Conference 7.286::digital

5242.0. "Important Customer FYI -- Spotlight:DIGITAL Series!" by POWDML::BUCKLEY () Wed Apr 16 1997 14:57

    *** The following information is for DIGITAL internal use only! ***
    
    
    
    		WANT TO BOOST BUSINESS?  NEED SOME HELP? 
 
    
    		   Announcing...  "Spotlight: DIGITAL" 
    
    
    Bring your customers to the DIGITAL Corporate Customer Center for a
    FREE half-day seminar.

    .Build customer confidence by hearing about DIGITAL's Investments for
     the Future.

    .Generate customer interest with The Power of Alpha.

    .Explore new opportunities through Innovation with Internet.

    .Reinforce the DIGITAL story with a Tour of the Solutions Showcase - 
     the latest awards, systems, applications and solutions from DIGITAL and
     its partners.

    .Plan your next step or close a sale over a buffet lunch.
    

WHAT:	Spotlight:DIGITAL 
    
    A half-day seminar for installed-base and prospective customers

WHERE:	Corporate Customer Center
    
    DIGITAL Corporate Headquarters, MSO2-1
    111 Powdermill Road
    Maynard, Mass.

WHEN:	Every Friday, 9:00 AM to 1 PM, April 4 through May 23, 1997

    
HOW:    Register by calling Rose Marie Fuller at (508) 493-7452.  Simply provide
        number and names of customers by 5 PM the preceding Wednesday First
        come, first served!  Unlimited number of accounts.  Dress is business 
        casual. 

WHY: 	Revenue!   . . . will raise your customer�s perception of DIGITAL and 
    	increase your chances of success.�  
    
    	Tom Exley, SE for Carlson Wagonlit:

    �	"All my expectations and objectives were not only met, but
    	exceeded."  
    
    	Michael Riva, Avnet Inc.:
    
    	"I was impressed by the Alpha architecture."
    
    
    Attachments:	
    ===========
    - Agenda and Session Abstracts
    - Customer Invitation Letter
    - Directions to DIGITAL

    
    Additional Information:
    
    As always, we can also arrange a customized visit for an individual
    account on any day.   Contacts:  DIGITAL:  Kathy Sloan, (603) 884-0732
    PARTNERS:  Lyn MacLean, (508) 493-7468

    To access this information from the web, or to print as an html or word
    document, please see our homepage and click on Spotlight Seminars.
    
DIGITAL: 	http://sbu.mro.dec.com/visits/  
PARTNERS:	http://www.partner.digital.com/sbu/americas/visits/		
		

AGENDA		   

Spotlight:DIGITAL



Corporate Customer Center
DIGITAL Corporate Headquarters
Maynard, Massachusetts



  9:00		Arrival, Registration, Coffee

  9:30		Welcome						

  9:35		DIGITAL�s Investments for the Future	Rod Sutherland

10:00		The Power of Alpha			Cathy Stockwell

11:00		Break

11:15		Innovation with Internet		Carroll Wright

12:00		Solutions Showcase Tour			Rich Colarusso

12:45		Buffet Lunch and Departure			
                                                                       


    DIGITAL Visit and Technology Consultants will be available for informal
    discussions and planning customized visits for individual accounts.








SESSION ABSTRACTS


DIGITAL's Investments for the Future


    What is DIGITAL's strategic focus and direction?  This session
    highlights our 1-3-9  strategy; the investments made in technologies,
    products and partnerships to deliver complete solutions in today�s
    complex business climate, and the rationale behind these changes.  It
    will focus on the core competencies and investments that make DIGITAL�s 
    high-performance networked business solutions work for customers. 


The Power of Alpha

    Can DIGITAL maintain Alpha's performance leadership?  What are the
    business benefits of 64-bit systems?  This session emphasizes the
    advantages Alpha brings to business solutions:  performance,
    scalability, high availability, stability and longevity without 
    migration.  Focus is on servers  with cross-industry customer examples. 
    Included are all operating systems; chip, VLM64 and cluster
    technologies; and competitive comparisons using industry standard
    benchmarks.


Innovation with Internet

    Is the Internet an opportunity or a curse?  It is impossible to pick up
    a newspaper or magazine today without reading how the Internet is
    changing the world . . . how it  is an incredible opportunity . . . or
    how it has resulted in the destruction of companies and their 
    products.  This session discusses the ways some companies are mining
    the Internet for profit while controlling risks using DIGITAL's robust,
    commercial, enterprise-focused AltaVista products and services.  Topics
    include access, security and collaboration and the use of tunnels,
    firewalls and search engines.


Solutions Showcase Tour

    This guided tour will visually reinforce the DIGITAL 1-3-9 strategy and
    highlight market-focused solutions.  It begins with some of our recent
    technology awards and continues  with a walk through an integrated
    client server environment.  You will see how our networking
    infrastructure provides integration at the desktop and enterprise
    levels, across both Intel and Alpha desktops and servers, with OpenVMS,
    UNIX, Windows and  Windows NT.  Included are examples of solutions
    incorporating DIGITAL technologies and partners�applications.   



DIRECTIONS TO MAYNARD, MASS.

FROM THE SOUTH & WEST VIA MASS PIKE:

Take Route 84 NORTH to Route 90 (Mass Pike) EAST.
From Mass Pike take Exit 11A for Route 495 NORTH.
Take Route 495 NORTH to Exit 27 (Route 117 EAST).

FROM THE WEST VIA ROUTE 2:

Take Route 2 to Route 495 SOUTH.
Take Route 495 SOUTH to Exit 27 (Route 117 EAST).

FROM THE NORTH VIA ROUTE 495:

Take Route 495 SOUTH to Exit 27 (Route 117 EAST).

				ROUTE 117 EAST to DIGITAL HQ:

		Take Route 117 EAST through three (3) traffic lights.
		The third traffic light will be the junction of Route 27.
		Go through this third light, continuing on Route 117 for 1.6 miles.
		Take a LEFT on Powder Mill Road.
		(If you go by the Sierras Restaurant, you have gone too far.)
		On Powder Mill Road, go through the intersection, then continue straight 
for 1 mile.
		DIGITAL (MSO2) will be on the left.  
		Turn left into the entrance, then bear right at the fork.
		Look for reserved customer parking at the front of the building.
-------------------------------------------------------------------------------
    

FROM THE EAST VIA ROUTE 128 & ROUTE 20:

Take Route 128/95 NORTH to Route 20 EAST to Route 117 WEST.
Follow Route 117 WEST for 12 miles.
When you pass the Sierras Restaurant, take an immediate right onto Powder 
    Mill Road.
Go through the intersection, then continue straight for 1 mile.
DIGITAL (MSO2) will be on the left.
Turn left into the entrance, then bear right at the fork.
Look for reserved customer parking at the front of the building.

FROM THE EAST VIA ROUTE 2:

Take Route 2 WEST to Route 62 WEST.
Go through Concord.
Watch for Entering Maynard�sign.
Turn left at WENDY's, continue to top of hill.
Look for reserved customer parking at the front of the building.

    Why not just call it "Spotlight: Alpha" instead of "Spotlight:
    DIGITAL"?  There appears to be nothing more than trying to push
    Alpha down customers throats.
    Kratz

    
	>trying to push Alpha down customers throats.
    
    
    	Whatever it takes!!
    

>> trying to push Alpha down customers throats.

Is that an attempt to get them to cough up some money?

						Brian

    Oh, great, another pun reflux...
    
    				-John

I am really shocked at .01 attitude that we somehow should't be pushing our Alpha
technology to potential new customers. Would .01 rather have us just sit back and 
let them come to us (if we build it, they will buy it). Reading the agenda, I don't see
it as pushing just Alpha down customers throats. 
Granted this type of seminar isn't exactly breakthrough marketing, 
but it is marketing Digital's message.


Regards

>        WANT TO BOOST BUSINESS?  NEED SOME HELP? 
>        .Explore new opportunities through Innovation with Internet.
>        Unlimited number of accounts.
>WHY:    Revenue!   . . . will raise your customer�s perception
>       "All my expectations and objectives were not only met, but exceeded."  

If this doesn't look like a spam message, I don't know what does.

Re .3:

>>> trying to push Alpha down customers throats.
>
>Is that an attempt to get them to cough up some money?

No, but it's a great gag.

PJDM

    "I have an answer damn it, now you all just sit here and listen to it.
    Dont bother to tell me what your question is, I have the answer."
    
    DEC marketing 101.

    re .5
    We should be pushing solutions for customers, not necessarily Alpha
    as *THE* solution.  Check the latest Byte Magazine for a classic
    case of an AlphaServer 4100 outperforming "by a nose", "statistically
    insignificant" the machine from COMPAQ for almost 3x ($113k vs. $42k)
    more money (Web server test).  DIGITAL has products that are
    competitive with COMPAQ for less money, but we don't seem to want
    to try and sell them as viable solutions.
    .02 K 

    At the present time, Alpha is what differentiates us as a company. 
    Remember the "Attract" mode on the machines at the video arcade?  You
    aren't going to attract customers to DEC for a total solution by
    hawking wares that they can get from Compaq, Dell, Micron...
    

 >   At the present time, Alpha is what differentiates us as a company. 
 >   Remember the "Attract" mode on the machines at the video arcade?    
 >   You aren't going to attract customers to DEC for a total solution by
 >   hawking wares that they can get from Compaq, Dell, Micron...
    
That's not true at all.  We got many products and capabilities that 
differentiate us from our competititors.  It's sales' job to figure out 
what that is in each situation, and highlight those diffences to the 
customer.  I call on a large customer and spend very little time talking 
to them about Alpha, it's not what they want.  If I tried to force feed 
it to them, we'd see our marketshare drop, instead of double, which it is 
doing.

Bruce  

    re .10
    
    Of course, you're correct to fit the pitch to the customer.  What I was
    trying to say, and you're free to disagree with, is that new customers
    beyond the VAX installed base will largely be attracted to us as the
    "Alpha" company and not the Intel PC company (though whatever you sell
    them after getting in the door is great).  If we have something in the
    Intel PC space that really differentiates us from those other guys we
    should be yelling about it.

>>> You will see how our networking infrastructure provides integration at 
>>> the desktop and enterprise levels, across both Intel and Alpha desktops 
>>> and servers, with OpenVMS, UNIX, Windows and  Windows NT.

The above quote seems to be a nice, balanced statement, incorporating all 
architectures and all operating systems.


							-Paul