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| Title: | DECmcc user notes file. Does not replace IPMT. |
| Notice: | Use IPMT for problems. Newsletter location in note 6187 |
| Moderator: | TAEC::BEROUD |
|
| Created: | Mon Aug 21 1989 |
| Last Modified: | Wed Jun 04 1997 |
| Last Successful Update: | Fri Jun 06 1997 |
| Number of topics: | 6497 |
| Total number of notes: | 27359 |
5070.0. "SALES WINS -- POLYCENTER Framework !!!" by BLUMON::WEISENFELD (Marian) Mon May 17 1993 10:03
Attached are two examples of how the POLYCENTER Framework (formerly DECmcc)
was instrumental in Digital account teams landing major sales contracts.
Congratulations to us!
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| BAOshan STEEL WIN |
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ACCOUNT NAME/LOC: BAOshan Steel, Hong Kong, CHINA
SALES REP: Patrick Shao LOC/DTN: HGO/DTN 662-3234
INDUSTRY: Steel Manufacturer
BUSINESS DESC: Largest steel producer in People's Republic of China
BUSINESS NEED/ Customer needed to integrate their voice, video and
CHALLENGE: data networks using 100 Mbps over fiber optics and
already planned to buy Unisys/Timeplex's TDM solution.
Digital needed to come up with a solution which would
fit with the TDM choice and sell Digital H/W and
services. Our network partner took on this challenge
with only two weeks remaining in the bid cycle.
WHY DEC?: Wing-Kin's personal involvement with the
account was key to the win. Wing-Kin made the customer
aware of the services and total solution that Digital
could provide based on our world-wide support
structure, as well as being able to demonstrate our
successes in this type of solutions by using reference
accounts. Also, the customer was convinced of our
superior network design and delivery capabilities.
DIGITAL SOLUTION: 25 DECNIS 600 HOO, 90 Dual Ethernet modules, 2 DECmcc
platforms (VAX 4000-based), over 70Km of fiber cable.
SOFTWARE PRODUCTS
PURCHASED: DECmcc
COMPETITION: IBM, Unisys/Timeplex, HP/Cisco/Chipcom
CONTRACT AMOUNT: TOTAL REVENUE: $3M U.S.
SHORT TERM: (U.S. Dollars equivalent) (FY93)
Networking hardware/software revenue: $2.5 M
Networking services revenue: $ .5 M
3rd Party Products: $ .25M
POSSIBLE LONG TERM REVENUE: (FY94-FY95):
Several $M in follow-on network HW (FDDI) and SI work.
FOR MORE INFO: Contact any of the following:
Network Partner: Wing-Kin Leung @HGO at DTN 662-3595
Partner's Mgr: Navin Mehta @HGO at DTN 662-3597
Sales rep listed above.
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| U.S. WEST CONNECTS WITH DEC |
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ACCOUNT NAME/LOC: U.S. WEST - Regional Bell Operating Co.
Denver, CO
SALES REP: Mark Mutz LOC/DTN: @DVO/553-3379
INDUSTRY: Telecommunications
BUSINESS NEED: Fault-tolerant network and application to control
E-911 processing with a challenge to account for
failover of any device, comm line, or application
software; stingent response time requirements.
DIGITAL SOLUTION: VAXft processors; redundant network of NIS600/500's,
DEChub's, DECserver 700's, Ethernet, DECmcc Mgmt.
SOFTWARE PRODUCTS
PURCHASED: DECmcc
COMPETITION: AT&T; Why DEC?: Price of custom SW application,
FT Network
CONTRACT AMOUNT: TOTAL REVENUE:
SHORT TERM: (U.S. Dollars equivalent) (FY93) $1.2M
Networking hardware/software revenue: $188K
Networking services revenue: $ 66K
3rd Party Products none
POSSIBLE LONG TERM REVENUE: (FY94-FY95) $2.4M
FOR MORE INFO: Contact any of the following three individuals:
Network Partner: John Case DTN 553-3214
Partner's Manager: Gary Smith DTN 553-3234
Sales rep listed above.
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