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Conference 7.286::digital

Title:The Digital way of working
Moderator:QUARK::LIONELON
Created:Fri Feb 14 1986
Last Modified:Fri Jun 06 1997
Last Successful Update:Fri Jun 06 1997
Number of topics:5321
Total number of notes:139771

3777.0. "Biting the hand that hit you" by HERON::KAISER () Fri Mar 31 1995 04:07

Hewlett-Packard is running a campaign in Europe aimed to displace Digital
as the preferred vendor in crucial accounts.  They believe -- based on a
report last year from the Aberdeen Group -- that we're complacent about how
firmly our installed base customers will stay with us, and they have a very
well thought out strategy for how to attack us there.  (I've seen one of
their strategy documents.)  They have specialists around Europe and in the
USA designated to show customers how easy it is to move from Digital to HP,
and then to do it.  Much of their strategy is to use third parties for the
consulting, for migration products or replacement products, and for the
actual work.  They have it all planned out.

Niels Bogstad in his firm Rhone Valley Consulting is one of their specific
contacts for consultation on how to get rid of Digital.  Niels was earlier
laid off from his job in Geneva HQ marketing UNIX for Digital.

Fired employees owe their former employer no special loyalty; and we can't
expect people to act delicately toward Digital when they feel that Digital
treated them unfairly.  But I believe that Niels has actually gotten preferred
treatment from us since leaving.  I can think of several times when former
colleagues from Digital have asked me for (free) help with their consulting
work, based on my inside knowledge at Digital.  For instance, a former col-
league asked me for a lot of information (and for "my thoughts") because he
had a contract to brief IBM's sales force on our strengths and weaknesses!

If a friend asks for my help, I help him.  But where it's work help, I have
my limits.  The man above is a friend.  I gave him public information and
pointers to more of it.  I didn't give him my thoughts.  One of my thoughts
was to wish he had never asked me.

We'll probably be seeing more of this kind of thing.  Stay cool.

___Pete

[email protected]
+33 92.95.62.97, FAX +33 92.95.50.50

[As sent out to UNIX Partners]
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3777.1MARIN::KIRKI've lost my hidden agenda!Fri Mar 31 1995 12:4612
    Based on my experience competing against HP in a very large European
    bank, HP suffers from exactly the problems that they accuse Digital of, 
    complaceny towards major customers. Indeed, this enabled to win a major
    software sale (Forte') in the context of an HP hardware sale.
    
    If anyone would like more information on this, please do not hesitate
    to contact me.
    
    Regards,
    Richard
    
    P.S. If I'm not mistaken, the Aberdeen group is very pro HP.
3777.2POBOX::CORSONHigher, and a bit more to the rightFri Mar 31 1995 19:4828
    
    	Very interesting - not the answers, but the question.
    
    	"Does any individual owe any degree of responsible loyality to a
    	 former employer WHO HAS LAID HIM/HER OFF?"
    
    	My first impression is no; absolutely not - that all is fair in
    love and war.
    
    	My second impression is equally strong, but a little more fuzzy -
    your prior organization is made up of people, many your friends and
    professional colleagues, and therefore would you conciously do
    something that could cause them harm.
    
    	I'm somewhat ambivelant to HP, or IBM, or SUN, anyofthem; its a big
    world, we compete, and there are no points for second place; may
    the best win. Since I've spent my life in sales, this doesn't really
    bother me. The key is you win more than you lose. And my current belief
    is that is *not* the case at Digital. Mainly because we are still
    struggling with our role in the marketplace - are we a niche product
    house, or a cradle-to-grave systems house? One thing for sure, we
    cannot be both. Simply not enough resources...
    
    	Really like to get some professional input here...
    
    
    		the Greyhawk
    
3777.32 centsMKOTS3::FLATHERSMon Apr 03 1995 11:109
    
     >  "Does any individual owe any degree of responsible loyality to a
     >      former employer WHO HAS LAID HIM/HER OFF?"
    
        You're hired to perform a function.  The exchange is; you add
    value,,, they pay you.  And when the "value" is not longer required....
    see ya !    Your loyality only runs the length of your employment.
     
      
3777.4ICS::BEANAttila the Hun was a LIBERAL!Mon Apr 03 1995 15:224
    And, besides... many (read that MOST) of my friends have long since
    departed.
    
    
3777.5GRANPA::MWANNEMACHERNRA member in good standingMon Apr 03 1995 15:509
    
    
    
    I don't know Pete, but I think I would have to bring up the fact that
    this friend is putting you in a difficult situation.  I don't think it
    fair that he use your friendship as a tool to furthering his career
    while may be endangering yours.
    
    Mike
3777.6HDLITE::SCHAFERMark Schafer, AXP-developer supportMon Apr 03 1995 16:235
    it happens here as well, Pete.  I remember a fellow that was entering
    the building after he had been dismissed.  All he did was come into the
    lobby and call a "friend" to let him in.
    
    Mark
3777.7Yes, we owe something...AXPBIZ::SWIERKOWSKISIf it ain't broke, we'll break it.Wed Apr 05 1995 16:3316
	I don't know that "loyalty" is owed to a company that no longer 
employs you, but something sure is.  If I were to leave Digital, I would 
hope to take good job references with me since I've given the company 
many years of hard work in exchange for the paycheck.

On the flip side, I believe I owe Digital the same measure of respect.  
In spite of all the problems the company has had over the past several 
years, most of us have benefitted from our time here.  Maybe I haven't 
had the best formal training or the best equipment to practice on, but 
I certainly have had terrific OJT and some wonderful mentors.  I know I
am a heck of a lot more employable now than I was 11 years ago.  If nothing
else, former employees should not try to deliberately damage the company.

Just my .02

			SQ
3777.8Yes, we owe something, *but*...WLDBIL::KILGOREMissed Woodstock -- *twice*!Wed Apr 05 1995 16:437
    
    ...the less the company respects me when I'm here, the less I respect
    the company before and after I'm gone...
    
    ...and over the past five years or so, it's abundantly clear that the
    company respects me less and less.
    
3777.9a question of ethicsKAOFS::B_VANVALKENBWed Apr 05 1995 17:119
    While I agree that employees that have been terminated by Digital
    owe Digital nothing I feel strongly that they are comprimising
    themselves if they obtain information from current employees under
    false pretenses or use thier personal relationships with current
    employees to hurt Digital.
    
    
    Brian V
    
3777.10WHOS01::BOWERSDave Bowers @WHOThu Apr 06 1995 09:466
    I can't get too worked up regarding a former employees ethical
    obligations to Digital.I do however find a serious ethical problem in
    asking a friend to do something that both you and he know is wrong, and
    which could cause his termination if found out.
    
    \dave
3777.11NO FEAR - PLAY TO WIN - ALWAYSMKOTS3::DQUINNFri Apr 07 1995 14:0423
    com.pe.ti.tion - The Act of competing
    com.pet.i.tor - Rival
    com.pla.cence - smugness
    
    Who is always in second place ?
        - The first loser !
    
    Did anyone check out Harry C's - How to beat IBM last month ?
    
    Our industry is changing DRAMATICALLY - it's not NICE - winners win,
    losers lose. 
    
    Some rules I posted on my wall here:
    
    1. Don't Bitch...
          Cause Improvement to Happen
    2. Create Professionalism... 
          Set High Expectations
    3. If it's broken...
          Become a Change Agent - Go to 1 
    
    Get the picture ?