Conference 7.286::digital

    I would suggest that a customer buys an application, not an operating
    system. To sell NT on a DEC platform, first identify an application the
    customer needs that runs on NT, then educate them on the superior INTEL
    systems we offer, then if the requirement is for high workload or
    speed, bring up the ALPHA platforms.
    For info try DECWET::WINDOWS-NT notes file. I also get many "user
    choice" documents from my profile selections. 
    We also have a partners program focused on NT/Microsoft.
    

    One way that NT wins is that a user does really see the effect
    of multithreading.  You no longer have to get a cup of coffee or
    redecorate your office when a compilation or printing, for example,
    are in progress;  you can instead do actual work.
    

> You no longer have to get a cup of coffee or
>    redecorate your office when a compilation or printing,

not to rathole this, but my print spooler leaves me with plenty of CPU ticks
to continue doing other processing while printing, and how many users
do compilations?  I like pre-emptive multi-tasking, but i'm not convinced
that it's really all that big a feature for a majority of PC users.

--Scott

    Re; rathole
    
    It depends on how well-behaved your particular printer software
    is, if it lets other processes get a shot at running or not.  Other
    long running apps that are potential system hogs include
    photo scanning, image processing, etc.

It's not the spooler, but the time it takes waiting for the 
application to "print".  Color PowerPoint presentations with 
detailed clipart or screen captures are prime examples.  I wish I
could do something else with my Windows 3.1 system instead of 
looking at the hourglass.

Wes

    Lets get back on track please.
    
    What do you need to know about Digitals WNT solutions to beat the 
    competition.
    
    Jeff
    

    Back to the basenote topic....
    
    
    I would like to see more attention focused on what are some of the
    business benefits of NT.  There is a mountain of information about the
    technical marvel of NT, but at the end of the day my customer needs a
    business reason not a technical reason to buy and migrate.
    
    
    Regards,
    David
    

    Wouldn't this be better asked in DECWET::WINDOWS-NT?
    
    				Steve

    Some suggestions for your SELNET/NT session:
    
    1. Do not drag the SELNET sessions out with jokes or other non productive
       chit-chat. Keep it to the point. Many of the VARs that participated
       in the Internet SELNET voiced their displeasure to me during the
       past few weeks after the broadcast. Most wanted the material to be
       brief and focused on key issues that they needed to know to
       position and sell Digital based Internet solutions. They also
       concluded that the 5 sessions could have been reduced by half.
    
    2. Spend time on how NT based solutions can be profitably sold by our
    partners into the following technology based solutions:
         - NT Application Servers
         - Imaging Servers
         - Added to existing Novell LANS as application servers
         - Imaging Servers
         - Internet Servers
    
    Some Food for thought!!
    
    Russ
    
    

    I'll just speak from a personal perspective, since I do have to try to
    explain/sell this stuff. 
    
    I believe that I can explain some of the basics, i.e. NT's multi-
    tasking, multi-threading capabilities and their advantages. what
    I don't understand well enough to go on ioto is the whole Microsoft
    NT-based Back Office strategy and how one would knit together a network
    of NT servers with the various compontents of Back Office to achieve an
    Enterprise-wide C/S environment. I'm not even sure that I could name
    all of the componets of the Back Office Suite. 
    
    I'm currently trying to get up to speed on Domain Planning and find
    that I can't quite see, again, how one would actually put together a
    group of these Doamins to achieve coverage of an enterprise. It's much
    easier to understand how to use NT, with WIN95 desktops, in a wrokgroup
    or department, than it is to understand how to do an entire enterprise
    with it. 
    
    I think that some time needs to be spent comparing and contrasting an
    NT environment with Novell Netware 3.12 and 4.1 environmentss (you
    could mention Pathworks/Teamlinks, but don't waste too much time on
    that). 
    
    Since there is bound to be some confusion on the part of some people,
    you may wish to spend a small amount of time comparing and contrasting
    NT with WIN95.
    
    I find that it is also difficult, once one gets past the obvious
    performance differences, to sell the need to implement NT on an alpha
    platform. You might spend some small amount of time going over any
    (there shouldn't be many, if any) differences between the Intel and
    Alpha versions of NT and what the benefits of doing NT on Alpha are.
    Perhaps it is a personal thing, but I always find it to be difficult to
    explain the how implementing a 32-bit operating system on a 64-bit
    platform doesn't somehow compromise something somewhere.
    
    You obviously need to spend some time explaining the planned NT-OVMS
    integration. The concept of welding WIN32 into OVMS is not well
    understood.
    
    So much for my 2 cents worth for now.
    
    -OFWAMI-

    Jeff,
    
    We need to be sure to explain, "Why buy NT from Digital" and not just
    sell MicroSoft's generic NT. I agree with the earlier request, that we
    need to explain the business benefits, and in particular the business
    benefits of DIGITAL's NT offerings.
    
    Steve

I don't understand.  "NT from Digital" is Microsoft Windows NT - same CD
from Microsoft, isn't it?   I was not aware that we added any value to the
base operating system software itself.

					Steve

    Re: .12
    
    Not exactly. I believe OEM versions are enabled for up to 32 CPU
    systems, whereas Microsoft's retail is enabled for only one or 2
    CPU systems + I've heard (but not verified as I have only Digital
    versions of NT CD's) that Microsoft's CD has DOS/Windows/OS/2
    stuff that ours don't.
    
    ...petri
    

Working in sales in the U.K. I am continually asked why should I use a Digital platform
for Windows NT.  My view is that we should let Microsoft sell Windows NT, the Backoffice
Suite and all Microsoft products.  Our job is to demonstrate why Windows NT is best
supported on the Digital Platforms. we have two platforms, Intel and Alpha.

For Intel, the questions asked are around why our support of NT is better than COMPAQ's 
support.. How do we make the installation and configuration easy ?  What facilities
are available to ensure high availability, high resiliance, easy system management,
easy remote management, .....

For Alpha, the questions are all of the COMPAQ-type questions plus more.  Mostly to
do with availability of Alpha-native NT applications, joint development environments for
Intel and Alpha targets, ....

Hope this helps

Randall

<<< Note 3933.14 by WOTVAX::RANDEE::morrison >>> -< Commonly asked questions. >-


Working in sales in the U.K. I am continually asked why should I use a Digital
platform for Windows NT.  My view is that we should let Microsoft sell Windows
NT, the Backoffice Suite and all Microsoft products.  Our job is to demonstrate
why Windows NT is best supported on the Digital Platforms. we have two
platforms, Intel and Alpha.

For Intel, the questions asked are around why our support of NT is better than
COMPAQ's  support.. How do we make the installation and configuration easy ? 
What facilities are available to ensure high availability, high resiliance, easy
system management, easy remote management, .....

For Alpha, the questions are all of the COMPAQ-type questions plus more.  Mostly
to do with availability of Alpha-native NT applications, joint development
environments for Intel and Alpha targets, ....

Hope this helps

Randall

RE: .13

	Petri,

	All the DEC-produced Windows NT CD's that I have (3.5 workstation
	and Server) all have the bits you mentioned. About the only
	thing we DON'T provide is MIPS bits.

	The server CD has a bunch of dos/windows/"OS/2" crap on it.
	Mainly the TCP for Windows for Workgroups 3.11 and other
	networks bits for those systems.

	They also have the standard 2 CPU kernal on them. (I think
	the >2 CD's are special order)

							mike

From a 16-page brochure entitled "Digital and Microsoft Windows NT - Creating
Client/Server Solutions for Today" (Part number EB-B2630-10):
	
		  Why Windows NT on Systems from Digital? 

Partnership	  Digital and Microsoft are committed to releasing the power of
with Microsoft    Windows NT on Alpha AXP and x86-based systems and solutions
		  through joint technology and service agreements.

Choice of	  Run Windows NT today on your choice of Digital's x86- or
High Performance  Pentium(tm)-based PCs - or on the new Alpha AXP family of the
		  fastest PCs and servers available.

Service Expertise Digital's worldwide service organization has proven skills in
		  enterprise networking, distributed applications, and
		  multivendor systems integration.

Client/Server	  Digital products such as PATHWORKS, POLYCENTER NetView,
Software	  DECmessageQ, and LinkWorks facilitate the successful
		  implementation of client/server solutions. Digital and
		  Microsoft are jointly committed to the Common Object Model
		  architecture, an open specification for rapid, distributed,
		  object-oriented application development.

Partnerships	  Digital's business relationship with hundreds of leading
for Applications  application developers is accelerating the availability of
		  Windows NT applications that can solve your business problems
		  today.

The brochure then goes on to explain why Digital platforms are the best choice
for a transition to Windows NT. The reasons include Alpha AXP performance and
Intel-based "Alpha-ready" PCs.

-stephen

From:   Readers Choice                 (CHOICE.READERS@A1@SALES@AKO)
Date:   19-JUN-1995 13:25:08.73
Subj:   Updated Windows NT Customer Presentation Now in VTX IR

From  LAURIE MCCABE, @MKO, DTN 264-1426
  
  Digital's Windows NT customer presentation, "The Ultimate Window to the 
  Future: You Will Never Outgrow Your Window NT Solutions From Digital" has
  been   updated as of June 15, 1995, and is now available in the VTX
  Integrated  Repository (IR).
  
  This 51 slide presentation will help you and your customers become more 
  familiar with Digital's Windows NT Strategy and products.  The presentation 
  covers the Windows NT market, Microsoft's Windows NT products and strategy, 
  and Digital's value-added Windows NT hardware and software products, service 
  and support. It gives an overview of Digital's Windows NT products,
  services,  and the status of Windows NT Alpha applications.  The
  presentation will help  customers/prospects understand the benefits of
  selecting Digital as their  Windows NT vendor.  The presentation also
  contains several customer and  analyst testimonials.  The Notes version of
  this presentation  is fully  scripted.   
  
  CATEGORY   :  Customer Consumables
  SUBCATEGORY:  Presentations  (OL)
   
  TITLE      :  The Ultimate Window to the Future: You Will Never Outgrow Your 
  		Window NT Solutions From Digital
  Document ID:  OL001X
  
  The document above has been posted to the Integrated Repository. If you wish
  to view it, at the Main Menu use the "Search by Document ID" option, and 
  then enter the Document ID.
  
   
  Distribution: You received this message because your Readers Choice profile
  indicates you are  a member of Sales, Marketing or a Hardware/Software
  Product Managers or you  selected Windows NT.  To modify or view your
  Readers Choice profile, use VTX  keyword PROFILE.  If you have questions,
  please send mail to Readers Choice  @AKO (SALES::READERCHOICE).