Conference heron::euro_swas_ai

96.0. "Some DeEx info" by HERON::ROACH (TANSTAAFL !) Wed Mar 29 1989 15:05

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

                                        Date:     17-Mar-1989 11:55pm ETE
                                        From:     DOUGLASS
                                                  DOUGLASS@AITG@MRGATE@DELOS@VBO
                                        Dept:      
                                        Tel No:    

TO:  ROACH@A1NSTC


Subject: PLEASE PASS THIS INFORMATION TO THE VOLUME ACCOUNT MGRS. IN YOUR OFFICES

From:	ISTG::AITG::KAEWERT "09-Mar-1989 1317"  9-MAR-1989 13:18:26.56
To:	@CAIM.LIS,@PM.LIS
CC:	
Subj:	Reseller Sales Support Training, March 6-8

A long time ago, Bob I. got us a slot in the spring Reseller Sales Support 
Training Conference, which was held in Dallas on Monday and Tuesday. Our major 
OEMs get their information on our products at these conferences so they can 
resell them. 

On Monday and Tuesday I presented and demoed VAX Decision Expert to these people 
- the sales support of Hamilton/Avnet, Pioneer, Gerber-Rally, TI, etc.  There 
were some very senior people there, as well as a lot of tecchies, and some of 
them latched onto VAX Decision Expert as their differentiation for the 1990s. 
They were all very impressed with the shell and its simplicity, and liked the 
idea of terminal delivery and no separate run-time license.

1. Hamilton/Avnet - three H/A guys who attended the presentation got so excited 
that they are proposing it to their management as a help-desk advisory system 
for H/A reps selling DEC equipment. This will be a real boon, like the VDE 
licensing advisory system, because all of H/A will be using it to do their DEC 
quotes. The people who suggested it are very serious about making it happen, 
because they say it will solve a big problem internally and will make them look 
good! 

2. Gerber-Rally - one of our largest Health Care Industry OEMs. They need 
something to make their hospital information system look better than everyone 
else's, and VAX Decision Expert hit their hot button. They liked the idea of 
using it as an advisory system for users and installers of their OEM solution, 
as well as embedding it in their software to provide advice on billing 
procedures, Medicaid reimbursement, etc etc. Coincidentally, and separately, 
the Health Care Industry has invited us to present VAX Decision Expert to 
Gerber-Rally at a customer visit later this month. Now we have a head start.  

3. DEC Network Services - a couple of SWS people were exploring ideas at the 
conference for providing network services to our resellers. They are providing 
us with an introduction to the people who build advisory/diagnostic software to 
SWS, and are also interested in the idea of providing each reseller field 
service person with a VAX Decision Expert advisory system on diagnostics and 
procedures. 

I'll let you know what happens...

Julie