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Conference 35.181::insurance

Title:	Insurance Industry Conference

Moderator:	ICPSRV::DOVE

Created:	Thu Feb 18 1988
Last Modified:	Wed Feb 05 1997
Last Successful Update:	Fri Jun 06 1997
Number of topics:	136
Total number of notes:	551

8.0. "Sierra Group Strikes Again" by NYOA::OHARA () Mon Feb 22 1988 10:43

    The following is taken from the 2/15 issue of Computerworld:
    
    	"Despite the company's efforts to expand into new markets,
         more immediate growth opportunities for Digital Equipment 
         Corp. may lie in its proven markets.
        
         A recent study of DEC's opportunities in vertical markets 
    	 shows manufacturers are planning to acquire the broadest range
    	 of DEC systems and that the vendor has made a minimal impact
    	 on the insurance industry.  The study was conducted by Tempe,
    	 Ariz.-based matket research firm The Sierra Group.
                                 .
    	                         .
                                 .
    	 DEC has targeted industries such as the insurance field in
    	 recent years, but 171 insurance firms reported an installed
    	 base of 10 DEC systems, with plans to acquire only two in
    	 1988."
    
    It seems to me that our industry marketing folks need to straighten
    out these "market research" morons.  Our job is tough enough as
    it is.

T.R	Title	User	Personal Name	Date	Lines
8.1	We Know ...	NCVAX1::DICKS	Mad Dogs and Madisonians	`Mon Feb 22 1988 19:13`	7
	Within two hours of when that Issue hit the streets, I had a memo to Insurance Industry Marketing and the FIMG Marketing Communications people on the same subject. They are looking into it and will try to get it straightened out. The Sierra Group seem to be batting pretty poorly recently. We are going to try to help them a bit more in the future.
8.2	IIM and FIMG reply here!	NCMWVX::KILSDONK	AI vs Natural Stupidity	`Mon Feb 22 1988 21:53`	4
	When they get it straightened out, could they please place the answer as a reply to this note so we all can share it. Thanks
8.3	Rouse the Rabble!!!	POBOX::MCDEVITT	ED_MCDEVITT_474-5124	`Sun Feb 28 1988 16:03`	23
	Unfortunately, our P.R. mavens at the corporate level seem to be more reactive than they are proactive. I am always reading how we are responding to the latest bit of misinformation from Sierra Group, Batelle, Computerworld, etc. Are we getting our story out adequately? I hear of all of the seminars we run for consultants, and still find them misinforming our clients and potential clients so that we are forced into defensive mode, saying "No! It's not true!" We end up sounding like a certain Presidential candidate. The insurance industry is the most inbred of industries; and its people talk to each other, have more specialized (industry-wide) associations, and trade information more than any other industry in the U.S. So when Sierra Group or any of the so-called experts make their statements, they are often comparing unlike systems, stating prices which do not include (for example) the much larger number of people needed for an IBM solution, and leaving us with the clean-up. This kind of stuff can be deadly in the industry, especially at this point in the evolution of our marketing strategy. We need to be more on the ball with our efforts to inform the informers. How do we get that message to where it needs to be? How do we effect a change from reactive to proactive?�
8.4	Calm the Rabble Down for a minute . . .	POBOX::MCDEVITT	Everybody out to the field!	`Tue Mar 01 1988 11:15`	15
	Wal, shut my mouth! No sooner do I write the previous than I receive the latest Competitive Update package, which contains two very useful pieces. Not that they correct the Sierra Group disinformation; not at all. But they are very timely articles. One is on "Cost of Ownership" (DEC, UNISYS, IBM) from the Gartner Group. The other is from "Computer Economics Report," and is "A Comparison of IBM and DEC Personnel Expenses." Time for a new note: "Useful Competitive Information." I will open it. As for Sierra Group, Batelle, etc.: Why don't we designate an ACT to which we would take key people from these companies and consultant firms, and sequester them for a week until they could pass a DEC test.
8.5	Hit them Back -- HARDER	USMRM1::LKATZ		`Sun Mar 06 1988 15:36`	9
	The real morons will be those who take the Sierra Group's word as gospel. They are, as their name implies, heavily involved in IBM's Sierra series. Be that as it may, when I first learned of the report, I forwarded it to Deb Scheetz who is the FIMG PR person and she indicated she would let Computerworld know that we don't appreciate reports from biased sources being reported as absolute fact. Hope this helps. Lee Katz, U.S. Programs
8.6	SIERRA GROUP WAKES UP	USMRM1::LKATZ		`Fri Apr 01 1988 13:14`	6
	The Sierra Group has done a new piece of research which now shows DEC's true colors (we influenced 'em a bit). Look to competitive Update and/or the compwetitive Support Team for more info. Don't know if it'll ever see trade press print though. Lee
8.7	Proof of Digital's Success in Insurance	CTOAVX::MURPHY		`Wed Mar 08 1989 19:15`	11
	What perfidy! If any of you need ammo, consider this: AEtna Life Insurance Company currently owns 50+ VAX Systems. These systems were purchased and installed since March of 1986. (Some kind of growth curve, huh? From zero to 50+ in three years. . .and growing as we speak. I'll close a MV3500 and a VAX 6300 before March 31st!) Another sales rep. recently won a large field office opportunity which will mean hundreds of VAX systems in AEtna. I know that some of the other insurance teams are selling VAX Systems as well, so it makes you wonder who these guys surveyed?