Conference necsc::paw

956.0. "How to get a loan of POLYCENTER for a customer " by ZEKE::BURTON (Jim Burton, DTN 381-6470) Wed Feb 26 1997 12:37

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|d|i|g|i|t|a|l|                            INTEROFFICE MEMORANDUM
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TO:                               DATE:    February 26, 1997
                                  FROM:    Jim Burton & Curtis Chase
                                  DEPT:    POLYCENTER Product Management
                                           POLYCENTER Services P.M.

SUBJ:  How to get a loan of POLYCENTER for a customer

We are currently working with CA to develop a more streamlined process for
loaning the POLYCENTER products to Digital customers, but in the meantime,
this is the only process approved by CA.

All customer loaner situations must be referred to Computer Associates. Digital
does not have the right to loan CA software directly to customers. CA manages a
loaner or "trial" situation a little different than Digital. As an example they
only allow customers 30 days rather than the 30, 60, and 90 days that Digital
offers.  Before the trial begins, they want to know what problem the customer
is trying to solve, how long the customer will need the software, etc. 


1)  In the US Digital sales rep calls CA's hotline (508) 460-5424 and tells
    CA they have a customer who would like to trial a product.  Outside the
    US, Digital sales calls the local CA office.

2)  The CA will put the Digital sales rep in touch with a local CA sales rep
    who will help coordinate the request.  (This allows CA sales to get
    credit if the customer buys the product)

3)  The CA sales rep will assist the Digital sales rep/customer to complete
    the "CA software product trial/evaluation agreement".

4)  The CA rep processes the agreement and arranges for the shipment of the
    trial product to the customer.

5)  The CA sales rep and the Digital sales rep will work with the customer
    during the trial period. 

6)  The Digital sales rep will attempt to close the sale with the customer
    and order the product for the customer.  The CA rep gets credit if
    Digital books the order.