Conference 7.286::digital

<<< Note 3732.0 by JGODCL::HEIJSEN "Wil Heijsen, Euro_MCS_Service_Logistics_HW_ECO_coord." >>>
                             -< #vp's/100emp's?? >-

>    I counted 10 different VP's in this article on the quoted 3500 people.
>    So 1 VP per 350 workers, is the new 'lean & mean' organisation standard
>    today? :<()=amazed
    
Tell us something we don't already know!  So what is the current
number of VP's in the company - 160+?  I wish our share price was
linked to the number of VP's we are "carrying".  Wait a minute...it
is...except the relationship is inversely proportional :-(.
    
                            James. 

    ........by watching the VTX one can calculate the number of new VP's
    at two per week average soooo.......within a year we'll have 104 new
    fearless leaders.....
    
    
    hhornET
    

    
    
    I count 15.
    
    

    You will notice that a "SOMEONE" from the Ivory Towers will respond in
    this notes file to certain topics. Have you ever seen one of these
    monitors respond to the "how many VP's are there in DEC" question? It
    is truly our own dirty little secret. 

    
    
      Well we've seen it sarcastically written here many times "Management is
     our core competancy".
    
     Only trouble is management does'nt pick up the sarcasm part.

    What is the big deal ??? My local branch bank that has 10 people
    working in it, 4 of which have a VP title. I wouldn't get so bent out
    of shape because someone has a VP title. In the long run its their
    performance that counts not what there title is !!!!!!! 
    
     
     

RE: .6

So, I assume that you'll gracefully accept the job title of bank teller.  After all, that the only person
in a bank that isn't a VP.  Well, the guard and the janitor, may not be either.  Get the analogy?

|    What is the big deal ??? My local branch bank that has 10 people
|    working in it, 4 of which have a VP title. I wouldn't get so bent out
|    of shape because someone has a VP title. In the long run its their
|    performance that counts not what there title is !!!!!!! 
    
	Interestingly enough the banking business (in US) is one of the few
	that have maintained a fairly stable employment level despite
	the slashing of jobs in other industries.

	Sounds familiar?

        Some predict an unprecedented cutback of employment in the
	traditional banking industry over the next 5 to 7 years mostly
	due to increased competition from other financial institutions.
	Those supposedly have a more cost effective infra structure ..
	but I'm sure the banks are like good ol digital writing off
	UNIX-vendors as snake-oil salesmen.

	Banks are not a good benchmark for justifying a high density of
	VPs. Pick another industry :-)

	>Per

    
    ....re6. so when did they make you a VP?????.....you sure sound like
    one......
    
    
    hoRNEt

    
      Customers like to deal with VP's (for some bizarre reason), so you
    will find that many industries have a lot of them (at least in title).
    
      A former employer had:  Executive VP's, Senior VP's, First VP's,
    VP's, and Assistant VP's.  The last couple of names were basically
    just titles.  I think the ratio was 1 per 100 and that was in banking.
    
           Mark

    
    In asian and south american countries it is almost impossible to
    get an appointment with decison makers without a fancy title like 
    VP/director/managing director etc. Many of our VPs do travel to 
    meet and work with international customers and titles do matter 
    in other countries. 
    

    
    
    
    
      The title would'nt bother me if I believed these turkeys got paid
    by company performance and not because they had "VP" in their name.
    

    traditional banking is predicted to disappear.  A local bank has
    announced that they are setting up branches in a supermarket chain. 
    Not just cash machines, mind you, real branches.
    
    Mark

    BankSouth has had branches (people and everything) in Kroger
    Supermarkets for years (at least 5+) here in Atlanta.
    
    Dan

Banks are different in that many transactions require
signoff by an officer of the corporation.  This is why
banks have so many people with the title of VP.

    RE .6
    
    So who do think get's the ax when the pinch comes?
    
    The VP or the FE?
    
    In my neck of the woods it's BYE-BYE FE.
    
    

With due respect to the departed Nasser, we havn't had turkeys in years!

BobW

>================================================================================
>Note 3732.12                    #vp's/100emp's??                        12 of 13
>KAOFS::W_VIERHOUT "Flash: Inmates take Asylum"        7 lines   8-MAR-1995 15:26
>--------------------------------------------------------------------------------
>                                -< still scary >-
>
>      The title would'nt bother me if I believed these turkeys got paid
>    by company performance and not because they had "VP" in their name.

    	
>    So who do think get's the ax when the pinch comes?
    
    I'm gonna try to address the Piggly-Wiggly banking issue and the above
    in one shot, so bear with me...
    
    Here in Texas our banks have traditionally been built on mobile
    platforms with velcro signs.  Thus "Heritage Banc" can be wheeled
    across town and the sign changed to "Uni-Bank Savings" after work but
    before dinner, which is far less time than it takes the depositor to
    find where their funds went.
    
    This created quite a furor, as VPs running from one moving bank to
    another created traffic hazards (although they did, in general, slim
    down some, if they survived).  Traffic reports often went like "There's
    a spectator slowdown on 635W at Montfort.  It appears the takeover team
    from RepublicBank, headed south, is attempting to jump ship midstream
    to NationsBank, currently en-route North on Midway just past McEwen."
    
    Employees, on the other hand, were often seen sitting in herds in empty
    parking lots, having found their banks reloed without notice and the
    next bus home wasn't until five.  Some were lucky to be picked up by
    other reloing banks, but most had to wander for quite some time before
    being adopted again, albeit probably temporarily.  Meanwhile, you would
    see them on street corners with "Will Bank for Food" signs.
    
    This temporary adoption, referred to on Oprah as "Serial Monogamy" and
    something else by most big city Vice squads, sparked a fire in one bank
    VPs tiny brain.  "Hey!  If it flies, floats,  or (fill in blank here),
    it's cheaper to rent!".  
    
    But that's another story. :^]
    
    							Tex
    
    
    

    
    	So "lack of sales" pressures have hit the Sunny South also, eh,
    Tex?
    
    	BTW, latest rumours are US Channels Marketing folks in cold
    Merrimack have been getting the opportunity to "enhance" their
    value outside those four walls this week...
    
    	And a new list of old-time folks reassigned to "Special
    Asignment" jobs is growing. Going to be a fun quarter;*)))
    
    			the Greyhawk

    Why do people get so upset with titles? The excessive use of the word
    "president" is merely a characteristic of your culture. In other places
    the words "sir" and "lord" are preferred in management structures. Who
    cares if they do the job they are paid to do? A rose by any other
    name...

    But calling dog dodo a rose doesn't make it smell any better and
    causes people to wonder about you analytical abilities.

From:	... 08-Mar-1995 1504 ...
Subj:	VPs at Digital (all 141 if them) 

Zul Abbany, VP
Dennis Albano, VP
Cary Armistead, VP
Bill Armitage, VP
Gary Aslin, VP
Bernhard Auer, VP
Rob Ayres, VP
Ray Bedard, VP
Charlie Bennett, VP
Len Bizzarro, VP
Winnie Briney, VP
Ron Bunker, VP
Bob Burke, VP
Rich Butler, VP
Guy Buyst, VP
Larry Cabrinety, VP
Ed Caldwell, VP
Joe Cannizzaro, VP
Jon Caputo, VP
Dan Casaletto, VP
Bobby Choonavala, VP
Charlie Christ, VP
Bob R. Clark, VP
Bob Cohen, VP
Tom Colatosti, VP
Chris Conway, VP
Harry Copperman, VP
Giorgio Corsi, VP
Tony Craig, VP
David Creed, VP
Vincenzo Damiani, VP
Bill Demmer, VP
Duane Dickhut, VP
Wim Elfrink, VP
Howard Elias, VP
Bud Enright, VP
Bob Farquhar, VP
Dick Farrahar, VP
Paul Feresten, VP
Dick Fishburn, VP
Brian Fitzgerald, VP
Jim Flanagan, VP
Rita Foley, VP
Frank Fortunato, VP
Alberto Fresco, VP
Sam Fuller, VP
Mike Gallup, VP
Nick Ganio, VP
Dawn Gilbert, VP
Tom Gillette, VP
Rose Ann Giordano, VP
Skip Gladfelter, VP
Chuck Goslee, VP
Stephan Gray, VP
Hope Greenfield, VP
Bob Griffin, VP
Tom Grilk, VP
Al Hall, VP
Don Harbert, VP
Don Herbener, VP
Jim Hogan, VP
Charlie Holleran, VP
Rich Hollingsworth, VP
Willie Hooks, VP
Mike Howard, VP
Bob Hult, VP
Mike Jackson, VP
Ilene Jacobs, VP
Bill Johnson, VP
Steve Johnson, VP
Sharon Keillor, VP
John A. Kelly, VP
Steve Kirchoff, VP
Ron Larkin, VP
Jesse Lipcon, VP
Ralph Lipizzi, VP
Jeff Low, VP
Gail Mann, VP
Bill Maro, VP
John McClelland, VP
Tom McEachin, VP
Bob McNulty, VP
Wes Melling, VP
Jim Melvin, VP
Peter Mercury, VP
Gianni Messora, VP
Debbie Miller, VP
John Millerick, VP
Tony Morris, VP
Gordon Moultrie, VP
Bob Mulkey, VP
Vin Mullarkey, VP
Barry Nay, VP
Gene Nelson, VP
Pauline Nist, VP
Bruce Nonnemaker, VP
Art O'Donnell, VP
John O'Keefe, VP
John E. O'Leary, VP
Marian O'Leary, VP
Mahendra Patel, VP
Enrico Pesatori, VP
Mike Pocock, VP
Kathy Power, VP
Rich Powers, VP
Mick Prokopis, VP
Gwyn Pugh, VP
Lucia Quinn, VP
John Rando, VP
Bob Rennick, VP
Philippe Ribeyre, VP
Richard Riker, VP
Scott Roeth, VP
Roger Rose, VP
Jean-Claude Sainctavit, VP
Bob Schmitt, VP
Dick Sellers, VP
Graeme Shorter, VP
Herb Shumway, VP
Tom Siekman, VP
Anil Sitole, VP
Al Snyder, VP
Pat Spratt, VP
Kannankote Srikanth, VP
Bill Strecker, VP
Nancy Strecker, VP
Patrick Sullivan, VP
Bob Supnik, VP
Dave Sweeney, VP
Tom Vacchiano, VP
Paul Van der Spiegel, VP
Larry Walker, VP
Janet Wallace, VP
Tony Wallace, VP
Mark Wang, VP
Ray Weadock, VP
Theo Wegbrans, VP
Abbott Weiss, VP
Jim Willis, VP
Graeme Woodley, VP
Luis Zuniga, VP

    And I thought the Federal Goverment bloated :-).
    
    Mark                                            

Re: .22

I'm afraid you missed the latest announcement from Vincenzo Damiani, 
where he has "strengthened the European team" by naming more VPs.

Jean-Paul Nerriere: head of Digital France

Hans Dirkmann:	head of Digital Germany.

He also announced Alberto Fresco, but he was in your list.

    
Al Fresco?  Was he hired to sell off all the Digital buildings?

	RE: .25

	>Al Fresco?  Was he hired to sell off all the Digital buildings?

	Oh, No. Al was hired to tailor Bob's new suits...

    ....hey you forgot my name on the list
    
    curt horne VP manager of dumpsters and termination papers
    
    
    horneT
    

    I think Tom Colotosti resigned this week, so there may be room
    for one more.

    Well, it's about time. We haven't had any good stuff in here in a long
    time. Been missing my sarcasm fix as of late ;^)
    
    Pat
    It is sarcasm, isn't it Toto?

    Nice to see Al Fresco being made VP for outdoor catering.

    less than 10% are women...

    Yes,but 90% are not.

    
     I suspect those at the VP level have been in the business world for
     20 to 25+ years.  
    
     The current group I work in:  
    
     Females    	50%
     Minorities 	63%
     White males	37%
    
     Management positions 100% minority
    
     No VP's though....
    
     M
     

    
    Re: .28
    
    >> I think Tom Colotosti resigned this week, so there may be room
    >> for one more.
    
    You got it. And the name is........
    
    Sultan Zia... VP

    
    
    
    Re: .*
    
    Are white females considered minorities...??

     
     re:35
    
     Yes, white females are considered minorities..
    
     M

    Doesn't that make white males an even smaller minority? White females
    make up greater than 50% of the white population. Is there a
    politically correct math?

    
    I don't have specifics, but I've read many articles which state white
    males are less than 50% of white population...
    
    Policically correct math (help me here) applies in business... where 
    white males are the majority, therefore...  
    
    less = more ?????
    
    M

    Hopefully these people are in these positions due to their 'skill'
    and for no other reason.  Discrimination of any form is wrong.

    
    Re. 38,39
    
      I agree, people should be placed in positions because they are
     qualified, not because of their skin color or gender.  But
     it still happens..
    
      VP's and more importantly little folks should be rewarded for their 
     fine efforts.  Has anyone seen the little folks get a promo since the
     "freeze" went into place?????
    
      As far as discrimination, I agree 1000%, NOONE should be
     discriminated against, but it happens
    
      

    No promotions here.
    
    Sneezy,Grumpy & Bashful etc.

    My boss (finally) got his promotion to Consulting Engineer, in January,
    I think - we took him out to lunch.  So promotions are happening, at
    least.  And the guy definitely, without question, deserves this one.
    
    /Charlotte

    RE: %women, %minorities, #VP's, discrimination, etc.
    
    To quote someone famous:
    
            "Can't we all just get along?"

    
    ......skill set requirements for DIGITAL VP's is a low golf score....
    
    and the repeated phrase..."If what I am telling you is not true than
    
    you can hold me accountable......???????
    
    ya ok!!!!
    
    
    hhoRNet
    

    I lived in San Antonio for 20 years.  Hispanic population approx. 67%. 
    Yet, they were a "minority".
    
    Go figure!

    Non-Native English Language Speaker Alert!
    
    	Why is it "Vice President" of 'XYX'" reporting to Chief Executive
        Officer (or whatever)? Who is then the "President of 'XYZ'"?
    
    	Namely, if there is no "President", why the "Vice" in the first
    	place?
    
    ...petri (just curious)

> I lived in San Antonio for 20 years.  Hispanic population approx. 67%. 
>    Yet, they were a "minority".
>    
>    Go figure!

I believe that in regards to jobs you will find that percentage wise
there are many more white males in the high paying jobs. Sure, there
are pockets here and there where that isn't true but in this country,
over all jobs, it is. Women and people of color and some other groups
regardless of their numbers in the population at large are a minority
of the upper pay brackets. Add all minorities together and I'd bet
there are still more white males in these jobs. 

Why or how someone becomes a VP is not something I have much knowledge
of, I do know that most are white males. Women and minorities tend to 
reach a certain level of management and then stop advancing. Since I 
have never aspired to management the details of what happens at the 
"glass ceiling" aren't something I've paid much attention to. I just 
know the results. liesl

    RE. 22
    Jeez, I hate scrolling through 120 lines just to get to the next note.
    

    
    Re: .39
    
    >> Hopefully these people are in these positions due to their 'skill'
    >> and for no other reason.  Discrimination of any form is wrong.
    
    I certainly hope to hear from you, once Nuttie's "New Society" becomes
    fully implemented.
    
    Warning...
    
    Rethorical question:
    
    If all the Blacks that were, as is said, "hired solely based on their 
    color", replaced by unemployed/disgruntled white males, how many 
    unemployed/disgruntled white males would remain...??!

    At that point, then whom would the remaining unemployed/disgruntled white 
    males have to blame for their malaise...?!?

    Perhaps their wife's...!??!?!?    :-) 

Percent of economically active population who are managers or administra-
tive workers, 1989; and percentage average annual growth of labor produc-
tivity, in output per employee, 1979 to 1990

	Country	     Managers(%)    Productivity Growth(%)

	USA		12.1		0.7
	Australia	11.9		0.9
	Canada		11.9		1.2
	Austria		 4.7		1.9
	Japan		 3.7		3.0
	Netherlands	 3.3		1.5
	Denmark		 3.0		2.1
	Finland		 3.0		3.6
	Ireland		 2.2		---
	Spain		 1.3		3.0

Source: International Labor Organization,  Yearbook of Labor Statistics
1989-90	 (Geneva, ILO, 1990), pp. 120-186; Organization for Economic Coop-
eration and Development, OECD Economic Outlook 50 (Paris: OECD, 1991), p.136.

___Pete

    re -1
    Got the statistics of Digitals growth rate or profitability versus the
    number of administrative workers for the last 5 years?
    Or better still,the 3 dimensional plot including number of
    reorganisations per year as the z axis.
    
    Whilst we are at it,I would like to be considered for a VP job on the
    grounds that I am a minority.Apart from being English in France,I am the
    ONLY person wearing a striped shirt today-this surely sets me apart as
    much as the average VP.No?

         <<< Note 3732.47 by TINCUP::KOLBE "Wicked Wench of the Web" >>>

> I believe that in regards to jobs you will find that percentage wise
> there are many more white males in the high paying jobs. Sure, there
> are pockets here and there where that isn't true but in this country,
> over all jobs, it is.

  I also believe that in regards to models posed in bathing suits,
  underwear, and other sexually-provocative attire, you will find
  that percentage wise there are many more females in the high
  visibility ads. Sure, there are pockets here and there where
  that isn't true but in this country, over all ads, it is.

  Liesl, there couldn't be a connection here.

  Or could there?

  Sorry, I was just struck by the two potentially-parallel notes strings.

                                   Atlant

    What's white, anyway?  I took a Valuing Differences Course a few years
    back and they said white meant Anglo-Saxon, or maybe, just maybe
    northern European (Dutch, German, Scandinavian).  All else, said the
    instructor was "off white". As for the US population only 16% is white,
    meaning Anglo-Saxon, protestant.  Projected figures say by year 2000
    one third of US population will be Hispanic.  Remind me again what a
    minority is?
                         
    Paul (who is "off-white")

    Face it, white males (especially Anglo-Saxon scum) are responsible for
    all that is wrong with the world today.  If we (they) had never
    introduced such obscene inventions as the wheel to North America, or
    brought Christianity and the work ethic to these shores, we would all
    be blissfully happy digging potatoes in Ireland, mining coal in
    England, or dodging bullets in some god-forsaken central European
    "nation state". 
    
    fwiw  <;)

> -< Let's get real >-

  We are real. We just notice that approximately 52% of the
  adult population-at-large is female, but less than 10% of
  the Digital VP population is female.  This causes some of
  us to wonder:

     "Why?"

                                   Atlant

    Maybe it has something to do with the fact that Digital has
    historically hired from engineering schools, and engineering schools
    tend to be populated with males (more non-white today, btw, reflected
    in Digital's population).   Nothing deep here.  If engineering schools
    were populated with chimpanzees, and Digital wanted to hire engineers,
    to whom do you think the bulk of the employment offers would go?

    
    um, the wheel was here before us Europeans (you can see it/them in the
    anthropology museum in Mexico City).  Plus, most of those firing the
    bullets in god-forsaken European nation states are white males.  
    
    We're not saying that you guys don't have some good points.  Just don't
    let it go to your heads.

> Maybe it has something to do with the fact that Digital has
> historically hired from engineering schools, and engineering schools
> tend to be populated with males (more non-white today, btw, reflected
> in Digital's population).   Nothing deep here.  If engineering schools
> were populated with chimpanzees, and Digital wanted to hire engineers,
> to whom do you think the bulk of the employment offers would go?

  White males, at least for VP-level positions.

                                   Atlant

Re: last few

I think we've gone a little off the mark here so I'll try to steer us
back on course a little, OK? 

The problem with giving someone the title of VP is that they will 
eventually start acting like one!

I've no problem, per se, with the number/quality of VPs Digital have
at the moment, what I do have a problem with is what they are doing
with their very expensive time (average VP pulls in $200K a year?). 

Since I work in Ireland and have little contact with VPs of any kind,
could someone tell me what an average day consists of if you are a VP
in Digital?  What do these people produce, who do they meet, what do
they do?  I've never seen them come out publicly in a notesfile to
discuss any of the issues raised within. 

Do any of them practice MBWA (Management By Walking About)?  Or are
they all closeted away with little or no interaction with the outside
world (employees of customers)? 

Just wondering really,
 
                          James.

(Getting a little more cynical with each passing day of what I see
going on in Digital). 

re; Atlant, point taken. Though I do notice that there is a lot
more beefcake showing up in ads lately. Maybe Fabio is VP material?
liesl

James:

> Do any of them practice MBWA (Management By Walking About)?  Or are
> they all closeted away with little or no interaction with the outside
> world (employees of customers)? 

  At least one of the Veeps on the list associates with the
  "little folks" via the relevent technical notesfiles.  I'd
  bet that if I were reading other conferences in other areas
  of technical disciplines, that there are several others that
  make contributions in their areas of expertise as well.

  Notesfiles aside, more than a few of the Veeps on the lists
  are real presences in their areas.  They *DO* know what's
  going on and are worth their weight in gold.

  Some of the veeps on the list, of course, are worth their
  weight in something completely different.

  If you ever have an opportunity to see a "golden" Veep and
  a "something else" Veep together in front of real customers,
  you will have no difficulty telling them apart. The "Digital
  Management Listens" Veep panel at U.S. DECUS is famous for
  enabling this "sorting out".

                                   Atlant

    re: Why aren't there more women, etc., VP's
    
    Aren't most VP's old guys that need to be walked to and from
    their offices every day?  It takes time for women and minorities
    who started working "only" 15-20 years ago to get that old.
    
    I think it's just a time-lag thing between the time more women
    and minorities started getting more into "professional" career
    paths, and how long it takes for anyone at all, starting from
    being a college hire, to become a VP.  As they work their way
    through the ranks, you'll see more and more over the next decade.
    
    Chris

    The average age of most VPs, like most senators, means they probably
    served in WWII or just missed it by a tad.  Ralto's probably right, in
    that there is a major timelag due to the length of time it takes to
    become a VP.  What we're seeing is a result of the hiring practices,
    culture, and social mores of the fifties.
    
    On the other hand, especially looking around Texas, I see those in line
    to become VP as a pretty diverse crowd and believe that twenty years
    from now the demographics will have changed drastically in the VP gene
    pool.
    
    Today's cars are more efficient and less polluting than yesteryears. 
    However, there's still tons of people like yours truly that are drivin'
    iron left over from the Ford administration, thus the new breed of
    cars, by attrition, will eventually represent the total automotive
    population (until it changes again :^]) given several years.  But not
    today.
    
    							Tex

    I've done a couple of speaking engagements where I was
    announced (complete with title PowerPoint slide) as
    "Director of Corporate Morale" and most people thought
    it was a legitimate position.
    
    This has proven so effective, that the next time I'll
    promote myself to "Vice President, Corporate Morale".
    At least I'll be able to justify a better hotel room
    on my expense report.
    
    Dan

    re .55
    
    >We are real. We just notice that approximately 52% of the
    >  adult population-at-large is female, but less than 10% of
    >  the Digital VP population is female.  This causes some of
    >  us to wonder:
    
    Atlant,
    
    Are you thinking it is so desireable to be VP that we are discriminating
    againt women by not allowing them to be VP?
    
    Or are you thinking it is unfair to men that so many men have to serve
    as VP while women get off so easy?
    
    I think we do it to protect our position in the industry.
    
    /joel
                                     
    

��            <<< Note 3732.31 by BIGQ::GARDNER "justme....jacqui" >>>

��    less than 10% are women...

    Hey, stop bragging.

    But, given the current state of the company, the stock slide
    since 1987, and the head-count roller-coaster, I can see how
    folks would want to disassociate themselves with digital
    management.

    I've noticed that they've stopped calling themselves the
    'senior leadership team'.  Must be a truth-in-advertising
    kind of thing.

.50 is probably the most informative single note i've seen in this conference!

We tend to assume that in a capitalist society the management class makes some
vital contribution to the success of business, but the statistics sure don't
seem to bear that out.  Especially in the upper ranks, to be almost overly
Darwinian about it, maybe what leads to success is merely the ability to get
promoted.  That ability may be based on business acumen, but i think we have
noted in the past that it could also be due to a host of other factors, such
as personal relationships, fitting in with the social culture of management,
knowing when to switch jobs so as to duck responsibility for mistakes, etc.

At some point stockholders are going to have to question whether they are
allowing a culture of incompetence to grow up within businesses and overpower
the more rational goals of business activity with unstated goals that revolve
more around furthering the self-interest and proliferation of managers as a
social group.  Something definitely seems to be going awry here!

- paul

    
    	Excellent commentary .67...
    
    	Tom Peters calls it "executive flight". To avoid association with
    failure, lack of leadership, incompetence, etc. promotion must come
    within three years each time you get promoted, or else...
    
    	It's a singular American disease. After all, we are the only
    society that worships youth; everywhere else on this planet, age (and
    attendent wisdom) are venerated.
    
    	And, as many of my collegues note, that clearly explains why we
    are the world's largest DEBTOR nation. Before everyone goes bonkers,
    just think of your own children. When's the last time one of your kids
    paid the mortgage? And we are still a child among the nations of the
    world.
    
    		the Greyhawk

re Greyhawk's comments on .67:
 
>   	Tom Peters calls it "executive flight". To avoid association with
>   failure, lack of leadership, incompetence, etc. promotion must come
>   within three years each time you get promoted, or else...

There has been a lot of talk about management incompetence lately, and not
only in Digital.  Here in Germany, a book was published a couple of years
back, called _Nieten_in_Nadelstreifen_ (Zeroes in Pinstripes), about the
quality of German corporate management.  The title says it all.

Is management really less competent than it was 20 or 30 or 40 years ago?
If so, is this a failure of the business schools?  And how would that
explain Digital, whose management has traditionally come through the ranks?
    
>   	It's a singular American disease. After all, we are the only
>   society that worships youth; everywhere else on this planet, age (and
>   attendent wisdom) are venerated.

Unfortunately, America's diseases have a way of spreading around the world
with a 5- to 10-year time lag.  I fear this one is no different.  It is
perhaps not so advanced as in America, nor so virulent, but if age was ever
venerated here in Europe, I daresay it is no longer.
    
>   	And, as many of my collegues note, that clearly explains why we
>   are the world's largest DEBTOR nation. Before everyone goes bonkers,
>   just think of your own children. When's the last time one of your kids

This disease, at least, seems to encounter resistance here.  Despite the
economic difficulties of the past few years, savings rates have pretty
much held firm.  The persistance of the cultural memory of the '20s,
especially here in Germany, is remarkably strong.  Let us hope it
remains so, as we move in the direction of a single European currency.

>   paid the mortgage? And we are still a child among the nations of the
>   world.

An adolescent, I think, judging by the nation's preoccupation with
matters of prurient interest.

Steve

    Re: Note 3732.69 by MUNDIS::SSHERMAN
    
�Is management really less competent than it was 20 or 30 or 40 years ago?
    
    I don't think so. I think management (in general - and not just
    Digital's) is the *same* as it was 20/30/40 years ago. Unfortunately,
    the world has changed quite dramatically during this period of time,
    but the "science" of management (ok, the "art") hasn't kept up.
    
    It seems that most companies are still too hierarchical, too top-heavy,
    and place little emphasis on total *stakeholder* benefits - instead,
    concentrating almost exclusively on *stockholder* benefits (translated:
    means turn a profit next quarter or suffer the consequences).
    
    	BD�

    
    Perhaps we should entertain the notion that management is less
    willing to take risks as they were 20/30/40 years ago. Particularly
    in Digital which has found itself ( as a result of various moves ) 
    retreating to what it once was. Even less. With fewer, freer dollars
    to develop, promote and lead. 
    
    jc
    
      
     
    

    re .50, .67, .68- I think I'd find that a lot more valuable, Pete, if
    you included the column on absolute productivity next to the percentage
    change in output per employee.  You'd find that in addition to having
    the highest percentage of managers the USA also has the highest
    absolute productivity per employee; only Germany and Japan come close,
    and even then not very, something like 70% of the US average.  And we
    do that with the highest percentage of managers.  What does it tell
    you?  It tells me that the chart in .50 was woefully incomplete, which
    I'd pass on to the writer in .67 who was so impressed by it, and the
    Greyhawk, who endorsed that evaluation in .68.  You want to talk about
    productivity we should discuss the whole picture.
    
    DougO

A relevant question vs. 20/30 years ago etc. is how much is the average VP
salary (and bonuses) compared to the average employee (all) salary today
vs. back then.  If it has gone from 4X to 12X or something, that could be a
clue as to what's going on.  If you can get in and out in a shorter amount
of time with enough money to retire comfortably on, then maybe the longer
term viability of the company is less important to you, and even destructive
("eating your seed corn") short-term fixes will look more promising.

- paul

    An excellent discussion of this "management" challenge appears in a
    Peter Drucker essay in the Harvard Business Review, Nov.-Dec., 1991,
    entitled "The New Productivity Challenge".
    
    It give a macro view of what is happening as we move to a services
    economy.  One can strongly infer from reading it that our management
    isn't incompetent, but conversely, is doing remarkably well in holding
    together enterprises which have little reason for exixtence.  
    
    Disagree with my thoughts, if you like, but get the article and read
    it.  You will feel smarter, dumber, more depressed, or a combination of
    the three.
    
    gc

    
    	Productivity has been *in spite of* management numbers relavent to
    the number of ICs.
    
    	Even more noticeable is the "bracket creep" of titles which
    substitutes for jobs that are actually individual contributors,
    ie: regional manager = salesperson for companies in territory
    expansion mode. So measuring number of managers is probably very
    suspect from a whole number viewpoint.
    
    	And remember, as corporate downsizing remains a fact of life
    in the US, productivity will naturally increase as fewer people
    do the same amount of work as previously defined.
    
    		the Greyhawk

    Re: Note 3732.75 by POBOX::CORSON
    
�    	And remember, as corporate downsizing remains a fact of life
�    in the US, productivity will naturally increase as fewer people
�    do the same amount of work as previously defined.
    
    ... assuming that the same amount of work indeed gets done.
    
    	BD�

    
    	It is out here in the field. Our numbers (budget) are steadily
    increasing, and we still crank it out, even though there are a
    whole lot less of us.
    
    		the Greyhawk

Another factor is the pay US managers get compared to say
Japanese managers. It's hard to imagine some of those people
being worth the money ( and perks ) that they hold down. liesl

    (especiall when you consider how much Bill Clinton gets, and he's not
    even worth THAT!)
    
    tony
    (read my personal name for a clue)

>>>        <<< Note 3732.79 by ICS::BEAN "Attila the Hun was a LIBERAL!" >>>
>>>    ... 
>>>    (read my personal name for a clue)

Gee, and all this time I thought you were saying that even Attila the Hun had a
good side.

						Brian

    Re. .75
      ".....Assuming that same amount of work indeed gets done."
    
       Fact is historically more will get done, better and cheaper..
      

    Re: Note 3732.81 by SUBPAC::BACZKO
    

�    Re. .75
�      ".....Assuming that same amount of work indeed gets done."
    
�       Fact is historically more will get done, better and cheaper..
      
    Sorry I can't quote sources, but when I've studied this stuff in school
    I came to the conclusion that virtually no company ever "cut" its way
    back to good health. If there are some success stories that you know
    about, please share them - I'd like to be optimistic that the
    blood-letting at Digital will eventually result in our return to
    greatness. Thanks.
    
    	BD�

    I by no means meant that a company can cut it's way to profits. 
    Utilizing technology to imporve productivity will displace people,
    That is what accounts for my statement.  Sorry for the confusion.
    
    Les
    
    

    Re: Note 3732.83 by SUBPAC::BACZKO
    

�    I by no means meant that a company can cut it's way to profits. 
�    Utilizing technology to imporve productivity will displace people,
�    That is what accounts for my statement.  Sorry for the confusion.
    
�    Les
    
    I'm glad to see the clarification, Les. The (potentially) neat thing is
    that technology can "displace" people into other, perhaps more
    interesting ventures. Technology does not have to "displace" people out
    onto the street.
    
    Most managers agree with the slogan, "do more with less". The problem
    is that too many managers focus on the "less", i.e. cut people, instead
    of earning their big bucks and figuring out how to focus on the "do
    more".
    
    That as I see it is the challenge of management today - figure out how
    to use your current resources (personnel included) to produce more
    business. Don't artificially (and temporarily, imo) show good numbers
    by cutting people.
    
    	BD�

Hi all,
    
    Thanks to Cock van Pieterson a neat list of VP's which may come in
    handy in this conference, thanks Cock.
 -------------------------------------------------------------------------------
 Key Contacts List                                      Date: 20-JAN-1995
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 Page   1 of 23 
                    KEY CONTACTS -- FOR DIGITAL INTERNAL USE ONLY
     
                        REVISED 1-18-95 BY STAN GARFIELD @OHF
     
                           CORPORATE MANAGEMENT COMMITTEE
     
     Bob Palmer, President and Chief Executive Officer
       Marc Chardon, Executive Assistant to the President
       Ed Caldwell, VP, Digital Semiconductor
       Charlie Christ, VP and General Manager, Components Division
       Dick Farrahar, VP, Human Resources
       Charlie Holleran, VP, Communications
       Bob McNulty, Chief Information Officer (CIO) and VP, Quality and
        Outsourcing Management Services (OMS)
       Vin Mullarkey, VP, Chief Financial Officer
         Mick Prokopis, VP, Corporate Controller
       Enrico Pesatori, VP and General Manager, Computer Systems Division
       John Rando, VP, Multivendor Customer Services
       Tom Siekman, VP and General Counsel
       Bill Strecker, Chief Technical Officer and VP, Advanced Technology Group
     
                COMPUTER SYSTEMS DIVISION (CSD) - Enrico Pesatori, VP
     
     Executive Assistant - Dan Socci
     Operations - Dick Fishburn, VP
     Communications - Stephan Gray, VP
     Business Strategy Group - Lucia Quinn, VP
     Product Strategy - Willy Shih, VP
     Architecture and Technology - Bob Supnik, VP and Sr. CCE
     Chief Information Officer - OPEN
       Systems Business Unit CIO - Ray Bedard, VP
       Accounts Business Unit CIO - Bob Griffin, VP
     CSD Implementation - Pat Spratt, VP
     Worldwide Sales & Marketing Education and Development - Gary Aslin, VP
     Finance - Tony Wallace, VP
     Human Resources - Bob Mulkey, VP
     Law - Cary Armistead, VP
     Personal Computer Business Unit - Bernhard Auer, VP and General Manager
       Americas - Ray Weadock, VP and General Manager
       Asia Pacific - Frank Fortunato, VP and General Manager
       Europe - Wim Elfrink, VP and General Manager
       Desktop Product Line - Howard Elias, VP
       Server Product Line - Duane Dickhut, VP
       Mobile Product Line - Winnie Briney, VP
       Communications - Judy Carlson
       Business Partnerships - Dan Hamel
       Business Strategy - Babette Weiss
       Manufacturing - M.L. Krakauer, VP
       Quality and Customer Services - Art O'Donnell, VP
       Integrated Forecasting and Planning - Greg Iodice
       IM&T - Steve Collins
                       FOR DIGITAL INTERNAL USE ONLY
 


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 Key Contacts List                                      Date: 20-JAN-1995
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 Page   2 of 23 
       Finance - John Millerick, VP
       Human Resources - John McCarthy
       Law - Bill O'Brien
     Systems Business Unit - Enrico Pesatori, VP (acting)
       Finance - Marian O'Leary, VP
       Manufacturing and Logistics - Richard Powers (acting)
         Worldwide Manufacturing - Dan Jennings, VP
       Options - OPEN
 
       Product Management & Development (PM&D)
         Alpha Systems Business Group (ASBG) - Dick Fishburn, VP (acting)
           Product Marketing & Planning - OPEN
           Business Planning & Finance - Jay Connor
           Product Operations - OPEN
           Human Resources - OPEN
           Server Business Segment - Pauline Nist, VP
           Low-end Server Business Segment - Philippe Ribeyre, VP (acting)
           Workstation Business Segment - Philippe Ribeyre, VP
           UNIX Business Segment - Don Harbert, VP
             UNIX Systems Marketing - John O'Keefe, VP
           Windows NT Business Segment - Don Harbert, VP (acting)
         OpenVMS Systems Business Group - Jesse Lipcon, VP and CCE
           OpenVMS System Software Segment - OPEN
           OpenVMS Layered Products Software Segment - OPEN
           OpenVMS System Hardware Segment - Steve Blanchette
           Pricing and Business Practices - Steve Blanchette
           Product Marketing - OPEN
           Product Strategy - OPEN
           Business Operations - Nora Grant Jacobs
           Human Resources - OPEN
           Planning and Finance - OPEN
         Software Business Group (SBG) - Bill Demmer, VP
           Network Integration Software Segment - Jean Proulx (acting)
           Enterprise Software Segment - Gerard Van de Aast (acting)
           Business Operations - OPEN
           Human Resources - OPEN
           Business Planning & Finance - Chuck Bushey
           Shared Services - Sharon Keillor, VP
           Marketing - Nancy Strecker, VP
           Chief of Staff - Paul Neuman
           SBG Partnerships - Paul Curtin
           Technical Director - Peter Conklin, CCE
       Software Developer Partnering Group - Tony Craig, VP
         Database Market Development and Oracle Program Office - Bud Enright, VP
         Consumer and Process Partner Group - Eli Lipcon, VP
           Process Manufacturing Application Partners - Randy Levine
           Vertical Application Partners - Bob Alessio
           Research & Lab Application Partners - Paul Brock
           Retail/Wholesale Partners - Abbott Weiss, VP
           Market Development - Paul Brock
         Manufacturing Partner Group - Herb Shumway, VP
                       FOR DIGITAL INTERNAL USE ONLY
 


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 Key Contacts List                                      Date: 20-JAN-1995
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 Page   3 of 23 
           Marketing Programs - Trudy Sampson
           Technical Director - Dana Lajoie
           Partner Operations - Ty Rabe
           Technical CASE Partner Portfolio - Al Olsen
           MCAD Partner Portfolio - Aaron Holzer
           EDA Partner Portfolio - Greg Gaines
           Manufacturing Partner Portfolio - Dave Allen
         Services Industry Partner Group and Marketing Director - Marion Dancy
           Wholesale Banking Partners - Mary Lou Welch
           Retail Banking & Insurance Partners - Ken Milne
           Communications & Media Partners - Bob Farquhar, VP
           Healthcare Partners - Wayne Salpietro
           Partner Marketing Programs - Kathy Hill
           Education & Research - Deb Nicholls
         Cross-Industry Partner Group - Darryl Johnson
         Corporate Partner Management - Jeanette Horan
         Technical Director - David Poole
 
       Worldwide Sales and Marketing - Harry Copperman, VP
         Executive Assistant - Jim Milton
         Finance - Tom Kelly
         Marketing - Mike Gallup, VP
         Plans and Controls - Tom Vacchiano, VP
         Americas - Harry Copperman, VP (acting)
         Asia Pacific - Bobby Choonavala, VP
         Europe - Theo Wegbrans, VP
     Accounts Business Unit - Vincenzo Damiani, VP and General Manager
       Finance - Tom McEachin, VP
       Human Resources - Cathy Welsh
       North America - Scott Roeth, VP and General Manager
       Asia Pacific - Bobby Choonavala, VP
       Europe - Chris Conway, VP and General Manager
       Marketing and Business Operations - Ron Larkin, VP
         Manufacturing Industry - OPEN
         Telecommunications Industry - Jean-Claude Sainctavit, VP
         Financial Services - OPEN
         Integration Solutions Marketing - Steve Kirchoff, VP
         Worldwide Sales Operations - Jerome Lievre
         Business Operations - OPEN
       Communications - Gordon Moultrie, VP
       Systems Engineering - Mahendra Patel, VP and CCE
       Systems Integration Business Segment - Kannankote Srikanth, VP
         Strategic Planning and Development - David Toub
         Operations - Dick Scarborough
         Practice Management - Bob Burke, VP
         Computer Special Systems (CSS) - Gene Nelson, VP
         Marketing - Deb Bergevine
         Product Management & Development (PM&D) - OPEN
         Americas - Jon Caputo, VP
         Asia Pacific - Kannankote Srikanth, VP (acting)
         Europe  - Paul Van der Spiegel, VP
                       FOR DIGITAL INTERNAL USE ONLY
 


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 Key Contacts List                                      Date: 20-JAN-1995
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 Page   4 of 23 
         Finance - Jane Stanwick
         Human Resources - Julie Bova
         Law - Peter Fontaine
     
                    CIO GROUP, OMS, and QUALITY - Bob McNulty, VP
     
     Chief Information Officer (CIO) Group
       Corporate Systems Development - OPEN
       Internal Production Systems - Anil Sitole, VP
       Corporate Systems Account Management - Eric Cohen
     Outsourcing Management Services (OMS) Business Segment
       Global Communications and Processing Services - Jim Hogan, VP
       Business Practices - John Kelly, VP
       OMS Business and Technology Services - John Pacy
       International Operations - David Fritts
       Americas OMS - Stan Mawyer
       Asia Pacific OMS - Jon Williams
       Europe OMS - Juergen Wegwart
     Strategic Quality Management Center (SQMC)
       Director of Quality Business Operations - Bill Strang
       Director of Quality Programs - David Jones
       Finance - Christine Duvivier
       Human Resources - Betty Bailey
     Finance - John Beisheim
     Human Resources - John Doherty
 
           ADVANCED TECHNOLOGY GROUP (ATG) - Bill Strecker, VP and Sr. CCE
     
     Chief of Staff - Bill Koteff
     Corporate Standards Group (CSG) - Robert Bismuth
     Corporate Research - Sam Fuller, VP
     Internet Business Group - Rose Ann Giordano, VP
     Mobile Computing Group - Allan Jennings
     Video and Interactive Information Services (VIIS) - Sultan Zia
     Market Development - Ellen Kokos, VP
     Finance - Jay Zager
     Human Resources - Ellen Karp
     
                      COMPONENTS DIVISION - Charlie Christ, VP
     
     Communications - Gloria Bates
     Quality - Nelson Diaz
     Architecture - Richie Lary
     Asia Pacific - Frank Brown, General Manager
     Finance - Jim Flanagan, VP
     Human Resources - Bob R. Clark
     Law - Lindsey Kiang
     Components & Peripherals Business Unit - Larry Cabrinety, VP
       Americas - Dennis Albano, VP
       Europe - Jonathan Pyenson
       Video Terminals - Brian Fitzgerald, VP
                       FOR DIGITAL INTERNAL USE ONLY
 


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 Key Contacts List                                      Date: 20-JAN-1995
 -------------------------------------------------------------------------------
 Page   5 of 23 
       Hardcopy - Dave Sweeney, VP
       Embedded and Realtime Products Business - Bill Armitage, VP
       Component OEM Business (CpOEM) - Jim Willis, VP
       Worldwide Marketing - Joe Cannizzaro, VP
       Mass Merchandising - Patrick Sullivan, VP
       Manufacturing - Steve Anderson
       Corporate Licensing, Business Practices, & Contracts - Dana St. James
       Finance - Gerry Uva
       Human Resources - Margaret McQuade
       Law - Rick Kotulak
     Network Product Business Unit - Larry Walker, VP
       Chief of Staff - Maureen Wilson
       Sales & Field Marketing - Jeff Low, VP
         Network Product Sales and Marketing, Europe - Guy Buyst, VP
       Network Product Marketing & Engineering - Bill Maro, VP
       ChannelWorks - Art Zins
       Marketing Communications - Jeff Scott (acting)
       Technical Director - Bill Hawe
       Manufacturing & Logistics - Bill Burke
       Finance and Information Systems - David James
       Human Resources - Annette Albright
     Storage Subsystems Business Unit - Bob Rennick, VP
       Sales & Marketing - Paul Feresten, VP
       Product Creation - Laura Woodburn
       Storage External Products - Pete Seuffert
       Product Delivery - Pete Govoni
       Quality - Tom Weyant
       Subsystems Manufacturing - Dave Greenlee
       Strategy - Bob Passmore
       Finance - Rick Ryan
       Human Resources - Reid Chapman
 
         MULTIVENDOR CUSTOMER SERVICES (MCS) BUSINESS UNIT - John Rando, VP
     
     Multivendor Hardware Services (MHS) Business Segment - OPEN
     Software Product Services (SPS) Business Segment - David Creed, VP
     Network Services Business Segment (NS) - Graeme Shorter, VP
     Learning Services (LS) Business Segment - Pete Buswell
     Operations - Peter Mercury, VP
     Sales and Marketing - Janet Wallace, VP
     Service Delivery and Engineering - Al Snyder, VP
     Business Operations - Phil Pietrowski
     Transformation Program - Pam Kenney
     Americas - Bob Good (acting)
     Asia Pacific - Don Herbener, VP
     Europe - Gianni Messora, VP
     Finance - Rich Butler, VP
     Human Resources - Rob Ayres, VP
     Law - Tom Grilk, VP
     
                       DIGITAL SEMICONDUCTOR - Ed Caldwell, VP
                       FOR DIGITAL INTERNAL USE ONLY
 


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 Key Contacts List                                      Date: 20-JAN-1995
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 Page   6 of 23 
     Business Operations - Ulf Stoeckelmann
     Semiconductor Marketing and Sales - Bill Johnson, VP
       Sales - Richard Riker, VP
     Engineering - Dan Casaletto, VP
     Ultra-Large Scale Integration Group - Rich Hollingsworth, VP & Sr. CCE
     Worldwide Semiconductor Manufacturing - Bruce Nonnemaker, VP
     Quality/Reliability - Maria Menendez
     Technical Director - Maurice Marks
     Strategic Programs - Scott Gordon
     Finance - John Gavin
     Human Resources - Fred Prickett
     Law - Joe Nevins
     
                FINANCE - Vin Mullarkey, VP, Chief Financial Officer
     
     Investor Relations - Bob Hult, VP
     Corporate Administration - Doug Hammond
     Treasurer - Ilene Jacobs, VP
     Corporate Audit - Karen Kupferberg
     Corporate Controller and Shared Service Centers (SSCs) - Mick Prokopis, VP
       Acquisition & Purchasing - Carl Kooyoomjian
       Asset Management - Fran Barton, Assistant Corporate Controller
       Corporate Financial Planning and Analysis - Alexis Ford, Assistant
        Corporate Controller
       Americas SSC - Bob Faulconer, Assistant Corporate Controller
       Asia Pacific SSC - John Lamb, Assistant Corporate Controller
       Europe SSC - Phil Ladds, Assistant Corporate Controller
       Corporate SSC - Amit Nanavati, Assistant Corporate Controller
     
                         HUMAN RESOURCES - Dick Farrahar, VP
     
     Worldwide Development & Learning - Hope Greenfield, VP
     Worldwide Employee Relations and Diversity - Ron Glover
     Worldwide Compensation - Sarah Sumner
     Worldwide Human Resources Information - Maurice Vanderpot
     Corporate and Shared Services HR Manager - Geoff Sackman
     Finance - Karen O'Connor
     Human Resources - Carolyn Carder
 
                        COMMUNICATIONS - Charlie Holleran, VP
     
     Product Marketing Communications - OPEN
     Brand Communications - Janet Shipman
     Business Unit Communications - Brian Coll
     Communications Services - Bob Gregorio
     Corporate Communications - Art Fiacco
     Americas Communications - OPEN
     Asia Pacific Communications - Jon Rittger
     European Communications - Gordon Moultrie, VP
     Acquisitions - Jim McArdle
     Finance - Roger Foley
                       FOR DIGITAL INTERNAL USE ONLY
 


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 Key Contacts List                                      Date: 20-JAN-1995
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 Page   7 of 23 
     Human Resources - Al Merry
     
                          LAW DEPARTMENT - Tom Siekman, VP
     
     Office of Ethics and Business Practices - John Buckley
     Corporate Security - Ray Humphrey
     Worldwide Sales and Marketing Law Section - Cary Armistead, VP and 
      Assistant General Counsel
     Engineering Law Section - Dan Bernstein, Assistant General Counsel
     Manufacturing and Logistics and Specialty Law Section - Molly Brennan,
      Assistant General Counsel and Assistant Corporate Secretary
     Intellectual Property Law Section - Art Fisher, Assistant General Counsel
      and Special Assistant to Tom Siekman
     Business Law Section - Tom Grilk, VP and Assistant General Counsel
     Government Relations and International Trade Law Section - Bruce Holbein,
      Assistant General Counsel
     Corporate and Regulatory Law Section - Gail Mann, VP,
      Assistant General Counsel and Corporate Secretary
       Litigation Group - Jim Shaughnessy
     Environment, Health & Safety (EH&S) - Kay Breeden
     Worldwide Trade - Judy Maudlin
     Administration Group - Brenda Decoteau
     Human Resources - Barbara Hopland
     
                   ASIA PACIFIC AREA - Bobby Choonavala, President
     
     Marketing - Peter Hussey
     Japan - Yoji Hamawaki, President & Managing Director, Digital Japan
     South Pacific - Ron Bunker, VP
     Asia Territory - Bobby Choonavala (acting)
     Human Resources - Jerry Loporto
     Finance - OPEN
     Customer Order Management - Lester Goldman
     Law - Kim Jenkins, General Counsel, Asia Pacific
     Multivendor Customer Services - Don Herbener, VP
       Network Services - Don King
     Systems Integration - Kannankote Srikanth, VP (acting)
       Asia Territory - Ashok Shah
       Japan Territory - Toshio Ueda
       South Pacific Territory - Bob Starkey
       Practice Management and Business Development - Hari Das
       Industry Practice - Dave Chisamore
       Operations - Lee Higley
       DEIL - Dinesh Maheshwary
       Program Management Office - Don Smith
       Finance - Walter Wirtanen
       Human Resources - Susan Dinga
 
                    DIGITAL EUROPE - Vincenzo Damiani, President


                       FOR DIGITAL INTERNAL USE ONLY
 


 -------------------------------------------------------------------------------
 Key Contacts List                                      Date: 20-JAN-1995
 -------------------------------------------------------------------------------
 Page   8 of 23 
     Country General Manager - UK & Ireland - Shoaib Quraeshi
     Country General Manager - Germany, Austria, Central & Eastern Europe
      - Hans Dirkmann
     Country General Manager - The Netherlands - Arie Van Leusden
     Country General Manager - Italy, Israel, Turkey, Greece, South Africa,
      CDG (Country Development Group), Middle East - Alberto Fresco, VP
     Country General Manager - France - Jean-Paul Nerriere
     Country General Manager - Switzerland - Paul Santner
     Accounts Business Unit - Chris Conway, VP and General Manager
       Switzerland - Paul Santner
       France - Patrick Buffet
       UK - Mike Powell
       Germany - Harald Wendel
       Italy - Paolo Morelli
       The Netherlands - Cor Van Maanen
       Country General Manager - Belgium & Luxemburg - Bernard Martin
       Country General Manager - Iberia (Portugal, Spain) - Ramon Estevez
       Manufacturing Expertise Center - Aarne Sipila
       Telecommunications Expertise Center - Francesco Violante
       Financial Services Expertise Center - Larsake Sandin
       Finance - Michel Cavadini (acting)
     Systems Business Unit - Theo Wegbrans, VP
       Switzerland - Martin Kuendig
       France - Patrick Gouin
       UK - Richard Jones
       Germany - Wolfgang Stuebich
       Italy - Lapo Gianni (acting)
       The Netherlands - Frans Veen (acting)
       Country General Manager - Nordic (Norway/Sweden/Finland) - Jens Froelund
       Sales and Marketing Operations - Stuart Marvin
       Channels Marketing Programs - Danny Guez
       Merchandising Services (DECdirect) - Rene De Zoete
       ISV Program - Jeroen Van Boven
       Marketing Communications - Ian McKenzie
       Manufacturing and Logistics - Peter Zotto
       Administration - Okke De Vries
       Finance - Chris Pelly
     Product Marketing - Barry Nay, VP
     Sales Operations - Mark Selby
     Chief Financial Officer - Bob Cohen, VP
     Human Resources - Giorgio Corsi, VP
     General Counsel - Bryan Robb
     Multivendor Customer Services - Gianni Messora, VP
       Network Services - Ian Hickson
     Systems Integration - Paul Van der Spiegel, VP
       Territory A (UK, Ireland) - David Toso
       Territory B (France, Business Development Group) - Christian Duguet
       Territory C (Germany, Austria, Central & Eastern Europe) - Peter Broicher
       Territory D (Switzerland, Benelux, Nordic, Iberia) - Peter Glanzmann
       Territory E (Italy, Israel, Greece, Middle East, Africa) - Mario Rizzante
       Computer Special Systems (CSS) - Remy Viout
                       FOR DIGITAL INTERNAL USE ONLY
 


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 Key Contacts List                                      Date: 20-JAN-1995
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 Page   9 of 23 
       Practice Management - Vincent D'Souza
       Technology - Mario Rizzante
       Sales and Market Development - Ajay Malik
       Operations - Jan Blanckaert (acting)
       Finance - Jan Blanckaert
       Human Resources - Pia Carlson (acting)
 
                     AMERICAS AREA - Harry Copperman, President
     
     Canada - Ron Larkin, VP & President, Digital Canada
     U.S. Territory - Scott Roeth, VP
     Latin America/Caribbean Territory - Luis Zuniga, VP
     Components & Peripherals Business Unit - Dennis Albano, VP
     Business Development - Alberto Costales
     Finance - Tom Kelly (acting)
     Customer Order Management - Bob Nealon
     Law - Dick Smith, General Counsel
     Americas Systems Business Unit - Harry Copperman, VP (acting)
       Canada - Graeme Woodley, VP (and President, Digital Canada as of 3/31/95)
     North American Accounts Business Unit - Scott Roeth, VP & General Manager
       Canada - Tom Gillette, VP
       Manufacturing Expertise Center - Diane Albano
       Telecommunications Expertise Center - Scott Kane
       Financial Services Expertise Center - Charlie Macli
       Integrated Solutions Center - Bill Horzempa
       Business Operations - Roy Wicklund
       Finance - Terri Steingrebe
       Human Resources - Betsy Fitter
     
     Ray Weadock @AKO, Americas PCBU VP and General Manager
       Barry Yanes @AKO, Executive Assistant
       Michael Pocock, VP, U.S. Sales
       Mike Tremblay @KAO, General Manager, Canada
       Andres Carvallo @LAC, General Manager, Latin America and the Caribbean
       Skip Gladfelter @AKO, VP, Marketing
       Rod Keller @AKO, Director of Consumer Retail Products
       Jim Sasena @AKO, Director of Operations
       Jeff Campbell @AKO, Business Planning Manager
       Pam Verrill @AKO, Finance Manager
       Lyn VanHuben @AKO, Human Resources
     
     Bob Good @MRO, Americas Multivendor Customer Services Manager (acting)
       Bob Good @MRO, Operations & Planning Manager
       Len Bizzarro @MRO, Services Marketing VP
       Hector Bueno @MRO, LAC Country Development Group Manager
       Jose Luis Perez Chavez @MXO, Mexico MCS Manager
       Marvin Collins @DAS, Logistics Manager
       Tony Farkas @ALF, Business Segment Manager (DT/MV/DAS)
       Wlademir Fumagalli @DJO, Brazil MCS Manager
       Dawn Gilbert @MRO, Americas MCS Sales VP
       Willie Hooks @WRO, U.S. Western Region VP
                       FOR DIGITAL INTERNAL USE ONLY
 


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 Key Contacts List                                      Date: 20-JAN-1995
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 Page  10 of 23 
       Mike Jackson @SCA, U.S. South/Central Region VP
       John Kelley @MRO, U.S. Service Delivery Operations Manager
       Ray Klaar @MRO, Bid/Win and Supplier Network Manager
       Matt Kochan @MRO, Business Segment Manager (SPS/MHS)
       Pat Larson @MRO, Quality Manager
       Bud Lawrence @MRO, Administration Manager
       Ralph Lipizzi @MRO, U.S. Eastern Region VP
       Harry Molloy @MRO, Finance Manager
       Joe Patrnchak @MRO, Human Resources Manager
       Dick Sellers @CXO, Americas Zone Service Delivery VP
       Rae Strathdee @TRO, Canada MCS Manager
       OPEN, Network Services Manager
 
     Jon Caputo @MRO, Americas Systems Integration VP
       Eric Lawrence @TRO, VP, Canada
       Frank Heim @MXO, Latin America/Caribbean Territory Manager (acting)
       Nick Sharma @OGO, Manager, Eastern U.S. (acting)
       Rick Distasio @DCO, VP, Southern U.S.
       Jay Norman @ACI, VP, Central U.S.
       Steve Garrett @WRO, Manager, Western U.S. (acting)
       Cathy Cambal-Hayward @MRO, Practice Manager
       Ray Arndt @ALF, Industry Practice Manager
       Dick McCarthy @MRO, Business Development Manager
       Ted McKie @MRO, Operations Manager
       Nina Ostrom @OGO, Finance Manager
       Barbara DiStefano @MRO, Human Resources Manager
       Peter Fontaine @MSO, Law Manager
       Ed Harrington @MRO, IM&T Manager
     
     U.S. Human Resource Leadership Team
       Harvey Jones @AKO, Northern New England
       Katy Linehan @OGO, Southern New England
       Alan Zimmerle @IVO, U.S. Region (other than above)
       Walt Chaffin @MSO, HR Transition and Implementation
     
     Scott Roeth @MKO, U.S. Territory VP
       Shane Patterson @MKO, Executive Assistant
       Bob Schmitt @MKO, U.S. Product Marketing VP
       Roy Wicklund @MRO, Director of U.S. Sales Operations
       Bill Horzempa @MKO, U.S. Sales Support Manager
       Elizabeth Strong @MRO, U.S. Sales Training Manager
       Kent St. Vrain @MRO, U.S. VARs/ISVs/Distributors Manager
       Howard Woolf @MKO, U.S. New Business Development Manager
       Mark Holleran @TRO, U.S. Telecoverage Manager
       Terri Steingrebe @MKO, U.S. Finance Manager (acting)
       Brian McDonald @MRO, Human Resources Manager
       Joel Goldstein @MSO, U.S. Organizational Development Consultant
       Dave Beresford @MRO, U.S. Customer Order Management Manager
     
       Kathy Power @BXO, VP and Northeastern Regional Manager
         Jeanne Roy @RCH, Sales Operations Manager
                       FOR DIGITAL INTERNAL USE ONLY
 


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         Adam Florczak @MKO, Planning Manager
         Ken Souza @OFO, Director of Marketing
           Jim Collins @OFO, Regional Sales Support Manager (acting)
         Mike Reardon @OFO, Finance Manager (acting)
         OPEN, Law Manager
         Rod Robuccio @MKO, Customer Order Management Manager
         Linda Klein @RCH, Human Resources Manager
     
       Tom Colatosti @OFO, VP and Eastern Regional Manager
         Tad Woolley @KYO, Sales Operations Manager
         Charlie Romeo @OFO, New Business Development Sales Manager
         Carl Ramsey @OFO, Channels Sales Manager (acting)
         Mike DePasquale @KYO, Director of Marketing (acting)
           Art Mombert @NYO, Regional Sales Support Manager
         Diana Reilly @MKO, Finance Manager (acting)
         Eleanor Doyle @NYO, Law Manager
         Rosalie Parla @KYO, Customer Order Management Manager
         Linda Klein @RCH, Human Resources Manager
 
       Al Hall @COP, VP and Southeastern Regional Manager
         Bob Lowe @COP, Sales Operations Manager
         Ralph Henise @COP, New Business Development Sales Manager
         Jan Smith @ALF, Channels Sales Manager
         Robert Cartwright @COP, Director of Marketing
           Bob Stuono @CHO, Regional Sales Support Manager
         Marty Scarpati @COP, Finance Manager
         Kevin Hartley @COP, Law Manager
         Mickey Townsend @COP, Customer Order Management Manager
         Wayne Redmond @RDO, Human Resources Manager
     
       Roger Rose @ACI, VP and Midwestern Regional Manager
         Claudia Bailey @ACI, Sales Operations Manager
           Jerry Vauk @ACI, Planning Manager
         Tina Hochstetter @ACI, New Business Development Sales Manager
         Vince Gillespie @ACI, Channels Sales Manager (acting)
         Barry Clark @ACI, Director of Marketing
           Paul Edgecombe @ACI, Regional Sales Support Manager
         Jan McCarthy @MPO, Finance Manager
         Norma Sutton @ACI, Law Manager
         Dan Ulmer @SCA, Customer Order Management Manager
         Judy Cornelius @ACI, Human Resources Manager
     
       Mike Howard @SCA, VP and Central Regional Manager
         Rick Valenzi @SCA, Sales Operations Manager
           Winsome Dunlop @SCA, Planning Manager
         Steve Lemmon @SCA, New Business Development Sales Manager
         Larry Trichel @SCA, Channels Sales Manager
         Steve Johnson @SCA, Director of Marketing
           Dennis Bashore @SCA, Regional Sales Support Manager
         Joan Gray @ACI, Finance Manager
         Jeff Smith @SCA, Law Manager
                       FOR DIGITAL INTERNAL USE ONLY
 


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         Dan Ulmer @SCA, Customer Order Management Manager
         Dick Stahli @SCA, Human Resources Manager
     
       Rita Foley @WRO, VP and Western Regional Manager
         Don Armagnac @WRO, Sales Operations Manager
           Fran McGroary-Dehn @WRO, Planning Manager
         Art Clark @WRO, New Business Development Sales Manager
         Vince DiMenna @IVO, Channels Sales Manager
         John E. O'Leary @WRO, Director of Marketing
           Carol Haner @WRO, Regional Sales Support Manager
         Barney Sommer @WRO, Finance Manager
         Rick Toman @IVO, Law Manager
         Ed Samuel @WRO, Customer Order Management Manager
         George Gardner @WRO, Human Resources Manager
     
       Tony Morris @DCO, VP and U.S. Federal Government Regional Manager
         Courtney Kane @DCO, Sales Operations Manager
         Dave Calabro @DCO, Business Management Manager
         OPEN, Director of Marketing
         Gil Guilbault @DCO, Business Development Manager
         Greig Fields @DCO, Regional Sales Support Manager
         Marty Scarpati @COP, Finance Manager
         Jim Watson @DCO, Law Manager
         Mickey Townsend @COP, Customer Order Management Manager
         Claudia Tokarz @RDO, Human Resources Manager
     
 
     AMERICAS SYSTEMS INTEGRATION MANAGERS -- FOR DIGITAL INTERNAL USE ONLY
 
                      REVISED 1-18-95 BY STAN GARFIELD @OHF
                      
                                   MANAGER                DTN            E-MAIL
 
 AMERICAS SYSTEMS INTEGRATION      Jon Caputo, VP         297-3305       @MRO
 
 CANADA                            Eric Lawrence, VP      631-7017       @TRO
 Ottawa PSC                        Phil Stein             633-3600       @OTO
 Toronto PSC                       Jim Pearse             631-7156       @TRO
 Calgary PSC                       Ron Ratzlaff           635-4341       @CGO
 Business Development              Lee Sproule (A)        638-6992       @VAO
 Operations                        Stan Vivian            633-3682       @OTO
 
 LATIN AMERICA/CARIBBEAN           Frank Heim (A)         729-3553       @MXO
 Mexico City PSC                   Frank Heim             729-3553       @MXO
 Rio de Janeiro PSC                Jo�o Tronkos     55-21-297-1122       @DJO
 Business Development              Claude Van den Broeck  655-6555       @LAC
 Operations                        Armando Perales        343-1750       @ALF
 
 U.S. EAST                         Nick Sharma (A)        276-8018       @OGO
 Boston PSC                        Rick Welch             274-6530       @OFO
 Hartford PSC                      Bob Liptrot            320-5663       @RCH
                       FOR DIGITAL INTERNAL USE ONLY
 


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 Key Contacts List                                      Date: 20-JAN-1995
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 Page  13 of 23 
 New York PSC                      Mike DelVecchio (A)    320-5386       @RCH
 Philadelphia PSC                  Susan Thomas           328-3053       @PHH
 FABS Unit                         George Kaiser          352-2138       @NYO
 SAP Unit                          Kevin O'Neill          343-5070       @ALF
 
 U.S. SOUTH                        Rick Distasio, VP      341-2410       @DCO
 Washington PSC                    Matt Williams          339-7772       @COP
 Chesapeake PSC                    Jim Popa               339-5265       @COP
 Charlotte PSC                     Rick Meeks             367-5393       @CEO
 Atlanta PSC                       Dave Vest              343-2644       @ALF
 South/East IT Ops. Cons. Unit     Fred Gipson            339-5315       @COP
 Practice Management               Teresa Dowling         339-5366       @COP
 Operations and Staffing           Helen Gasper           341-2405       @DCO
 Business Development              Mary Ellen Brantley    343-5260       @ALF
 
 U.S. CENTRAL                      Jay Norman, VP         474-2707       @ACI
 Chicago PSC                       Lise Gorajski          474-5111       @ACI
 Detroit PSC                       Sherrie Konkus         471-5235       @OHF
 St. Louis PSC                     Mary Pajot             445-6533       @STO
 Dallas PSC                        Mark Mason             483-4312       @SCA
 Central/West IT Ops. Cons. Unit   Denise Schorsch        474-5360       @ACI
 EDI Unit                          Bob Hartman            483-4488       @SCA
 Stock Locator Unit                Harvey Silverberg      474-5445       @ACI
 Business Development              Renee Speitel          471-5563       @OHF
 
 U.S. WEST                         Steve Garrett (A)      521-4243       @WRO
 Los Angeles PSC                   Steve Garrett (A)      521-4243       @WRO
 San Francisco PSC                 Steve Garrett          521-4243       @WRO
 Denver PSC                        Ed Daihl               553-3263       @DVO
 Operations and Staffing           David Finkel           531-4241       @LAO
 
 
                                   MANAGER                DTN            E-MAIL
 
 PRACTICE MANAGEMENT               Cathy Cambal-Hayward   297-3286       @MRO
 
 INDUSTRY PRACTICE                 Ray Arndt              343-5256       @ALF
 
 BUSINESS DEVELOPMENT              Dick McCarthy          297-4113       @MRO
 Channels                          Rick Pottinger         297-9451       @MRO
 Channels                          Bruce Albertelly       320-5238       @RCH
 
 OPERATIONS                        Ted McKie              297-9844       @MRO
 Business Systems                  Bob Solomon            297-3938       @MRO
 Government Operations             Larry Sears            341-2411       @DCO
 Planning and Communications       Greg Young             297-3760       @MRO
 Assets and Technical Training     Jim Nesbit             471-5655       @OHF
 Staffing and Competency Training  Thom Stimpel           297-5395       @MRO
 Third-Party Logistics             Jane Wickert           323-4407       @KYO


                       FOR DIGITAL INTERNAL USE ONLY
 


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 Page  14 of 23 
 SUPPORT FUNCTIONS
 Human Resources                   Barbara DiStefano      297-9434       @MRO
 Finance                           Nina Ostrom            276-9747       @OGO
 Law                               Peter Fontaine         223-7533       @MSO
 IM&T                              Ed Harrington          297-3538       @MRO
 
 (A)= Acting
 
 
                             ASIA PACIFIC PSC MANAGERS
     
                       REVISED 12-7-94 BY STAN GARFIELD @OHF
     
     PSC                         MANAGER                         E-MAIL
     
     ASIA TERRITORY              Ashok Shah                      @HGO
     Hong Kong                   Thomas-HC Lam                   @HGO
     India                       Anoop Garg                      @QCA
     Indonesia                   Riyanto Gozali (acting)         @DAI
     Korea                       Jung-Keun Cha                   @DEK
     Malaysia                    Douglas Burke                   @MSA
     Philippines                 Kaizad Heerjee                  @MAN
     PRC                         Kevin Chan                      @HGO
     Singapore                   Sanjiv Aiyar                    @ZPO
     Greater China               IY Huang                        @TPO
     Taiwan                      CH Lee                          @TPO
     Thailand                    Pongvit Siribovornkiat          @TLA
     
     JAPAN TERRITORY             Toshio Ueda                     @TKO
     East Japan 1                Yoshihisa Shibasaki             @TKO
     East Japan 2                Toshio Shirakura                @TBJ
     East Japan 3                Takayasu Ito                    @TKO
     East Japan 4                Yuji Higashi                    @TKO
     East Japan 5                Ken-Ichi Abe                    @TKO
     West Japan                  Chikara Sasako                  @OSA
     Yokohama                    Hiroshi Tanaka                  @YKH
     Base Applications           Katsuhiko Fujita                @TKO
     
     SOUTH PACIFIC TERRITORY     Bob Starkey                     @SNO
     OPTUS PSC                   Bob Starkey                     @SNO
     SI Delivery                 Bob Starkey                     @SNO
     SS Delivery                 John Warren                     @SNO
     OMS Delivery                Kevin Dwyer                     @BBO
     Applications Development    Doug Stracey                    @SNO
     New Zealand                 Bob Bird                        @NZO
     
 
                               EUROPEAN PSC MANAGERS
     
                                   December 1994

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 Page  15 of 23 
 Territory A (UK, Ireland) - David Toso @IME
 
     Central UK                    Ray Costello @EOL
     Ireland                       Frank Brennan @DBO
     London                        Chris Deal @HHL
     North UK                      Ian Hodgson @OLO
     South East UK                 Mike McCaig @UCG
     South West UK                 Geoff Roberts @SBP
     
 Territory B (France) - Christian Duguet @EVO
 
     Annecy                        Daniel Coetsier @AEO
     France Province               Jean-Francois Huguet @AEO
     Greater Paris Area            Alain Barmasse @ATY
     
 Territory C (Germany, Austria, Central and East Europe) - Peter Broicher @RTO
 
     Austria                       Peter Nedwed @AUI
     CEE                           Sean Shaw @SBP
     Central Germany               Franz Peter @FRS
     Digital PCS                   Karl Hofmann @UFC
     North East Germany            Walter Schaefer @RTO
     South Germany                 Dietrich Finke @UFC
     South West Germany            Thomas Roesch @SUO
     West Germany                  Ulf Pape @COO
     
 Territory D - Peter Glanzmann @EBO
 
     Belgium & Luxembourg          Marc Faust @BRO
     Denmark                       Sven Kolstrup @DMO
     Finland                       Jarmo Salo @FNO
     Holland                       Robert Battye @ERB
     Norway                        Leiv Kreyberg @NWO
     Portugal                      Paulo Delgado @XIP
     Spain                         Lorenzo Ruiz @SQO
     Sweden                        Torkel Norda @SOO
     Switzerland East              Carlo Ritter @ZUO
     Switzerland West              Fabio Perego @GEO
     Switzerland Central           Beat Grimm @EBO
     
 Territory E (Italy, Greece, Turkey, Israel, CDG) - Mario Rizzante @MLN
 
     Israel                        Varda Polak @ISO
     South Italy                   Marcello Zoffoli @RIO
     North Italy                   Fernando Masella @TNO
     Turkey, Greece, CDG           Cesare Gonnelli @RIO
     
 "Territory F"
 
     Valbonne                      Maxime Boulad @VBE

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                        ABBREVIATIONS AND THEIR DEFINITIONS
     
                       REVISED 1-18-95 BY STAN GARFIELD @OHF
     
     4GL         4th Generation Language
     ABC         Activity-Based Costing
     ACA         Application Control Architecture
     ACMS        Application Control and Management System (a Digital product)
     ADE         Application Development Environment
     ADI         Application Development and Integration
     AES         Application Environment Specification
     AI          Artificial Intelligence
     AIM         Account Issue Management (process)
     ANSI        American National Standards Institute
     API         Application Programming Interface
     AR          Accounts Receivable
     ASD/SEE     AeroSpace/Defense Software Engineering Environment
     ASAP        Achieving Strategic Alignment & Partnership (service)
     ASIC        Application-Specific Integrated Circuit
     ATIS        A Tool Integration Standard
     ATM         Asynchronous Transfer Mode
     ATP         Acceptance Test Plan
     AWSP        Authorized Warranty Service Provider
     BAM         Business Architecture Methodology
     BET         Business Evaluation Tool
     BIC         Best In Class
     BNA         Business Needs Analysis
                 Business Needs Assessment
     BOD         Board of Directors
     BPR         Business Process Re-engineering
     BPS         Business Protection Services
     CAB         Customer Advisory Board
     CAD         Computer-Aided Design
     CAE         Computer-Aided Engineering
     CALS        Computer-aided Acquisition and Logistics Support
     CAM         Computer-Aided Manufacturing
     CAMD        Computer-Assisted Molecular Design
     CAPISCE     Computer Architecture for Production Information Systems in a
                 Competitive Environment
     CAPP        Computer-Aided Process Planning
     CASE        Computer-Aided Software Engineering
     CCIT        Committee Consultif Internationale Telegraphie et Telephonie
     CDA         Compound Document Architecture
     CDD         Common Data Dictionary
     CDE         Common Desktop Environment
     CDPR        Common Data for Population Reporting (a Personnel system)
     CD-ROM      Compact Disk - Read Only Memory
     CE          Concurrent Engineering
     CH          Switzerland
     CIM         Computer Integrated Manufacturing
     CINDA       Computer Integrated New Drug Application
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 Page  17 of 23 
     CISC        Complex Instruction Set Computing
     CITIS       Contractors Integrated Technical Information Services
     CMOS        Complementary Metal Oxide Semiconductor
     COGS        Cost of Goods Sold
     COM         Common Object Model
                 Component Object Model
     CORBA       Common Object Request Broker Architecture
     COSE        Common Open Software Environment
     CPR         Customer Program Reporting
     CSC         Computer Sciences Corporation
     CSDA        Client/Server Distributed Applications
     CSF         Critical Success Factor
     CSLIP       Compression Serial Line Internet Protocol
     CSP         Consulting Services Principal (also see SIAC)
     DADIIO      Definition, Analysis, Design, Implementation, Installation,
                 Operation (DPM Systems Development Life Cycle)
     DART        Digital Architecture Response Teams (service)
     DB          Database
     DBMS        Database Management System
     DCE         Distributed Computing Environment
     DCOMS       Digital Consulting Operational Metrics System
     DCS         Distributed Computing Services
     DDIF        Digital Document Interchange Format
     DECNIS      DEC Network Integration Server
     DFA         Design for Assembly
     DFM         Design for Manufacturing
     DFx         Design for (x - fill in Testability, Zero Defects, etc.)
     DLT         Digital Linear Tape
     DME         Distributed Management Environment
     DMF         Design Management Framework
     DMI         Desktop Management Interface
     DNC         Direct Numerical Control (a software package)
     DNA         Digital Network Architecture
     DOTS        Digital Opportunity Tracking System
     DP          Data Processing
                 Development and Proposal (stage in Program Roadmap)
     DPM         Digital Program Methodology
     DRP         Distribution Requirements Planning
     DRS         Digital Reference Service
     DSA         Digital Storage Architecture
     DSM         Digital Standard M (MUMPS)
                 Distributor Sales Manager
     DSO         Days Sales Outstanding
     DSOM        Distributed System Object Model
     DSS         Decision Support System
     DTAS        Distribution Terminal Automation System
     EBRS        Electronic Batch Records System (a pharmaceutical solution)
     ECAD        Electronic Computer-Aided Design
     EC          Expertise Center
     ECC         Error Correction Code
     EDA         Electronic Design Automation
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 Page  18 of 23 
     EDEF        Enterprise Definition/Design
     EDGE        Electronic Delivery and Guidance Environment
     EDI         Electronic Data Interchange
     EDMS        Engineering Document Management System
     EIP         Expertise Inventory Profile
     EIS         Executive Information System
     EMA         Enterprise Management Architecture
     EP          Environmental Products
     E&P         Exploration & Production
     EPS         Electronic Publishing System
     ERP         Enterprise Resource Planning
     ESP         Enterprise Server Platform
     FABS        Financial Applications and Business Solutions
     FDC         Factory Data Collection
     FDDI        Fiber Distributed Data Interface
     FEA         Finite Element Analysis
     FEM         Finite Element Modeling
     FFDT        FDDI Full Duplex Technology
     FFMS        Factory Floor Management Systems
     FLOPS       Floating Point Operations Per Second
     FTP         File Transfer Protocol
     GCMS        Global Contract Manufacturing Services (a Digital offering)
     GIF         Graphics Interchange Format
     GIS         Geographic Information System
     GM          Gross Margin
                 General Manager
     GOSIP       Government Open Systems Interconnect Procurement (U.S.)
     GUI         Graphical User Interface
     HITOP       High Integration of Technology, Organization, and People
     HPRT        High-Performance Real-Time (simulation)
     HTML        Hypertext Markup Language
     IB          Installed Base
     IBP         Inter-Business unit Price
     IBS         International Business Support
     ICAM        Integrated Computer-Aided Manufacturing
     IDEF        ICAM Definition (model)
     IDL         Interface Definition Language
     IEM         Investment Evaluation Methodology
     IGES        Initial Graphics Exchange Specification
     IOS         Integrated Office System
     IP          Internet Protocol
     IPD         Integrated Product Development
     IPO         IGES/PDES Organization
     IPS         Integration Planning Services
     IRDS        Information Resource Dictionary System
     IS          Information Systems
                 Implementation Stage (in Program Roadmap)
     ISC         Integrated Solutions Center
     ISDN        Integrated Services Digital Network
     ISO         International Standards Organization
     ISOR        Information Systems Operational Review
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 Page  19 of 23 
     IST         Integrated Solutions Team
     ISV         Independent Software Vendor
     IT          Information Technology
     JIAWG       Joint Integrated Avionics Working Group
     JIT         Just in Time
     KBE         Knowledge Based Engineering
     KBS         Knowledge Based Systems
     LAN         Local Area Network
     LAT         Local Area Transport
     LIMS        Laboratory Information Management System
     LOB         Line of Business
     LSI         Large Scale Integration
     MAP         Manufacturing Automation Protocol
     MCAD        Mechanical Computer-Aided Design
     MCAE        Mechanical Computer-Aided Engineering
     MDM         Market Development Manager
     MDS         Market Development Specialist
     ME          Mechanical Engineering
                 Manufacturing Engineering
     METIS       Modeling Environment Technical Information Systems
     MHS         Multivendor Hardware Services (an MCS business segment)
     MIDAS       Master Integrated Distribution And Subcontracting (agreement)
     MIF         Management Information File
     MIMD        Multiple Instruction, Multiple Data (processor)
     MIPS        Millions of Instructions Per Second
     MIS         Management Information Systems
     MPCS        Manufacturing Planning and Control Systems
     MPD         Manufacturing Process Design
     MPEG        Moving Picture Experts Group (video compression standard)
     MPP         Massively Parallel Processing
     MQM         Manufacturing Quality Management
     MRP         Manufacturing Resource Planning
     MSS         Manufacturing Support Services
     MTQ         Methods, Tools, and Quality
     MUMPS       Massachusetts General Hospital Utility Multiprogramming System
     NBD         New Business Development
     NFS         Network File System
     NLM         NetWare Loadable Module (Novell)
     NOS         Network Operating System
     NS          Network Services (an MCS business segment)
                 Negotiation Stage (in Program Roadmap)
     NT          New Technology (a Microsoft operating system)
     NTAS        New Technology Advanced Server
     OC          Opportunity Creation (stage in Program Roadmap)
     OD          Organizational Development
     ODA         Office Document Architecture
     ODBC        Open Database Connectivity
     ODIF        Office Document Interchange Format
     ODT         Open Desktop
     OE          Opportunity Evaluation (stage in Program Roadmap)
     OEM         Original Equipment Manufacturer
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 Page  20 of 23 
     OIS         Office Information System
     OLE         Object Linking and Embedding (Microsoft)
     OLTP        On-line Transaction Processing
     OMS         Outsourcing Management Services (a Digital service offering)
     OODBMS      Object-Oriented Database Management System
     OOPS        Object-Oriented Programming System
     OPAL        On-line Presentation Access Library
     ORB         Object Request Broker
     OS          Operating System
     OSF         Open Software Foundation
     OSI         Open Systems Interconnect
     OSTC        Open Systems Testing Consortium (European)
     PAARS       Program Accounting And Reporting System
     PACE        Priority Access Control Enabler
     PARB        Project Approval & Review Board
     PBT         Profit Before Taxes
                 People/Business/Technology
     PC          Personal Computer
     PCI         Peripheral Component Interconnect
                 Personal Computer Integration
     PCSA        Personal Computing Systems Architecture
     PDA         Personal Digital Assistant
     PDAS        Process Data Acquisition System
     PDES        Product Data Exchange Standard
     PDGS        Product Design Graphics System
     PDIM        Planning, Design, Implementation, Management
     PDM         Product Data Management
     PDMS        Product Data Management System
     PET         Profit Evaluation Tool
     PEX         PHIGS Extensions to X
     PHIGS       Programmer's Hierarchical Interactive Graphics System
     PID         Proprietary Information Disclosure
     PLC         Progammable Logic Controller
     PMBS        Program Management Business System
     POSIX       Portable Operating System Interface for Computer Environments
     PPP         Point to Point Protocol
     PRISM       Project Reporting Information System (A Personnel system)
     PSC         Professional Services Center
     QFD         Quality Function Deployment
     QMC         Quality and Methods Consultant
     RAID        Redundant Arrays of Independent Disks
     RAMS        Requirements Analysis for Management Systems
     RDBMS       Relational Database Management System
     RFI,RFP,RFQ Request for Information/Proposal/Quote
     RIMS        Refinery Information Management System
     RISC        Reduced Instruction Set Computing
     ROA         Return on Assets
     ROI         Return on Investment
     RPC         Remote Procedure Call
     RTE         Remote Terminal Emulation
     RTI         Real-Time Integrator
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 Page  21 of 23 
     SADT        Structured Analysis and Design Techniques
     SBS         Software Business System
     SCADA       Supervisory Control And Data Acquisition
     SCO         Santa Cruz Operation (a software company)
     SDAI        STEP Data Access Interface
     SEAL        Screening External Access Link
     SEE         Software Engineering Environment
     SEI         Software Engineering Institute
     SExTANT     System Exchange Through Application Networks and Technologies
     SFC         Shop Floor Control
     SFI         Shop Floor Integration
     SG&A        Selling, General & Administrative (costs)
     SI          Systems Integration
     SIAC        Account Consultant (also see CSP)
     SIC         Standard Industry Classification
     SIDC        Systems Integration Development Center
     SIRA        Systems Integration Reseller Agreement
     SLIP        Serial Line Internet Protocol
     SME         Society of Manufacturing Engineers
     SMP         Symmetric Multiprocessing
     SMS         Salary Management System
     SMTP        Simple Mail Transport Protocol
     SNMP        Simple Network Management Protocol
     SOHO        Small Office/Home Office
     SOW         Statement of Work
     SPD         Software Product Description
     SPIN        Situation/Problem/Impact/Need-Payoff (questions)
     SPS         Software Product Services (an MCS business segment)
     SQC         Statistical Quality Control
     SQL         Structured Query Language
     SS          Support Stage (in Program Roadmap)
     SSD         Standard Service Description
     STEP        Standard for the Exchange of Product model data
     SYMMOD      Simulation Modeling (service)
     TAC-CP      Tracking and Control of Customer Programs
     TCP         Transmission Control Protocol
     TFT         Thin-Film Transistor
     TFTP        Trivial File Transfer Protocol
     TIFF        Tagged Image File Format
     T&M         Time and Materials
     TOP Mapping Technology and Organizational Performance Mapping
     TQC         Total Quality Control
     TQM         Total Quality Management
     TP          Transaction Processing
     TPA         The Planning Assessment
     TRS         Text Retrieval System
     UCD         User-Centered Design
     UDP         User Datagram Protocol
     ULSI        Ultra-Large Scale Integration
     VAN         Value-Added Network
     VAR         Value-Added Reseller
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 Page  22 of 23 
     VAX         Virtual Address Extension
     VES         Vendor Extended Services
     VIS         Value-added Implementation Services
     VLDB        Very Large Database
     VLP         Visionary Leadership and Planning
     VLSI        Very Large Scale Integration
     VME         Versabus Modular European (a manufacturing bus)
     VPA         Visionary Planning Assessment
     VR          Virtual Reality
     VSAP        VAX Semiconductor Automation Platform
     VUIT        Visual User Interface Tool
     VUP         VAX Unit of Performance
     WAN         Wide Area Network
     WBS         Work Breakdown Structure
     WOSA        Windows Open Services Architecture (Microsoft)
     WWW         World Wide Web (Internet)
     WYSIWYG     What You See Is What You Get
 
                         DIGITAL ORGANIZATION ABBREVIATIONS
     
     ABU         Accounts Business Unit
     AP          Asia Pacific
     ASBG        Alpha Systems Business Group
     ASE         Application System Engineering
     A&SE        Applications & Solutions Engineering
     ATG         Advanced Technology Group
     BDG         Business Development Group (in Europe SI)
     BPDA        Business Partner Development Assistance
     CCH         Corporate Controller's Headquarters
     CD          Components Division
     CDG         Country Development Group (in Europe)
     CEE         Central and Eastern Europe
     CLO         Corporate Licensing Organization
     CMC         Corporate Management Committee
     CNS         Computing & Network Services
     CpOEM       Component OEM Business
     CSC         Customer Support Center
     CSD         Computer Systems Division
     CSG         Corporate Standards Group
     CSS         Computer Special Systems
     DEIL        Digital Equipment India Ltd.
     DMO         Direct Marketing Organization
     EH&S        Environment, Health & Safety
     EOFS        Engineering Office of Field Support
     EOSG        Enterprise Object Software Group
     FPE         Field Programs Engineering
     HPC         High Performance Computing
     HR          Human Resources
     IDC         Information Design Consulting
     IM&T        Information Management & Technology
     ISE         International Systems Engineering
                       FOR DIGITAL INTERNAL USE ONLY
 


 -------------------------------------------------------------------------------
 Key Contacts List                                      Date: 20-JAN-1995
 -------------------------------------------------------------------------------
 Page  23 of 23 
     ISVETS      Independent Software Engineering and Technical Support
     LAC(T)      Latin American/Caribbean (Territory)
     MEA         Middle East and Africa
     MCS         Multivendor Customer Services
     NPBU        Network Products Business Unit
     PCBU        Personal Computer Business Unit
     PEC         Performance Expertise Center
     PM&D        Product Management & Development
     SBG         Software Business Group
     SCIE        Solution Configuration Infrastructure Engineering
     SBU         Systems Business Unit
     SEG         Semiconductor Engineering Group
     SPT         South Pacific Territory (Australia and New Zealand)
     SQMC        Strategic Quality Management Center
     SSC         Shared Service Center (Controller's Office)
     STSPE       Systems Testing & Software Publishing Engineering
     TCDG        Technical Competency Development Group
     TOEM        Technical OEM Business
     VIIS        Video and Interactive Information Services Group
































                       FOR DIGITAL INTERNAL USE ONLY
 
    

Well if someone in Digital walks up to me and says:

	"Hi I'm xxxx, the VP of xxx"  

I think my reply is going to have to be 

	"Ya so what, you are just one of hundreds.  What do you do for the 
	 company?"

The title of VP is mis-used and over-used.  To me, it no longer holds the "high
stature" meaning.  To me, a VP is someone who reports DIRECTLY to the P, not to
another VP (or worse..). 

I guess it's more of a personal concept I have where the model of one VP 
having other VP's under them does not fit.  This "sub-VP's" (for lack of a 
better term,,, but I like that!) in many (most ?) cases has a sphere 
influnce that is next to nothing.  

Hell, we're good at inventing new things, lets think of another name for these
"sub-VP's".  What ever the documentation group is calling themselves these days 
when through their organization and re-named every job a few years back
(supervisors became coaches, writters became some sort of "resource" etc..), 
maybe they have some un-used names left.

Brian J. - Not a VP

It looks like there is a lot of nesting of VPs (i.e. VPs reporting to VPs).
If I read that org chart correctly, there is at least one example of the
nesting going five deep:

 COMPUTER SYSTEMS DIVISION (CSD) - Enrico Pesatori, VP
     Systems Business Unit - Enrico Pesatori, VP (acting)
       Software Developer Partnering Group - Tony Craig, VP
         Consumer and Process Partner Group - Eli Lipcon, VP
           Retail/Wholesale Partners - Abbott Weiss, VP

Jim

You'd think that they'd at least have a hierarchical
namespace...  Vice Vice Vice Vice Vice President of <whatever>.

    That'd be v-squared p or somethin', right?
    
    Well, I'm gratifed to see that another large company, American
    Airlines, impressed by our turnaround, has decided to emulate us.
    
    They fired 900 employees and created a new VP position this week.
    
    								Tex

    re: .85
    
    The list is already almost two months old.  To get the current list,
    check:
    
    VTX ATOZ
    
    								-mr. bill

	Does anyone have an accurate list of the VP's 
	in 1988,1989, or 1990?

    
    	Who cares? 
    
    	It doesn't mean ditz how many VPs there were then, or how many we
    have now. Our problems have very little to do with numbers of... and
    a lot more to do with type of thinking from...
    
    	Remember GIGO? Replacing old traditionalists with new
    traditionalists solves nothing. Replacing marketing stovepipes with
    sales stovepipes still means you have stovepipes.
    
    	Until Digital understands *true* thinking outside the dots,
    counting the number of dots is meaningless. I like the thread
    about sex and ads better...
    
    		the Greyhawk

    Anyone else amused by the fact that Quality & Outsourcing
    are tagged to the same VP?
    
    bk

Greyhawk

	Back in the late 80's we were told by wall street that
	our ranks were bloated with management. This at a time
	when we still made a profit, was the second largest
	computer company in the world, 25 largest company in the
	Fortune 500, had one of the largest cash accounts (over
	3 billion dollars), "NO" debt, and had the respect of
	our customers and competitors.

	Today, after we made all the changes suggested (layed off
	over half the employees, closed or sold most of our 
	manufacturing, sold off entire lines, stopped direct selling
	to many of our customers ...) we are now faced with losses,
	debt, dwindling cash, low moral, and a lot of very unhappy
	customers.

	The only thing we have successful at was adding VPs.

	The following is my estimation of the VP/emp ratio.

	1988 About 55 VPs
	     and about 130,000 employees

	1995 About 145 VPs
	     and about 63,000 (my end of Q3 guess)

	This means that we have about 5 1/2 times VP/emp
	now than we had 6 years ago.

	We may have had problems back then but not like we have now.
	Increasing the number of expensive management was not
	the answer. 

    
  >> I like the thread about sex and ads better...
    
    No problem.  We'll get a vice Vice President to maintain it.

In 1988 or thereabouts, we were making the mistakes that landed us where
we are:  pooh-poohing the PC, turning up our noses at UNIX, ignoring the
increasing demand for open systems, and on and on.

Maybe if we'd had one more VP, he's have whispered the right words in
KO's ear.

I'm with you, Greyhawk.  It ain't how many, it's how good.

Steve

    gosh, I believe it was earlier than '88.  That was when X Windows came
    along and Digital was developing PMAX and PVAX.  Alpha wasn't
    announced, but there was an "advanced development" project going on...
    
    Mark

re: .96

>I'm with you, Greyhawk.  It ain't how many, it's how good.

That assumes that the non-good ones are a net zero in terms of effect.  In
reality someone in a high position who's not really good can cause a net
negative effect by sending people off to do the wrong thing either from
strategic miscalculation or as part of the dreaded "look busy" syndrome.

I'd be surprised if the number of VPs was noticeably greater now than in
1988 (BTW, i think things started going seriously amiss more like 1986),
and some of the increase was probably a response to the perceived impact of
the EU (need a VP in every country to impress the natives etc.).

Rather than HBR i think we need an anthropologist to come along and study
the mores and cultural assumptions of the upper management tribe just as
they would study any other tribe.  The question is much like that which
faces us in the political arena these days (look in the THOMAS WWW data
if you really want to get frightened): when the leaders can enrich
themselves (if they're not already rich) through clever short-term
maneuvering, do they cease to have a stake in the longer-term viability
of the enterprise that they're leading?  Some surely do not, due to
idealism/pride/ego/whatever, but what is the more general case?

- paul

    I can't believe that people are so concerned about the
    ratio of VPs to other employees. Sure it's a lot higher than
    it was years ago, but what does it matter?

    First off, I'll bet in almost every group in Digital the
    ratio of senior people to junior people is a lot higher
    than it was years ago. For example in engineering, I'll
    bet the ratio of Consulting Engineers to Senior Engineers
    is a lot higher than it was years ago. Pick almost any 
    title, and I expect this will be true. The same is true
    of management positions. The ratio of VPs to other management
    positions has gone up.

    The reasons for this phenomenon is obvious. Many of us
    have been here for a long time. People generally tend
    to get promoted over time. Also, as raises have not been
    easy to come by, sometimes people will be happy with a
    fancy title. Perhaps rather than giving some senior managers
    a raise, they get a promotion to VP. 

    The real issue should be the ratio of management to workers.
    If that has gone up, then I can see people having a valid
    complaint. However if the management positions are now
    being filled by VPs instead of some other management title,
    so what? 
        
    					Ed
    

re Note 3732.96 by MUNDIS::SSHERMAN:

> Maybe if we'd had one more VP, he's have whispered the right words in
> KO's ear.
  
        One problem with that is that most VPs don't report directly
        to the president.

        The company has always had plenty of people who could and
        would have whispered the right thing in KO's (and now
        Palmer's) ear, however for most of them the only access to
        that ear is through the filter of a small circle of "real"
        VPs and staff.

        Bob

    re .98
    > That assumes that the non-good ones are a net zero in terms of
    > effect.  In reality someone in a high position who's not really good
    > can cause a net negative effect by sending people off to do the wrong
    > thing either from strategic miscalculation or as part of the dreaded
    > "look busy" syndrome.
    
    The folksinger Tom Rush tells of a pack trip he was on out west: the
    guide had an employee--[an "undertall" gentleman from a different
    state]--who "not matter how fast you looked, how hard you tried--you
    never could see him working: he'd always be standing there, leaning up
    against something, chewing gum [or something]. One day, the guide
    pointed at this feller and said to me, 'Having that man on mah payroll
    is like having two *good* men *gone*!'"

re.99:

>    ......     Perhaps rather than giving some senior managers
>    a raise, they get a promotion to VP. 

I think you've made a mistake there, shouldn't that be "Perhaps rather than
giving employees in general a raise, they gave a raise to all of the VPs"?

Dave.

    This all brings me back to the almost 'heroic' scene in the motion
    picture 'Wallstreet', by Oliver Stone back in about '87, starring 
    Michael Douglas as Gordon Gecco(?).
    Gordon, being a ruthless raider who strips down companies whith a weak
    (financial) structure, is allowed to speak to the annual
    shareholders meeting where he points them out, that the company
    almost goes bankrupt by carrying the load of management they have,
    who's main activities are writing/passing memo's to each other and 
    going on business trips.
    

>>  With a Northeastern Business School graduate program answer of a max
>>  of 5 persons per supervisor, you can calculate a quick basic program
>>  to get a rough idea of the number of layers needed, 5**L.
>>  For 6 levels you can cover 15,625 people effectively
>>  For 7 levels you can cover 78,125 people effectively.
>>  With 1 layer of president and 5 layers of VPs, each productive worker
>>  could be directly reporting to a VP, and we could rehire thousands
>>  without exceeding that.
    
    Hey, that's how AMWAY works!  
    
    Now if we could only get each digit to buy a bottle of soap a month
    with n% going to each of the five levels above, 
    we could put all VP's on commission - no salaries!
    
    Just imagine the possibilities...

>>  With a Northeastern Business School graduate program answer of a max
>>  of 5 persons per supervisor,

They must not know how to do it. In SES our Capacity/Capability Center
managers have 50, 80, and more direct reports. One had over a hundred for
a while.
         
This concern about the number of VPs neglects one factor: some major
customers have purchasing agents who only want to deal with a VP; so, we
make a VP and assign him/her to that customer. Keep the customer happy.
Whatever it takes. Thinking idealistically, the revenue stream from a
given customer should far exceed the cost of the VP we had to create to
keep that customer.

HTH,

Art