| T.R | Title | User | Personal
Name | Date | Lines |
|---|
| 50.1 | | ODIXIE::MOREAU | Ken Moreau;Technical Support;Florida | Thu Feb 20 1997 09:20 | 37 |
| I know that I am going to get myself in trouble here, but I can't help it.
> Within the 1-3-9 strategy architecture, the 3 growth platforms are
> identified as: 64-Bit UNIX
> Windows NT
> Internet
I *always* change that to 64-bit Computing when I deliver this message to
my customers. I then follow that slide with a slide each on 64-bit Digital
UNIX, 64-bit OpenVMS, and the news that Microsoft has announced that they
will put 64-bit Windows NT on Alpha first (I then frequently mention that
Microsoft is dropping support for MIPS and PowerPC).
This has several purposes:
1) It shows that Digital is following through on it's promise of being
O/S neutral, since they all run on Alpha.
2) It shows that we are working closely with Microsoft, and that they are
strongly behind Alpha.
3) It reassures our OpenVMS customers that they still have a future with
Digital, and that Digital is not walking away from them or OpenVMS.
(I appreciate that not all of these points are universally agreed on, and
there are Digits who will disagree with point # 2, and others who are working
to make sure that point # 3 is wrong, but that is not the topic of this note).
I think that stating this as "64-bit UNIX" is making the same mistake we
made in the late 80's with "One Company, One System, One Message". Different
O/S, but the same attitude.
Digital has accomplished something that no other vendor even tries: build
the fastest chip in the world that can run many O/Ss! We shouldn't walk
away from that, or be ashamed of it. We should be shouting it from the
housetops. But since we don't do that (ie, advertising), then I will do
the best I can at my local level.
-- Ken Moreau
|
| 50.2 | UNIX is not the only 64 bit target.... | FIREBL::LEEDS | From VAXinated to Alphaholic | Tue Feb 25 1997 13:55 | 36 |
| I agree 100% with Ken - and I think the new SBU message reflects that....
they seem to no longer say one of the growth platforms is specifically "64
bit UNIX", but "64 bit systems", which today includes OpenVMS and Digital
UNIX, and in the future Windows NT.... the following is from the sbu home
page: (http://sbu.mro.dec.com/pyramid/platform.html)
High Growth platforms = 64-bit computing
Windows NT
Internet
UNIX is the current dominant paradigm
with the most new investment. Within
UNIX, there is another emerging paradigm
shift to 64-bit computing; indeed we have
been leading the emergence of this market
with our best in class UNIX offering.
With our own loyal OpenVMS clients, we
are also providing a robust 64-bit
computing environment, integrating
Windows NT, and in fact, are attracting
new customers to that operating
environment because of the unparalleled
capabilities that OpenVMS provides.
Capabilities that we are adding to our
UNIX and Windows NT environments, as
well.
Windows NT is the emerging paradigm;
we think the skeptics of a year ago are
gone.
The Internet is another emerging paradigm,
providing an entirely new type of platform
for a new class of enterprise applications.
|
| 50.3 | | UCXAXP::KIMMEL | | Tue Feb 25 1997 19:24 | 12 |
| Then it would appear that the new DIGITAL Strategy for Growth quick
reference cards are talking about the older wording?
According to the card the 3 high growth platforms are
- High-performance 64-bit UNIX platforms
- Windows NT across the enterprise
- Internet connectivity within and between enterprises
... plus OpenVMS for ultra-high availability.
Kinda looks like 3_plus_change growth platforms to me.
Can these cards make their way to customers?
|
| 50.4 | | CHEFS::KERRELLD | To infinity and beyond... | Wed Feb 26 1997 03:09 | 7 |
| Stick with the original three. Customers are confused enough with our
constantly shifting position and lack of clarity. Individuals putting their
own spin on things to suit their own agendas does not help either. Our lack
of focus on 64-bit UNIX has been damaging our market position for some time
and WNT revenues are not making up that difference.
Dave.
|
| 50.5 | | ODIXIE::MOREAU | Ken Moreau;Technical Support;Florida | Wed Feb 26 1997 10:19 | 48 |
| RE: .4
>Stick with the original three. Customers are confused enough with our
>constantly shifting position and lack of clarity.
Do you think that Ford customers are "confused enough with [their] constantly
shifting position and lack of clarity" because they don't stick to only
marketing cars, and abandon their truck and van lines of business?
Or do you think that a major manufacturer is capable of supporting more
than one narrowly focused niche in a field, and is capable of recognizing
that customers are diverse enough that one size does *not* fit all, and
is capable of differentiating their products without marketing against
those products? (hint: this is my position).
I think that Digital is capable of the first two of those, and I believe
that many people in Digital are capable of the third. Unfortunately, not
all people in Digital are able/willing/whatever to do the third, so you
get messages like "One Company, One System, One Message" in 1987, and
"3 Growth Areas: 64-bit UNIX" in 1997. I think the message was wrong in
1987, and I think it is wrong in 1997.
> Individuals putting their
>own spin on things to suit their own agendas does not help either.
Whose agenda are you discussing? My agenda is simple: get my Sales Reps
to 100+% of their budget. Their budget does not say UNIX, it does not
say OpenVMS, it does not say NT, it says AlphaServers. I get paid exactly
the same no matter which operating system goes on the AlphaServer, so if
I can help them make budget with operating system 'foo', then I am going
to sell operating system 'foo'.
> Our lack
>of focus on 64-bit UNIX has been damaging our market position for some time
>and WNT revenues are not making up that difference.
There we are in violent agreement. We should focus on Digital UNIX, and we
should focus on OpenVMS, and we should focus on Alpha NT. And I know for a
fact that the field is capable of doing all of those things simultaneously,
because I see it happening every day. Talk to any Sales Rep or Sales Support
person, and you discover that they are eager to sell any Digital product
that fits in a customer situation (ie, will it solve the problem and will
the customer buy it). Now if only we could get our air cover (ie, the
advertising) to match our ground war...
-- Ken Moreau
OpenVMS Partner who just sold $33M of Digital UNIX, and is preparing to
deliver Alpha NT training to all of the VARs in Florida
|
| 50.6 | | CHEFS::KERRELLD | To infinity and beyond... | Thu Feb 27 1997 02:59 | 8 |
| re.5:
We can debate the strategy all we like internally and it's healthy to do
so. However, when presenting to customers we need one voice. None of us
have the right to amend the strategy because we are uncomfortable with any
part of it.
Dave.
|
| 50.7 | | ODIXIE::MOREAU | Ken Moreau;Technical Support;Florida | Thu Feb 27 1997 10:09 | 16 |
| RE: .6
>We can debate the strategy all we like internally and it's healthy to do
>so. However, when presenting to customers we need one voice. None of us
>have the right to amend the strategy because we are uncomfortable with any
>part of it.
I agree with all of those statements. Which is why I will present the
strategy as "64-bit Computing", exactly as the SBU home page says. The
fact that some printed documentation has it wrong, is of historical and
academic interest only.
-- Ken Moreau
who will present the 3 O/S strategy message to all the VARs in Florida
next week, and will make *sure* they compete with HP/Sun/IBM/SGI, and
not each other...
|
| 50.8 | | CHEFS::KERRELLD | To infinity and beyond... | Thu Feb 27 1997 13:35 | 6 |
| >I agree with all of those statements. Which is why I will present the
>strategy as "64-bit Computing", exactly as the SBU home page says.
Our customer pages (www.digital.com/L101O7/) say "UNIX".
Dave ;-)
|
| 50.9 | | ODIXIE::MOREAU | Ken Moreau;Technical Support;Florida | Thu Feb 27 1997 14:21 | 22 |
| RE: .8
>Our customer pages (www.digital.com/L101O7/) say "UNIX".
So you are saying that we are better at getting the word out to ourselves
than we are at getting the word out to our customers?
Gee, that has *never* happened before at Digital Equipment Corporation... :^)
I don't mean to be flip, and I appreciate the chaos that would result if
everyone was free to make up their own messages about Digital. But we have
clear evidence that Digital now intends to focus on "64-bit Computing", but
that there still exist a few artifacts in the system which show the earlier,
incorrect version. Therefore, I will continue to use "64-bit Computing"
Keep in mind that this does *NOT* mean that I am denigrating O/S 'foo' in
favor of O/S 'bar'. I strongly recommend every single one of the O/S's
that Digital offers, as each is appropriate in a customer situation. I
understand that this makes me hateful to those people for whom there is
only "one true O/S", but I accept this with equanimity.
-- Ken Moreau
|
| 50.10 | Look what you guys started .... | VAXCPU::michaud | Jeff Michaud - ObjectBroker | Thu Feb 27 1997 15:50 | 233 |
| Date: Thu, 27 Feb 1997 15:49:13 -0500
From: [email protected]
To: [email protected]
Subject: Latest Gartner Group Report
**********************************************************************
* DIGITAL CONFIDENTIAL *
**********************************************************************
+---------------------------+ TM
| | | | | | | |
| d | i | g | i | t | a | l | INTEROFFICE MEMO
| | | | | | | |
+---------------------------+
TO: UNIX Busines Segment FROM: Donald Z. Harbert
DATE: 27 FEB 97
DEPT: UNIX Business Segment
EXT: 223-1253
LOC: PKO3-1/A16
ENET: MSBCS::HARBERT
FILE: DZH:97:046
SUBJ: Latest Gartner Group Report
One of our most strident industry critics has written another negative
report that will soon be in the hands of our competition, customers
and prospects. The latest Gartner report concerning their assessment
of the future of DIGITAL UNIX is both damaging and depressing. While
much of the criticism is unfounded and erroneous, its main thesis is
built on perceptions which are, unfortunately, common in the
marketplace and which, to a large degree DIGITAL has helped to
inadvertently promote.
To say that Gartner is unfair to DIGITAL would be disingenuous -- they
are a widely respected and established firm, doing business worldwide.
I'm sure they believe they are advising their customers to the best of
their knowledge. And, as with any criticism, there is an opportunity
to state the facts and naturally, to step back and assess how this
situation developed. To those of us involved in the UNIX Business
Segment, there is no mystery as to why Gartner has such a negative
perception of DIGITAL UNIX. However, it is very encouraging to me that
they did not make claims against the quality of the product or its
technical achievement, customer acceptance and satisfaction over the
past four years. Certainly the engineering and product management
organizations deserve the credit for their perseverance in continuing
to deliver the quality, functionality and support that is expected
from DIGITAL UNIX. The technical excellence of DIGITAL UNIX has been
praised by many customers and analysts who have had experience with
various UNIX implementations.
The Gartner report is also a call to action. It gives DIGITAL the
chance to rebalance its focus and aggressively claim its share of a
healthy, vibrant, high margin market, where only two or three industry
leading vendors are real contenders -- competing for and winning
enterprise - wide business with UNIX solutions.
I have confidence that within the very near future, you will see
evidence of this renewed focus on the UNIX market from DIGITAL. As I
stated at our last communications meeting , I hope to be able to
report back to you shortly on recommendations and actions that will be
implemented by the company to change perceptions, increase awareness
and increase our share of this vital business, so that no one can
question our commitment to customers.
Points 1 and 2:
The market for UNIX Systems worldwide continues to grow at a healthy
pace of 20% per year. With the total UNIX market estimated at $30-35
billion per year, a 20% growth in a market which leverages high margin
sales of software, applications, consulting and services is a market
where DIGITAL currently ranks #4. DIGITAL UNIX is recognized as one of
the three strategic areas of growth for the company.
The emerging NT market is currently estimated to be $2.5 billion world
wide and DIGITAL has put a strategy in place to attain leadership in
that market as it develops over the next five years.
According to industry analysts, UNIX will continue to dominate
mission-critical applications at the enterprise level. NT will
continue to capture departmental and workgroup applications.
Currently DIGITAL UNIX accounts for
o 50% of the Alpha Worklstation sales
o 50% of Alpha Server sales
o 80% of Alpha Internet Sales
o 85% of Alpha sales to government agencies
o 90% of DIGITAL's new cluster sales
o 90% of DIGITAL's new OLTP sales
o 90% of DIGITAL's new sales to telecom accounts
o 90% of DIGITAL's new sales involving VLM/VLDB and Data Warehousing
DIGITAL UNIX also leads the industry with 3700 64-bit applications
available and is a leader in connecting NT desktops to UNIX servers.
DIGITAL UNIX is actively supported by major ISVs including CA, Oracle,
BEA, Sybase, Informix, Netscape, Software AG, SAP and BAAN as well as
many others. More info can be found on the DIGITAL UNIX Home page
(www-unix.zk3.dec.com/www/home/html)
As the 64-bit UNIX evolution continues, and more 64-bit UNIX O/S
platforms emerge at the end of the 1990's, more ISVs/Application
providers will port their 32-bit applications to 64-bit platforms, and
DIGITAL UNIX will continue to be a leading/primary port for major ISVs
well into the next decade.
DIGITAL UNIX is leading in the development and deployment of the next
Internet Protocol -- IPv6, and is the fastest growing Internet systems
supplier, providing the power behind the largest and highest
performing search sites including AltaVista, LYCOS, and Yahoo as well
as Amazon.com the world's largest online bookstore and pioneer in
Online Internet Commerce.
DIGITAL UNIX leads the industry in 64-bit imaging workstation sales.
DIGITAL UNIX leads the industry in SMP - based decision support system
sales.
DIGITAL UNIX leads the industry in low end UNIX server sales.
DIGITAL is the fastest growing UNIX supplier in 1994 and 1995.
DIGITAL has made a significant investments for internal use of DIGITAL
UNIX,including the SBU SAP Business systems, and the Corporate
1-800-DIGITAL Call Center.
The emergence of DIGITAL UNIX as the leading O/S for AlphaSystems and
AlphaServers provides a business rationale for continued investments
in DIGITAL UNIX Engineering, Development and Marketing well beyond the
1H99. DIGITAL UNIX will generate more NOR than NT on Alpha platforms
well beyond the 1H99.
DIGITAL has substantially more than 100,000 DIGITAL UNIX systems
installed. DIGITAL has over 105,000 ULTRIX systems installed, and
DIGITAL UNIX demand has substantially exceeded Gartner's estimate of
business growth.
DIGITAL UNIX was rated the Best Commercial UNIX operating system and
Best Technical UNIX operating system by DH Brown in March of 1996.
DIGITAL UNIX was rated A+ in features/functionality by Illuminata in
November of 1996.
DIGITAL UNIX continues to be the leading performance platform for
major database and application developers, and plans are to retain
that leadership into the future.
DIGITAL UNIX, the leading 64-bit operating system in the market, will
continue to deliver leadership performance, scalability, reliability
and VLM/VLDB benefits well into the next decade.
OpenVMS customers looking to move to UNIX can move to DIGITAL UNIX
today with confidence that a majority of their IT investments will be
protected. In addition legacy 32-bit UNIX users can migrate to
64-bit UNIX environment today. Or using the AllConnect program 32-bit
UNIX users can migrate to the 32-bit NT operating system platform.
In addition, the UNIX/NT integration capability provided
through the AllConnect program insure that regardless of the UNIX or
NT investments planned and made, DIGITAL will provide the best
platforms and interoperability.
Point 3:
Although all other major UNIX vendors are working on 64-bit UNIX
operating systems and hardware, only DIGITAL offers a complete 64-bit
solution.
In addition, when and if HP, IBM and SUN deliver complete 64-bit UNIX
solutions they will be based on LP64 programming practices, insuring
that 64-bit applications will be cross platform compatible. Since
DIGITAL already programs to LP64 standards, users can be assured
DIGITAL UNIX is not another proprietary version of UNIX.
We expect that DIGITAL UNIX will have had five years of production
systems,enterprise-class experience and maturity by the time other
major UNIX vendors can install first version 64-bit UNIX solutions.
Points 4 & 5:
Microsoft said publicly that 64-bit NT and support for scalable
clustering is at least 2 years off. (Computerworld, Feb 10,1997, p. 6)
That being the case, support for proven mission critical functionality
for 64-bit NT is well beyond that timeframe.
For users who want enterprise class, mission critical functionality
now, DIGITAL recommends DIGITAL UNIX on Alpha Servers. This is
information that is currently supplied to our customers.
The combination of DIGITAL UNIX and TruClusters offers a level of
functionality now that exceeds and surpasses the simple failover that
NT clusters currently provide users. The TruCluster advantage is
expected to continue for at least the next 3-4 years. DIGITAL UNIX
continues to improve its cluster capabilites and Disaster Tolerant
TruCluster functionality will be announced this calendar year.
6. There is no joint work on 64-bit UNIX clusters being done with
Microsoft. Microsoft has its own cluster committee called
"Wolfpack" which includes Tandem, HP, DIGITAL and other vendors
who are designing cluster technology with Microsoft for NT.
7. DIGITAL intends to be the leading platform supplier of NT solutions
on Intel and Alpha systems. DIGITAL also intends to continue to
deliver the industry's best UNIX solution well into the future.
DIGITAL's Engineering investments in UNIX exceed those of NT, and
approx. 50% of DIGITAL's SBU Marketing investments are in the UNIX
area.
"DIGITAL will continue to provide support for DIGITAL UNIX through
2001 and well through the next decade. There is no current or future
phase-down schedule for DIGITAL UNIX as it will be the leading revenue
O/S on Alpha well into the next decade." (Don Harbert, Vice
President, UNIX Business Segment.)
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|
| 50.11 | in a maze of twisty little passages all alike... | KCBBQ::PRESTON | big enough never is | Thu Feb 27 1997 18:35 | 30 |
|
> Within the 1-3-9 strategy architecture, the 3 growth platforms are
> identified as: 64-Bit UNIX
> Windows NT
> Internet
For the most part, the above statement is true.
However, it is also true, from reading the next paragraph in our mission
statement whitepaper from where it states the above, that we also have
four strategic platforms (the above mentioned + OpenVMS).
Strategic vs growth.
Question I have is, when speaking with customers, I wonder if they care about
what platforms we consider strategic as opposed to what platforms we consider
to be a growth area?
I snickered somewhat when I read the following passage from the Don Harbert
memo - it intermixes both terms ...
> DIGITAL UNIX is recognized as one of
> the three strategic areas of growth for the company.
..maybe I'm just splittin' hairs but to avoid confusion, could it be restated:
DIGITAL UNIX is recognized as one of
the three growth areas for the company.
- Taylor
|
| 50.12 | Pointer to the report | DECCXL::WIBECAN | That's the way it is, in Engineering! | Fri Feb 28 1997 10:39 | 9 |
| You can find the report at:
http://pmd-wb.zko.dec.com:8008/Market_Info_and_News_Services/Market_Reports/Gartner_Group/Feb97/00035396.htm
(Wrapping it a little, it's http://pmd-wb.zko.dec.com:8008/
Market_Info_and_News_Services/Market_Reports/Gartner_Group/Feb97/00035396.htm)
Brian
|
| 50.13 | Not "the" report | DECCXL::WIBECAN | That's the way it is, in Engineering! | Fri Feb 28 1997 14:13 | 3 |
| Conversations have led me to believe that the report pointed to by .12 is not
"the" report (i.e. the one that prompted the memo), but it is useful reading
nonetheless.
|
| 50.14 | UNIX sales poor? | WOTVAX::HILTON | Save Water, drink beer | Fri Apr 18 1997 12:09 | 8 |
| Is this starting to hurt?
"Sales of Digital's flagship Alpha unit suffered during the quarter,
with revenues falling 9 percent from a year ago. In particular, Alpha
sales into the Unix market suffered considerably."
From http://www.pcweek.com/news/0414/17mdec.html
|