Conference 35.181::insurance

    I'm sure we would also appreciate any success stories and references
    for the above products.  Competitive information would also be helpful.
    
    Dan McCormack - Toronto
    

            Extracted from the ICLS Sales Guide


Insurance Corporate Legal Success Stories:
                      NOTE: NOT A REFERENCE ACCOUNT YET

  1. Company: Metropolitan Life
  2. Size: $12B
  3. Line of Business: Corporate Law Department
  4. Type of Producers: Career Agents and Independent Agents

  5. Application: Automation of Met Life Corporate Law Dept.

     Solution included word processing, IBM communication, litigation support
     and integration of a WANG/IBM environment. The textual database component
     of the Digital solution is delivered by CMP Henco Software, Inc. It was
     important to Met Life that DEC be the one point of contact. Future appli-
     cations include time and charge management and imaging. 
     
  6. Business Need:

      - automate the legal department with intelligent workstations
      - improve productivity of all personnel; secretarial, admin and lawyers
      - expand the capabilities of existing time and billing system
      - provide access to 3rd party data sources, such as WestLaw

  7. Components:

      - 1-3602, 2-3500 LAVAC and 120 VAXMATES and 100 VT320,
      - DECconnect 180 offices 
      - 12 months on site consultant
      - current value of pilot is $1.2M
      - estimated value over the next year is an additional $800K

  8. Digitals Success Factors:

     Multi-level positioning within the account and a unique settlement
     of a law suit allowed Met Life to purchase from DEC in lieu of a 
     cash settlement. Harvey Weiss dealt with Met Life Vice Chairman to
     develop the settlement and the sales team positioned DECs General
     Counsel with Met Life General Counsel. The team also worked on 
     developing a partnership/neutralizing the Met M.I.S. group. Other
     key factors included the following:
       - Win Hindle visit to Sr. Exec. VP of M.I.S.
       - Corporate visit
       - Follow-up meeting with Bill Strecker and John Rose
       - Numerous meetings with Ron Hevey and Mike Levy with Senior
         Exec. VP of M.I.S.

  9. Sales Support Required: SWS and Network Specialists
 10. Buyer: Met Information Systems Group buys all equipment.
 11. Competition: IBM 9370 and 220 AT's
 12. Cost Justification: None required. 

Insurance Corporate Legal Success Stories:        
              NOTE: CONTACT ACCOUNT REPRESENTATIVE FOR REFERENCE

  1. Company: Aetna Life and Casualty 
  2. Size: $19.9B Total Premiums
  3. Line of Business: Corporate Law Department
  4. Type of Producers:

  5. Application: Automation of the Corporate Law Department

     Solution included word processing, electronic mail, time management,
     project tracking and communication with the mainframe.  Aetna and DEC's
     software services customized ALL-IN-1 to develop their own legal 
     application which emphasized project and matter tracking. Aetna wanted
     a true corporate network tying their legal department together plus
     getting data via SNA Gateways from their IBM mainframe. 
       
  6. Business Need:

     - ability to track/bill costs back to client areas (LOB) by having
       lawyers charge time to cost center numbers not to a matter.
     - needed project code in cost center numbers
     - need to interface to IBM PROFS
     - ability to create ad-hoc reports
     - reduce costs yet provide a quality product
     - handle more revisions and turnaround documents more quickly

  7. Components:

     - initially piloted a MicroVAX II, then installed dual 8700's in
       a VAXCluster with 250 users
     - VMS, ALL-IN-1, Cullinet IDMS
     - on-site software consulting 

  8. Digitals Success Factors:

     The key component of the DEC solution was the networking capability.
     The use of electronic mail was more efficient than communicating via
     telephone and client connectivity to other departments was important.
     More document throughput was another major factor given the increasing
     volume of paperwork. The system also lent itself to the needs of the
     professional staff as well as administration. In addition, the IBM 
     8100's installed in the department were no longer adequate to meet
     the needs of the department. Unique benefits of the DEC solution that
     contributed were; volume shadowing-job recovery, clustering needed for
     system availability and security. Other key factors was a visit to
     DECWorld 87.
  
  9. Sales Support Required:
 10. Buyer:
 11. Competition:
 12. Cost Justification: No cost justification was done nor required.

    Mail Message sent 04/21 from Susan Foley to all who participated 
    in the ICLS Training.

Hello,

It has been a number of months since the Legal DECPAX training in New York and 
we are glad to report that we have over $6.5M dollars worth of potential 
business in the sales funnel. In most of these situations we have made
tremendous inroads into the account and are well positioned to close business. 

In addition, Marilu Lane has taken on the position of Solution Manager for the
LEGAL DECPAX program. In this role Marilu will be responsible for managing the
coordination, implementation and execution of the program. She is the focal
point for pulling together the resources needed to help the field sell the
Insurance Corporate Legal Solution. Also, Marilu is actively evaluating other 
third party vendors who have software solutions in the legal department.

Also thanks to Jim Lawrence we are in the process of installing the Insurance
Corporate Legal Solution demo that we demonstrated at LOMA in the Hartford ACT.
This is a complete duplication of the LOMA demo and includes the IMAGE portion
of the demo. Jim has also set up an ICLS notes file #73 in Insurance VAXnotes.
We should all view this as a vehicle to disseminate information, ask questions,
and share ideas.

In a seperate mailing I am sending each of you several copies of the Legal
Brochure.

We will continue to followup to see how each of you are progressing and if we
can be of any assistance.

Good Luck.

Susan

    This message, written by Marilyn Porter, describes the opportunity and
      WIN in the legal department of Liberty Mutual.
     
The legal opportunity at Liberty Mutual presented itself as two  
clearly defined projects.  The first project was the office automation 
of the legal professionals and support personnel in the home office 
and in the regions.  This project includes mail, word processing and 
network support.  This project included as a second phase the 
automation of the legal business including docket tracking, linkage 
with the claims function and management reporting.  The second project 
was automation of the litigation support function.

Liberty legal offices in early 1989 were doing word processing 
primarily on memory typewriters and Displaywriters.  There was no 
electronic messaging.  The only networking available was 3270 to a 
mainframe running a Comp/Info product which automated docket tracking.  
Litigation support was being automated for only one project - asbestos 
- by an outside service bureau.

Digital was able to set up a 'model legal office' in Boston in early 
1989.  We demoed the use of our networking with desktop devices 
including VT's, MACs and PCs.  They used Microsoft WORD, Wordperfect 
and WPS to produce documents.  Each of those products was being 
supported by the corporate IS department.  After several months of 
use, the MAC environment with Wordperfect was chosen as the 
environment of choice.  The MACs will be networked to a VAX server for 
access to shared documents and to All in 1 mail.  Mail services within 
the group are being handled by a combination of MS-mail and All in 1.  
At this point, the entire office in Boston is automated with MACs and 
some VTs providing word processing and e-mail.

The case tracking portion of the project has proven to be the most 
difficult to perform.  Currently, one of the analysts at Liberty  has 
written a piece of the application using the Oracle database and is 
looking into the possible implementation of the entire application on 
Oracle.

For litigation support, Liberty has chosen GEscan on the VAX.  Its 
implementation has been quite simple.  GEscan supported a pilot during 
which the customer became familiar with the GEscan hardware board and 
software. Liberty is currently filling the database of documents for 
the asbestos tracking function.