Conference heron::euro_swas_ai

35.0. "US AI SWS Symposium" by HERON::ROACH (TANSTAAFL !) Thu Oct 27 1988 13:41

                   I N T E R O F F I C E   M E M O R A N D U M

                                        Date:      26-Oct-1988 11:36 CET
                                        From:      CHITTENDEN 
                                                   "OFFPLS::A1::CHITTENDEN"@MRGATE@SAMWIS@SAMWIS@MRGATE@DELOS@VBO 
                                        Dept:       
                                        Tel No:     

TO:  ROACH@A1NSTC


Subject: AI SYMPOSIUM ANNOUNCEMENT

From:	NAME: SUSAN CHITTENDEN              
	FUNC: U.S. SALES SUPPORT      
	TEL: 264-5315             <CHITTENDEN AT A1 at OFFPLS at MKO>

To:	See Below

Following is the formal announcement for the AI Symposium scheduled for 
December 13 - 16 at the Westford Regency in Westford, MA.  Please note that 
registration is via electronic mail only.

Regards,

Susan

d i g i t a l
                   I N T E R O F F I C E   M E M O R A N D U M

                                        Date:      21-Oct-1988 11:31pm EDT
                                        From:      Jesse L. Olds 
                                                   OLDS.JESSE AT A1 at SLSTRN at OGO 
                                        Dept:      SALES/SWS TRAINING
                                        Tel No:    276-9299

TO: Distribution
    Enter SH (Show Message Status) to see distribution list

Subject: AI SALES SUPPORT SYMPOSIUM;

Please distribute the attached announcement in your area.

Regards,



****************************************************************************

       ARTIFICIAL INTELLIGENCE SALES SUPPORT SYMPOSIUM (EY-9052E-SY)
                               
****************************************************************************

Format: Lecture/Lab                              Length:  4 days
                                                 ** DAY 1 OPTIONAL ** 

DATES                       LOCATION             REGISTRATION CONTACT

Mon., December 12 (opt.)
Tues., December 13 thru   Westford Regency      VIA E'MAIL ONLY TO:    
Fri., December 16         Westford, MA          BETTY NEE @UFO
                                                (NEMAIL::NEE)
Class Size:  Limited to 100             

ENROLLMENT REQUESTS:  Must contain Class Name/Dates, Badge #, DTN, 
Mailstop (e'mail), Cost Center, Manager's Name/Mailstop, Hotel 
Check-In/Out Dates, Smoking Info.

CUTOFF DATE FOR REGISTRATION IS 11/28/88

****************************************************************************


OPTIONAL VAX DECISION EXPERT TRAINING will take place on MONDAY, December 12.
Please contact Bob Iwicki @ISTG::IWICKI for agenda and registration 
information.

AUDIENCE:  Primary audience is AI Sales Support Consultants/Specialists,
SIC Consultants with either full or partial responsibility for AI support.

PREREQUISITES:  Completion of New Hire Training

COURSE DESCRIPTION:  This 4 day Sales Support Symposium is intended to update 
AI assigned Sales Support consultants and specialists to qualify leads and 
support the account team in the sale of Artificial Intelligence solutions.  
Due to the increased level of sophistication of our customers and their 
willingness to move ahead with AI projects, the AI Marketing and Technology 
Group has refocused business priorities from basic products and services to 
more in-depth solutions and related services.  

This Symposium will train AI Sales Support specialists on a number of new 
demo's that graphically illustrate Digital's expertise in providing AI related 
solutions to our customers.  These demos play a significant role in Digital's 
strategies around the use of AI products (internal and third party) as coupled 
with the field ACT program.


SYMPOSIUM OBJECTIVES:

Prepare field AI personnel to:

    o  Deliver more in-depth presentations on AI products and solution 
       capabilities.

    o  Demonstrate products and solutions.

    o  Relate AI solutions to specific industries and problem areas.

    o  Learn information to develop proposals for delivery analysis and 
       selection services as they relate to AI opportunities.

    o  Gain a clear understanding of how AI fits into the enterprise services 
       program and the field ACT program.       

The proposed agenda follows:

DAY 1 - OPTIONAL SESSION

    VAX Decision Expert - Overview, positioning and technical training.

DAY 2 - SYMPOSIUM BEGINS

    o  Introduction
    o  Market Analysis and Direction - in addition to direction there 
       will be a brief summary of the AAAI Symposium and our role/findings 
       at DECworld.
    o  AI Product Strategy - this will encompass 
           Digital's AI products
           Third party products
           Competition - IBM and SUN
           Competitive strategies and meeting objections
           Training and Curricula - Educational Services
    o  State of the Area - presentations from selected Areas on their 
       business position and plans.
    o  Enterprise Services - the overall program will be discussed with 
       emphasis on AI's role and relationship.
    o  ACT Program - overall program review with area implementation 
       discussion.
    o  SIC Program - presentation & discussion on present state of SICs

DAY 3 - THIS SESSION IS TENTATIVELY PLANNED AND SUBJECT TO CHANGE

Application Analysis and Survey Workshop - training designed to enable sales
support to better qualify AI opportunities, to understand what the service is, 
how to answer customer questions, and the methodologies used with the 
customer.  Case studies will be conducted in break out groups.



DAY 4 

    o  Success Stories - with the use of implemented application examples.  
       Success stories from Applications Marketing Organizations and the 
       field.

    o  Mapping Business problems to solutions - lead-in session for demo 
       training. Provide a comprehensive view of general business problems 
       to specific demonstrated solutions while depicting the product 
       components.

    o  Demo Training - this will be conducted in breakout sessions with a 
       brief discussion of each demo followed by hands-on training.

DAY 5

    o  Demo Training continued
        
    o  New Technology Session - will include:
           Parallel Associated Memory
           Desktop Strategy
           PMAX/PVAX
           
     o  Closing Session


REGISTRATION INFORMATION:   For questions, call Betty Nee at  
DTN 277-7222.  ENROLLMENTS WILL BE ACCEPTED BY E'MAIL ONLY to
Betty Nee @UFO (NEMAIL::NEE).  Hotel information and logistical 
information will be forwarded to all registrants in the confirmation 
letter.

CLASS SCHEDULE:  Classes will begin at 8:15 am on Tuesday, December 13 and end 
at 5:00 on Friday, December 16.   There will be an AI Marketing sponsored 
dinner on Wednesday evening.

	Pat,

	... Any chance to get Hand-outs & Demos ?

	Ciao,
	Antonella