What do I Sell the Customer? (Navigating the thin clientck Verastream Maze)

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Dec 4, 2013 (3 years and 9 months ago)

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What do I Sell the Customer?


(N
avigating the
Reflection “
thin client
” / “thi
ck

client” /
Verastream
M
aze
)


Abstract:


This
workshop
will provide a framework for solving the customer

s problem using the
Solution Selling methodology. The first
thing

is to
listen to the customer, find out what
the
ir

current
company
-
wide
needs are. Based upon this
,
WRQ can provide a solution.
This solution
may be
a complement

of products depending on the department/end user
needs.


Introduction
:

Terminology


API


Applicati
on Program Interface.
The way the Verastream Integration Broker can talk to


the Server Application to access data. This is also known as the Adaptor. An example is the
Siebel Adaptor.


Application



Any piece of software performing a task.


CAD/CAM



A h
ighly sophisticated engineering application requiring po
w
erful graphics.
Typically the application lives on a
UNIX
host.


Citrix Farm



A collection of Windows Terminal Servers running Citrix Software.
Applications are shared by all Citrix Servers and loa
d balanced between servers.


Citrix Server
-

Software from Citrix I
nc.

that
is
added to a Windows Terminal Server to
streamline administration and distribution of applications.

This includes load balancing and
sharing PC applications across several Citrix
Servers.


Client Server Application


An application that requires two pieces to communicate one on the
Host Server side and one on the client side. An example of this is Siebel.


COBOL



An old computer language that lives mainly on IBM hosts used for
business
applications.


Database

-

A collection of organized

data
, such as a simple file cabinet

or an address book
.


FORTRAN


An
old computer language that lives on hosts mainly used for
scientific

applications.


Host Application


An

application that ru
ns on a host that requires no client piece. An example
of this is SPAM.


IRIX



Typically a
UNIX
host used with CAD/CAM and manufacturing applications.


Java
-

A very high level multi
-
platform programming language used in Web applications,
UNIX hosts, IB
M Mainframes, and AS400 hosts.

This language runs on top of any Java Virtual
Machine.


Each UNIX host will have it
s
own version of the Java Virtual Machine.

Microsoft has
a Java Virtual Machine for the PC.

Netscape also has a Java Virtual Machine for th
e PC. Even
the MAC has a Java Virtual Machine. IBM has a Java Virtual Machine for both the Mainframe
and the AS400. NOTE
:
all these Java Virtual Machines are not identical.


There
are

some
variations
.



Javascript


a macro language for talking to html W
eb applications. Typically these scripts live
on a Web Server and are centrally administrated by the administrator.


Macro



A set of programming instructions given to a computer.

Macros can live on a users
workstation (VB/VBA) or live on a Web Server (J
avascript).


Model


A way of storing the information VHI retrieves from a terminal screen. This can be
navigational information and also information on text fields.


Reflection Basic


This was the precursor to the VBA included in our current WRQ Reflecti
on
Products (RUD, RREG, RHP , RIBM). It is still there for backward compatibility. It can also be
initiated by the host.


Reflection Command Language


A very old scripting language used with the DOS WRQ
Reflection Products. It is primarily used for host i
nitiated actions such as launching a file transfer
to transfer a host file to your PC. This is still there for backward compatibility.


Screen Scraping


Grabbing text and fields off a terminal screen.
This can be done
programmatically

using VBA calls or
through the Verastream Host Integrator. The VHI stores
this information in models.


Thick Client



Windows Based Emulation software that resides on
desktop
PC Windows or
MAC workstations.

It generally leaves a

big footprint


on the PC or MAC.


Thin Client



Browser based Emulation software resides on external device such as UNIX
Server, Microsoft IIS Server, Citrix Server or Windows Terminal Server. Note, a very small
piece of connectivity software will reside on the thin client device making the connecti
on
.

It
generally leaves a


small footprint


on the PC, MAC, UNIX Workstation, or WIN CE device.


Verastream

Integration Broker



Application tool for
integrating
various information
components such as databases and host legacy applications.

This will incl
ude Verastream Host
Integrator as a component.


Verastream

Host Integrator
-

Application tool

for extracting information from Terminal
Emulation Screens connecting to host legacy applications. These screens are called

green
screens


in the IBM world. This

will also work with VT Terminal Emulation Screens. The
resulting information can be put in a database like format so that it can be used for Verastream
Integration Broker.



VBA

-

Visual Basic
Ap
plication.

One kind of macro language from Microsoft foun
d in Word,
Excel, and WRQ emulation products (RIBM,RUD, RREGIS,RHP). This is almost identical to
the Visual Basic standalone product that Microsoft makes.

NOTE,
there is no VBA support in
RX, RWEB, and RMAC.


WTS

-

Microsoft’s Windows Terminal Server
.
“Super
-
workstations” which many users can
share to remotely access

a PC application.

























Reflection for the WEB Example:


(Simplified)






Note, most customers will want a

Proxy Server running some kind of
security protocol such as SSL. If this is not done, unencrypted packets can be
easily read over the internet.




VIB/VHI Example









Assess customer

s needs

by distinct user departments
:




What is the customer doing now?




Are they connecting to one application through a terminal
to

simply look up data? Or are
they taking this
data,

writing it on a piece of
paper

and then connecting to another system or
database and searching more?




Is the c
ustomer VBA savvy

or do they
have some
one in
-
house
who can write
m
acros?




How important
is it to
customize
m
acros on the fly?




Who is administrating this software

and what technology are they accustomed to? (i.e.,
WTS/Citrix, Webserver, Oracle database)




Do they currently have
Window
s

Terminal Server or Citrix Servers in p
roduction
?

What
function do they provide?




Do
they want

to

access their application
through
a

WEB

browser
?

Are they web enabled
now?




In two or three years, how will these systems
/appli
cations need to
change?




Will the database they are
talking

to still be around

in two or three years
?




Will it be necessary to
write many

new
m
acros
? Does the customer want to make the
transition appear seamless to the end
-
user?




If the

database

were repl
aced
with a new one on perhaps another host, would they still want
everything to work with a minimum
amount
of
effort
?




Do they have plans to add other databases or host

application
s?

Is this a company that insists
on doing everything through the WEB?


A
ssess customer

s
needs

by distinct
user departments
:

Department

Applicable


(Y/N)

Feature



Are they connecting to
one application through a
terminal
to

simply look up
data? Or are they taking
this
data,

writing it on a
piece of
paper

and then
connectin
g to another
system or database and
searching more?






Is the customer VBA
savvy

or do they
have
some
one in
-
house
who can
write
m
acros?










How important
is
it to
customize
m
acros on the
fly?









Assess customer

s
needs

by distinct
user departme
nts
:

Department

Applicable


(Y/N)

Feature



Who is administrating
this software

and what
technology are they
accustomed to? (i.e.,
WTS/Citrix, Web

S
erver,
Oracle database)










Do they currently have
Window
s

Terminal Server
or Citrix Servers in
p
rodu
ction
?

What function
do they provide?








Do
they want

to
access
their application
through
a

WEB

browser
?

Are they
web enabled now?










In two or three years,
how will these
systems
/applications need
to
change?









Assess customer

s
needs

by
distinct
user departments
:

Department

Applicable


(Y/N)

Feature



Will the database they
are
talking

to still be
around

in two or three
years
?










Will it be necessary to
write many

new
m
acros
?
Does the customer want to
make the transition appear
se
amless to the end
-
user?











If the

database

were
replaced
with a new one on
perhaps another host,
would they still want
everything to work with a
minimum
amount
of
effort
?










Do they have plans to
add other databases or host

application
s?

Is th
is a
company that insists on
doing everything through
the WEB?








II.

Identifying the Customers Requirements


It is important to realize that we can offer a multiplicity of tools.

Do
not think

of this as
an RWEB customer or a RU
O

customer. They can be b
oth and
a Verastream

customer
too.


Sample Case Study:


A
Company

called Windmills
-
R
-
US,
employees 11,000 people with critical Departments
Company wide.


Internal Sales Support Department

with 2,000 employees

is responsible for
looking up
the
orders and

pa
rts for the latest windmills

on the host IBM MAINFRAME application.


Some s
pecial
p
arts require going into a

separate

O
RACLE

d
atabase

on a HP
-
UX Host
.


They navigate through several screens
,

write the parts numbers on paper and then
re
-
enter
them into the
host
IBM MAINFRAME
application
.
They currently use
IBM’s 3270
PCOMM to connect to the IBM MAINFRAME.


Design & Development Department

with 500 engineers are

using a CAD
/
C
AM
application for

designing the windmills on their SUN UNIX host. They currently use

real
X Terminals to connect to their host.


M
anufacturing
De
partment

with 7500 employees uses a

UNIX

IRIX


host to manage
their robotic machines
to

build the windmills via vt220 terminals. NOTE
: T
he
manufacturing department likes to customize their inst
ructions for the robotic machines.


The

department does have

some very savvy VBA
programmers.

They are currently using
FORTRAN programs on their IRIX host to talk to the robots.


IT Department

support
s

all users company wide.

IT happens to have 100 Citrix

Servers
that
are

currently use
d

with their O
RACLE

database for
S
ales. The Citrix Adminstrator
will always be there.

They are also good at VB/VBA, but they know nothing about Java
or Java programming. IT says they can
’t be

bothered with installing somet
hing on all
1
1
,000 PC

s in the company.


Remote Sales Support Group

of 1,000

employees
needs

to remotely
place orders

from
various regions in the states.


They can only get
access remotely

through the WEB.


They
are basically doing just order placement
usi
ng the IBM MAINFRAME host
and have no
need for macros or customization of any sort.

Occasionally they may need to check some
information on the parts ORACLE database residing on the HP
-
UX host.

As they
currently do not yet have their web access set up, th
ey are faxing in their orders. When
the web access is set up, they would like it to be secure from hackers on the internet.


Future:

In the next year, S
ales is thinking about possibly adding
a

second ORACLE
database to tie in with other international windm
ill manufacturers.








Currently Remote Sales is faxing in their orders. They would like a more
secure way of doing things via the Web.



III.

Solution/Recommendation



WRQ recommends a
solution set:




Reflection for

the

Web



Reflection X



Reflectio
n for Multi
-
Host Standard Edition (RIBM & RUO)



VIB


There is
a Verastream

Integration Broker
package so

that sales

will be able
to integrate

the second
ORACLE

database when it comes along with a minimum of problems.


The remote sales force likes the flexib
ility of
either

using R
eflection for
WEB
or using

the R
eflection for Multi
-
Host Standard
fat client via Citrix when they have to do
something outside of their normal simple data entry. NOTE, in Citrix there is a Java
Client that they use when they want to

run R
MHESTD.




Note,
the

RWEB access will include an SSL Proxy Server for
security.


Ascertaining Customer’
s Host Access
Requirements



WRQ Reflection
host access
offerings are very similar. This table is meant to
show where they differ, so you can
most appropriately meet the customer needs.

Please consult the product specification for the fine details. This is meant to be a
basic guide. Note, there are 2 different ways to install the Windows Based
Emulation either on the PC or on a WTS/Citrix Serve
r. SAME AS
WTS/CITRIX will denote the same is true as the column to the left.




Function

Reflection for
the Web

Reflection
Windows Based
Emulation

under
WTS or Citrix

Reflection
Window
s

Based
Emulation on
PC

Administration

Software Resides on
UNIX S
erver, MS IIS
Server, AS400 Host or a
IBM MAINFRAME
Host. WRQ provides a
setup and install utility
for the Server side.




No client side software
required except a current
web browser.




Upgrades on the client
happen transparently
when you deploy a new
v
ersion to server.


Usage Metering
p
rovides:

Usage Logging

Connection Monitoring

Session Number
,
Limitation
,

License Enforcement


If not familiar with
WEB Server/UNIX
administration,
recommend WRQ
Consulting Services.

Software Resides on a
Windows Terminal

Server (NT or W2K).
Citrix Software may be
additionally applied.
Uses standard Microsoft
Windows Installer. Even
easier to setup if Citrix
tools are used.


No client software
required except a
Windows Terminal
Server Client or

Citrix ICA Client.


Upgrades

on the client
happen automatically
when a new version is
deployed on the
WTS/Citrix Server.


No metering is built in.
Please use
www.expressmetrix.com

if customer requires
concurrent licensing.



If not famili
ar with
WTS/Citrix
administration,
recommend WRQ
Consulting Services .

Software Resides on
each PC. A
deployment manager is
available to install and
update each PC using
Microsoft Windows
Installer.





Not applicable.






Deployment manager
must b
e run for each
PC to upgrade it.




No metering is built in.


Please use
www.expressmetrix.co
m

if customer requires
concurrent licensing.




Recommend WRQ
Consulting Services if
customer is limited in
time

or skills.


Function

Reflection for
the Web

Reflection
Windows Based
Emulation

under
WTS or Citrix

Reflection
Window
s

Based
Emulation on
PC

Emulation Types


VT
420, VT320,
220,
VT100, HP700
/
9x,
HP2392A,5250 and 3270
IBM Terminals


IBM

3287 and IBM 3812
printer emulation.


No PC X Server

Same as RWEB plus
SCO ANSI ,BBS
ANSI ,
VT
340/Regis
Graphics
,

Tektronix

4110
, Wyse

50/60
,
UNISYS Termina
l T27,
ADDSVP2, DG215,
LINUX Console, PC X
Server (RX)


IBM 3287 and IBM 3812
printer emulation.

SA
ME AS
WTS/CITRIX

Connection Type

Telnet,TN3270,
TN3270E, NSVT,SSL

SAME plus MPTN,
SNA, DLC

SAME AS
WTS/CITRIX

Host Initiated File
Transfer



No host initiated file
transfer

Supports host initiated
file transfer for UNIX
hosts, VMS hosts and
HP3000 ho
sts.


SAME AS
WTS/CITRIX

HLLAPPI
Support

No HLLAPI support for
IBM MAINFRAME or
AS400 hosts.

Supports HLLAPPI for
both IBM MAINFRAME
and AS400 hosts.

SAME AS
WTS/CITRIX


Function

Reflection for
the Web

Reflection
Windows Based
Emulation

under
WTS or C
itrix

Reflection
Window
s

Based
Emulation on
PC


Security





No secure ftp file transfer
built in.



Rweb 5.0, direct SSL
connections to the host
can be made
.
Also
session authorization and
access control can be
configured, including
LDAP.

Includes a Prox
y
Server for setting up SSL
connections.



As of 10.0
Secure ftp file
transfers

built in.


With 10.0 product SSH
is built in from WRQ.
SSL is also supported to
an IBM Mainframe or
IBM AS400.



SAME AS
WTS/CITRIX

Connection
Clients Available

Any Java 1.1
/1.2
-
compliant web browser

TCP/IP network
connection

Pentium 133 PC or
higher (or equivalent),
with a minimum 32 MB
of RAM

Supported client
environments include
Internet Explorer,
Netscape, JNLP (Java
Network Launch
Protocol) e.g. Sun Java
Web Start


Ind
ependent Computing
Architecture
Citrix
(ICA)
client works on the
following MS platforms:
Dos, Win 16 bit, 32 bit
Windows, XP.
Additionally on UNIX
workstations, MACS,
and Win CE devices.
NOTE there is a separate
ICA client for each of
these operating syst
ems.

Microsoft supplies WTS
clients, for 32 bit
Windows operating
systems, some Win CE
devices, and an Active X
Control that will run in
the MS IE 5.0. Note, it is
possible to run the MS IE
5.0 on a MAC. Microsoft
does not have a direct
access MAC or UNIX

WTS client.


Not applicable.


Function

Reflection for
the Web

Reflection
Windows Based
Emulation

under
WTS or Citrix

Reflection
Window
s

Based
Emulation on
PC

Macros

**










API documented fully in
the webstation to be used
with Javascript or Java.


Scripts usually reside on
the Server and are
typically shared by many
users. Typically an
administrator is in charge
of all the scripts.


VBA/VB built in along
with Active X

Objects. Uses built in
Methods and properties
to control Reflection.



Each u
ser can have their
own individual script
which they create.
Typically the user is in
charge of their own
script.

**

SAME AS
WTS/CITRIX











**




** NOTE,
there is no VBA support in RX, RWEB, and RMAC.