Conference heron::euro_swas_ai

220.0. "Message from Dennis to all AITC .... (June)" by HERON::ROACH (TANSTAAFL !) Tue Aug 14 1990 12:46

Printed by: Pat Roach                                    Document Number: 012592
--------------------------------------------------------------------------------

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

                                        Date:     13-Aug-1990 09:01pm CET
                                        From:     CORMIER
                                                  CORMIER@AIADM@SELECT@HERON@MRGATE@HUGHI
                                        Dept:      
                                        Tel No:    

TO:  ROACH@A1NSTC


Subject: Message from Dennis to all AITC .... (June)


From:	AIADM::OCONNOR      13-AUG-1990 13:14:54.97
To:	CORMIER
CC:	OCONNOR
Subj:	Message from Dennis to all AITC   ....  (june)



TO: AITC / DECworld & AAAI List		DATE:   13 August, 1990
    					FROM:   Dennis O'Connor
    					DEPT:   AITC Director
    					DTN:    291-8441
    					EMAIL:  AIADM
    					LOC/MS: DLB5-2/E5
    					

SUBJECT: DECworld '90 and AAAI '90


Thank you for your excellent efforts in support of DECworld '90 and AAAI '90.
We never planned to have both major events take place in Boston the same 
month and the same week of 1990. However, when we were asked to respond to the 
needs of the company and the needs of the industry we put forth our collective 
energy, learnings, experience and skills and delivered two major quality 
events we can all be proud of.

I was very impressed with our presence at DECworld and at AAAI. At DECworld 
we had 5 demos in our "Knowledge Based Solutions" area, as part of the 
Information Systems Technology area, and ten more demos in other industry 
areas! We ran our own workshop every day and also had our messages, 
products and services featured in two other daily workshops. Our workshop 
was the only one chosen to be videotaped in its entirety by the DECworld 
workshop design firm. We received strong interest for our Knowledge Based 
Solutions and ran many successful customer visits. I personally participated 
in two high level customer visits and I was gratified to find out how impressed 
the customers were with our presence and, above all, with our people. The 
company in general, and we in particular, put together an exciting 
DECworld; as a result we generated more than 300 quality customer leads.

At AAAI '90 we clearly established Digital's ledership position in the 
industry. We had a good size booth with 18 demos organized along practical, 
mission-critical application areas modeled after an expert company 
(Digital) and featuring the theme of "Knowledge Based Innovation for the 
90s". In addition we ran seven technical sessions, one press suite, five 
customer suites and participated in two IMKA suites. Our press conference 
was attended by thirty five leading members of the press and our 
announcements around our historical experiences, strategy and new products 
in partnership with leading software vendors were extremely well received. The 
IMKA press conference also attracted a large number of leading press and we 
announced the affiliation model and the technical specs for Phase I; next month 
we will hold an AITC day to go over these in detail. Finally, we generated more 
than 500 customer leads from AAAI in three days, and although not all these 
leads are of "DECworld" quality, still a significant number will help our 
customer efforts.

Some learnings from these two events: 

At an AITC quarterly meeting, about two years ago, the issue of available 
resources to respond to customer opportunities came up. I got up and stated then 
that given the need "we will all work together and Digital will stand tall in 
the marketplace". Two years later we were able to respond concurrently to 
DECworld and AAAI and were able to "stand tall" based on the tireless and 
excellent efforts of people working together. Your efforts have made it possible 
to successfully present Digital and the AITC as the leader in providing 
Knowledge Based Solutions to customers.

I will continue to be personally involved in specific customer opportunities 
and I expect that, with Marketing, Select and Training playing the "front 
end" role with customers, we will all support the AITC's efforts to generate 
more Digital business based on our Knowledge Based Solutions. Let's all 
work together and direct our efforts towards making FY91 the successful 
beginning of the


    			DECade of The Customer 


Thank you again,

Dennis O'Connor
Director, AI Technology Center