. t-ARQ.I S (ORP.

(OMPUGRAPHil. COKi'. AM JACQuARD SYSTEM 91LlINGS COMPUTER COR".

fWRROUGHS/R(O .. C TRON C.O~? CADO SVSTE"t$ CORP.

CAlA. TERMiNALS (. CUMMU"'ICATION~ ,{AYTHEON vA TA SYSTEMS

SYKES DATATRO"OICS AIOEC IN TERN,), T ID,'ML

CRDoIN COMHU'II(A T IONS I "Co

PlESSEV PER J?HERAl SV S TE .... S

OTHER

For illierl/a/II.I(, 011/1'

Total Purchase

Answering Makers

I ~'. I )0. ) .. i '''.1

~ eo 1 4. I

I'> I I .'!

t •• j .'.,

2. I

1. ,

1.1,

1.1

1.1 1.1

1.1

i.1

1.1

1.',

Q. <;

237 10C.O

66 27. 9

40 16. q 13.1 •• 3

5.1 31

"

12

3.0 2.5

1.1

1.3

0.6 0.8 0.8

o. ;

0.3

0.4 O. ,

0.4 0.4

159 100.0

47 29.b

z; 17.6

9.4

5.7 5.0 15

3. d

3.8 2.5

1.9 1.9

1.3

0 ••

0.6

O ••

D ••

0 •• 0.6

O. ,

o ••

O ••

I.,

13' 1)0. J ) 1 /4. I

II 1'i.3

II 11.4

'. I

4.R

).9

1.b

2.9

0.7

1.7

l.l

I.'

).1

J.I

J. I

J. ,

J.I

o. I

la 2 1:)0.0

4 I 25.3

34 18.7

23 12.0

10 5.5 10 5.5

1.1

3.3

2.7

1.6

l . t

1.1

l.t

t.1

lot

1.1

0.5

0.5 O. ,

o. ,

o. ,

116 100.0

31 26.7

17 14.7

13 11. 2

8 6.9

6.0

4.3

1.6

0.9

1.7 1.7

0.9

(8)

8

Terminals, Intelligent

(Programmable)

Terminals, Remote

Job Entry

Terminals, Batch

Prefer to do Business

with

fUSE uR IJJ PC' .

HEwLtTT-;;AC"<\foI.l.l cn.

I f''''1 COItP_

CIGllAl ~J.JIVMb'd (J..(;:>.

TE.(A$ ,'j$HI..)'1E'IIrs 1"lC..

- I C.6'APOP~T (.J.Oo',

T H l TyPE CJ-<p.

oI.'I' .. G lABlJRAflHUlS I'-.!C. ~URqr,UG.,S (U'{P.

,",HI.;( IS (ORP.

(aUF;( enOlP. BEEhivE l"IfEo{ "IAT lu',Al hAlEL T j'lt: CJ..I;>.

Ff':UR-PI'-ASC: SYSr t ' h I'.C.

;-O~EhELl II.II-U,('1AI1U\ ~Y)IE"'5

,I. .... v' ... EOIlO JA r l, ~y STEMS APPL IEr.: t:IGIIAL uATA S'~TE"'S I'K.

'1P1Ullfx (0 ... ,>.

'10 .. ,\1011( JAIA :i.eIL .... C'-!. cr.~P. PER TFC CU"1;>Ult": CO",?

:oP[RR Y ur. 1"':'(

l tIlT ~(

(AIo(TLRF,)Nc C ,'1'4U"jl(ATIC-'S (:l;c;> ,

1~C.(JlER'1 CJ"-'>.

1t.!.(AL-Mll"J Ih).l.'4L,{LY ICC:

'4 ILull I

CU'1~ IN 5-ALL [::.U', LJ,{r>. CAl .\"'EC It. <..UH.P. CELI,\ CA'.\ ';.Y')Tt'45

'HGADA 1,\ ()~"'.

',l( I'F,k,'4:"fjU'< ::.Y::.hlol5 1M:. '.Cl{l~ER'4 H:U:CU'1 ::.YSTE"~ COI>(P.

I h.1,J"'tRl~ J.UA 1.1" Eo Si(r.OIJ o((A ')t:RY ILt <....!.

IE:ltqAY CU./~t )tArtL .... I'OC.

r.'ll ( lPP.

(THEP

BASE OR 100 PC T ~

IBM CORp.

TEXAS INSTRUMENTS

I-ARRIS CORP.

NORTHERN TElECOM SYSJE"'~ CORP~

I fORMERLY DATA 100 &. S'fCORJ

-4 (AlAPOINT CORP.

NCR CORP.

BURROUGHS CORP ..

i-ONEYWELl INFORMATiON ~TSTEHS

TELETYPE CORp.

LEAR SIEGLER IN(.

PERK IN-ELMER PRIME COMPUJER INC.

DATA GENERAL (ORp ..

fOUR-PhASE SySTEMS iNC.

SIEMENS CORp.

XEROX

CGMTEN INC. C:OCUMAT JON INC. INFQTON INC. HE BRAEGEN GORP.

CUBLO SVSJEMS INC.

I-AlELTHH CORP.

ITT COURIER TERMINAL S'f~TEMS

MDrAWl( DATA SGIEN(E$ CCRP.

wESTERN UNION TELEGRAPH CC.

AlURDATA INC.

RACAL-M IlGO I fORHERLV ICC

H JLGO I

·"'£WlETT PACKARD OTHER

i'lASE OR 100 peT.

IS"" (ORP. t-EwLET T-PACIt~I(O CO.

--t [ArAPOI:n COkP.

I-ARR I S CU"-p.

BURl\nuGH~ CJri.P.

I Elt TRC"I I x ! "<C.

'4DRTHERN TELtCOM SYSTE"'S COI(P.

(fOK",£;RLV ;JArA 100 AND SYCCRI FCUR Pf-ASE SYSTEMS INC. WANG LAI\ORATJrl.Ii. S IN:. f-CNl:.h ELl !NFU,{:04ATiON ~'fSTEMS

'40hAWK CAIA ,:>CI(\jCES CCOt;>.

A/II J4C~UARO SYStEMS

APPllEt CI;:;ITAL ")AIA S~~lF'4S

l'jC.

DATA GENERAL CU.-<P.

GAIA PRINTER C.Uk~.

TELETYPE (,JRP.

:)ELTA Co\TA S1STE'''S

T t-[ BRAEGE\j (00(;>. S;E,{~Y UN 1 \I." C

COMTt"" INC.

(OC.,) .... A T IQ~ 1"'4C. INfO;';E x INC.

GE"IIERAl flEe. TKIC CJ. INCOTER'4 (J'<'>.

OLIvETTI CuR". uF A'4tR.ICA I E(f-TRA'j I'4JJ) I-< I E S

JA~rf;L COkP.

C Tf-ER

Total Purchase

Best Technology

Answering Makers

lill IJO.O

3l IS.l 31 14. d

2~ 11.4

11 d. I 12 S.l

I I S.l

3.J

,.,

I."

I .•

I.'

1.4

I.'

I. u I.,)

1.0

' .0

'.0

1.0 '.0

'.0

o. ,

n. , o. ,

O. ,

o. ,

c. ')

J.S o. ,

o. ,

J.e

IH IOO.J

22 1 S. a

12 B. b 10 7.2

S.8

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J.b

2.0

2.2

2.2 2.2

2

_,

.

..

2

I . •

I ••

1.'

1 •• 0.7 0.7 0.7 0.7 0.7 0.7 0.7 0.7

3 2.2

12 BoOb

191 100.0

31l 19.9 21 11. 0 14 1.3 11 S.B 4.7

'.2

J.r

\.7

3.1

,. b

2. I '.1

'.1 2.1

2.1

1.0

, .0

1.0 1.0

o. ,

o. , o. ,

O. ,

,

.

,

4.2

11B 100.0

2to 14.b 22 12."

I ~ 10. '

I b q.O 10 S.b

I I b.2

2.8

1.2

1.7

1.1 '.b

O.b

1.1 1.1 1.1 1.1 '.1 1.1 0.0 0.0 O ••

0.,

0.0

0 ••

0.0

O.b J.O

O.b

0.,

l.'

15 13.4

1 I 9.8

7.1

b. J

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3A5f: OR lJJ pcr.

f-E.o'lEl T-PACKAKJ cu. CIGlTAL EJvl'>-'4E"4T (tJo(D.

"~:'~A;~~:; CUkP.

TFU5 INsrQU'4ENH I~C.

TELETYPE C'JI<P. WANG L A9UKAT~1r{ II:: SIN;:;. FOUP-?hASE SYSTEMS INC.

BUOl.l(,JUGH~ (Uo(P.

'HGAOA U (JIt!.>.

IHEHIVE INTtH.N,uIUNAL

JEt, A CA 1.1 SY 5tl::l15

(UJ(A: CORP.

KAYTrtEON JAIl S'f::.T!::M,i

SPFQ.::jy Ut.I·'''L

APPl lEC OLd l.lL JAIA S~STE"!S

I/\,(.

t-A.llLTI',E C.UR'>. t-AIol.Iol.I'i LORD.

'1(1f-... 1t CAI.l ::'(It;"<CE5 COQP.

If'IIEC

PEr{TFC (UI1PJI£;R LUri.P. oIA(U-"4ILuli IFuo('4b~LY ICC

'4 IL ~O I

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~U~'" C'" R tlMrj

I NL',; , ER'4 (,)"p.

·;oo(, .... Ut·~ TElt(..J'4 SY;)fE"~ (ORP.

uno('1l~lY JAIA toe Eo SYCURI IELfl(AY CIY. /ri.[SEARLrl 1M.. AL A'IT HL::. uA' A (-.J.'4MUN I ( f l II eNS CCIIP.

f-ONt;Y .. ELL l',hJri. .... AI IJ" .. ~'fSIE'4S

BASE OR 100 PCT.

leM CORP.

TEXAS INSTKUMENTS

BURltDUGHS CORP.

,""ARRIS CORP. Dlo\BLO S'YSTEI'IS INC. PRIME COMPUTER INC.

3.6 LEAR SIEGLER INC..

4.5 "40RTHERN THECOM SYSTE"'~ C8R?

".5 I FOR"'ERLY ,)ATA ICC f: SYCORJ 3.b ~AJAPO INT CORP.

2.1 CATA GENERAL CORP.

2.1 I-ONEY"Ell INfOM.I'4ATION ~'yS1EMS

2.7 AlURQA fA INC.

1.8 CUME

1.8 HE 8RAEGI:N CDK;J.

1.8 I-AletTINE COI(P.

l • .q I NCO TERM CORP.

0.9 'lCR CORP.

0.9 SIEMENS (OI'l.P.

.(EROX

0.9 CO .... TEN INC.

0.9 f(UR-¥l-·ASE SVSltM$ Ii'lC. 0.<1 PERK IN-ElI"ER

0.<1 TELETYPE CORP.

0.9 OATAGRAPHCS

0.9 IflFOTON INC.

2 1.8

BEEl1lvE INTE'{NA1IONAL

ITT COUR IER TERM INAL S'f ~TE""S

MCMA .... K DATA SCIE.''lLES CCRP.

RCA SERv ICE

10 B.<1 ·I1EwLETT PACItARD

159 100.0

2'1 la.2

IS 9.4

I I b.9

9 5.1

S.7

OThER

~ASE OR 100 pe T.

IBM CORP.

!"fWl ETT-PA(K,A,IW co.

.. ARR IS CORP_

DATo\ GENERAL cu~p_

rCUR PHASE SY'STE.I(S INC.

2.5 TEKTRONIX INC.

140HAWK DATA SCIENCES COR.P.

4.4 ~OATAPOINT COkP.

3.1 NURTHERN TELECOM SY::.rE/II~ CORP. ).1 I FORMERLY DATA IvO AND SYCQRI

3.1 TELETYPE CORP.

,

.

,

1.9

1.9 1.9 1.9

1.0

1.3

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1.3

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SPERRY UN IVAL. BURROUGHS (Of(P.

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INC.

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I'IONt h HL INFORI'IAIIOI'o SYSTEMS

MFE CORP.

COM r EN INC. DATA PRINTER CORP. (ECISION lJATA (OlolPUTER CORP.

COCJIoIAlION INC.

GENERAL HE(IRlC (0. INeOTERIot CURP. INfOTUN I,"'C. INFORE X INC.

OliVETTI (Oil:P. UF M1ERIO SHES CAlATkuNJCS

OThER

For infernal use Ollly

Total

Respondents Answering

210 100.0

J7 11.0

l4 lb. 2

21 13. d

I d 8. b 1'1 r.1 3.' 3.'

2 •• 2. '

'.9 1.'1 1.4 I .• I.' I.'

1.0 1.0

1.0

1.0 1.0 o. , o. ,

o. s

o. ,

u. ,

O. ,

o. ,

1.0

l)q 100.0 26 IE. 7

17 1l.2

fI 5. a

4.3

3. b

J. b

3.0 2.9 2.9

2.2

I .• I ••

I..

I . • 1 •

.:-I..

I . ,

I .•

I..

0.7

C.7

C. r

0.7

0.7

I . • 5.0

I(H 100.0

)9 20.4 20 10. S II 5. a

IO S.2

10 5.2

•• 2 3.1 J.I

J.I

3.1

2. " 2.1

2.1

I.b

1.0

o. , c. ,

0.5

O. ,

0.'

O. S

o. s

O. , O. S

O. ,

I) b.8

Purchase Decision Makers

1713 100.0

J ) 113. S

17 1 ").2 2 I II.d

16 <1.0

l4 7.'i '.

,

2.2

1.2

2.2

lor 1.7 1.1 1.1 1.1 1.1 1.1

1.1

O.b J.b

O.b O. b o .b

,).'l

O.b

1.7

III lJO.O

17 15.2

13 11.b

b.3 3.b ,.s

.

,

2.7

J.b

2.7

2.7 La loa

1. ~ , .a

1.8 I.;

1.8

I.a 0.0

0.0 , .0 0.9 0.9

0 ••

I.' 0.3

1')9 100.0

)0 1 d.9

I b 10. 1

10 6.)

'.0

,

.

2. S

3.8

J.I

3.1 1.9 3.1 2.'

1.9

1.0

1.9

0.0

O.b O.b O.b

O. b O.b O.b O.b O.b O.b

(9)

Best Price/

Performance Ratio

BASE OR 100 PC T.

- . . (ATAPOINT COltP. TEXAS IN $ HW,H:N r S IN::.

OIGJUL EoJUJP"IENT (OKP. HE\ojlEfT-PA~I<..o\Ra cO. IBM CORP. rAlEl TINE CORP.

APPLIED DJ:;ITAl lJATA 5'5TE"'5

INC

BEEHIVE INTEKNAT IONAL

TELETYPE COR".

WANG lABO~AJiJK IES INC.

NORTHERN Tc:lf:CLl,'1 SV$TEI'IS CORP. I FORMERLY JATA 100 to $VCQRI

FOUR-PI-ASE SV STEf'lS INC.

I-AFtR I S CORP.

(DOn CORP.

QATM4EOIA CORP.

LlEL r A CATA SVSTI:"IS

AAYTHEO~ DATA SYSTEMS

dURROUGHS CQxP.

~CHAWK DATA SC fENCES CCRP. hONEYWEl l INFOR"IUION ~YSTE"\S

"I EGAOA T A COR,>.

THERAY OIV.n.ESEAitCH INC. Z ENTEC

Bil l INGS CO,"tPUfER COR? I NCO IE RM (OKP.

CUI1"1INS-ALLISON CORP. ~ E, .... ORE X COK?

PERTEC CQ, .... puTER COKP.

SPERRY UN IVAC EXTEl CORP.

RACU-MILGO IFOK"1CK.LY ICC

M IlGO J

OThER

!!ASE OR 100 PC T.

NORTHERN TELECOM SYSTE"'S CORP. I foR"'ERlY DATA IDa Co SYCOR)

TEXAS INSTRUMENTS

I- ARR I S CaRP. leM CORP. lEAR 5 IE"UR INC.

BuRROUGhS COrlP.

hONEYwELL INFORI'4A T IUN ~YS TEMS

TELETYPE COItP.

~r.zElfiNE CORP.

~(ATAPOINI CORP.

PERK IN-ElM&(

NCR CORP.

FCUR-PHASE SYSTEMS INC.

CAT.&. GENERAL (URP. tTT COURIEtt TER, .... INAl S'f~TE"'S

PRIME COMPuTER INC.

DIABLO SYSTEMS INC. C:OCUMATJON INC. INFOTON INC.

8UI"<IVE INTERNAT IvNAl

"IQHAWK CAlA SCIENCES (CRP.

OUME AZURDATA IN(. COM TEN INC.

RA(Al-"4llGo (FORMERLY ICC "IIlGO)

·I-EWlEfT PA(KAI(,J oIl-ER

eo\sr UR 100 PC r. I P'1 (OI(P.

f-CUR PH ... SI:. SYSrt:MS I~C. HWll " -I-'AL"AI(O CJ.

t-ARRIS cnRP.

'IIGRTI-<EkN TElt.\".UIo4 Sl'Sff .... S CORP. [fOK"I[kl Y UA TA IJO A~J SY(OIU CAlA GE"IERAl (UI(P. TUfTYPE CJ~I'.

APPlllC OI(,ITAl JATA S~~If.'~S [NC.

SPERQ.V UNJ VA ... AURKUUGHS CUK? ~ANG lA901ol..H.)l(llS IN ...

IN"I AR8:lR lfI(HI .... AlS QATA PRINT(R Cor(P.

HONt;V .. Ell l"f:JR-tATIUN SVSll'1S CO"4T (N INC.

0l:CI510"l DATA C~I",pi,Jrt:R CORP. [NCOTERI1 CJ~P.

UlIVflTI CJr(I-'. LJI- AMtltlCA

INf-OH.E l( INC. CfN(RAl (l[C Tlot IL CO.

A~ JACUUARO SYSTE-"tS J;ElTA CATA SYSTEH~ CCCUMAIICN I~C.

Total Purchase

Best Service Organization

Answering Makers

210 IJO.O

20

19

i9

i1

13

'.5

9. J

9.0 8.1 b.2

1:J 4. ti 10 4.8 a 3.8

7 3.3

3.J

2.4 2.4

I .•

I.. 1.9

I ••

1.4 1.4 1.4

1.0 1.0

1.0

D. , o. S

0.5

O. S 0.5

0.5

3 ••

12 8. b

II 1.9

10 7.2

9 6. ')

5.6

4.3 4.3

2 ••

2 •• 2 ••

2.'

2.2 2.2

2.2

1.4 1.4

1.4

0.7

0.1 0.7

0.1 0.1

0.1

2 1.4

10 7.2

191 1,)0, J I') 7.'1

I ~ b. ,.-j 13 6. >i

II ').:i

4.1 4.l

4.J

4.2

4.1

\.1

3.1

l.1

[.1> l.b

1. h 1.0

I.J 1. J

1.0 1.1

1. J

D. ,

O. ,

21 11. J

11a 100.0 BASE OR 100 peT.

"

11 I -14

,

10.1

•• b

7.'

1.0

4.5

IBM CORP.

hEwLHf-PACf(ARJ Cu. DIGITAL [~JIPMENT COptp.

~CATAPOINf CO~P. TELETYPE COR,>. 10 5.6 TEXAS INST~U~E"'TS INC.

5.1

4.5

3.'

2.8

2.7

1.1

2.2

1.1

1.1 1.1

D.b

1.1 1.1 1.1

o .b

t-.ONEY .... El l INFORMArIU~ ~YSTE"S RURROUGHS CO"-P.

:-40HAIII'K DATA ::.CIENC(S COR.P.

CODex CORP.

'IIOPTHERN TElI:Cu"t SYSTE"~ CORP.

I FORMERLY (JATA 10C [. S't'CUP.I

PAYTI"'EON 0ATA SYSTEMS I-ARf< I S CORP. R(A SERVICE CO.

SPEI\~Y IN IVAC CELT h C.\ TO. S (STEMS FQUr{-PI-AS( SY::.TL~S I'~C. IN(nJfR~ ca~p.

wAN:; lABORATllRIES INC. hPPllEC ClulTAl DATA S~~TE"IS I'lL

SEEt-IvE INJE ... ~AT IlJNAl

..AZ El T I~E CURP.

"U"I\OA TO. Cf)P.P. '1FMOREX CORP. [) ER r EC CO .... PU TER CORP. lJ.b TElfPAY CIV. /kESEARCH I\IC.

J.~ CARJERFOr.E CUI'lMU'IIICATICNS C~RP. O.b RA(Al-~JlGO IFOKIo4E~LY ICC O.b ~llGOJ

'.4

t12 100.0

10 8.9 to 8.9

5.4

6.3 7.1

5.4 4.5

4.5 2.7

3.b 3.b

2.1

1.8

2.1

1.8 0.'

0.'

0.' 0.'

0.9

0.'

1.6

b.3

I') 'il IJ:.).O l.) '>.3

I I t..Q

1 I b.Q

'.0 '.J

OTHR

BASE OR 100 PC T.

II!M CORP.

TEXAS I~STRUMENTS

~ARR IS CORP.

hoNEYkEll INFottl'4ATloN ~'I'STEI'1S

...,CRThERN TElECUM SySTE .... ~ CORP.

I fORME Rl Y OA TAL 00 C. 5 'fCOR 1 eURRoUGhS COKP.

TELETYPE COKP.

NCR CORP.

DATA GENERAL CokP. RCA SERV ICE

~(AfAPO INT COkP. aUBlG SYSTEMS INC.

... AIEl T I!IIE (ORP.

SIEMENS CORP. COMJEN INC.

fCUR-PI-ASE SYSTEMS INC. 1fT COURIER TERMINAL S~~TEMS

lEAR SIEGLER I~C. RACAl-MilGO (FDRMEKlY ICC M IlGO)

CU"'M INS-All I SUN CORP. C,6TAGRAPt-ICS

'10HA"K DATA SCIEN(ES CORp-"

PERI( IN-El"tER

rlUNDATA CORP.

"ESTERN UNION TElEG!{AP ... cc.

AIURCAfA INC.

BeEHIvE INT!:RNHION~l

COCUMATION I"lC. (NFoTON INC.

·~EWl El l PACKARD OTt-.ER

"ASf UR I .. J Pl. I.

I p. ... (QilV.

Hf"lf:TT-PA(,,<1,.(.,J Cu. ~AW:p{ I 5 CCR).

JATA r.,E'1fIUL tv";)'

T I [( f-<()", J I. [~C..

4.4 T fl f TYPi: CJItI'. Ld :;l\lRAl £LC{.I~Ic' CJ.

3.1 I-'O',t;v .. Ell ['~Fu""AIIJ'; 5~STE"''>

,. I "r,.,A .. " Co. I ... SC It "( t S C cpp,

l.H

.... UI.lHf-R ... ItltUJ"I sY:-,rf"~ C:IIP. [rU~"HJ{l~ [lAIA 1J ... "''oJ SVCQ ... j

3.1 :-,PFI..Oy V.IV!l.L.

).1 APPlltC LI ... IT!l.l J!l.I!I. ::.~~It"~

1. 'i INC.

1.9 :>UR~':;uGI""S ~,J ... "'.

I.) ~CAI!l.PLI·'T ... .(P. I • 3 I '.F'1 ~ f l ['~(. 1.3 CC"T~~ I\C. I. 3 CLJ'1~ [\IS-All; s(n ... Jpo(P. 1.3 :.1T.\ PI<: IId Eo( (0" ... . 1. \ ::"'CJ'1A f If' .... J-'c'.

I. 1 : l I oJ· T ric, J" .... ...1 !I. ~r ~ J \. <1

0.0 ')'1'0(£ S CA TA 1-<..)',1 .. :-.

:at IA C!l.IA )l'::.It'lS

l.b

O.h

\9 11.Q

.. Tt-f"

Total Purchase

Most Informative Literature

Answering Makers

210 100.0

56 l6.7

2f 12.9

2"1 12.9

12 5.7

4.3

3.8

3. B

1.9 1.4 1.4

1.4 1.4

1.0

1.0 1.0

1.0

0.5 0.5 0.5 0.5

C.5

o. ,

0.5

D. ,

l.'

IH 1'J0.0

40 lB. 8

10 7.2

7 5.0 3.6 3.b

2.' 2.9 2.2

2.2

1.4 1.4

1.4 1.4 1.4

1.4 1.4 1.4 1.4 0.1 0.1 0.1

0.1 0.1

C. l

0.7

0.1 0.1 0.1

0.1

II 7.9

t<.,j 11J.)

\4.J I I 11."

•• 1

4.1

1.1

l.1 '.0 .'.1 1.1

1.1

1.1

I.b

I."

c • .,

J.'

1 I .,. ~

178 100.0 {lA'io( DR 100 PCT. 46 25.d I-EWlEJT-PACKARu CO.

l ) 12.9 CIGITAl [QlJIPIo4Erlr cmp.

21 1[.3 IB'" CGRP.

10 5.6 TEX,'l,S l~snw"'f:1I,i h INC. 5.1 "'CArAPOI~l CORP. 4.5

2.0

1.1 1.1 1.1

1.1

1.1 O.b

O.b O.b

O.b

D. b

O.b

O.b

O.b

O.b o ••

o .b

2.2

112 100.0 11 21.1 e 7.1

5 't.5

5 4.')

4.5

3.b

2.1 2.1

1.8

1.8 I.' 1.8

1.' 1.8

0.'

U ••

0.' 0.'

0.' 0.9

0.'

I 0.9 10 8.9

I'd [J).0

.. ANe. lAuCRATORIES I'.jC. TELETYPE CORP.

BURROUGHS C)RP. RAYTH(ON JAIA ~YH(MS

I-AZFl T I'if CORP.

I-AR~IS CGRP.

CUDE'.( CJRP.

FCUtl:-PI"'ASE SYSrt.'1S I'4C. ... ONEY .... Ell INFOR~ATiLJ· .. ~'t'STE"IS

~PPlIEC GIGIIAl vAJA S~~TE"I5

INC.

'

<tOHA .. K GAIA ::.C1UKcS CGx".

PERTE( CU"t~vTEiI. (\.JKt'. BEE"'IVE l'IT(R~AfIO·"jAl

CElTA CATA ~YSTi:.~S

5PEkRY i,Jt-.IVAC

'l,A(Al-MllloO iF0k"lE"lY ItC

"IILGO I

(ARTEPFOM C(;M''1J~I(ATICtI.:i cr]~P.

... EGAOA T A CJRP.

'1[MuPEX CORP. I ft. TEC

AlA'dHUS QATA C .... '1'1UNI(ATI:::\S

CURP.

:Uh"'lECIA CJ~P.

EX TEL C::J"P. Ir-.CCTER ... (JR.P.

~oQThER"I TElECJ'" SYSTEf"5 CJRP. [r[;R'1ERlY JATA IOC (. S'fCJRI

IJT I-'ER

eASE OR 10:) PC T. IBM COPp.

TEUS INSTRU"lE~TS I-ARR IS COPP. CATA GENERAL CORP.

8URROUGhS CO~P.

RhCAl-MllGo (foR"IERlY ICC

., IlGO) TELETYPE (UkP. FOUR-P ... ASE SYSTEM::' I"1C. l-ONEY"Ell INFoRMAIIUN ~~STEMS

MOHAWK CAlA SCIENCES CORP.

NCRlhERN TELECUM SnJE"'~ CORP. (FORMERLY DATA luO Co SY(OR) . CATAPOI...,' CORP.

IN(OTER"1 COR?

ITI COURIER TEII.~H~Al S't'~TEMS

PERKIN-ELMER PRI'1E COMPUTER INC.

TAllY CORP.

h'oZEl T I ''IE CORP. NCR CORP.

CCMTE'II INC.

r ... E eRAECEN COR? DIABLO SYSTE"IS PoIC. lEA~ SIEGLER INC.

VARDON Co ASSOCIATES

~ESTERN l.."l10"l JELEGRAPI-< CCo .(EROl(

AZURDATA INC. eEEhlVE INJfRNATlUNAl

CoCUMA T ION I·H:.

I NFDTON INC.

RCA SERV ICE SIE"IENS CORP. • ~EWl ET T PAC'<ARD

OTHER

J"'St CR IGu PC, I. '>3 n .3 11'''1 U.JoI ....

14 1",~ H .. l f"T T-PA(.,,-AIC) I..u. 'i.J 111".1 .. ,; .... J;( 11.(.

J.4 . . . : ... ' ... ;)(;I .... ' l.l,cv.

1." (AT:. Cf'H..c. ... l C. JoIP. '.1

I.? I.'> I. , 2.'

l.' l."

1.1

I.'

], '>

J.h

)

..

J .0 0.0

'.1

'.LI' I t-FI<:'j 1FllLJ~ )"':-.1 r .. , (OkP. , HJ;.{"I Rl v l,\ ' A 10"; A', ') SVC')..c.1

,;'>IIooI{V Ur.IV,''''

3Pi'l He LI!.J IoU ';4. I ... S,qt.os

It.C.

... r;! ... '" :;AI" "ClrNt! , {.("IU). ~l..I'\I<.U\JC I"" ~ Cu"'?'

I"f;',t V .. El I l·jh.J ... ATI.J'j ~~~ll ... '>

Illl I YPE (,J~"'. f CUll. PI-... Sf :-. f S' ~ "I S I .... C. .. All ... l A '3C" !I. f J~ I' ~ I'~_.

l r',Ekt.l lltc' I..c. IL (J.

CU"l"1I\i~-t.lll:-,u:, UJ.d'.

:rc r S [0'1 ... 1"\ c'd"1PUlt II CORP. r '. ~ (~f x: r ',c.

C;"'Ir', I";C.

: ... r A P"'I·.Ii." CJ"? U~CJ""A T [C!'. [·Ie. !I,( 'If I R ... ( Jpo(:>.

I',F ITU', ,"" .•

~l I ,~ , I I (..Jk.'. Jf AMl'" I C A

!f(.-TI< A'J !" ... ..J::d ... I t ~

H,' .... PRUII I I,,'" ['j,~l )

For il1lema/lIse only

Total Purchase

Respondents Decision Answering Makers

21 J 110.0

35 16.7

2' 12. q

.2 S I l .j

IS 7. I 11 5.2 3.3

2 .•

2.4

1.,

I. ,

I.",

1.0 1.<1

I .•

1.4 I.J 1.0 1.0 1.) 1.) J.'

::;.S

J.S

J. :.

:~. S

I .•

IH 100.0

29 2 O. q 1 J 7.2

4.3

3. b

2 ••

2.9 2.9 2.2 2.2 2.2

2.2 1.4

1.4

1.4 1.4 1.4 1.4

1.4

0.1

C.7

0.1

0.1 0.1

0.1

C.1

0.7

1 0.1

10 7.2

I ~l I JO • .J

40 l C. I 'J lJ.'>

11 ').0 4.1

\.1

J. I \.1 1.6

2. " 2.1 l.1 1.1 l.1

1."

I.J

1.0 I. Q

I.J

0.5

o. ,

O. ,

D. ,

0.')

O. ,

o. ,

0. S

4.7

17 a DO.'

3J

19 2 )

"

, J

I~. q

to.7 11.2

8.4

5.b

2.'

3.4 1.1 1.1

2.2

l.2

1.1 1.1 1.1 1.1 1.1

1.1

1.1 1.1

1.1

J.b

J., J . , O.b

1.1

112 100.0 2 J 20.5

8.0

3.b 2.1

3.b

2.7 2.1 2.1 2.1 2.1

2.1 1.8

I.'

1.8 1.8

I

.'

1.8

0.' 0.'

0.'

0.' D. ,

0.' 1.1

I~~ 100.0 \4 21.4

I b 10.1 4.4

1.A

3. ,~

I.A

1.1

L l

I."

I.Q

1.3

I." O.h I.J

J.b

J.'

o. b O.b 0.0

D.h

O.b

O.b

O.b o .b O.b

4.4