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| 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 |
119.0. "ILF 91 Newsletter - Issue 1" by FMTACT::LEONARD () Thu Mar 07 1991 16:34
Newsletter - Insurance Leaders Forum 91
Message from Dan Harrington
The 1991 Insurance Leaders' Forum (ILF 91), scheduled for April 23-25,
is the premier sales event for Digital in the insurance market. We
have engaged a world-class group of presenters, have arranged to
demonstrate a comprehensive suite of solutions, and have staffed with a
seasoned team of industry professionals and Digital executives. We are
truly excited about the sales opportunities that this event promises to
deliver.
ILF 91 is a chance to build your customers' confidence in our people
and products. Use ILF 91 to clarify your customers' needs and secure
their feedback on how well Digital can meet those needs. Take your
customer's attendance personally. ILF 91 will show them that we take
their success personally.
General Information
Name: Insurance Leaders' Forum 91
Date: April 23 - 25, 1991
Location: Kiawah Island, SC
Theme: 'Beyond the Expected'
Primary Message: 'Time - a competitive weapon'
Secondary Message: 'Europe in the 90s - opportunities and
competition'
Audience: Insurance Business Executives
Insurance IM Executives
Logistics
Nomination Process - you may continue to nominate customers for
attendence until 4/5. Nominations should include the following
information:
Account Name
Customer Name and Title
Why this individual should attend
Rep Name, Email address and DTN
Please send nominations to Tricia Baglio @OFO.
Registration - please confirm your attendance by sending an Email
to Tricia Baglio @OFO. You will need to provide arrival and
departure dates, and credit card information. The outside number
for customers to use is (617) 273-6445.
Transportation to/from airport - Reps should fly with their
customers and rent a car to drive them to and from Kiawah. A
shuttle is also available at the airport. Reservations can be
made by calling Low Country Limo at 800-222-4771 or 803-767-7117.
Attire - business dress is appropriate for the morning sessions.
Business casual (no jeans) may be worn the remainder of the time.
Event Contact
Tricia Baglio is the central contact for all ILF 91 matters.
Email: Tricia Baglio @OFO DTN 274-6445 (617)273-6445
What you want your customers to do
ILF 91 is a Sales Event and a Selling Event. To get the most out of
it for your customer and yourself, you need to understand how the event
is constructed and what you and your customer should be doing.
If you would like to play golf or tennis or sightsee with your
customer, plan on arriving at Kiawah Island Resort by noon on Tuesday.
This will give you time to check in, change, eat lunch and play 18
holes on Tuesday afternoon.
If you and your customer will not be recreating on Tuesday, plan to
arrive at Kiawah by 4PM Tuesday. If you would like your customer to
see the demonstrations, come to the Conference Center at 4PM or later.
This is a good time to see the demos and to discuss them with insurance
consultants. The demonstrations will run until 8PM.
Plan on coming to the Conference Center at 6PM on Tuesday for the
reception and buffet dinner. Here you will have an opportunity to meet
other customers, Digital executives, and Digital insurance consultants.
If for some reason you and your customer arrive late, the buffet dinner
will be open until 10PM. Try to turn in early after your day of travel
and recreation. Wednesday will be a full day and it will be to your
advantage to be rested.
Wednesday starts with a buffet breakfast at 7AM. Because the day is
full and the schedule is tight, breakfast is over and the main session
begins promptly at 8AM. You and your customer will have another chance
to see the demonstrations between 6:30 and 8AM.
Lunch will be served at 12:45PM. We have asked the speakers to each
host a table at lunch. You may want your customer to have lunch with
one of these speakers. Each of the speakers supports the theme of the
conference and so supports your sales efforts.
After lunch, we have scheduled two hours of Focus Sessions. You should
review these breakouts and discusss them with your customer. If your
customer would like to see the EDGE PID, review the EDGE PID forms in
the Appendix of this Newsletter and have them signed and submitted in
advance. Note that many customers are prohibited by their companies
from signing PID forms without legal review.
To get the most out of the conference, you and your customer should
plan on attending the Focus Sessions most appropriate to your selling
situation. We are also running the demonstrations during the afternoon
from 12:30 until 6PM.
The Focus Sessions end at 4PM. You and your customer will have a
chance for 9 holes of golf, or a little tennis, or some beach or pool
time.
The evening begins at 6:45PM with a reception. The 'Low Country
Dinner' is informal and will be accompanied by a country and western
band. This is another occasion for your customer to meet the speakers,
other customers, and Digital executives and insurance consultants.
You may want to turn in early after a day of meetings and recreation.
Thursday starts with a buffet breakfast at 7AM. Because the day is
full and the schedule is tight, we need you to be breakfasted and in
the main session room by 8AM. You and your customer will have a
last chance to see the demonstrations from 6:45 to 8AM.
The main session starts at 8AM sharp and runs until 12:45PM We have
asked the speakers to each host a table at lunch. You may want your
customer to have lunch with one of these speakers. Each of the
speakers supports the theme of the conference and so supports your
sales efforts.
You and your customer have another opportunity for recreation on
Thursday afternoon. We will reserve tee times and courts for you and
your customers.
Plan your departure from Kiawah Island Resort for 2PM or later.
Recreation
What - golf, tennis, water sports, health club, jogging, hiking
How - contact Tricia Baglio @OFO for tee or court times
DTN 274-6445.
Agenda - Quick Look Up
Tuesday, April 23
10AM Registration Opens
Recreation
4PM Demonstrations Open
6PM Reception/Dinner
8PM Demonstrations Close
Registration Closes
10PM Reception Ends
Wednesday, April 24
6:30AM Demonstrations Open
7AM Breakfast
8AM General Session Opens
Demonstrations Close
1PM Lunch
Demonstrations Open
1:45PM Focus Sessions Open
4PM Focus Sessions Close
Recreation
6PM Demonstrations Close
6:45PM Reception/'Low Country Dinner'
Entertainment
Thursday, April 25
6:30AM Demonstrations Open
7AM Breakfast
8AM General Session Opens
Demonstrations Close
1PM Lunch
Recreation
Agenda - Full
Tuesday, April 23
10:00 Arrival / Registration
Recreation facilities available
1:00 Demonstrations Open
6:00 Reception and buffet (will remain open until 10 to
accommodate late arrivals)
Wednesday, April 24
8:00 Welcome, Logistics, Agenda
8:25 "Digital in Insurance"
Sandy Thomas, Vice President, Insurance ABU, Digital
8:45 Keynote Address
"Competing Against Time"
Tom Hout, co-author of "Competing Against Time"
Vice President of Boston Consulting Group
9:50 "Taking a Company from a Functional to a Team Organization"
Steve Doucette, Vice Chairman and CEO,
Milwaukee Insurance
10:35 Break
11:10 "Implementing Leading Edge Systems"
Don Wicks, Secretary and Director, Hartford Life
11:35 "Implementing a Group Marketing System"
Dave Annis, Assistant Vice President,
Hartford Life
12:00 "Justifying the Asset Management System"
Lou Londono, Director, Hartford Life
12:35 Close Session
Ron Hevey, Vice President, Digital
12:55 Lunch
Speakers will host tables as a means of answering
questions and continuing discussion.
Thursday, April 25
8:15 "Image Technology - Where it's at, where you're going."
Tom Johnson, Executive Director, Nolan-Norton
9:10 "Competing In and With Europe in the 90s"
Mike Cullen, Insurance Manager, Price Waterhouse, London
10:05 Break
10:40 "Productivity Gains at Massachusetts Mutual Life"
Jim Miller, Executive Vice President,
Massachusetts Mutual Life Insurance
11:15 "Competing with Customer Service"
Catherine 'Kelly' Butt, Senior Vice President,
London Life
11:50 "Perspective on Digital"
Mark Steinkrauss, Corporate Relations, Digital
12:15 "Closing Remarks, Wrap-up"
Bob Russell, Vice President, Services DCC, Digital
12:40 Lunch
Focus Sessions
Wednesday, April 24 from 1:30 PM to 5:00 PM
1:45 "EDGE (Proprietary Information Disclosure)"
Room 1 and 2 John McAtee, Engineering Manager, Digital
see PID forms in Appendix
1:45 "Image Workshop"
Room 3 Thornton A. May, Executive Director, Nolan-Norton
NOTE: the following session was unconfirmed at publication time
1:45 "Digital's Future Computing Architecture"
Room 4 Don Gustafson, Digital
1:45 "Managing in a High Growth Environment"
Room 5 Terry Johns, Vice President, Jackson National
1:45 "Disaster Recovery Planning; A Survivor's Guide"
Robyn McHugh, Recovery Services, Digital
2:45 Break
3:00 "EDGE (Proprietary Information Disclosure)"
Room 1 and 2 John McAtee, Engineering Manager, Digital
see PID forms in Appendix
3:00 "Image Workshop"
Room 3 Thornton A. May, Executive Director, Nolan-Norton
3:00 "Managing the Impact of a Fourth Generation Language"
Room 4 Thomas P. O'Sullivan, PhD, Manager,
Dupont Information Engineering Associates
3:00 "Impact of New Technologies on the Network"
Room 5 Jay Borden, Network Consultant, Digital
Demonstrations
Tuesday, April 23 from 4 to 8PM,
Wednesday, April 24 from 6:30 to 8AM and 12:30 to 6PM,
Thursday, April 25 from 6:30 to 8AM.
Rooms 9 and 10
* SERVE-NET - an example of an integrated facility that
supports time based strategies.
* Recovery Services Software
* RecoverAll at Credit Suisse - Video
* Demand Printing - Powell Tape - Video
* Milwaukee Insurance System
(possible) Image
(possible) Comshare Commander
(possible) High End Compute Video
Abstract of Each Presentation
Tom Hout discusses his premise - by using time as a measure, companies
can justify automating their field operations. Tom suggests that by
moving to team organizations and using workflow management, customers
will be able to exploit this opportunity.
Steve Doucette addresses the problems encountered and solved when he
took Milwaukee Insurance from a functionally organized, batch oriented
company to a team organized, interactive operation.
Dave Annis, Lou Londono and Don Wicks explain how Hartford Life has
successfully addressed field automation and contact point
opportunities. Dave Annis' team has implemented Digital technology in
the Group Sales Field Automation (GIPR) project. Lou Londono has begun
development of the automation of the Asset Management contact point
organization (AMPRS). Don Wicks is the Secretary and Director of
Hartford Life's IM organization. His department is building a Digital
infrastructure to support development and enable the interconnection of
the Life Company.
Tom Johnson encourages customers to jump into the use of image
technology to address workflow problems and opportunities. Tom points
out that many insurance competitors are moving from pilots to
production in image and are gaining valuable competitive experience.
Kelly Butt discusses the success that London Life has had in automating
their field offices.
Jim Miller reviews the productivity gains from his group claims
automation system plus the unexpected benefit of being able to
successfully implement a claims processing facility in Ireland.
Mike Cullen brings us a viewpoint from Europe. Mike discusses the
changes currently taking place. He will point out that many of the
European companies will be coming to the US to shelter themselves from
the growing competition in Europe as the Common Market opens up.
Mark Steinkrauss will present Digital's investment in its future and
address many of the concerns being voiced by our customers as we go
through this difficult time.
The Focus Sessions address several themes. Terry Johns and Tom
O'Sullivan discuss the issues brought up by the implementation of
change. John McAtee, with the EDGE PID and demonstration, picks up on
the work in process endorsement by Tom Hout.
Thornton May will facilitate attendee communication about where they
are in implementing image and what they need to do to move forward.
Jay Borden will discuss the impact of the new technologies on the
network and thereby the need for network planning and growth. Robyn
McHugh will discuss paring down the disaster recovery process by taking
immediate action in the most critical areas and then building around
this core as time and money allow.
Measurement
Attendance
Sales Feedback
Leveraged Business
APPENDIX
EDGE Non-disclosure
Business work management systems and software are seen by many as the
next frontier for major control software within the business systems
marketplace, and specifically the insurance business systems
marketplace. Digital has been actively developing a state of the art
offering in this space. This offering includes not only sophisticated
work and process management capabilities, but ability to control the
process through a high quality graphically-oriented user interface, and
the ability to simulate the workflow to ensure that it "does the job"
in all respects BEFORE it is implemented.
At ILF 91, we will be offering private non-disclosure presentations and
demonstrations covering this Business Work Management offering.
Because this offering is still under development and has not been
formally announced, it is important that customers participating in
these non-disclosure events meet certain criteria, which are outlined
below. Customers who meet these criteria should be offered the
opportunity to participate in one of the scheduled private
non-disclosure sessions. At these sessions, the customer will learn
about the capabilities of the offering, its potential applications, its
development status, and will see a demonstration including the graphic
user interface and workflow simulation capabilities. Customers are
expected to come away from these sessions with a good understanding of
the unique benefits of this offering, and an appreciation of where the
offering could fit in their business/systems plans.
Specific customer selection criteria have been established in order to
permit us to focus on those customers who, based on experience, offer
the greatest opportunity for short term activity and to ensure that
when the customer expresses interest there is local support available.
The criteria, all of which should be met in order to make it worth
while for a customer to participate are:
1. The customer has started to consider the issue of Work Management,
and is in need of information for planning purposes.
2. The customer should be an existing Digital customer, with in house
VAX/DECnet experience and programming/technical expertise.
3. There must be a (very) high level customer sponsor who will act as
champion.
4. There must be a real, pressing business problem to which the
customer is willing to dedicate resources.
5. Sales and SWS must buy in up front to the district level and be
willing to commit resources if the customer elects to follow up.
Questions on these criteria, or discussion of issues, should be
directed to John Kelly (DTN 264-3477) or John McAtee (DTN 291-0276).
In order to secure a specific time for your customer on this schedule
please contact Tracy Elkins DTN 264-5110, E-Mail to SELL3::Elkins. As
part of the process, customers will be expected to complete and sign a
non-disclosure form. A copy of the approved non disclosure form is
attached, and should be signed by the senior customer representative
attending the session, on behalf of the company. Only one
non-disclosure form is required for each visit. Please send the
completed form to Tracy (either through the US mails or through FAX).
PROPRIETY INFORMATION DISCLOSURE AGREEMENT
In consideration of the disclosure entered into on this ___ day of
_________, 1991 with , (hereinafter "Company")
located in of information relating to "WORK IN
PROCESS (WIP/EDGE)" and other proprietary products, technology
and/or processes of Digital Equipment Corporation ("Digital"),
including, but not limited to, drawings, models, photographs, and
sketches the Company agrees (i) to maintain such information
(including all portions or copies thereof) confidential in the same
manner as its own company proprietary information is maintained,
(ii) not to disclose the information (or any portion or copy
thereof) of any third party, and (iii) not to use such information
(or any portion or copy thereof) for any purpose except discussion
within Company's own organization to facilitate planning.
However, the obligations of the Agreement shall not apply to any
information which is or which becomes generally known to the public
by publication or by means other than breach of duty by the Company
or which becomes otherwise available to the Company through legal
sources.
The Company further agrees not to make more than three (3) copies of
any document or drawing provided as part of such information, and to
return to Digital all such drawings or documents, and all copies
thereof, upon Digital's request.
It is understood by the Company that such information may relate to
products that are under development or planned for development.
DIGITAL MAKES NO WARRANTIES REGARDING THE ACCURACY OF THIS
INFORMATION. Digital accepts no responsibility for any expenses,
losses, or action incurred or undertaken by the Company as a result
of the receipt of this information. It is further understood by the
Company that Digital does not warrant or represent that it will
introduce any product to which the information disclosed herein is
related.
Digital grants no license, by implication or otherwise, under any of
its patents or patent rights as a result of disclosure of such
information under this Agreement.
Notwithstanding any other provisions of this Agreement, the Company
agrees not to export, directly or indirectly, any U.S. source
technical data aquired from Digital or any products utilizing such
data to any countries outside the United States which export may be
in violation of the United States Export Laws or Regulations.
Nothing in this section releases the Company from any obligation
stated elsewhere in the Agreement not to disclose such data.
COMPANY:
SIGNATURE:
NAME:
DATE:
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