Conference heron::euro_swas_ai

389.0. "Road seminar program and design" by MR4DEC::ROACH (TANSTAAFL !) Wed Nov 06 1991 01:53

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

                                        Doc. No:  006194
                                        Date:     03-Nov-1991 03:32pm EST
                                        From:     PAPAGEORGE
                                                  PAPAGEORGE@AIADM@AIDEV@MRGATE@NRGATE@NRO
                                        Dept:      
                                        Tel No:    

TO:  PAT ROACH@LMO


Subject: Road seminar program and design                             

From:	38863::DATABS::TAYLOR "GALE TOALE TAYLOR RDBEXPERT/GRAPHICAL SCHEMA EDITOR PROD. MGR 264-5218 NUO/C11  31-Oct-1991 2152"  2-NOV-1991 08:04:00.07
To:	@[TAYLOR.DIS]TOOLS_INTEREST
CC:	
Subj:	RdbExpert Road Show goes to Europe - please forward!

+___________________________+ tm
|   |   |   |   |   |   |   |
| d | i | g | i | t | a | l |		INTEROFFICE MEMORANDUM
|   |   |   |   |   |   |   |
+---------------------------+

TO:  DB Tools Road Seminar Interest	DATE:	October 24th, 1991
					FROM:	Mike O'Connell
					DEPT: 	Information Network Group
					EXT:	264-6103
					MS:	NUO1-1/C11
					ENET:	DATABS::OCONNELL


SUBJECT:   Close European Rdb/VMS Tools Business in Q2/Q3 with this seminar:
	   Database Tuning with DEC RdbExpert!  Immediate Action Required!

	   *** Please forward this mail! ***

The NAS Applied Technologies group (formerly Database Tools) would like to 
deliver the HIGHLY ACCLAIMED DEC RdbExpert training seminar at your European
field location in the December through February timeframe.  To take advantage
of this offer you MUST RESPOND by November 11th. 

DEC RdbExpert is an enormously powerful product which puts the experience of
database tuning experts at your customer's fingertips.  We will show you how to
demo and use DEC RdbExpert, in conjunction with DECtrace, and close business
with your database customers.  We will also brief you about the exciting
unannounced enhancements to DEC RdbExpert V2.0 and about the new Rdb
Graphical Schema Editor. 

But that's not all!  We are also offering the half day DEC RdbExpert training
seminar FREE to your VAX Rdb/VMS customers!  They will leave with all the
information they need to make that critical buying decision.

Listen to what some of our North American sites have said about this unique 
seminar.

	o Richmond, VA 

	  "The seminar was EXCELLENT and we are extremely grateful to you
	   for your efforts."

	  "On behalf of the Richmond office, I would like to thank you for
	   the absolutely wonderful job that you did at our RdbExpert Seminar
	   ..... We have great feedback from customers who attended. ...
	   We are anticipating an order from Commonwealth Clinic."

	o Ottawa, Canada

	  "Fantastic!!! . . .

	  "Several of the customers already using VAX Rdb/VMS have decided
	   to purchase RdbExpert and DECtrace (including some VAXstations
	   to run the tools on)."

	o "As it is, Monsanto customers came from Louisiana and N.J. to attend!
	   I will definitely word my invitations differently and more 
	   STRONGLY in the future! They (some sales reps) missed an 
	   opportunity for their customers to see something that could have
	   gotten them VERY excited about out RDB..."

	o Delaware

	  "Once again thank you for a job well done.  Now it's our job to 
	   follow up and get those orders rolling in."
	   

Overview
--------

DEC RdbExpert and DECtrace provide advanced capabilities for assisting in the
performance tuning of VAX Rdb/VMS databases.  Not only does this give your
customers the capability of better managing the performance of their Rdb/VMS
database applications, but it also provides EIS consultants with a highly
productive mechanism for delivering consistent Rdb/VMS database tuning
services.  VAX Rdb/VMS is the only database management system supported by 
this type of leading edge tuning technology.  Let's take advantage of this
competitive advantage! 

The typical RdbExpert/DECtrace sale is $25,000, not including hardware which
might be purchased to run the software.  So far, we have realized over
$4,000,000 in software sales alone since DEC RdbExpert shipped earlier this
year. That's a phenomenal record which you could begin your participation in
with this exciting seminar. 

What will the seminar consist of?
-----------------------------------

The field seminar will deliver two levels of training presented over the
course of the morning.

	1) Level 1 - Basic understanding and positioning of the software.

	   Duration - 45 minutes.

	   a) This is primarily for Sales, Presales, and EIS Delivery.

	   b) It will identify the problem that the customer is trying to 
	      solve, ie performance tuning of VAX Rdb/VMS and describe the
	      benefits of DEC RdbExpert and DECtrace in relationship to
	      this problem.

	   c) It will help the sales/presales person understand who they 
	      should be selling the software to, and why; and identify the 
	      available resources/materials to help close business. 

	   d) It will help you to deliver this 45 minute presentation to your
	      customers to enhance your sales capabilities.

	2) Level 2 - Understanding the product, its functions, and the demo.
	   Overview of RdbExpert V2.0 features and RdbExpert Graphical Schema 
	   product.

	   Duration - 2 1/2 hours.

	   a) This is primarily for Presales and EIS Delivery.

	   b) Identify the features and functions of the software.

	   c) Understand how the products are used in a database tuning
	      situation.  This will get you moving towards proficient
	      use of the tools in your VAX Rdb/VMS related consulting
	      activities.

	   d) Demo training

	   e) Overview of the exciting RdbExpert V2.0 enhancements and the new 
	      RdbExpert Graphical Schema product

	   f) Brief viewing of the new RdbExpert Video Training tapes

	   g) Pointers to RdbExpert resources: notes, promotional material, etc

The highly recommended afternoon RdbExpert V1.0 customer seminar would consist 
of:

	1) Product positioning in relation to the problem of database
	   performance. 

	2) Features and benefits.

	3) Live product demonstration.

What will your office have to do?
---------------------------------

	1) Invite and guarantee a minimum number of 10 Sales, Presales, and 
	   EIS delivery persons in attendance.  An alternative to Sales
	   attendance would be for one Presales person to attend and deliver 
	   the sales related material at a subsequent unit or district sales 
	   meeting.

	   Students do not necessarily have to come from your office but can 
	   travel from other locations.

	2) Guarantee a minimum of 10 customer attendees in the afternoon
	   training event.

	3) Provide the facility, hardware, and prerequisite software for the 
	   seminars.

	   Hardware:  One VAX workstation for product demonstration.

		      Minimum of 16mb memory, 2 RD54 or larger disks, and
		      a TK50 or TK70 (for your office to install software).

		      Alternate: Software is installed on a cluster running 
		      VMS V5.2 or later and Rdb/VMS V3.1 Runtime or later.  
		      Workstation boots off cluster and run software in 
		      DECwindows client/server mode.


	   Software:  VAX VMS V5.2 or later with DECwindows, VAX Rdb/VMS 
		      V3.1b or later

	4) Provide a workstation video projection system, if possible.  If 
	   available, will greatly enhance the product demonstration for 
	   larger audiences.

	5) Provide a VHS recorder and TV to show the brief introduction
	   to the RdbExpert video training tapes.

	6) Provide a technical contact to set up the software and demo.

        7) Install and verify the software and demo prior to the seminar.

	8) Duplicate the electronically transmitted handout materials for
	   use in the seminar and obtain copies of Rdb and RdbExpert related 
	   brochures for handout if you would like these available.

	9) Set up the training/demo room with hardware, overhead projector,
	   and VHS system.

       10) Invite the Sales, Presales, and EIS personnel.  You will be given
	   a sample invitation for your customization and use.

       11) Invite key database customers to the customer seminar.

In addition, sites will be required to fund the travel and related expenses 
of the seminar instructor.  There is no cost for the intructor's time or
materials, nor will there be a charge for attendance.  To reduce the burden on
any one site, the trip costs will be shared equally.  You can anticipate from
$700 to $1000 charge to your cost center per physical location.  Based upon
past experiences, this will be money well spent.

What will the NAS Applied Technologies Group do?
------------------------------------------------

	1) Provide the product software for the seminar.  

	2) Deliver the described field and customer seminars.

	3) Send you the electronic versions of course materials for your
	   office to duplicate for the seminars.  These include technical 
	   information papers for using RdbExpert not found in the current 
	   documentation set.

	4) Send you a sample invitation.

	5) Help close VAX Rdb/VMS performance tools related business with your
	   customers during the customer seminar.

How do you apply?
-----------------

Site selection will be based upon the listed criteria.  Deliveries will be
coordinated to minimize travel.  Please send the following to me, Mike
O'Connell (DATABS::OCONNELL, DTN 264-6103) no later than November 11th.  I will
contact you shortly thereafter. 

Many of you have already expressed your interest in this seminar either through
Gale Taylor or myself.  All interested persons should send in the completed
form below to confirm delivery.  I look forward to hearing from you by the
11th.

Best regards,

Mike




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

	          DEC RdbExpert Field Seminar Application

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

Yes, I would like to sponsor the DEC RdbExpert/DECtrace training seminar for
my field office:

	Your name:
	Position:
	VAX Mail/ALL-IN-1 Mail:
	Location code, city, country:
	DTN/Phone:
	Are you an Information Management Partner?:

	Your Manager
	------------

	Name:
	VAX Mail/ALL-IN-1 Mail:
	Location code:
	DTN/Phone:

	Cost Center to charge expenses:
	(Attach a brief memo from the cc manager authorizing cross charges to 
	 this form as well)

	When can we come?
	-----------------

	Identify available blocks of time in December through February when 
	you could host this training.  The more availability you provide,	
	the easier it will be for us to coordinate with other sites.

	_______________	_______________	_______________	_______________

	_______________	_______________	_______________	_______________

	_______________	_______________	_______________	_______________

	_______________	_______________	_______________	_______________

	Can you meet the requirements:
	------------------------------

	Can your office provide the support required in the section "What 
	will your office have to do?":_____

	How many Sales _____, Presales _____, and EIS Delivery _____ persons
	will be in attendance?

	How many customers will attend the customer seminar?:_____

	Is the cross charge authorization memo attached?:_____