Conference heron::euro_swas_ai

155.0. "AI Success!" by HERON::ROACH (TANSTAAFL !) Tue Dec 19 1989 18:08

Printed by: Pat Roach                                    Document Number: 009620
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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-Dec-1989 05:54pm CET
                                        From:     DOUGLASS
                                                  DOUGLASS@AITG@MRGATE@STATOS@VBO
                                        Dept:      
                                        Tel No:    

TO:  ROACH@A1NSTC


Subject: AI Success!

From:	AITG::PAPAGEORGE "13-Dec-1989 1206" 13-DEC-1989 12:07:06.87
To:	@caim,@pm
CC:	PAPAGEORGE,@eaim
Subj:	FWD: A Win for Rob Wojick, AI SELECT and VAX OPS5 at Boeing CAPPS

From:	SELECT::GIGER        "JOHN GIGER *** ISTG -- AI SELECT *** DLB12-2/B09 
*** DTN: 291-8354"   12-DEC-1989 07:01:33.58
To:	STEVE_G, DON_W, JOHN_F, JOEL_M, ED_F, ED_K, MARYANN_S, AITG::PAPAGEORGE
CC:	GIGER
Subj:	A Win for Rob Wojick, AI SELECT and VAX OPS5 at Boeing CAPPS

From:	NWD002::NWD002::MRGATE::"RIPPLE::A1RIPPLE::TASSONE.ROBERT" 11-DEC-1989 
20:24:58.58
To:	@Distribution_List
CC:	
Subj:	GENESYS PROJECT

From:	NAME: ROBERT TASSONE                
	FUNC: sales                   
	TEL: 637-4281             <TASSONE.ROBERT AT A1RIPPLE AT RIPPLE @PDO>

To:	See Below


We have just been informed that we have been awarded the GENESYS (aka CAPPS) 
Project from Boeing Commercial Airplanes.  Digital will be the Prime 
Contractor for providing the process planning "tool" (OPS 5 and CimTelligence 
integrated software) to Boeing in which they will build and complete the 
overall GENESYS system.  The contract value for two phases in the next 12-18 
months is $14.8 million.  GENESYS stands for Generative System and will be a 
AI based manufacturing process planning system that will enable BCA planners 
to "generate" more consistent and reliable process plans for the new sheet
metal factory.

We have been actively pursuing this piece of business since October '88 and 
have been though multiple iterations of proposals and executive demonstrations 
since January '89.  Early on, our chances of winning were marginal because of 
Boeing's heavy emphasis on using their existing system (IBM/pc based - IPG) 
and in part to the cost of our initial solution.  However, through multiple 
presentations to senior BCA executives and to the perseverance of our team to 
continue to work towards a revised and acceptable solution, we have scored 
another tremendous victory in the Boeing Commercial Airplanes account. 

The KEY to winning this project was the sustained and dedicated effort of
many individuals from several cross-functional groups for the past year.
I would like to mention a few of these individuals who were directly
responsible for WINNING this business.  Please join me in congratulating
all of these key contributors for making it happen!

Mike Dolan - SMARTS Program Director

As in the SMARTS Program, Mike's leadership, direction and involvement 
throughout the GENESYS sales cycle proved to be a key ingredient in this 
significant win. 

Kurt Wieneke  -  GENESYS Project Manager
 
Kurt was the main man in directing all of the needed resources to keep the 
proposal effort moving ahead. Boeing is a very demanding customer and kept 
putting us through the paces, not only did Kurt respond but he established a 
tremendous amount of credibility and rapport with the customer in the process.  
Kurt's insight into the solution and his rapport with Boeing kept the proposal 
effort moving forward to victory.  Kurt has spent many nights and weekends 
managing our effort and the many people from Digital and our subcontractors, 
without his efforts we would not have made it - period. 

Bob Petitti and Peyton Smith

Bob, the Account Rep and Peyton, BCA Sales Unit Manager, played key roles 
formulating and executing a sales strategy that anticipated all issues and 
contingencies throughout the sales process.  Their understanding of the BCA 
organization, identification of Boeing personnel that would influence and 
ultimately make the buying decision and communication and coordination with the 
cross-functional team significantly increased our changes of securing the award.

Rob Wojcik

Rob worked on the effort since last Feb. and is from the AI select group. Rob
was instrumental in helping us define our technical solution.  He worked very
closely with our subcontractor (CimTelligence Corp.) and brought the required
AI (OPS 5) expertise to Seattle which we needed.  Rob has traveled back and 
forth from the East coast all year to help us win and will be joining the
project implementation team here in Seattle.

Sue Raine
 
Sue has contributed to winning GENESYS for the past year.  She provided 
critical assistance in helping us prepare multiple cuts at our solution. Sue 
was at our disposal from the Phoenix plant and again demonstrates the key 
contributions that Digital Manufacturing can make in helping us WIN!

Rick Reimer and Mike Piraino

Rick and Mike provided the contract support that enabled us to negotiate
a solid contract with Boeing and with our key subcontractor CimTelligence.
There were many critical issues that were raised throughout the entire year
that required expert contractual attention, Rick and Mike provided just
that! 

Denise Sale

Denise has been an instrumental FORCE from day 1.  Her pro-active approach
in "guiding" the day to day efforts of the proposal team enabled us to
keep on track!  

Jim Beebe  - and the entire US Third Party Products and Services Group

Jim was a major player in working with our subcontractor CimTelligence.
He was able to help CimTelligence understand a pricing model that they
needed to work with Boeing.  Further, Jim was at the disposal of the
contract team to provide help WHENEVER needed.

SMARTS team contributions

Critical to our success in winning GENESYS was the guidance and 
the participation of many SMARTS program members.  They helped in the
Statement of Work Estimates, Project staffing plans and many other
areas where their EXPERTISE was required.  The following are a few of the
key contributors;

Jerry Stockman - Systems Development and Integration       
Elliot Paull - System Engineering Manager
Ian Rogoff - System Development and Integration Manager
Jerry Nordland - Systems Engineering
Bob Gravina - Ed Svcs
Margaret Marino and the entire Customer Services group
Terry Huffman - CTO
Tim Boeve - QA
Marcia Stokes - System Development and Integration
Karl Van Vleet - Finance
Jeanette Feiklowicz - Contracts

Sandra Russell-Coffing and Floyd Kershner

Sandra and Floyd worked daily with Boeing to firm up on the required Phase I
configuration.  Floyd will be a valuable member of the project
delivery team.

Iris Wolfe
Iris played an important part in preparing project staffing and S.O.W. 
estimates. Iris will join the project and will be relocating up from Southern 
Cal.

Karen Ekblad - and the Seattle Application Center for Technology

Karen helped us with the Live Data Evaluation which we ran for Boeing
last April.  But the key contribution came over the Memorial Day
weekend when we received notice from Boeing that they wanted a demonstration
on site at Boeing on Monday morning to senior Boeing Executives.  Karen
and others worked all Memorial Day weekend to make that happen!

Tom Cockcroft

Tom was a member of the early proposal team last January and recently came
back to help provide insight on our S.O.W..  Thanks Tom!

Steve Roy

Steve worked throughout the early stages of our proposal in helping define
and present our solution to Boeing.  Steve would come back after hours
to help us even though he was working on other projects!

Cindy Clinton
 
Cindy got the initial proposal efforts in gear last January and laid the
groundwork for the follow on team.  She was persistent in driving the
early resource requirements that we HAD to have in the early stages.

Linda Thompson

Linda managed a highly successful Live Data Evaluation, or LDE, with the ACT 
in April.  She worked long hours and weekends to pull off an exceptional LDE.

Joan Janssen and Kirby Flaharty

Both Joan and Kirby were at our disposal from the Western Area over the past
year.  Joan provided needed proposal Business review inputs and Kirby assisted
Rick Reimer on the contractual side.  

Ann Morrow - and the SMARTS personnel team

Ann and her people have worked very closely with Kurt to ensure that the 
pipeline of personnel is full and ready to go!  

Beth Nakatsu and Leanne Stedman - Order Management Services

Beth has worked to provide the multiple revisions to the massive quotations
and Leanne will provide order management direction as we begin the program -
at the same excellent level of support she has provided with SMARTS!


This award reaffirms our broad base capabilities in competing for, winning and 
successfully implementing complex projects.  This is another important milestone 
in developing and sustaining a business relationship that will help secure both 
Digital's and Boeing's success in the 1990's.  Congratulations and thanks to 
all.









Distribution List:

DON MCGINNIS @MKO,
BILL DEMMER @BXB,
BILL FERRY @MRO,
RUSS GUILOTTI @BTH,
BOB LONG @IVO,
LARRY GOODWIN @WRO,
BOB BROOKS @IVO,
MALCOLM JONES @WRO,
BOB HUGHES @WRO,
JON CAPUTO @MRO,
DAVE COPELAND @MET,
BERNIE GAINES @MRO,
HARRY COLLIAS @WRO,
STEVE CAPELLI @WRO,
JOHN LANDERS @WRO,
DAN FOWLER @SEO,
BOB BAJEMA @SEO,
BOB UNGARO @SEO,
SHIRLEY HORNSTEIN @SEO,
BOB DAVIDSON @SEO,
FRANK TOLVE @WRO,
JIM MANTELL @WRO,
ARTHUR GARVERICK @TUK,
LOU GAVIGLIA @WJO,
DON HUNT @MLO,
WILLIAM HANSON @MLO,
BUD DILL @MKO,
GARRY PATTENGILL @IVO,
TOM SHORT @HSO,
SUSAN RAINE @PNO,
VIC LYN @PNO,
DENISE SALE @SEO,
JIM BEEBE @BWA,
BOB GRAVINA @ZKO,
KARL VANVLEET @SEO,
STEVE ROY @SEO,
TOM COCKCROFT @SEO,
CINDY CLINTON @WRO,
LINDA THOMPSON @SSO,
JOAN JANSSEN @WRO,
KIRBY FLAHARTY @WRO,
WOJCIK @PEAK @VMSMAIL,
FLOYD KERSHNER @SEO,
IRIS WOLFE @SEO,
RUSSELL@PEAK@VMSMAIL,
GIGER @SELECT @VMSMAIL,
ARNASON.OLIVIA @SEO,
BABCOCK.JUDITH @SEO,
BOB TASSONE @SEO,
BILL BALLENTINE @SEO,
JOE BATISTA @PHO,
BATTAGLIA.RUSSELL @BWA,
BECKER.CYNTHIA @SEO,
THOMAS BECKWITH @SEO,
JANET BENSON-POWELL @SEO,
BOEVE.TIM @SEO,
BOUDREAU.CHERYL @SEO,
SUSAN BROOKS @PHH,
BROWER.TELSIN @SEO,
BURKE.PENELOPE @SEO,
BURNEY.ROGER @SEO,
RON BUTTERFIELD @SEO,
JAN GARBOOSHIAN @SEO,
GARY CHADWICK @SLO,
BRENDA CHASE @SEO,
CLARK.BRET @SEO,
COCKCROFT.TOM @SEO,
DAVE COLGAN @SEO,
LYNN CONSOLO @SEO,
COOPER.JOHN @SEO,
ALLAN CROWDER @SEO,
DAVIS.PURNELL @SEO,
ROBERT DENINNIS @PHO,
TED DEVER @SEO,
DOLAN.MICHAEL @SEO,
DOUGHERTY.JEAN @SEO,
JOHN DRENGUIS @SEO,
DUDA.GREGORY @SEO,
TAMARA DULL @SEO,
KAREN EKBLAD @SEO,
BOB ELIOT @VFO,
ELLENBECKER.PATRICK @SEO,
PAMELA ENGLAND @DDD,
BRUCE EVANS @SEO,
ALEXANDER EVANS @SEO,
FARLEE.KEVIN @SEO,
FEIKLOWICZ.JEANETTE @SEO,
FENRICK.MICHAEL @SEO,
FLANAGAN.JAMES @SEO,
KIM FLETCHER @SEO,
CHARLES FLOOD @SEO,
DAN FOWLER @SEO,
ART GARVERICK @TUK,
BYRON GARVEY @FOO,
BRUCE GILLESPIE @SEO,
GOLDROSEN.DAN @SEO,
THOMAS GOLDSMITH @SEO,
MIKE GRAM @OGO,
THOMAS HAAS @SEO,
HALE.DAVID @SEO,
HASTINGS.MICHAEL @SEO,
CAROLYN HATHAWAY @SEO,
DIANA HAWKINS @SEO,
DENISE SALE @SEO,
ROBERT HERRICK @WIO,
TODD HERSHBERGER @WIO,
RHONDA HOLLY @SEO,
JERRY HOLM @SEO,
AUDREY HUE @SEO,
TERRY HUFFMAN @SEO,
SARAH STARR @SEO,
MIKE ALLEY @SEO,
HURWITZ.STEPHEN @SEO,
JEN.JAMES @SEO,
LORI JOHNSON @SEO,
JOHNSON.RANDY @SEO,
JIM JONES @ SEO,
MIKE ZIMMER @SEO,
PATTI KAIYALA @SEO,
TREESIA KAN @SEO,
GARY KESSLER @SEO,
KAREN KENNEDY @SEO,
MARK KETTERING @SEO,
KIRSILA.JAMES @BWA,
SKIP KLOSTERMAN @BWA,
SHARON KOSS @SEO,
KOWALSKI.MARK @SEO,
FRED KRAUS @SEO,
PAUL KRUG @SEO,
KUNZ.MARTY @SEO,
SUE ADAMS @SEO,
LAURENCE.DAVE @BWA,
MARIANNE LAUTENBACH @SEO,
ROY LAW @SEO,
MICHAEL LISCHKE @SEO,
MARK LOOI @SEO,
SAM MCCANDLISH @SEO,
BRIAN LOUGH @SEO,
LYNN LUNN @SEO,
LYNN.RICHARD @WRO,
SHARON MAFFETT @SEO,
LESLIE MAGID @SEO,
CRAIG MALLOW @WNO,
MARGARET MARINO @SEO,
CHRIS MCGUIRE @SEO,
FRED MASSEY @HVO,
MCCULLEN.DOUG @SEO,
ED MCDONALD @SEO,
MEARNS.ROBERT @SEO,
STEVEN OLSEN @SEO,
JEANINE MIDDLETON @SEO,
BETTY MILLS @SEO,
MITCH ROSS @SEO,
MARTIN WAITE @SEO,
DORI MORGAN @SEO,
ERNESTINE MORRIS @SEO,
GINA CHANG @SEO,
BOB REED @SEO,
BETH NAKATSU @SEO,
RICHARD NEHR @SEO,
NEUERBURG.ROBERT @SEO,
LORRAINE NEUEMANN @SEO,
NORDLAND.GERALD @SEO,
KENNETH NOYCE @SEO,
OCONNELL.RICHARD @SEO,
WES ONO @SEO,
WILLIAM OVERMAN @WIO,
MATT PARTLOW @SEO,
ELLIOT PAULL @SEO,
MARGUERITE PAYNE @SEO,
ROBERT PETITTI @SEO,
PETTIGREW.MIKE @SEO,
LINDA PHILLIPS @BWA,
PICHETTE.MIKE AT A1 AT OTOO01 AT OTO,
PIRAINO.MICHAEL @SEO,
CRAIG POWELL @SEO,
PETER PRESUNKA @TRO,
PURCELL.MOLLIE @BWA,
ROBERT REED @SEO,
TIM REGIER @WIO,
REID.PAUL @SEO,
RICK REIMER @SEO,
KEN RENNER @HVO,
IAN ROGOFF @SEO,
DAVID ROSE @KXO,
GENE ROSENDALE @SEO,
ROTH.THOMAS @SEO,
ROTHENBERG.DAVID @SEO,
SAFRAN.ROBERT @SEO,
SAUNDERS.MICHAEL @SEO,
SCOTT.ELIZABETH @SEO,
SERPAS.AL @SEO,
SEXTON.MARK @SEO,
SHARTS.BARBARA @SEO,
KENNETH MEISSNER @SEO,
SHOWALTER.JAN @SEO,
MARCIA MACDONALD @SEO,
SHARON SIMAS @SEO,
DAWN RITTER @WRO,
SIMONICH.PATRICK @SEO,
PAUL SMITH @SEO,
PEYTON SMITH @SEO,
STAMP.GREG @SEO,
JIM STANFILL @SEO,
LEANNE STEDMAN @SEO,
STOCKMAN.JERRY @SEO,
STOKES.MARCIA @SEO,
JAMES TEAYS @SEO,
GRETCHEN OLDBERG @SEO,
TERRY THOMAS @CXO,
JAMES TIMMERMAN @SEO,
TORKELSON.BERNIE @SEO,
TRESSELL.TERRY @SEO,
UNWIN.SCOTT @SEO,
VANMATRE.STEVE @SEO,
MICHAEL WADE @WIO,
RALPH WALKER @SEO,
CHARLES WALKER @SEO,
WALKER.ROGER @SEO,
WATTS.DAVID @SEO,
WEAK.ROBERTA @SEO,
JOSEPH WHITAKER @PHO,
WIELAND.DEBRA @SEO,
WIENEKE.KURT @SEO,
CHRIS WILKINSON @EWO,
WILLIAMSON.JOHN @SEO,
WISE.ERIC @TUK,
WRENN.DAVID @SEO,
YARBOROUGH.HELENE @SEO,
YON.NATHANIEL @SEO,
GREGORY YOUTZ @SEO