| Title: | The Digital way of working |
| Moderator: | QUARK::LIONEL ON |
| Created: | Fri Feb 14 1986 |
| Last Modified: | Fri Jun 06 1997 |
| Last Successful Update: | Fri Jun 06 1997 |
| Number of topics: | 5321 |
| Total number of notes: | 139771 |
This may be of interest to those who have not seen it. It includes some
comments on working at Digital.
#6[1mTom[0m
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TO: see "TO" DISTRIBUTION DATE: MON 6 MAY 1985 9:24 AM EDT
FROM: WIN HINDLE
DEPT: CORPORATE OPERATIONS
EXT: 223-2338
LOC/MAIL STOP: ML10-2/A53
MESSAGE ID: 5272135428
SUBJECT: YANKEE GROUP TALK ON DEC
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TO: DICK BERUBE DATE: WED 1 MAY 1985 3:05 PM EDT
WIN HINDLE FROM: RON SMART
PETER JANCOURTZ DEPT: MC SECRETARY
EXT: 223-7011
LOC/MAIL STOP: ML10-1/F41
MESSAGE ID: 5271675818
SUBJECT: RE: YANKEE GROUP TALK ON DEC
The attached EMS is FYI.
em.41
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| d | i | g | i | t | a | l | INTEROFFICE MEMORANDUM:ANR3.27
| | | | | | | |
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TO: Ron Smart DATE: 1 May 1985
FROM: Alex Rossolimo
DEPT: Marketing Research
EXT: 223-3987
LOC/MAILSTOP: MLO10-1/F41
SUBJECT: YANKEE GROUP TALK ON DEC
This morning's IDECUS meeting featured Howard Anderson, Chairman of the
Yankee Group, as guest speaker who talked about DEC and its prospects.
KEY POINTS
1. DEC has the best product family in the computer industry.
2. Strong growth ahead for DEC, beginning toward the end of next year.
3. DEC will be a strong force in the Office Automation market, with 25% of
its business coming from there.
4. Minis will be the heart of OA.
5. DEC's departmental strategy (All-In-One) is right.
6. A large portion (45%) of our customers see DEC as a major OA vendor.
(This conclusion is based on a survey conducted by Yankee.)
7. The DEC market is "Large Customers Who Are Technically Competent."
8. DEC's major strength is Engineering. This will continue to be so in
the future, but DEC's Marketing skills will continue to improve. (This
is not meant to be necessarily a weakness. E.g. it would be very bad
to be a marketing-strong company with a bad product.)
AREAS OF CONCERN
1. Squeeze: from above - IBM.
2. Squeeze: from new vendors
- Apollo
- AT&T.
3. Long delivery time (emphasized several times in the talk).
ON COMPETITORS
Wang is in serious trouble. It by-passed the MIS department by selling
only OA, and directly to the user.
ON DEC CULTURE
If he wanted a job with life-long employment for himself and his children
after him, Howard Anderson would go work for Digital reorganizing DEC's
organization chart.
"TO" DISTRIBUTION:
ROSE ANN GIORDANO BILL HANSON BOB HUGHES
JIM OSTERHOFF JACK SHIELDS JACK SMITH
| T.R | Title | User | Personal Name | Date | Lines |
|---|---|---|---|---|---|
| 35.1 | PRSIS3::DTL | Sun May 19 1985 12:23 | 29 | ||
I attended the talk. It has been lot of fun, especially when he said that Digital was giving him *and his children* much work at home... "Why my children? because *they* draw the organization charts" :-) The picture of Gordon Bell was good too. One main point which is not in the precedent memo is that he put the emphasis on the fact that our customers TRUST us and are happy to work with us. He has been very discrete on the Jupiter cancellation, and actually I don't even remember if he talked about it or not. he said that DEC has never misleaded one of its customers and that is a famous winning card for us. He said too that employees are happy to work within DEC because it is a company in which people are considered as people and not as 'tools' and he said that this was one of the key-points from Ken Olsen. (this is why I start flaming so easily when someone tells me that the Open Door Policy can't work and doesn't work. The ODP is KO's creation, and it is with such ideas that we feel better in DEC than in any other company with the same size). About the delivery time problem, I agree he mentioned it several times in his talk, saying that customers consider this issue as the main 'bug' to fix for us. I hope this will be taken in consideration as this feed-back is coming from everywhere in the world. I don't know if his speech has been recorded and typed, but I would love to get a copy. Didier | |||||
| 35.2 | EXIT26::PERRY | Wed Jul 31 1985 20:22 | 20 | ||
Re: -.1 On the point that customers trust DEC, I remember reading an article in the British computer press, which published parts of the ICL Sales handbook. The main section published was on competitors' (ICL's competitors') salesmen. I don't remember the exact wording since it was a few years ago, but it went something like this. > The DEC salesman Be careful of this guy. He does not get commission on sales and he is always honest with the customer even if the truth is not pleasant eg long delivery times. < The message is clear that customers trust us because we are not afraid to be honest with them. Howard | |||||