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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

4265.0. "Sales opportunity" by SALEM::HICKS_G () Thu Nov 09 1995 14:31

    
    
    I've recently received a Request for Quote from Green Mountain Power
    Corporation based out of South Burlington, VT.  My group, Value-Added
    Implementation Services (VIS), does custom staging/testing and
    installation of systems - however much of what this quote is looking
    for is more Sales related in my opinion:
    
    	- They're looking for an AlphaServer 1000 rackmounted with
    	  some StorageWorks shelving, disks, tape, etc; a DECswitch
    	  900, etc.  This equipment would eventually replace their
    	  current VAX 6510 based system.  No one from Digital has
    	  yet quoted this new equipment to them as far as I can tell.
    
    	- They're interested in trading in the VAX 6510, etc. equipment.
    
    	- They want a quote for DEC on-site 7x24 maintenance coverage for
    	  the new hardware they're interested in ordering.
    
    	- They're interested in getting a quote for converting their
    	  software to an Alpha platform (they're estimating 2 people
    	  for 3 months).
    
    	Apparently there is no Digital Sales force left in the South
    	Burlington, VT area which they can call upon (or so they tell
    	me).  I've tried calling the Digital Sales Office there, but
    	I'm not getting very far with that - I believe everyone that
    	might still be there is on the home program and this account
    	is not large enough to have an account manager assigned anyway.
    
    	Short of suggesting that they call 1-800-DIGITAL, is there
    	anyone who wants to offer another suggestion?  Are there any
        business partners, VARs, etc. that I could call if there's 
        no Digital presence per se?
    
        Thanks in advance,
    
    	Gary Hicks
    
    	DTN 285-2727.
    
        P.S. This RFQ came to me because one of the technical folks at
    	     Green Mountain Power used to work in VIS when we were
    	     still based out of the Burlington, VT plant.  He didn't
    	     know who else at Digital that they could call.

T.R	Title	User	Personal Name	Date	Lines
4265.1	The Digital contact is ...	MKOTS3::DECARTERET		`Thu Nov 09 1995 14:41`	5
	The tele-sales rep for Green Mountain Power Corp, VT, is Pat Jacob. I forwarded your note to her; she will call on the account. Jane
4265.2		KAOT01::M_MORIN	Join the Hull CTH boys' club or lose your privs!!	`Thu Nov 09 1995 15:59`	7
	Why not submit a SALES LEAD to Digital DETECTIVES and get money out of it? 1% of the total sale. That's what I usually do. Then my paycheck gets better for it when the sale goes through. /Mario
4265.3		QUARK::LIONEL	Free advice is worth every cent	`Thu Nov 09 1995 16:08`	3
	What is this "Digital DETECTIVES"? Steve
4265.4	Inquiring minds want to know...	LACV01::CORSON	Higher, and a bit more to the right	`Thu Nov 09 1995 19:13`	5
	And I'm IN sales and have never heard of it. Especially since I know I could work out splits ;-) the Greyhawk
4265.5	Maybe your Boss would know?	BVILLE::FOLEY	Instant Gratification Takes Too Long.	`Fri Nov 10 1995 00:24`	5
	MCS has a LEADS program for the latest in sales-forces, the field-services arm of MCS. I know how I can do it, but have no details of how you could do it. .mike.
4265.6		KAOT01::M_MORIN	Join the Hull CTH boys' club or lose your privs!!	`Fri Nov 10 1995 10:10`	11
	I guest you could try Human Resources. Most people in MCS in Canada do know about this program and many, including myself, do benefit on a regulay basis from it. On a $75,000 sale last month, one of my leads resulted in an additional $750 on my paycheck. Has anyone in the U.S. tried typing DETECTIVES from ALL-IN-1 to see if that gets anything? /Mario Hull CSC - Canada
4265.7		TROOA::SOLEY	Fall down, go boom	`Fri Nov 10 1995 10:22`	4
	Digital DETECTIVES is, as far as I know specific to Canada, there are probably similar programs with other names in other geographies. It is, essentially a program to reward non-sales employees for identifing and passing on leads with a central clearing house to make it easy.
4265.8		PADC::KOLLING	Karen	`Fri Nov 10 1995 10:24`	6
	Re: a program to reward non-sales employees for identifing and passing on leads Geeze, I do this all the time. It would be nice to make some money from it. (Not everyone has all-in-1, thank heavens.)
4265.9	Now here's and idea who's time has come	MPOS01::BJAMES	I feel the need, the need for SPEED	`Fri Nov 10 1995 11:06`	9
	Maybe this is part of the emerging variable compensation plan that Bob referred to today in his DVN. What do you say Mr. Palmer, could we set up a reward system for passing leads to the Telesales organization provided they close the sale. It sure would get more of the workforce out there selling and flipping up the opportunity rocks for all concerned. Might even drive up that shareholder value we are all interested in these days. Mav
4265.10		KAOT01::M_MORIN	Join the Hull CTH boys' club or lose your privs!!	`Tue Nov 14 1995 09:38`	9
	It was confirmed to me today that for the U.S. this is an MCS-only program for non-sales employees along with other restrictions. The program is called Business Cents. Contact Vanessa Caldwell dtn 432-7731 for details. Hope that helps. /Mario
4265.11	Just a thought	ASDG::WATSON	Discover America	`Wed Nov 15 1995 08:23`	17
	Yesterday while speaking with a vendor on a semiconductor data analysis package I'm looking at, he mentioned Philip's was installing this product worldwide (as does Intel already). DIGITAL was the contractor that was integrating the new Philips fab (not Digital Semi but another group does this as a service org) and that HP and SUN were dueling it out for the UNIX platform this package, among others, would reside on. Digital? Nope. Every see a database run on Alpha? Nope. Andre Hawit - President, IDS Inc. [email protected] www.worldorder.com/ids He'd love to see this product run on something fast. He sees no reason to recommend HP or SUN but would like to see the product on Alpha. Could be an opportunity to partner up and win some business we are being asked to bid for maybe.
4265.12	?	DPDMAI::EYSTER	Life is lived best one day at a time	`Wed Nov 15 1995 09:54`	7
	> Digital? Nope. Every see a database run on Alpha? Nope. I don't understand this, I guess. I work with DEC/EDI in the EDI America's Group. I see RDB on Alpha every day and we're now running an Informix DB on Alpha under Unix. Please clarify. Tex
4265.13		ROWLET::AINSLEY	Less than 150 kts. is TOO slow!	`Wed Nov 15 1995 10:31`	6
	re: .12 Brent, I think he is saying that the 3rd party had never seen a database on an Alpha. Bob
4265.14	Frustration showing over exclusion	ASDG::WATSON	Discover America	`Wed Nov 15 1995 15:44`	10
	Yes, the 3rd party supplier of the application as not seen a Digital system in its installation process. HP and SUN have made their systems available to them to test on and recommend (though currently they do not do this because there is not clear difference to the product). Their customers always ask them what systems would be better for their software. It would be nice to have someone recommend the fastest system available. I guess the bottom line here though is: why isn't the customer asking about HP, SUN and ALPHA? (rhetorical)