This new list, compiled from research and customer interviews, sports much larger sites and several new market segments with strong growth potential. And NeXT's recent alliances with HP and Sun are providing strong encouragement in many quarters.
Despite this obvious growth, numbers occasionally remain small because many companies are finishing pilot projects or building prototypes before embarking on an enterprisewide rollout. Our interviews indicate that this buying pattern is common in many segments of the market. For example, VME, a German union of furniture-sales companies, has only 20 machines but has agreed to purchase over 8000 more seats. The same is true for other promising European, health-care, and financial-services sites, which appear in the chart (highlighted with **) because their plans indicate serious potential for growth.
According to industry sources, interest remains strong and NEXTSTEP continues to flourish in financial-services and commodities-trading firms. A custom commodities-trading application developed by Phibro Energy has become a sought-after tool, luring at least three other sites into choosing NEXTSTEP. And in telecommunications, industry leaders are signing on, which could lead to a trickle-down effect in the remainder of that market.
On the down side, many university representatives voiced concerns about NeXT's lack of support and disinterest in selling new seats into their market, jeopardizing a good opportunity to seed NEXTSTEP dedication in the future work force. Government sites, while apparently also growing, were difficult to pin down because of the classified nature of their work.
The NEXTSTEP market has a stronger pulse this year. Between NeXT's cross-platform alliances and its continued expansion in promising new directions, the heart rate of the market should only become healthier. by Paul Curthoys
Very Wide Table (please open window) Name Location Type of business Installed Plans Motorola:Intel Other Systems in USE Uses
Swiss Bank Corporation
Basel, Switzerland; Chicago; and London
Financial institution 2500 Confidential 9:1 Sun, HP, PCs Trading, office automation, e-mail
Chrysler Financial Corporation
Detroit, various locations in United States
Auto financing 700 2500 All Intel None Custom auto-financing system
First National Bank of Chicago
Chicago
Financial institution ~400 30 more in 1994 Mostly Motorola Sun, HP, PCs Office automation,
custom risk-management software
Phibro Energy Greenwich, CT
Westport, CT
Commodities trading 300 50 more in 1994 All Motorola Sun, Auspex Custom apps for trading and
risk-management
Trimark Financial Corporation
Toronto, Ontario
Mutual-fund management ~220 300 maximum Mostly Motorola Sun, VAX, PCs, Mac Accounting, office support,
mutual-fund client service
Union Bank of Switzerland
New York
Financial trading ~150 Will grow 9:1 Sun, DEC Trading of stocks, options,
and futures
NationsBanc-CRT
Chicago
Financial trading 100 200 more in 1994 1:3 HP Custom derivatives-pricing app
Federal National Mortgage Assn. (Fannie Mae)
Washington, D.C.
Home-mortgage underwriting ~100 75 more in Q1 1994; more later Mostly Motorola PCs, Sun Custom collateral-management apps
Republic New York Corporation
New York
Financial trading 60 40 more in 1994 Mostly Motorola Sun, PCs, DEC Word processing in
legal department
EOTT Energy Corporation
Houston
Gas and oil trading 23 200� 300 more All Intel HP Commodities-trading app
Dow Jones Telerate**
Jersey City, NJ
Financial-data feeds 12 150 more in 1994 1:4 HP, Sun Real-time financial-information
software development
PEMEX**
Mexico City
Mexican national oil and gas company N.A. 150 in 1994 All Intel Sun, HP Commodities-trading app
Value Behavioral Health 1
Falls Church, VA
Managed health care 600 None in the near future All Motorola Sequent, Mac, PCs E-mail, system for tracking
information on care providers
Mt. Clemens Hospital
Warren, MI
Hospital 130 40� 50 more in 1994 All Motorola Sun, PCs Patient-care system
Alberta Children's Hospital
Calgary, Alberta
Hospital 85 250 more by 1996 1:15 None Patient-care system
Rush-Presbyterian-St. Luke's Medical Center
Chicago
Hospital 80 Will grow 7:1 Suns, PCs Personal productivity, custom
administrative app
Abbott Labs
Abbott Park, IL
Medical-equipment manufacturing 75-80 2 Possibly 100�200 more by 1995 1:1 Sun Custom medical-information
processing app
Glenrose Rehabilitation Center**
Edmonton, Alberta
Rehabilitation medicine 45 100� 150 in 1994 1:8 Tandem Patient-information system
U.S. Air Force and U.S. Navy
Various throughout United States
Defense 4000� 5000 Continued growth All Motorola Sun, HP, DEC, VAX, E-mail, office automation,
Auspex, Pyramid custom administrative apps
Los Angeles County Sheriff's Department
Los Angeles
Public safety 619 Will expand 2:1 DEC, Sun, Sequent, E-mail, custom apps
PCs
Advanced Research Projects Agency
Arlington, VA
Federal research-funding agency ~100 Not determined Mostly Motorola Sun, SGI Office automation
City of Baltimore
Baltimore
Transportation and budget research 66 Growth possible All Motorola PCs Office automation in parking bureau
and budget department
Alberta Registries
Edmonton, Alberta
Registry of vehicle and property information 50 Not in the near future All Motorola PCs Accessing vehicle-registry
information,
office automation
Williams Telecommunications
The Woodlands, TX ; Tulsa, OK
Private-line carrier 330 100 more in 1994 6:1 HP, Sun, PCs Custom-software development,
office automation
McCaw Cellular
Seattle
Cellular-phone service and sales 250 4000 by 1996 Mostly Intel Sun, HP, PCs, Customer-service management
DEC, VAX
US West
Denver, Minneapolis
Local-phone services 100 Not determined Almost all Sun, HP Office automation, custom apps
Intel
Rogers Cantel
Toronto
Cellular-phone service and sales 60 600 in 1994 1:5 IBM, Sun, HP, DEC Developing and using apps for
customer sales and service
MCI Consumer
Washington D.C.; Denver; Colorado Springs, CO
Long-distance phone carrier 10 40 more in 1994 All Intel HP Proprietary development of
telecommunications software
Val Verde Unified School District
Riverside, CA
K� 12 school district 572 200-400 more All Intel HP Administration and business
management,instruction,
custom apps
University of Alberta
Edmonton, Alberta
Higher education 305 None 60:1 IBM, SGI, Sun, Research, teaching math,
Mac, PCs and software development
Allegheny College
Meadville, PA
Higher education 300 75� 100 more possible 24:1 HP, Sun, DEC, Student and specialized labs,
in 1994 Mac, PCs faculty desktops, custom apps
Stanford University
Stanford, CA
Higher education 248 None Mostly Motorola Mac, UNIX Multimedia development, programming
workstations, Sun, classes, music research
DEC
Rose-Hulman Institute of Technology
Terre Haute, IN
Higher education 240 None All Motorola HP, Sun, DEC, PCs Open labs, math instruction
Indiana University
Bloomington, IN
Higher education 200 None Mostly Motorola SGI, Sun, Ultrex, Instruction in various subjects
DEC, Mac, PCs
University of Maryland
College Park, MD
Higher education ~200 May grow All Motorola Sun, IBM, Mac, PCs Teaching lab for UNIX, engineering
and computer-science classes
Simon Fraser University
Burnaby, British Columbia
Higher education 170 None All Motorola Sun, Mac, PCs, SGI Open and computer-science lab,
system administration, teaching
ITESM
Monterrey, Mexico
Higher education 164 10 more in 1994 Mostly Motorola HP, Sun, IBM Computer lab, satellite delivery of
education programs, custom apps
Princeton University
Princeton, NJ
Higher education 150� 175 None Mostly Motorola Sun, SGI, HP, PCs Library card-catalog system,
instruction
Delo Publishing
Ljubljana, Slovenia
Magazine and news publishing 160 300 by 1994 3:1 None Management of editorial and
production processes
Linklaters & Paines
London
Law firm 150 1600 2:3 Wang Office productivity
Teleholding
Amsterdam, The Netherlands
Commercial telecommunications 140 50-100 more All Motorola Sun, HP Interactive telephone
voice-response system
Ticino Vita
Lugano, Switzerland
Life insurance 80 Slight growth Mostly Motorola HP, IBM Custom app for life-insurance
management, PDO
London Stock Exchange
London
Stock trading 60 140 in 1994 1:3 DEC, Sun Office automation,
monitoring the U.K.
domestic stock market
VME**
Various throughout Germany
Union of furniture-sales companies 20 8000+ Mostly Intel None Custom app for business management
Barclays Bank**
London
Financial institution 25 ~2000+ All Intel PCs Office productivity
Combo Utrecht**
The Netherlands
Mobile communications network 45 250 more by 1996 All Motorola None Scheduling transportation schema
and radiotelephone traffic
NILEG**
Hannover, Germany
City planning 40 80 3:1 HP Office productivity
BJK&E
New York, Dallas
Advertising 1000+ Confidential 1:1 SGI, PCs, Mac Process reengineering
Alain Pinel Realtors
Various in San Francisco Bay area
Real estate 385 450 Mostly Motorola None Office automation, custom apps
William Morris Agency
Beverly Hills, CA
Talent agency 375 Not in the near future All Motorola None Office automation, client directory,
phone logs, tracking talent info
Organization Resource Counselors
New York
Human resources ~50 50 more in 1994 Mostly Motorola PCs, IBM Custom apps, office productivity
Trident Data Systems
Los Angeles
Computer services ~50 Growth likely All Motorola Macs, PCs, Sun Software development, office automation
Los Alamos National Laboratory
Los Alamos, NM
Research 250 10-20 more 4:1 Sun, HP, SGI, Office automation, development
Mac, PCs of scientific apps
Stratus Computers
Marlboro, MA
Computer manufacturing ~200 200 more in 1994 Mostly Intel Sun Customer-service app and database
PanCanadian Petroleum
Calgary, Alberta
Oil and gas production 100� 200 1000� 1200 Mostly Intel Sun, PCs Development of custom apps for
managing and marketing fuel
Pinole Point Steel
Richmond, CA
Steel manufacturing 43 None All Motorola Sun MRP, financial analysis, and custom
manufacturing software
Morrison-Knudsen
Boise, ID
Mining coal and gold 35 15 more 6:1 PCs, Mac, HP, Wang Monitoring gold-mining processes,
office automation
1 Formerly Preferred Health Care 2 Abbott Labs plans to purchase an additional 6000 NEXTSTEP seats, which it will resell with its medical-information processing software.
3 Data on several large, classified sites within the U. S. government was not available for publication.
** Up-and-coming sites