Conference heron::euro_swas_ai

251.0. "FYI: Interesting program from Canada - Thanks - The" by HERON::ROACH (TANSTAAFL !) Thu Nov 15 1990 09:38

Printed by: Pat Roach                                    Document Number: 013870
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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:     14-Nov-1990 08:49pm CET
                                        From:     PAPAGEORGE
                                                  PAPAGEORGE@SELECT@HERON@MRGATE@HUGHI
                                        Dept:      
                                        Tel No:    

TO:  ROACH@A1NSTC


Subject: FYI: Interesting program from Canada - Thanks - Themis

From:	AIPERS::TRCO01::TRCO01::MRGATE::"A1::GRAHAM.GORDON"   14-NOV-1990 
14:27:46.23
To:	@Distribution_List
CC:	
Subj:	Canadian AI Program Announcement...

From:	NAME: A.I. Marketing                
	FUNC: Marketing                       
	TEL: 416-730-7308 DTN 631             <GRAHAM.GORDON AT A1 at TRCO01 at 
TRC>
To:	See Below
CC:	See Below


Hi folks,

I couldn't find a tidy, up-to-date list of product managers and CMP
relationship managers, so I'm sending this program announcement to
anyone in the vast world of DEC I think is associated with one or more of
the following software products:

OPS5		    Decision Expert    VAX LISP		   DEC Trellis
Nexpert Object	    Lucid Lisp	       AICorp KBMS	   AIT Mercury/ISIM
BAKS Laser	    CGI Know. Craft    CA-DB:Expert	   Gensym G2
IBI Level 5	    Quintus Prolog

Please pass it on to whoever might be interested.

In a nutshell, I am providing a 20% marketing allowance (on top of DBA
discounts) to any Canadian customer who purchases a workstation for
AI/Expert system development. If they purchase a workstation with DEC
AI software, they receive a 20% allowance on both hardware and software.
If they purchase a workstation and submit proof-of-purchase of AI
software from a DEC CSO, they receive a 20% allowance on the hardware.
Orders must be booked and shipped by the end of FY91, and the program
can be cancelled without notice (I have a fixed number of systems that
I am approved to allowance). This is available only to Canadian customers 
purchasing through Digital Equipment of Canada. Complete program announcement 
is attached.

If you are working on any opportunities in Canada, please let them know about
this program. And please pass this info on to appropriate CSO contacts.

regards,

   Gord





Author:	A.I. Marketing                
Date:	13-Nov-1990
Posted-date: 13-Nov-1990


AI DEVELOPERS' INCENTIVE PROGRAM

Gord Graham
AI Marketing Manager
TRO 2/15
(416) 730-7308 (DTN 631)

o 20% marketing allowance on Digital workstations and AI software, in addition
  to DBA and other discounts

o Opportunity to seed your account with a development workstation and 
  leverage the sales activities of Digital CSOs.


The AI Developers' Incentive Program provides incentives, through
marketing allowances, for your customers to purchase a Digital workstation
and Digital or Digital CSO software for expert system development.

Overview:

This program consists of two parts: an AI Workstation Incentive and an
AI Software Incentive.

AI Workstation Incentive: 

The AI Developers' Workstation Incentive provides a 20% marketing allowance 
against the purchase of a suitably configured VAXstation 3100 or DECstation 
2100/3100, when proof-of-purchase of AI development software for the machine
from Digital or a Digital CSO is supplied with the order. The marketing 
allowance is IN ADDITION TO any DBA or other discounts applicable to the 
customer.

Restrictions: 

    1. The workstation must be suitably configured for AI application
       development. This means it must have at least 12MB of memory and 
       a 19 inch color monitor. The allowance applies to any VAXstation 3100 
       or DECstation 2100/3100 packaged system (except server                          
       configurations), or to the base system for custom configurations.
       Part numbers for qualifying packaged systems are listed below:

       PV010-CH/CW    PV012-CH/CW/KW    PV014-CW    PV110-CH/CW
       PV112-CH/CW    PV113-CH          PV114-CW    PV413-CH/CW
       PV416-CH/CW    PM100-DH/GH       PM200-BH/CH/KH

    2. The customer must purchase AI development software from Digital or a
       Digital CSO for the workstation, and submit proof-of-purchase with the
       order. Proof-of-purchase can either be Digital AI software as a line 
       item on the order, or a copy of a purchase order or invoice for
       AI software from a Digital CSO. Qualifying software products from
       Digital and Digital CSOs are listed below.

       Supplier                  Product                Relationship
       -------------------------------------------------------------------
       Digital                   VAX OPS5               Digital software
       Digital                   VAX LISP               Digital software
       Digital                   VAX Decision Expert    Digital software
       Digital                   DEC Trellis            Digital Software
       Digital                   Nexpert Object         DDS
       Digital                   Lucid Lisp/RISC        DDS
       AICorp                    KBMS                   CSH
       AIT                       Mercury KBE/ISIM       CSH
       Bell Atlantic             LASER                  CSH
       Carnegie Group            Knowledge Craft        CMP
       Computer Associates       CA-DB:Expert/VAX       CMP
       Gensym                    G2                     CMP
       InfoBuild                 Level 5                CMP
       Quintus                   Quintus Prolog         CMP


AI Software Incentive:

The AI Developers' Software Incentive provides a 20% marketing allowance 
against the purchase of Digital AI software when purchased with a workstation
that qualifies for the AI Workstation Allowance. To claim the software 
allowance, the customer must claim the workstation allowance and have Digital
AI software as a line item on the order. The software allowance applies to
packaged software (in the case of DDS products) or to license, media and
documentation, and is IN ADDITION TO any DBA or other discounts that apply
to the customer. Qualifying Digital software products and UPIs are listed 
below:

        Product                      UPI(s)
        ------------------------------------------------------------
        VAX OPS5                     913 (VAX/VMS)
        VAX Lisp                     917 (VAX/VMS)
                                     418 (VAX/ULTRIX)
        VAX Decision Expert          VI2 (VAX/VMS)
        DEC Trellis                  YLW (VAX/VMS)
                                     YLV (VAX/ULTRIX)
                                     YLW (RISC/ULTRIX)
        Nexpert Object               VZW (VAX/VMS)
                                     VWK (VAX/ULTRIX)
                                     VWK (RISC/ULTRIX)
        Lucid Lisp/Risc              YL9 (RISC/ULTRIX)


Booking Procedures:

When submitting the order, attach a note that you are claiming marketing
allowances under the AI Developers' Incentive program. State whether you
are claiming only the Workstation Allowance or both the Workstation and
Software allowances. If claiming only the Workstation Allowance, submit
some reasonable proof-of-purchase of Digital CSO software with the order.

Important Fine Print:

This program is effective immediately. 

Orders must be booked and shipped by the end of FY91.

The is a fixed limit on the number of systems that can be allowanced
under this program, so the program is subject to cancellation without notice.

This program is available to end-user accounts, or to the customers of
distributors if they order directly from Digital.

Limit of ONE system per account under this program.

This program applies only to Canadian customers ordering through Digital
Equipment of Canada.

Contact Gord Graham (@TRC), TRO 2/15, DTN 631-7308 if you have any questions.

Who Do You Sell To?

IS, Engineering or R & D departments within your accounts. AI Fellowship
graduates. Companies starting new development projects, or developing
on under-powered platforms.

How Do You Win?

Watch for situations where:

   - they are just getting started with expert system development (sell them
     Digital's workstation and AI software platform at this reduced price,
     upsell Digital's educational services and professional services)

   - they are currently doing development on a non-workstation or PC
     platform (offer them the opportunity to graduate to a high-productivity
     power-user workstation platform, at a reduced price)

   - they are considering software from a Digital CSO, but on another
     vendor's workstation platform (use the workstation allowance to
     settle the issue in our favor)

Keep in mind that with many Digital and CSO development tools, they can
develop on Digital platforms even if the target delivery platform is
non-Digital. Remeber to promote other Digital software and service offerings.

Questions & Answers:

Q: Is a customer eligible for the Workstation Allowance if they purchase
   AI software from a software vendor that is not a Digital CSO?
A: No. Stress the value of working with Digital CSOs.

Q: Does the Workstation Allowance apply to hardware upgrades?
A: No. New systems only.

Q: Does the Workstation Allowance apply to non-workstation platforms,
   for instance MicroVAX or DECsystem?
A: No. AI developers (should) use workstations.

Q: Can the customer qualify for the Workstation Allowance if they
   purchase a runtime license for AI software.
A: No. Only if the purchase a development license.

Q: Must the customer order a new workstation to be eligible for the
   AI Software Allowance.
A: Yes. This is not a general allowance on AI software.

Q: What if it is not clear to me whether my customer is elegible under
   the program?
A: Call me (Gord Graham). We'll work something out.

To Distribution List:

REDING@WEREOK@VMSMAIL,
LEBLANC@WEREOK@VMSMAIL,
PRATT@WEREOK@VMSMAIL,
BENNETT@CREDIT@VMSMAIL,
PAPAGEORGE@AIADM@VMSMAIL,
LACHIUSA@AIADM@VMSMAIL,
MCHUGH@AIADM@VMSMAIL,
GUINTA@AIADM@VMSMAIL

CC Distribution List:

LORI NAVE @TRO