| The most recent "Competitive Update" package included (besides
"Competitive Update" itself) three very useful items. Let me quote
from the fact sheet.
1. "Computer Economics Report" on "A Comparison of IBM and DEC
Personnel Expenses"; A quote from the article: "The average
personnel costs associated with the operation of DEC systems
are significantly lower than those for IBM systems of similar
performance levels."
2. Gartner Group Report on "Studies on Cost of Ownership"; quoting
from the article: "For example, IBM required and average staff
of 71, while DEC required 23 and UNISYS 42."
3. Digital's report on "Evaluating Vendor Services and Cost
of Ownership," with two quotes: "Service spending is hard to
manage because service cost comparisons are almost always
misleading"; and ". . . the cost-of-ownership comparison approach
is the only valid way to compare the cost of service, even though
it includes many factors that are not directly service related."
All good stuff, and available for customers.
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| Nixdorf are making some interesting moves to tackle the 1992 market
in Europe.
1) They have set up a new team, sales and support staff (like the
HVSS model?) to tackle the UK market. Only 12 staff so far, and
their only presence is in building societies, but they have 50%
of the top German insurers. ..(source Insurance Bulletin)
2) Our VANS people may be interested to know that Nixdorf intends
to market its VAN in the UK in the near future, and is aiming at
the composite and general insurance market and their brokers. Their
VAN is in live operation in Eire and another European country (anybody
know which?), and includes applications, product details, rates,
AND cross-company databases on bad risks, etc.....(source conversation
with prospect, who showed me the booklet.)
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| "IBM has launched a series of initiatives focussed on IT solutions
for insurance and financial services industry.
- A NATIONAL BUSINESS unit has been set up to harness expertise
of regional units, network services, and independent dealers.
- SPECIALIST DEALERS are being established to help intermediaries
select the best solutions for their needs.
- DISCUSSIONS WITH APPLICATION SUPPLIERS, insurance companies,
intermediaries and service providers to discuss ways of making
available applications and services to potential customers"
...........source Insurance Age .
(I can add some substance to this; ACT are developing IBM
versions of their software solutions. .......Gordon.)
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