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| Title: | *OLD* ALL-IN-1 (tm) Support Conference |
| Notice: | Closed - See Note 4331.l to move to IOSG::ALL-IN-1 |
| Moderator: | IOSG::PYE |
|
| Created: | Thu Jan 30 1992 |
| Last Modified: | Tue Jan 23 1996 |
| Last Successful Update: | Fri Jun 06 1997 |
| Number of topics: | 4343 |
| Total number of notes: | 18308 |
271.0. "OIS DECWORLD '92 Planning Guide" by UTRTSC::SCHOLLAERT (Half Dutch - Half Belgium) Wed Mar 18 1992 18:29
<<< ABBOTT::DUA1:[NOTES$LIBRARY]WINDOWS_OFFICE.NOTE;1 >>>
-< Windows Office Project >-
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Note 367.0 DECworld Doings ... No replies
A1VAX::GRIFFIN 592 lines 18-MAR-1992 12:40
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Steve Martin (below) is one of our "new" Marketing folks for TeamLinks.
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I N T E R O F F I C E M E M O R A N D U M
Date: 18-Mar-1992 09:25am EST
From: Stephen Martin @TTB
Dept: ISA/ALL-IN-1 Marketing
Tel No: 264-1817
TO: See Below
Subject: OIS DECWORLD '92 PLANNING GUIDE
Attached is a short Planning Guide for OIS' DECworld '92 program. I
would appreciate your help in giving this very broad distribution.
Thanks for the help.
Regards
Steve
Distribution:
(removed)
OFFICE AT DECWORLD '92
OIS MARKETING PLANS TO HELP YOU CLOSE BUSINESS
DECworld '92 is fast approaching. Being held in Boston from 27 April
to 15 May, DECworld '92 will help your customers see the Digital
Advantage. This is certainly the case with our plans to help your
customers see the Digital Advantage in OFFICE as well.
OIS Marketing, in developing our plans for DECworld, had one overriding
goal -- help you close business for Digital. Our DECworld program is a
multi-tierd approach to both explain and prove the Digital Advantage in
OFFICE. From seminars and workshops, to solution demonstrations and a
special event, to individual customer consultations, you will be able
to draw on resources to help answer customer questions and concerns.
This memo outlines our program to help you plan your customer's visit
to DECworld '92.
CALL TO ACTION
After reading this OIS DECworld '92 Program Plan, we urge you to
contact your customers and get them scheduled into one of our
recommended tracts during their visit to DECworld. In addition, we
STRONGLY suggest, where it is appropriate, that you schedule individual
consulting sessions, quiet time visits, and invitations to the ALL-IN-1
breakfasts, PRIOR to your arrival in Boston.
THEME
The theme implemented for DECworld '92 is supportive of the Open
Advantage Campaign. The program will show customers the advantages
they can achieve by building their business solutions on Digital's open
office platforms. More importantly, we will position office as "more
than office automation". Office, or Team Solutions, not only helps
facilitate how people work together to achieve the goals of the
organization, but provides the platform for building solution systems
that help organization's re-engineer the way they do business and
re-tool the way their people work in achieving the business objectives.
PROGRAM AT A GLANCE
Our DECworld program has been designed with the seminar as the entry
point, although each session will be beneficial in its own right. The
seminar, as is the entire program, will be geared around customer
problems and how they can be more successful by implementing solutions
built on Digital office platforms. Workshops have been designed to
take the solutions discussed in the seminars down to a "what do I
implement" level discussion, with demonstrations and customer
consultation sessions geared to allow your customer to talk to the
experts around problems specific to their organization. The goal is to
help you close business.
The OIS DECworld '92 program recommends attendees follow one of two
tracts.
The Team Solutions tract is focused on meeting the needs of Line Of
Business Managers, Workgroup Managers, and IS Manager's who need to
implement a team or group solution. The tract includes:
Seminar: What Are Team Solutions And How Will They Help My Business
Respond To Change?
This seminar, offered daily, will discuss how Digital's
office solutions help ensure that organizations have the
flexibility to effectively manage change (See appendix for
the full abstract of all sessions)
Workshop: Why Build Team Solutions?
This workshop, offered daily, will at more of a detailed
level, discuss how customers might implement some of the
solutions discussed at the Team Solutions seminar. This is
an interactive workshop that focuses on a number of key team
computing deployment and implementation issues.
Open Workshop: Winning Business with Team Solutions
This open workshop will be offered four times every morning
in the "Building A Flexible Organization" (OIS) section in
the Discovery International area of the DECworld floor. This
workshop will demonstrate how Digital's "team solutions" can
help organizations respond more effectively to business
opportunities by speeding communication, information access,
decision-making, document approval cycles, and proposal
generation.
Floor Demonstration Area: Team Solutions...for Everyone's Office
This will be your customers opportunity to see the benefits
of Team Solutions at work. Our demonstration area will show
your customers a variety of business situations where office
information technology can be used to make better decisions,
faster.
The Enterprise Solutions tract is focused on meeting the needs of IS
Managers and Business Managers who need to implement an enterprise
information system or inter-enterprise business solution. The tract
includes:
Seminar: Solving Your Multi-vendor Electronic Mail and Information
Sharing Problems
This seminar, offered daily, will help your customer learn
about electronic communication solutions that extend beyond
mail to an information utility that supports communication,
access, and sharing requirements for all of their users.
Open Workshop: How To Use Electronic Mail, Database Access, Workflow
And EDI To Help Meet Your Business Needs
This open workshop will be offered four times every afternoon
in the Discovery International area of the DECworld floor in
the OIS area. This workshop will demonstrate Digital's
Enterprise Solutions -- networking hardware and software
applications across multiple computing environments
facilitating teamwork and problem solving.
Floor Demonstration Area: Team Solutions...for Everyone's Office
This will be your customers opportunity to see the benefits
of Digital's Solutions at work. Our demonstration area will
show your customers a variety of business situations where
office information technology can be used to make better
decisions, faster.
We would also recommend that your customers schedule the ISS and NAS
plenary sessions. These seminars are: I/S Management: Surviving and
Thriving in the 1990's (ISS Plenary Session -- ISS001); and, How Can
NAS Help Me Achieve a Business Advantage (NAS Plenary Session --
ISS089).
CUSTOMER CONSULTATIONS
Both the Team and Enterprise Solutions tracts provide for a sales
closure consulting meeting with your customer. Meeting rooms are
available for customer selling and consultation purposes at DECworld,
both on and off the DECworld floor. We strongly suggest that you
consider scheduling a consultation for your customer PRIOR to arriving
at DECworld as the number of rooms are scarce.
If you would like to schedule an individual consultation for your
customer prior to your arrival at DECworld, you should contact the
Account Visits Team managed by Beverly Mansfield @MRO (DTN: 297-6584).
Since rooms will be scare, we ask that you get a room scheduled first.
Once you have a room scheduled, you should contact Steve Martin @TTB
(DTN: 264-1817) or Wendy Vincent @TTB (DTN: 264-1078) to get the
appropriate resources assigned for your customer consulting session.
Your written request must include:
o account information and who from the account will be present at the
consultation session
o customer problem being addressed
o status of current sales cycle and DEC's current proposal (if any)
o areas of expertise you feel is necessary or the customer has
requested (both product and services consultants will be available)
o your summary of the results you expect from the visit
If during your customer's visit at DECworld you discover an individual
consultation is needed, there will be a process to schedule rooms (yet
to be announced). Once you arrive at DECworld in Boston, you should
contact either Steve Martin or Wendy Vincent to schedule a customer
consulting session. One of them will be on call in the OIS area on the
DECworld floor.
ALL-IN-1 -- THE NEXT DECADE SPECIAL EVENT
One of our major goals for DECworld '92 is to ensure that our ALL-IN-1
installed base remains even more committed to Digital and ALL-IN-1. To
help meet this goal, we are sponsoring a DECworld Special Event, the
"ALL-IN-1 -- The Next Decade" Breakfast. This event is part of our
celebration of ALL-IN-1's tenth birthday, building on the successes of
the past, but looking forward to the evolving role ALL-IN-1 is playing
as we implement the client-server based ALL-IN-1 Phase II program.
The goal of the event is to make sure the current ALL-IN-1 installed
base has a better understanding of ALL-IN-1's strategic importance and
be more committed to continue investing in ALL-IN-1 as a path to
implement new technologies. The audience for this event is the
ALL-IN-1 Installed Base Accounts (CIO, IS Managers, IS Strategic
Planners, CEO and Line of Business Managers).
The agenda for the event includes a buffet breakfast, an 8 minute
videotape and short product/strategy presentation, and a drawing for a
Poqet Palmtop PC and Mobilizer for ALL-IN-1 software. In addition, we
will provide the opportunity for customers to try some of our new
products. Attendees will have the opportunity to sign up for a loaner
product trial of the ALL-IN-1 Personal Assistant, Mobilizer for
ALL-IN-1 and Lotus 1-2-3 for ALL-IN-1 products. Other applications may
be added as we finalize plans. Currently, the loaner products will be
available for U.S. customers only as the program is being administered
through the U.S. DMO organization. We are currently working to get
Europe and GIA included in the loaner program.
The ALL-IN-1 -- The Next Decade Breakfast will be held at the Le
Meridien Hotel in Boston on Tuesday April 28, Friday May 1, Monday
May 4, Friday May 8, and Tuesday May 12.
If you would like your customer(s) to receive an invitation to one of
the ALL-IN-1 breakfasts, please send your request to Maureen Collins
@TTB (DTN: 264-5152). Be sure to include the name of each member of
the account to be included in the invitation AND the names of Digital
employees that will accompany the account to the breakfast.
QUIET TIME CUSTOMER VISITS
As done in the past, OIS will participate in the Quiet Time program
that allows you to schedule your customer for a more personalized
demonstration of our solutions and discussion with the experts. The
Quiet Time abstract is appended to this memo. Information on
scheduling Quiet Time visits should be done through the VTX system or
the Quiet Time Captain, Joyce Monbleau @MKO.
MORE QUESTIONS ABOUT DECWORLD?
If you have more questions about DECworld, we suggest you access the
VTX DECworld infobase for more details on the DECworld Program. It can
be found at $ VTX DECworld.
APPENDIX
SEMINAR ABSTRACT
What Are Team Solutions And How Will They Help My Business Respond To
Change?
Topic: Office Information Solutions
Format: Seminar
Audience: CIOs, CFOs and their teams, Business Managers in
Manufacturing, Marketing, Sales, and Customer Service
Abstract: Office solutions are a critical component in implementing
organizational changes and streamlining business processes.
Individual productivity gains are no longer enough. In this
seminar, you will learn how Digital's Open Office Systems
eliminate the technology barriers that can prevent your
organization from moving beyond personal productivity toward
empowered teams: teams that can collect, analyze, share and
manage information across your organization for maximum
results.
Team solutions enhance sales effectiveness and customer
service and reduce the product development lifecycle. We will
discuss our comprehensive set of team solutions and how they
meet the challenge of networked workteams in multi-vendor
environments. You will also learn how to put the power,
flexibility, and adaptability of our Network Applications
Support (NAS) based Office Systems to work for you and your
end users right now so that you can successfully master the
dynamics of change in your organization.
APPENDIX
WORKSHOP ABSTRACT
Why Build Team Solutions?
Topic: Office Information Solutions
Format: Workshop
Audience: IS Managers, PC IS Managers, Business Line Managers, Project
Managers
Abstract: Want to find out more about team computing solutions in the
90's? Here's your chance to meet the experts and to find out
more about Digital's next generation client-server functions
for Microsoft Windows desktops.
This interactive workshop focuses on a number of key team
computing deployment and implementation issues. For example,
we will explore how to build and distribute team computing
solutions by using a variety of networked servers including
ALL-IN-1 MAIL and integrated Microsoft and Digital
applications. In addition to a discussion of our new products
and directions, we plan to demonstrate current Microsoft
Windows-based solutions such as PATHWORKS Links, TeamLinks
for PATHWORKS, and other integrated Microsoft applications.
At the conclusion of this workshop, you will under-stand how
Digital's resources can help you deploy team solutions today.
APPENDIX
SEMINAR ABSTRACT
Solving Your Multi-vendor Electronic Mail and Information Sharing
Problems
Topic: Corporate Mail Solutions
Format: Seminar
Audience: CIOs, MIS Managers, IS Strategic Planners, and Corporate Mail
Implementors
Abstract: In this seminar you will learn about electronic communication
solutions that extend beyond mail to an information utility
that supports communication, access, and sharing requirements
for all of your users. Communication solutions that are
scalable from Personal Computer (PC) Local Area Networks
(LAN) to corporate suppliers beyond the corporation will be
discussed. Digital will outline decision criteria you should
consider to ensure that your decisions today will support
your users, your businesses, and communication needs of
tomorrow.
At the conclusion of this seminar, you will under-stand the
benefits of using Digital's products and information
utilities in implementing a scalable end-user and business
communication and information solution.
APPENDIX
DEMONSTRATION AREA ABSTRACT
Team Solutions...for Everyone's Office
Topic: Office Information Solutions
Format: Demonstration
Audience: CIOs, CFOs and their Teams, IS Managers, Technologists,
End-User Computing Planners, Line of Business Managers,
Corporate Office Systems Project Managers, PC IS Managers
Abstract: The biggest computing problem facing organizations today is
the need to link all employees in order to deliver business
solutions which support the communication, collaboration, and
sharing of information across the organization.
Here's your chance to see the benefits of Team Solutions at
work. We will show you a variety of business situations where
office information technology, such as TeamLinks, PATHWORKS
Links, and TeamRoute can be used to make better decisions
faster. These team solutions for the inter-enterprise,
enterprise and small and large teams will also demonstrate
how our latest technologies such as workflow automation and
filtering can be used on a variety of desktop devices, and
servers. At the conclusion of this demonstration, you will
have a clearer understanding of what it will take to deliver
the The Next Generation Office-"Team Solutions" and how you
can put Digital's solution to work today.
OPEN WORKSHOPS
Title: Winning Business with Team Solutions
At this workshop we will demonstrate how Digital's "team
solutions" can help your organization respond more
effectively to business opportunities by speeding
communication, information access, decision-making, document
approval cycles, and proposal generation. Digital's "team
solutions" enable people to work together in dynamic teams
world-wide with technology spanning multiple computing
platforms and user-interfaces.
Title: How To Use Electronic Mail, Database Access, Workflow And EDI
To Help Meet Your Business Needs
This workshop will demonstrate Digital's Enterprise Solutions
-- networking hardware and software applications across
multiple computing environments facilitating teamwork and
problem solving. Learn how Digital's MAILbus and Data
Warehouse solutions can deliver global information in a
multi-vendor environment. Implement a solution today that
can expand as your business requirements change! Backed by
worldwide service and support, Enterprise Solutions can
streamline business practices, improve customer
responsiveness, improve cycle times and reduce costs.
APPENDIX
MAJOR PRODUCTS TO BE DEMONSTRATED IN THE INTEGRATED OFFICE
DEMONSTRATION AREA
Some of the major products that will be demonstrated in the integrated
office demonstration at DECworld include (in alphabetical order):
ALL-IN-1 DESKtop (DOS, Macintosh % Server)
ALL-IN-1 MAIL (DOS, Macintosh, Windows, VTs)
ALL-IN-1 Manager for LANs (Novell LAN)
ALL-IN-1 Personal Assistant
ALL-IN-1 IOS Server for V3.0 for VMS
ALL-IN-1 V2.4
dBASE IV for VMS
DEC EDI V1.1
DEC VTX V5.0
DECquery (Windows, Macintosh)
DECreport
DECwrite V2.0
Filebridge V1.0
KeyPak
LOTUS 1-2-3 (ALL-IN-1, Windows, Macintosh)
Microsoft Excel V3.0
Microsoft Powerpoint
Microsoft Project
Microsoft Windows V3.0
Microsoft Word for Windows
Mobilizer for ALL-IN-1
PATHWORKS V4.0
PATHWORKS-Links
TeamLinks Information Manager
TeamRoute
VAX Notes V2.1
VICfax 1.2
Vida for DB2
VOICEmail
WordPerfect
APPENDIX
QUIET TIME ABSTRACT
Overview:
The DECWORLD '92 Quiet Time Event is designed for high level Executives
of Digital's key accounts. Quiet Time is a personalized opportunity
for key Executives to view the "floor" prior to the opening of DECWORLD
'92. This event is best positioned as an Executive's first day at
DECWORLD '92 and will be available weekdays only with the exception of
April 27th, which is Opening Day Ceremony.
Specifics:
- Quiet Time is a Sales driven event, by Sales invitation only;
- Allocation for Quiet Time is based on field attendance estimates;
- The agenda for Quiet Time includes an informal buffet breakfast from
7:00 - 7:30 a.m., a DECWORLD '92 Executive Overview by a Digital
Senior Manager from 7:30 - 8:00 a.m., with a DECWORLD '92 floor
"Tour" from 8:00 - 9:00 a.m.;
- Sales should select one or two "Floor Tours" (REF: Quiet Time
Request Form). In order to achieve maximum benefit from Quiet Time,
the Account Teams will be responsible for briefing the appropriate
Floor Captains prior to DECWORLD'92 Opening Day. Floor Captains
will be identified in each visit confirmation response;
- Quiet Time Customer Executives must be accompanied by Sales and we
recommend Sales be the Tour Guide for his/her account during Quiet
Time. (One Salesperson per Account is suggested, exceptions to be
worked with your DECWORLD'92 Portfolio Field Coordinator (REF:
Contacts, Selection #2 on Main Menu), Mark LaJeunesse for GIA or
JoAnn Latortue for Europe;
- The expense associated with the Quiet Time breakfast will be paid by
the Account Team (this is usually a nominal charge).
Timetable:
Requests from Account Teams for their key customers to attend Quiet
Time will be accepted between March 2, through April 10, 1992. In order
to keep Quiet Time exclusive and "quiet", there will be a limited
number of accounts who will be able to attend Quiet Time each day. The
DECWORLD '92 Portfolio Field Coordinators, (REF: Contacts, Selection #2
on Main Menu), Mark LaJeunesse for GIA and JoAnn Latortue for Europe
will be allocated a specific number of seats per day. Submit your
Quiet Time Request Forms (See attached) to your appropriate Contact;
they will work with you to determine accounts and schedules based upon
their daily allocation.
The Request Form requires critical information that will enable the
Field Coordinators, GIA and Europe Captains to insure your customers
their greatest possible satisfaction.
The Quiet Time Team Captain, Joyce Monbleau will schedule and confirm
the Quiet Time Tours via ALL-IN-1 mail between March 13 through April
13, 1992. Confirmations will include the logistics for quiet time,
agenda, positioning statement and the name of your designated Floor
Captain. Confirmation memo's will be sent to the Accounts Managers,
Field Coordinators, GIA and Europe Captains and designated Floor
Captains. With more than 400 expected visits, written confirmations
are the only guarantee that your requested Quiet Time visit has been
scheduled.
If you have any questions regarding structure or procedure, please
contact The Quiet Time Team Captain, Joyce Monbleau @MKO DTN:
264-5059.
APPENDIX
I/S MANAGEMENT: SURVIVING AND THRIVING IN THE 1990s
Over the past several years, the challenges of information systems
management have grown so dramatically that only the most aggressive,
strategic and business-oriented I/S executives have survived. One might
say that those who are making history versus those that are becoming
history are the ones who have realized that technology alone is not the
answer to major impact in organizational change. On the other hand,
that have realized that it is a combination of the integration of
business processes, technology, and people, which will create
organizations and technology systems which are "dynamically stable",
that is, the key infrastructures are amoeba-like and are immune to the
dynamics that surround them.
This seminar's content will be based on extensive research that Digital
has funded with academia and industry associations and will address the
dimensions of business environment, people and organization, i.e.
culture, political issues that need to be addressed, as well as
technology directions. The participants will walk away with a model
and tools and a way to view their organization in a way that will help
them achieve tighter alignment between business and IT goals and help
them build an IT infrastructure that is immune to organizational
change. It provides a focused starting point for senior I/S executives
and line management at DECworld and for all attendees concerned with
improving the performance of their cross-functional information
systems. And it provides roadmaps to help senior I/S and line
executives plan their Information Systems and Solutions (ISS) program
tracks.
APPENDIX
HOW CAN NAS HELP ME ACHIEVE A BUSINESS ADVANTAGE
Need to run applications that make your business more profitable on
your present computers and on any system you might buy in the future?
Want those applications to work with the software you already have?
Looking for an easier way to implement multi-vendor computing?
We will review real examples of customers who are successfully using
NAS solutions to solve these and other multivendor problems. Each
solution focuses on how open technology, business practices, and
services enable companies to achieve a competitive advantage, and shows
how Network Application Support (NAS) provides the foundation for
implementing true multivendor computing.
NAS can extend the information systems you have built already on
software architectures from other vendors. This seminar will examine
using NAS to complement and enhance these other software architectures.
A live demonstration of NAS solutions will show how to apply them to
your business needs.
This session will also show you how to get started using Digital's
support services, training, and Open Consulting Services for NAS.
These services, plus products and flexible business practices from
Digital, will move you toward achieving an important business
advantage.
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