Conference heron::euro_swas_ai

177.0. "How do you think this offering would fly in Europe?" by HERON::ROACH (TANSTAAFL !) Tue Feb 06 1990 14:32

Printed by: Pat Roach                                    Document Number: 010242
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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:     02-Feb-1990 09:35pm CET
                                        From:     EVANS
                                                  EVANS@AITG@HERON@MRGATE@HUGHI@VBO
                                        Dept:      
                                        Tel No:    

TO:  ROACH@A1NSTC


Subject: FEBRUARY 60 MINUTES CONFERENCE CALL


********************************************************************************
                          AI 60 MINUTES

 		   PLEASE PHONE IN: (203) 748-8208
                          
                         FEBRUARY 8, 1990       

                          2:00 P.M. (EST)    
				
********************************************************************************

                                 AGENDA
	
	

	AITC SUPPLIMENTAL RESOURCES		JEANNE DOUGLASS


	Attached you will find a draft of a note that we are planning
	to send	out to the CAMS for the focused accounts for the remainder
	of this fiscal year.  Dennis O'Connor has assigned a cross-functional 
	group of people from the AITC to help support sales efforts in these 
	accounts.  The note is attached.

	I need your feedback and discussion around what all the roles
	should be - and how we can make this a help and not a hindrance
	to business!  	

	
	AI BUSINESS UPDATE				ALL PARTICIPANTS

	Sharing of information about potential business, climate, new
	field directions.  

	

	Regards,

	Jeanne


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

		EXPAND YOUR NEW APPLICATION BUSINESS
	     	    WITH KNOWLEDGE BASED SYSTEMS

******************************************************************************
	
Over the past 10 years, Digital has been a user of KNOWLEDGE BASED technology
(expert systems) and has realized savings of over $150 million dollars as a 
result.  Our organization, the AI TECHNOLOGY CENTER (AITC), has been largly
responsible for Digital's success with this technology.  The group reports
to Dan Infante, VP Information Systems and is managed by Dennis O'Connor.   

CORPORATE ACCOUNT ACTIVITY/INTEREST

In a time when the company needs to generate more business, we would like 
to offer our assistance to you and your account managers to open up some new 
application opportunities.   

Our analysis shows that over the past 18 months, the following account bases
have either DIRECTLY REQUESTED the AITC people to get involved with a sales
situation OR have already PURCHASED our EXPERT SYSTEM products/services.

TELECOM		-	63%  (11 ACCOUNTS)
FINANCE		- 	54%  ( 8 ACCOUNTS)
AERO/ELEC	-	44%  ( 8 ACCOUNTS)  - GOOD INSTALLED BASE
PROCESS		-	56%  (15 ACCOUNTS)
MANUF/DIST	-	45%  ( 5 ACCOUNTS)


AITC PARTNERS - WHAT YOU GET/RESOURCES

We know there is business opportunity to be realized in the expert systems
applications area.  KNOWING THAT YOU HAVE VERY FEW RESOURCES, the AITC
is offering it's help.  For those accounts that have shown the highest 
potential (tactical situations in progress), we have assigned a team of
people for you and your account team to call on to:

	o present to CUSTOMERS & ACCT. TEAMS
	o assist with sales calls with account mgrs.
	o follow-up along with account mgrs.
	o supplement the work of the AI Consultants in the geographies.

The people who have volunteered to help are high level managers or individual
consultants who know expert systems and their application within a business
setting. Resources are to be used as you would use any highly skilled
corporate resource (Engineering Managers, Group Manufacturing Managers, etc.), 
for purposes of credibility, knowledge and leverage to get in to see people
you haven't seen yet.



WHAT'S IN IT FOR THE AITC?

The world is moving ahead with Knowledge Based technology - and someone else
(SUN/IBM) is taking our business.  WE ARE THE EXPERTS - WE SHOULD BE GETTING
THIS BUSINESS.  

We want you to do the following 3 things:
	
	o INVITE US TO HELP YOU - Pass this resource list on to your account 
	  teams.
	o INVITE your AITC partners to help you identify new application
	  opportunities in your account planning sessions.	
	o IF you decide to take advantage of these programs, assign an AI sales 
	  support resource to your account who can be trained to support you
	  in the long term.

Our intent is to HELP give you more resources to sell new applications.  We 
can work very hard back here in the AITC giving your account good support 
- but, unless your account managers and sales support resources have the 
KNOWLEDGE, they may be missing some of your best opportunities. Help us 
train them.


ATTACHMENT: 	RESOURCE LIST/ ACCOUNTS AND AITC PARTNERS 

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

Here is the list of accounts that have shown the most interest in Knowledge
Based systems and the list of AI Technology Center Resources which have been
put in place as resources for your accounts.  

These people have VOLUNTEERED their time and energy, and most of all their 
knowledge - to give your support teams a jump start.  They will be contacting 
you soon.

Regards.

Jeanne Douglass
AI Field Programs
DTN: 291-8053


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

			AITC PARTNERS/STRATEGIC ACCOUNT PROGRAM 

* These accounts have been selected because of the interest they have shown
in Knowledge-Based Systems applications.

						       
	
	ACCOUNT			AITC PARTNER		DTN		E-MAIL
	=======			============		===		======

1.	Ameritech		Themis Papageorge 	291-8529	AITG::
				Bob Iwicki		291-8544
				John Spencer		291-8616	AIADM::
	
2.	Arco			Barry Marshall		291-8447	AIADM::
				Lisa Spielman		291-8360	SELECT::
	
3.	AT&T		 	Bob Iwicki		291-8544	AITG::
				Dave Tenny		291-8013	AIAG::
				Will Anderson		297-4362	GUESS:
	
4.	Boeing			Dave Birnbach		291-8353	SELECT::
				Ken Gilbert		291-8229	CONS::
				Dave Kiernan		291-8394	ISTG::

5.	DuPont	 		Jeanne Douglass		291-8053	AITG::
				Bruce Foster		291-8024	AITG::
				Bob Iwicki		291-8544	AITC::	

6.	Ford			Ed Fisher		291-8453	SELECT::
				Suzanne McGuire		291-8254	AIADM::
				Dennis O'Connor		291-8441	AIADM::
				Bill Hanson				@CORE
				Bob Iwicki		291-8544	AITG::	

7.	Mobil			Phil James		291-9212	AISG::	
	

8.	Northern Telecom	John Giger		291-8354	SELECT::
				John Arnold		291-8011	XERO::

			
9.	Dow Chemical		Jeff Clanon		291-8610	CDR::
				Mary Ann Stein		291-8356	SELECT::
	
10.	General Motors		Mitch Tseng		291-8259	AISG::
				John Frost		291-8352	SELECT::
	
11.	Lockheed		Frank Lynch		291-8090	ISTG::
				Chuck Marshall		291-8217	GUESS::
	
12.	Motorola		Neill McCormack		291-9144	ASSABET
				Mary Ellen Broganer 	291-8972	AIADM::
	
13.	Navy			Jack Rahaim		291-8348	AITG::
				Frank Chum		291-8927	SELECT::
	
14.	Shell			John Giger		291-8354	SELECT::
				Maury DePalo		291-8361	ISTG::
	
15.	Sun Chemical		Ellie Burns				STEPS::
				Lesley Chesler		291-8351	SELECT::
	
16.	Texaco			Gene Stringer		291-8445	LRNLAB::
				Jay Shaughnessy		291-8339	SELECT::
	
17.	United Technologies	Steve Gutz		291-8355	SELECT::
				Peter Politakis		291-8106	SELECT::


Regards

Jeanne Douglass
AI Field Programs
DTN 291-8053