The Salutation Consoritum News Letter
October 1997

Table of contents

Message from the President
Salutation News
From the Managing Director
Salutation Scenarios
Salutation Megatrends
Tech Talk
Upcoming Events

Message From the President

Its Fall COMDEX time again -- The show we love to hate. The week before Thanksgiving each year, 250,000-plus make their annual migration to Las Vegas to attend the worlds largest IT oriented conference and show. The show occupies three of the largest convention halls in the city with overflow into 4 temporary pavilions.

We all will admit that something 'special' happens to us when we enter the show. Some say our Intelligence Quotient drops by at least 75 points. Why else would otherwise highly intelligent, logical, rational computer professionals stand on line for 1/2 hour to get a chance to win a tee-shirt, then proceed to another line to wait for a gime-cap, a kooz-ball or other promotional trinket.

To some it's an exercise in queuing theory. It begins with a queue -- registration lines, and ends with a queue -- taxi lines. And in between are lunch lines, bus lines, LAN lines, bathroom lines, and punch lines.

But despite all the down sides, there's an old Las Vegas adage, "If you don't play, you can't win." Salutation is going to 'play' again this year. We are going to be in the same pavilion as last year, just a couple of feet away from our old booth space.

Our theme this year will be "Network Resource Management For Applications!" We are working on demonstrations of existing applications that use the Salutation Protocol and highlight application development tools, aids and enablers.

So please stop by our COMDEX booth; Pavilion 2, Booth P2607. Who knows, there may be a line for you to stand in, or maybe a chance at a worthwhile promotional gizmo (like a Sharp hand held computer?)

Salutation News


The Salutation Consortium issued a Request for Information (RFI) seeking bids for the development of a Salutation Port-of-Entry. Application developers can incorporate Salutation Port-of-Entry software into Windows products to represent an application's capabilities to other applications, devices, and services via the Salutation Protocols.

The Salutation Port-of-Entry will provide a consistent user interface and basic set of interactions with network peripherals, without requiring software manufacturers to develop Salutation-specific technology. It will supply a Windows configurator for representing the application to other Salutation-enabled products. The Port-of-Entry lets the end user specify and control which local resources can accept network queries from other Salutation-enabled devices, applications, and services.

The Salutation Architecture is a protocol for locating and controlling computers, consumer devices, and office equipment across the Internet or a company intranet. It allows an application to send a network query to locate a device, application or service, allowing maximum possible use of the characteristics discovered.

RFI Posted on Web

The RFI has been posted on the Salutation website at

"The Salutation Port-of-Entry is a key part of the campaign to attract and support application developers with the tools to add new value features to their products. It will speed the time-to-market for new applications that take advantage of the Salutation Architecture. The Port-of-Entry will provide application and service providers a broader Salutation implementation base," said Robert F. Pecora, managing director of the Salutation Consortium.

The RFI details the minimum requirements for the Port-of-Entry and a test scenario to verify that the minimum functions are met. In addition, developers responding to the RFI are asked to specify additional functionality to the Port-of-Entry, the business model to be followed for use and distribution of the resulting product, and a schedule for delivery and support.

According to Pecora, the Consortium will evaluate responses to the RFI based on both the technical solution and the business model proposed. The Consortium will consider funding a portion of the development effort and will showcase the successful solution at COMDEX/Fall '97.

The Salutation Architecture was created to solve the problems of service discovery and utilization among a broad set of appliances and equipment in an environment of widespread connectivity and mobility. The architecture provides a standard method for applications, services, and devices to find out the capabilities of other applications, services, and devices, to search applications, services or devices for a particular capability, and to request and establish interoperable sessions with other applications, series, or devices.


The Salutation API Simulator is a Windows 95 program which simulates the API calls of the Salutation Architecture Version 2 specification. It is designed as a self-teach learning tool for using the Salutation APIs in products and services you might be designing. With the standard Windows Graphical User Interface, the user points at a specific API 'button' to determine the function provided and the specific call attributes required. The Simulator will also indicate when calls are not to be used and simulates responses from other Salutation enabled devices.

The Salutation API Simulator is designed to be a companion to the Salutation Architecture Version 2 Specifications. You may obtain these specification from the World Wide Web at, or you may request a printed copy by sending an e-mail to mailto:[email protected]. The specification is free of charge and there are no licensing or royalty charges for its use.

What you need to run Salutation API Simulator

Salutation API Simulator uses the standard Windows 95 Graphical User Interface, so if you know how to use a mouse and keyboard in Windows 95, your all set. In fact, you only need to use the keyboard for setting a couple of the API attributes, everything else is set by using the mouse.

To install Salutation API Simulator, you need to know how to Install Windows 95 application programs. However, installing Salutation API Simulator is very easy. The installation program takes care of all the heavy-duty details such as installing the program icon and required .dll files.

To run Salutation API Simulator, you need an IBM compatible PC equipped as follows:

Obtain a copy of the Salutation API Simulator

You may obtain a Test Drive version of the Salutation API Simulator through the Internet or directly from the authors at STS Consulting .

STS Consulting

10702 North 5250 West

Highland, UT 84003

and request the Test Drive Version of the Salutation API Simulator


Bellcore (Bell Communications Research) has issued a Request for Information to solicit views and opinions on the system architectural requirements for a Residential Gateway, the device that mediates between Digital Home Networks and external, service-providers' networks. Because of Salutation's work with the VESA Home Networks committee, the Consortium was given an opportunity to respond to the RFI. Here are some highlights:

BELLCORE: Bellcore has defined a Residential Gateway as "a device which mediates between Digital Home Networks and Access Providers' Networks." How would you modify or improve upon this definition?

SALUTATION: To the extent that mediate means to settle or reconcile differences, we agree. However, mediate often has a facilitation connotation rather than a pro-active connotation. We believe the Residential Gateway will not only recognize differences between Digital Home Networks and Access Providers' Networks, but will also take an active roll in data transformation, data routing, function matching, network management and directory management. To that end, we prefer to replace 'mediates' with 'negotiates'.

BELLCORE: Under what circumstances, if any, do you see the necessity for a Residential Gateway in the home?

SALUTATION: We believe there will not be a single Access Provider. As you have indicated in the RFI, phone, cable, and satellite providers are all vying for this space. The electric company will also be in this space using power line carrier technologies to transmit and receive information into and out of the home environment. As such, there will be a requirement to 'negotiate' sessions between the various Access Providers that a consumer may select and the various information appliances that the consumer may choose to purchase and install in his/her home. To that end, we feel that a Residential Gateway of some form will be a necessity for advanced communications to/from the home.

BELLCORE: If the homeowner is a full or partial owner of the Residential Gateway, where will Residential Gateways be available for purchase?

SALUTATION: We believe it would be a mistake to assume that any consumer equipment will take a single form or be available from a single distribution or retail channel. Witness the many different forms of TVs - with and without integrated VCRs, various sizes, with or without Picture-in-picture, etc. Or consider audio equipment - available in portable, compact, component models, with or with out CD players, etc. We believe the same effect will take place if the Residential Gateway is offered in the consumer market. The manufactures of home consumer electronics will not view the Residential Gateway as a necessity but rather as a marketable feature or product. As such, it will be available in multiple forms from multiple channels. For example, it might be available as component add-ons to PC platforms available from retailers such as EggHead or RadioShack. It might be marketed as a basic control panel similar to an electric circuit breaker panel and made available from retail discounters such as CircuitCity or BestBuy. It may be integrated into high-end entertainment centers, Home control units, security systems, etc. When the market is flooded with competitive Residential Gateway product, some will be available through Damark and other wholesalers.

It may become a part of a bundled package similar to the bundling of monitor, printer, and software with PC purchase. For example, you may be enticed to purchase the new advanced multimedia entertainment center, if it includes the latest Residential Gateway box to provide you with instant access to Access Providers.

With all these variations, a discovery protocol such as Salutation Architecture is necessary to understand the variations in configuration.

BELLCORE: Bellcore has suggested that any Residential Gateway standards be limited to a minimal list. How would you modify or improve upon this list?

SALUTATION: We believe it is necessary to specify a standard for plug and play that is consistent within the Residential Gateway and the home network. This standard should apply both in the gateway (between Access Network Cards and Home Network Cards - digital or analog, between various Home Network cards - digital or analog) and for information appliances (between Home Network Cards and information appliances and between various information appliances).

We believe this protocol should be independent of operating system, data protocol, link protocol, and bus architecture, providing flexibility of design for Access Network cards, Home Network cards - digital or otherwise, and information appliances.

We also believe a single standard plug and play protocol should, at a minimum, provide the ability to discover other adapters, devices, and services as they are installed either in the Residential Gateway or on the home network. Once discovered, it should be able to determine the characteristics, features, and special functions supported by the newly installed entity. Finally, it should be able to open and manage sessions (data pipes) between two or more adapters, between an adapter and an information appliance or appliances, or between two or more information appliances as necessary to support user requirements

Naturally, the Salutation Architecture should be considered as a primary candidate for this standard.

For the complete text of the Salutation Consortium's response to the Belcore RFI, contact Robert A. Pascoe at mailto:[email protected]. For more information on Salutation opportunities in the home network, see

From the Managing Director

Included in my activities over the past two months was participation in the "Upcoming Events" that were listed in the August newsletter. This report provides short descriptions of the events, what was learned from those I talked with and some conclusions and recommendations.

I took the opportunity at these events and meetings to communicate the following key Salutation messages;

1. Information appliances are taking advantage of the functionality offered by the Salutation Architecture, e.g., Salutation enabled products are arriving in the world market.

2. The consortium is promoting the Salutation Architecture to application developers building office solutions, e.g., Releasing the Port of Entry RFI that will encourage developers to enable their applications.

3. Salutation is driven by trends in Internet/intranet and web communications, which accentuate the market expectation for device interoperability.

Here are the events in chronological order.

Dataquest - Document Management Conference, August 5-6 in Chicago

This Dataquest conference, with its focus on document management and industry trends, attracts many device manufacturers, software developers, related vendors and end user organizations. The two information packed days provided attendees with vital information they need to; exploit the latest technology breakthroughs, market their products more profitably, anticipate and leverage the dynamic interrelationships between today's key market segments - printers, copiers, faxes and multifunctional. One important message from the conference was very clear. The impact of the Internet, networking and collaborative applications on future success. The conference provided excellent access to Dataquest and other analysts, as well as corporate contacts important to Salutation.

Press Tour - New York and Boston areas, September 8-12.

This concentrated round of interviews, which were arranged by Leslie Schroeder Public Relations and Marketing, gave me the opportunity to inform and educate key analysts and editors. We used an interview format that allowed me to give individualized presentations, elicit questions and responses, and develop relationships that will promote future contacts. Interviews were held with representatives from the following organizations: Byte Magazine, CAP Ventures, EMMS (Electronic Mail & Messaging Systems), Gartner Group, Hard Copy Observer, International Data, InternetWeek, Peripheral Insights.

The successful interviews with analysts showed a growing buy-in for Salutation concepts. We are beginning to see analysts aid in Salutation recruitment through introductions and referrals. News media were supportive of the Port of Entry RFI and saw it as a significant addition to Salutation. They all were impressed with the array of Salutation enabled products that were announced in Japan, but all asked the question, when can we expect to see these and other products announced in the US and Europe.

CAP Ventures - Converging Digital Peripherals Conference, September 11-12 in Boston

This is an annual event sponsored by CAP Ventures and the only conference that examines the entire scope of office peripherals. The Salutation member companies were well represented in the attendee list. The presentations included; The Digital Office, What's Happening to the Single Function Copier, Fax, Scanner Markets in a System Environment, and What Will it Take to Make the Analog to Digital Transition. As these topics and the name of this conference imply, the lines separating the functions and usage of varied types of office peripherals are getting very blurred. Therefore, the need to locate, control and utilize the capabilities of these devices in the today's networked environments is critical to their market differentiation and success. The answer is that Salutation addresses many of the network connectivity requirements for these devices.

This conference also provided the opportunities to respond to questions and requests for information from companies interested in possible membership, including developers and large a end user organization.

Fax Directions '97 Conference, September 15-16 in San Diego

This was the first annual Fax Directions Conference, sponsored by Davidson Consulting. This three day conference dedicated to the fax market defined status, directions, challenges, and opportunities for all those organizations that participate in this space. Here again, many of the Salutation member companies were represented at this conference by their development and/or marketing staffs. The main message from the conference was that the fax machine is still very much alive and the fax market continues to grow. Many of the presentations and discussions centered around the enhanced fax technologies, i.e., color, the Internet and improved software for managing faxes and servers. A key presentation dealt with how to integrate standard fax machines with corporate networks and managing the fax process.

I had the opportunity to participate on a panel that presented and discussed, "Where Does the Fax Go from Here?" I explained how Salutation enabled faxes can provide availability of improved functionality, utilization, and interoperability on the network. Along these lines, I made contact with nonmember company attendees that develop faxes or related software that were interested in learning more about how Salutation can benefit their products.


Salutation Scenarios

In each issue, this section of the Salutation Newsletter will highlight potential uses for the Salutation Architecture. We aim to prod your thinking as you visualize how Salutation might benefit your business. First we'll describe how someone might use Salutation-enabled products and services to solve a problem, then we'll take the covers off and show you how Salutation technology made the scenario possible.

Network Plug and Play

The promise of getting new office equipment and simply plugging it into a network port has been documented for years. But have you ever seen it work? You need the LAN administrator to build a directory record for the device, notify all users of its existence, load device driver in user's desk top environments, assign security codes, and so on.

Wouldn't it be great if the Getting Started manual for your new multi-function office machine simply read, "Position the unit in a convenient location and plug the power cord into the power outlet. Plug the LAN cable in to the LAN access port. Turn on the power switch."

You guessed it, Salutation Architecture can do this for you.

Salutation Behind the Scenes

1. When turned on, the multi-function device uses the Salutation Exchange SLM-ID protocol sequence to locate the other Salutation enabled devices on the network. This is also a signal to the Salutation enabled LAN Administration software that a new device has entered the network.

2. The LAN Administration software issues a Query Capabilities protocol sequence to the newly attached device. In response, our new multi-function device returns a series of Functional Unit Description Records detailing the Print, Document Storage and Fax capabilities it contains. As part of this exchange, the device specifies its 'public' security code.

3. The LAN Administration software then builds directory records associated with the new device and its functionality. (This has been demonstrated for the Novell Directory Service using existing NDS APIs.)

4. The LAN Administration software determines the location of device drivers for the new device. (They may be maintained in a LAN accessable database, in archival storage, on a Web or FTP server or maintained in storage on the device itself.) Once located, the LAN Administration software readies them for delivery to requesting users.

5. Users locate the new equipment either through traditional directory queries, or Salutation queries. For example, users may request a device having special characteristics using the Salutation APIs exposed in the Salutation Port-of-Entry (see Salutation News in this issue). If our new device matches the requirements specified by the user's request, it will respond positively. In a more traditional manner, the user may use directory queries to determine the availability of our new device. In either case, the user's system recognizes that this device is new and searches the local, then LAN environment for the appropriate device driver.

6. Again, using the Salutation Port-of-Entry contained in the desk top environment, the user communicates with the device through a Salutation Service request using a secure transmission based on the device's public key.

Salutation Megatrends

The forth in a series by Robert A. Pascoe, former president of the Salutation Consortium. Pascoe now operates Senior Technical Staff, a consulting firm focusing on interconnection technologies and interworking.

Remember MEGATRENDS, a 1982 best selling book by John Naisbitt and Patricia Aburdene which posted prophecies for the decade to come? The authors described ten major shifts in social, economic, political and technological trends, with the premise that these shifts would have wide ranging effects on our lives. We have been reviewing these trends to see if the authors' visions have come to pass and what it has meant to our life and lifestyle today. In this issue of Greetings we will take a look at the sixth and seventh trends:

6. Institutional Help to Self-Help

7. Representative Democracy to Participatory Democracy

6. Institutional Help to Self-Help

The Trend: Megatrends foresaw that people would rely less on the government, schools, and traditional medical treatment facilities. Much of this trend would be caused by the failure of the institutions to fulfill the needs of business, industry, and individuals. Instead, business and industry would provide workers with the training that the public school systems had failed to deliver, and government would reinvent themselves as social programs went bankrupt.

Today: The health insurance industry has taken the lead in self-help. By creating managed care and health maintenance organizations they seek to control their own destiny through controlling the explosive growth of health care costs. Business has invented the adopt-a-school program to form partnerships with public schools as a means of improving the educational experience of their future workers. Government continues to struggle with ways to keep Social Security and Medicare solvent.

In some aspects, Naisbitt and Aburdene predicted the 'me generation.' We have developed self-help groups on every topic, we have grown enamored with holistic medicine and herbal treatments, and we buy Us magazine. Taking charge of our own destiny, we have flooded mutual funds with cash to offset what appears to be the inevitable reduction in Social Security benefits. And one of the most active of the stocks targeted by investors is Home Depot, a do-it-yourself mega-store.

And we have been given access to one of the most useful self-help tools, the personal computer. This tool gives us access to CD-ROM encyclopedias, electronic medical dictionaries, math, reading and typing tutors, and the World Wide Web. And with search engines, chat rooms, on-line focus groups, and information filters, we can find the information we need at a moment's notice.

I don't expect this trend to slow any. The tools for foraging, finding, filtering, and fetching information will only get more powerful, easier to use and less expensive. Your choices of access channels for information will also increase. Cable companies will offer cable modems for high speed information access, telephone companies will branch out, offering information access and delivery services, and the electric utilities will offer energy management, appliance repair service, and security monitoring.

Salutation technologies are required to negotiate through the maze of information available for our use. At a minimum, Salutation's capability exchange will be necessary to negotiated sessions between the information provider and the output device to assure that the data transferred to the user can be visualized as meaningful information.

7. Representative Democracy to Participatory Democracy

The Trend: Rather than change the entire structure of government, the authors of Megatrends predicted that individuals would become pro-active in the democratic process. They suggested that education on issues and on the positions of the candidates for office might be a prerequisite for participating in any election.

Today: Two steps forward, one step back on this trend. C-SPAN provides us with access to debates on the issues, and provides us with glimpses of the performance of our elected officials. In the last few presidential elections, we have been presented with graphs, chart, and info-mercials designed to highlight issues and foster debate. Our elected officials have e-mail addresses providing us with an easy access, never before available. Our candidates show up on talk shows and MTV, and we are challenged to vote from a new information base.

But we also have the detractors of sound bytes and negative campaigning. As has been the case with past technology advances, learning to use the technology, or

manipulate it, provides great advantages. For example,

the lack of a little make-up may have contributed to the

outcome of the first televised presidential debate(Nixon/Kennedy- 1960). And although the Internet is providing an electronic forum for discussing the issues of today (over 11,000 "infoseek" hits on the words Democrat and Republican), more is not necessarily better. As observed earlier, "We are drowning in information and starved for knowledge." The requirement we consumers must present to the technologists is to provide higher function, user friendly information filters, allowing access to debates on the issues that effect us individually.

Salutation technologies and enabled applications like the Salutation Port-of-Entry will provide a negotiation level between our need for information and the way it is accessed and presented.

Tech Talk

The Salutation Architecture provides a simple, light-weight API set for accessing the Salutation functions. These APIs fall into 5 categories:

Initialization: There are two APIs for initialization of the Salutation Manager that receives and acts on the API calls. They are

Registration: There are two APIs for maintaining Functional Unit Registration. They are:

Query: There are two APIs for locating other Salutation Managers and determining the Functional Units registered there. They are:

Availability: There are two APIs for determining if a Functional Unit is available. They are:

Service: There are three APIs which control the movement of data between Salutation enabled entities. They are:

That's it! Eleven API calls to initialize, register, find and use Salutation enabled devices, application and services. If you would like to learn more about the Salutation API calls, get a copy of the Salutation Specification from You can also get a software simulator of the API calls by accessing


Excerpts from AS/400 Systems Management Magazine , August 1997, 'You'll never have to say "General Protections Fault"' by Wayne Rhodes (

AS/400 General Manager Bill Zeitler promises the platform will integrate leading-edge technology - and not just IBM's.

A fundamental shift is underway in information technology, that is driving the networked era, according to Bill Zeitler, general manager of IBM's AS/400 Division. He told attendees at the AS/400 Environment Conference in Dallas that there is a convergence of communication and network computing technologies.

Zeitler cited the efforts of the Salutation Consortium. The consortium of 30 companies is working to establish Internet standards and browsers that can talk to just about any business device from copiers to faxes. "Everything will be connected," he said. "The consequences will be 10 tines as many devices driving information applications to servers."

The AS/400 is well-positioned to take advantage of this phenomenon, Zeitler declared. "The vision we have for the AS/400 for the next five to ten years is where the whole industry is going," he said.

A lot of competitive battles are going on at a lot of fronts in the interim, according to Zeitler, particularly on electronic business. He contended that "e-business" has moved to a third phase of viable applications. "I know there's a concern about how committed software vendors are to the AS/400," he said. "As of yesterday, there were 2,232 network-enabled applications on the AS/400."

Zeitler called Windows NT an enormous force in the market today," and promised that the AS/400 will integrate industry-leading technology," not necessarily IBM, not just Java or Domino or NT." In doing so, however, he pointedly joked with his audience in promising that the AS/400 will never display the "blue screen of hell" and never say, "General Protection Fault," a jibe at the reported performance problems plaguing NT installations.

"The products we'll roll out will exploit technology, such as 64-bit Risc chip, others are just getting started on," Zeitler promised.


Because of Salutation Architecture's independence of operating system and network protocol, it is uniquely positioned to operate in the mixed environment Zeitler predicts.

Upcoming Events

MFPA Integrated Office Conference '97, Friday October 24, 1997, Hyatt Islandia, SanDiego, CA.

R.F. Pecora will be a featured speaker.

Fall COMDEX 1997, November 17-21, 1997, Las Vegas, NV

The Salutation Consortium will be represented at COMDEX in November, 1997. We will be in Pavilion 2, Booth P2607. Our theme this year will be "Network Resource Management For Applications!" We are working on demonstrations of existing applications that use the Salutation Protocol and highlight application development tools, aids and enablers. Our objective is to have demonstrations of IBM's NuOffice, IBM's Salutation Manager with Windows-specific user interface, and an early look at the Salutation Port-of-Entry. If that isn't reason enough to stop buy, we will be giving away Sharp hand held digital assistants - one per day - plus some other surprises! Check out the Salutation Web page for up-to-date information and access to discounts on executive passes to the COMDEX Show. Surf to