Here is something which I believe is a simple truth: If there is truly
a "big difference" between the Sun Ray solution and the HP thin-client
solution, then it will (necessarily) be possible to quantitize those
benefits in business and economic terms. The inverse (contrapositive?)
is also true: If the business benefits cannot be quantitized, then HP
deserves to win.
Now before you think I have subscribed to the wrong mailing list, let me
say that I believe the business benefits can be computed... and have
worked through the numbers to prove it both to myself and to my
customers. The key is to translate the hard technical differences into
changed business processes.
Here's an example: We say the Sun Ray is better because it has no local
OS. Big deal... most people (and virtually all decision makers) have no
idea what an OS is, and would be shocked to find out that there was one
lurking on their computers somewhere. Why is no OS better? Well...
because it is easier to manage. Wrong again.... Saying that our
computers are "easier to manage" is like telling someone that the toilet
paper is "new and improved". The label might say 33% softer, but it
still feels exactly the same up against my bum.
No local OS is better and easier to manage. In business terms, it
introduces a changed business process which can be shown to be more
effective (a value proposition) and less expensive (a price proposition)
than the alternative. You are actually fortunate that your customer is
considering an HP thin-client, because it is so much like a normal PC.
With a local OS, the HP can be misconfigured (remember your customer
believes in Murphy's Law). What is the cost of a misconfiguration?
What is the value if misconfigurations were eliminated? With a local
CPU and memory, the HP will become old and obsolete. What is the cost
of replacement? What is the value if replacement were avoided? Keep
asking these same questions for each technical difference and (I
promise) your palette will fill up with good sales nuggets.
Note that I am not talking about long-term ROI. Most companies have to
balance short- and long-term costs... Wall Street won't let them rob
today's Peter to save a few bucks for tomorrow's Paul. Nevertheless,
using the approach advocated here, I have developed an all-in cost
comparison which shows the Sun Ray to be favorable in both acquisition
costs and ongoing recurring costs. These benefits can be realized from
day-1.
The best thing about the Sun Ray solution, however, is not the cost
benefit... it's the long term value benefit in terms of productivity and
stability. The Sun Ray lets owners and managers focus on things which
are much more important to their business -- serving customers, selling
widgets, closing deals, etc. Nobody wants to manage a desktop anymore
-- even a desktop from HP.
Good luck!
-jerry
fitra budi anggoro wrote:
Thanks Ralf, Jeff and also Christ. Its very good input for me.
But this is sales stuff, do you know how can kick Hp thin client @$$
in real life? like to beat HP within POC. Iam going to use solaris 10
and srss 3.1. But HP will come in with their Linux and dont know with
their management sw? any idea would be very appreciate
Thanks a lot guys
*/"Ralf K. Wiegand" <[EMAIL PROTECTED]>/* wrote:
Big difference between SunRay - DISPLAY over IP - and
the HP "thin client" solution.
SunRay's do not have a local OS running and are really
considered a Display device, like your TV, a true thin
client. HP thin clients still require some sort of OS
on the HP box. If you use Windows XP e?? not sure of
the correct version, but you still have to deal with
virus and patch problems.
SunRay's connect to a direct dedicated interconnect or
private network, a shared interconnect or remote
networks. very easy to setup and manage, even with
failover and load balancing configuration. Both will
use Citrix inorder to access MS resources.
SunRay SRSS 3.1 has greatly improved from his older
versions. We are currently running several test
pilots and users like the hardware (5y/w). Display is
nicer and the speed has improved as well (booting and
display). I only can highly recommend SUN's solution
and I'm sure that this technology will be a big part
of high speed data networks in the very near future...
Ralf
--- fitra budi anggoro wrote:
> Guys,
>
> Anyone knows about competition sunray with HP thin
> client , especially within their solution? bought
> can
> use Linux right? but what about their sw management?
> Sunray have Srss but as i know, hp use altiris,
> which
> only can run on windows.
>
> Thanks in advance
>
> Fitra S.
>
>
>
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