| T.R | Title | User | Personal
Name | Date | Lines |
|---|
| 38.1 | More on Open Advantage Announcement | FSOA::KCHERNACK | Pardon me modem | Sun Oct 13 1991 08:26 | 203 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 12-Oct-1991 02:30am GMT
From: DICS_DIST
DICS_DIST@NEST@MRGATE@NRGATE@NRO
Dept:
Tel No:
TO: See Below
Subject: IMPORTANT ANNOUCEMENT INFORMATION
**********************************************
* OPEN ADVANTAGE SELLING FLASH *
* ON *
* USER BASED LICENSING AND FDDI/VAX clusters *
*___________________________________________ *
* URGENT: Distribute this Open Advantage *
* Selling Flash to all Sales and Marketing *
* personnel *
*___________________________________________ *
* PREPARED BY: Rose Ann Giordano *
* E-Mail: @MRO DTN: 297-4049 *
**********************************************
* 911008-64 *
**********************************************
USER BASED LICENSING
~~~~~~~~~~~~~~~~~~~~
THE INDUSTRY PROBLEM - VALUE FOR MONEY!
**************************************
Customers have always wanted to pay for software based
on the way they use it, just by the size of the systems
running the software. They want a realistic software
investment ratio per user.
Above the PC or individual workstation level, customers
have had great difficulty in being able to buy small
amounts of software economically to suit particular
needs. Traditionally, the price of the license is tied
to the size of the computer on which the customer wants
to run the software. Consequently, the larger the CPU
the more expensive the software.
Digital is opening up its business practices and giving
customers what they want - freedom to choose software
licensing options so they pay only for what they use.
Digital's completely revised Licensing and Business
Practices will give us true competitive differentiation
and a real advantage in the market-place.
DIGITAL'S SOLUTION ~~~~~~~~~~~~~~~~~~
ON OCTOBER 30th, WE WILL ANNOUNCE USER-BASED LICENSING
FROM DIGITAL ON over 120 OF OUR LEADING LAYERED SOFTWARE
PRODUCTS AND APPLICATIONS.
This announcement will:
* Allow customers to pay for exactly the number of
users to whom they want to give access, either at the
same time with 'Concurrent Use`, or to named individuals
with 'Personal Use`.
* Offer customers a choice based on how they use
our products. As a result of extensive customer testing
and input we are not withdrawing our current offerings
of Traditional or Cluster wide licensing. Customers can
choose which license style is most appropriate to meet
their requirements.
* Allow software that is used by a "few people" on
a large system to be priced according to usage, not
according to system size.
* Address the software upgrade issue. By
disconnecting software licenses from the size of the
system, with user licenses, customers only pay more for
software when their use of the software increases.
* Give you an important competitive weapon to help
you fight the 'Desktop battle`. User licenses are
priced comparable to the same product on the desktop.
One user of FORTRAN on a VAX 99000 will pay the same as
they would have paid if they were running FORTRAN on a
Workstation. This makes Digital software price
competitive for individual users.
* Position Digital as the first developer to
provide OPEN BUSINESS PRACTICES that support the
emerging multi-vendor, client/server computing
environment.
* Price Layered Product Services based on the type
of license.
CUSTOMER REACTION *****************
Overwhelmingly positive!
Responding to clearly stated customer requirements, USER
BASED LICENSING was tested as a concept and then
presented in detailed PIDs across the U.S. to small and
large customers alike. Our largest CSOs have been
briefed and they confirm that this announcement will set
a new OPEN STANDARD for software licensing.
SUN, HP, and IBM have to play catch-up!
RESPONSIVENESS, INNOVATION, AND CHOICE - Digital's USER
BASED LICENSING sets a new standard that translates
directly to satisfying a clearly stated customer need -
value for money.
DIGITAL'S OPEN ADVANTAGE ~~~~~~~~~~~~~~~~~~~~~~~~
This announcement of USER-BASED LICENSING is a key proof
point of OPEN BUSINESS PRACTICES from Digital as part of
our Open Advantage Campaign.
As you know, our customers software spend is still
growing and we need more than our fair share!
USER-BASED LICENSING, is a powerful way to build volume
sales and meet customer needs simultaneously.
Call your volume users today and set up an evaluation to
extend and expand the productivity of their individual
and group users.
ON OCTOBER 30 WE WILL ANNOUCE DIGITAL'S NEW "DISASTER
TOLERANT" VAXCLUSTER
Many of our customers have told us they would be OUT OF
BUSINESS if they lost the use of critical computer
systems for as much as 24 hours. Clearly, minimizing
the risk of computer system failure is one of the most
critical issues in markets such as banking,
telecommunications, and manufacturing today.
Digital has combined leadership VAXcluster software with
industry-standard FDDI (fiber optic) technology to let
customers create DISASTER TOLERANT SYSTEMS by
distributing datacenter operations across multiple sites
over distances up to 25 miles. This effectively
eliminates any single point of failure, and in case of
fire or other disaster at any site, computer operations
can continue uninterrupted, with no lost data.
THIS PRODUCT IS KNOWN AS THE MULTI-DATACENTER VAXCLUSTER
FACILITY.
Many competitors offer products and services designed to
minimize the impact of a disaster. None offer the
combination of capabilities offered in the
MULT-DATACENTER VAXCLUSTER FACILITY.
o Unlike competitive "standby" or "backup" systems, all
systems can be used in day-to-day operations. o Systems
can be managed from a single site while located in
multiple sites. o Applications and data can be fully
distributed across sites. o The new FDDI technology is
completely compatible with currant VAXcluster
applications (a significant UPGRADE opportunity).
BANKERS TRUST has initiated a
MULTI-STATE,MULTI-DATACENTER VAXCLUSTER that extends
from New York City to New Jersey using FDDI. Six shadow
members staggered between the two sites, creating a "Hot
Back-up" that can be controlled from either site. This
is a field test using the banks own "money transfer"
application software -- an application that is
absolutely critical to the bank's operations.
DIGITAL'S OPEN ADVANTAGE
Digital's new MULTI-DATACENTER VAXCLUSTER FACILITY is
part of a broad portfolio of security and risk
management products and services. When combined with
Digital Services' consultancy expertise, the
Multi-Datacenter VAXcluster Facility provides customers
with significantly enhanced capabilities for "LIGHTS-OUT
COMPUTING", one of the unique solutions proposed in the
BUSINESS PROTECTION SERVICES portfolio. This portfolio
offers a full range of security and risk management
products and services, including training, restart
services, contingency planning, and complete disaster
tolerance. BANKERS TRUST has established "lights-out"
computing utilizing Digital's comprehensive service
offering.
Starting October 30th, you can help your customers
eliminate down-time risks more effectively (and
cost-effectively) than ever before!
Distribution: (deleted)
|
| 38.2 | Open Advantage Selling Flash: 18-Oct-1991 | FSOA::KCHERNACK | Outlook determines outcome | Tue Oct 22 1991 08:49 | 162 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 18-Oct-1991 07:06pm EDT
From: US_TEAM
US_TEAM@NEST@MRGATE@NRGATE@NRO
Dept:
Tel No:
TO: See Below
Subject: IMPORTANT ANNOUNCEMENT INFORMATION
**********************************************
* OPEN ADVANTAGE SELLING FLASH *
* ON *
* NAS PRODUCTS & SERVICES *
* FOR *
* VAX/VMS & RISC ULTRIX *
*___________________________________________ *
* URGENT: Distribute this OPEN ADVANTAGE *
* Flash To All Sales & Marketing Personnel. *
*------------------------------------------- *
* PREPARED BY: Roseann Giordano *
* E-Mail: @MRO DTN: 297-4049 *
**********************************************
YOUR CUSTOMERS ARE CONFUSED!
~~~~~~~~~~~~~~~~~~~~~~~~~~~
Customers are being bombarded by "openness", "interoperability",
"portability" and "reliability" claims from all over. These statements
are being made by vendors as proof points for their claims around Open
Systems. Yet if you ask any two customers to actually define these
terms they will differ...and no wonder.
Customers want guidance! They want simple answers that will help them
invest NOW in Open Systems with assurance of investment protection
for the future.
The perception of proprietary systems as being "closed" has driven many
customers to move toward "open" systems and client/server computing in a
reactionary and unplanned way. They already have multivendor networks
that are constantly expanding and they want to manage these, easily.
They want a single vendor capable of really helping them manage this
turbulence now and in the future.
THE VENDOR RESPONSE
~~~~~~~~~~~~~~~~~~~
Up to now the major vendor's response has been to articulate and
propagate an "architectural vision" to try to calm customers concerns.
IBM's SAA, Hewlett Packard's New Wave and SUN's Open Network Computing
are excellent examples of visions without demonstrable substance.
Digital sets the pace, using NAS, as our promise of the future.
HERE IS THE GOOD NEWS - WITH THE OCTOBER 30 ANNOUNCEMENT THE FUTURE IS NOW!
DIGITAL'S SOLUTION
~~~~~~~~~~~~~~~~~~
ON OCTOBER 30TH, WE WILL ANNOUNCE NAS - THE PRODUCTS/THE SERVICES - FOR
BOTH VAX/VMS AND RISC ULTRIX WHICH WILL GIVE OUR CUSTOMERS AN EASY AND
CONSISTENT WAY TO IMPLEMENT SOLUTIONS ACROSS A VARIETY OF
DIFFERENT PLATFORMS.
The NAS products are packaged sets of standards-compliant software that
reside above the base platform to provide consistent interfaces to
support applications across different vendors. These new products will
define a high level of common capabilities on VMS and ULTRIX with other
Open Systems platforms such as ACE and SUN Microsystems to be supported
in the future.
This Announcement will:
* provide the right combination of software for the most common
environments, making it easier to implement multivendor,
client/server computing. NAS 200 will integrate the client
desktops, NAS 300 will provide a new standard of interoperability
and portability, and NAS 400 will provide a platform for mission
critical applications.
* give customers a simple and consistent way to buy and implement
NAS across their entire organization. The NAS products have one
order number, one license, one installation, one
media/documentation kit, and one price!
* give you the opportunity for higher profit sales in your accounts
through increased software content. These NAS products will be
priced very aggressively at 40-50% discount over today's line
item component prices.
* provide a full suite of Open Services to ensure success. The
implementation of Open Systems and client/server computing
requires much more than just technology. An integral part of the
NAS implementation is a continuing commitment to service
excellence.
CUSTOMERS REACTION
~~~~~~~~~~~~~~~~~~
NAS is another winner from Digital! From end users to CSOs to industry
consultants the response has been...Fantastic!
Dennis Vohs, CEO of Ross Systems states that, "Our belief is that by
delivering Ross applications across VMS, UNIX, PC, and Macintosh
platforms based on Digital's NAS open system software, we enhance the
value and portability of our applications and provide our customers
with greater flexibility. And now with the delivery of these new
NAS server products to our customers, Digital has helped us streamline
getting solutions to the market."
According to Melissa Webster, V.P. of Informations Builders, the
suppliers of FOCUS, "Customers are confused about the large number of
standards and products needed to implement open systems. They just want
to know that they have all the pieces they need to run successfully.
The new NAS packaging strategy makes this easy, that's good for our
FOCUS customers. In fact, that's good for everyone."
Patty Seybold, of Seybold Consulting says, "NAS is exemplary in its
approach to delivering the set of services needed to implement
multiplatform distributed network computing. We believe Digital has an
impressive lead."
Working Technologies consulting group has reported, "You get more
functionality today under NAS then with SAA. In many places, IBM simply
doesn't yet have a product that compares with the Digital product."
DIGITAL SERVICES FOR COMPLETE SOLUTIONS
=======================================
Every customer's multivendor computing environment is unique. A move
towards open systems and clientserver computing can help the customer
get the most benefit from this environment. Through Digital's new Open
Consultancy Services for NAS, the customer can now receive the
consultancy needed to effectively assess the environment, then select
and design the most appropriate infrastructure technologies.
NAS Start-up assistance is readily available. With DECstart Consulting
Services for many of the components included in the NAS 200, 300, and
400 packages, the customer is provided the expertise to take full
advantage of software functionality and get up and running quickly.
NAS Product support is simplified. With a SINGLE contract, the
customer can receive all the standard high quality software product
services including: software update subscription, media and
documentation subscription, and remedial support services.
DIGITAL'S OPEN ADVANTAGE
~~~~~~~~~~~~~~~~~~~~~~~~
NAS provides customers with vendor independence, the freedom to choose
the best solutions at the best price, the ability to take advantage of
the newest technology and the assurance that solutions put in place
today will work with new solutions in the future.
NAS is Digital's Open Technology brought to life. NAS exemplifies
Digital leadership. NAS is the irrefutable proof behind our
Open Advantage advertising claims. Call your customers and our
competitors customers today and tell them the future is here -
courtesy of Digital and NAS - products and services.
Distribution: (deleted)
|
| 38.3 | Open Advantage Selling Flash: 28-Oct-91 | FSOA::KCHERNACK | Outlook determines outcome | Mon Oct 28 1991 19:11 | 201 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 28-Oct-1991 05:53pm EST
From: US_TEAM
US_TEAM@NEST@MRGATE@NRGATE@NRO
Dept:
Tel No:
TO: See Below
Subject: IMPORTANT ANNOUNCEMENT INFORMATION
**********************************************
* OPEN ADVANTAGE SELLING FLASH *
* ON *
* VAX/VMS *
*___________________________________________ *
* URGENT: Distribute this OPEN ADVANTAGE *
* Flash To All Sales & Marketing Personnel. *
*------------------------------------------- *
* PREPARED BY: Roseann Giordano *
* E-Mail: @MRO DTN: 297-4049 *
**********************************************
WE BEAT SUN, IBM AND HP WITH OUR NEW PRICE/PERFORMANCE LEADERSHIP
You can win business now and satisfy your customer's needs
with our new VAX/VMS leadership line. Smart buyers want both
performance to solve their problems and price to meet their
budget. We win on both sides of this equation. Don't let the
hotboxes steal your business. Put your offer inside the
Open Advantage and win big sales against the competition.
Customers want the assurance of investment protection that Openness
delivers.
VAX/VMS WINS WHERE PERFORMANCE COUNTS
Lawrence Berkeley Laboratory (LBL) is a multiprogram national
laboratory operated by the University of California for the
U.S. Department of Energy. It is located in Berkeley, California.
LBL research covers a broad range of programs in the physical, life,
and energy sciences. It conducts a number of important research
projects in computer science and engineering.
LBL has been field testing Digital's new VAX 6000 Model 600 system in
a NI/CI VAXcluster for several months. Most of the jobs run on this
system are CPU-intensive ones that use various versions of GEANT
Program. "These jobs show an increase in CPU performance from
2 to 3.5 times faster than what we have experienced in our VAX 6000
Model 510s," said Eric Beals, Senior VMS System Program at LBL.
"It is significantly faster, especially for floating point operations,
than the other VAX 6000 Model 510s in our VAXcluster.
Contact: Kelly Felkins at 415-373-3029
VAX/VMS WINS WHERE CUSTOMERS CAN'T TAKE CHANCES.
VAX/VMS WINS WHERE DISTRIBUTED ACCESS AND DATA INTEGRITY COUNT
Shared Medical Systems Corporation (SMS) is a leading provider of
healthcare information systems and services to hospitals,
multi-entity healthcare corporations, physician groups, and other
healthcare providers in North America and Europe. Among these
systems and services are clinical, financial, administrative,
and decision support systems -- offered on computers operating at
the client site, off-site, or as part of a distributed network --
as well as services that include system installation, support, and
education and a range of specialized computing services.
SMS applications are memory- and I/O-intensive and require quick
response times. For these reasons, the new VAX 6000 systems have
proven highly successful as the core of these critical systems.
Contact: Jim Griffin at DTN 337-4242
VAX/VMS IS THE PLATFORM OF CHOICE FOR SOFTWARE DEVELOPERS
Ross Systems, Inc., headquartered in Redwood City, California, is a
leading supplier of business application software and services to
users of Digital computers. The company develops and markets a
broad range of business solutions in three strategic environments
in the Digital marketplace: VMS, UNIX, and client/server. Ross
products encompass financial, human resources, and distribution
systems as well as manufacturing and public sector applications
complemented by a fourth generation application development language.
Ross Systems products and services are used primarily by financial
and other business executives in divisions and corporate headquarters
of Fortune 1000 companies requiring sophisticated business information
and reporting capabilities.
According to Dennis V. Vohs, Ross Systems chairman and chief executive
officer, "The VAX 6000 Model 600 is a powerful addition to the Digital
family. Our technical staff has been working with the Model 600 for
several weeks and reports that our customers should see a performance
enhancement of more than three times the VAX 6000 Model 400 in
running applications packages such as our core general ledger. The
performance partnership between Digital and Ross continues to supply
Fortune 1000 companies with the high-quality production environments
they require to support their growing information needs."
Contact: Ken Bock at DTN 521-6523.
VAX 6000 OFFERS OUTSTANDING PLATFORM FOR ORACLE
Oracle Corporation, headquartered in Redwood Shores, California, is
the largest supplier of DBMS software and the third largest software
and services company in the world. Oracle develops and markets an
integrated line of software products for database management, computer-
aided systems engineering (CASE), applications development, decision
support, and office manufacturing applications. Oracle products are
available on PCs, minicomputers, and mainframes, and Oracle is the
first and only open relational database to run on massively parallel
supercomputers.
"Digital's VAX 6000 Model 600 series offers users dramatic improvements
in price/performance," said Nimish Mehta, vice president, Oracle
Midrange Systems Group. "Digital has again demonstrated technological
leadership in symmetric multiprocessing performance, CPU expandability,
and VAXcluster support. Our initial evaluations have shown that this
combination of substantially increased CPU power and symmetric
multiprocessing will offer an outstanding platform for Oracle production
system environments." Added Mehta, "To complement Digital's impressive
price/performance, Oracle has announced an aggressive per user price
promotion for the VAX 6000 series."
Contact: Anthony Williams at 408-748-6823
ON OCTOBER 30 DIGITAL REGAINS PRICE/PERFORMANCE LEADERSHIP.
These sales success stories prove we're winning on price and on performance.
We can meet and beat the competitive hotboxes!
* The new VAX 6000-600 has the highest HIGHEST TPC-A performance (83.5 tps)
of any single processor system ever tested, INCLUDING RISC SYSTEMS FROM
IBM AND HP. It also offers the best TPS price/performance of any system in
its class.
* The new VAX 4000-500 has the highest TPC-A rating of any major
non-computer room system in the industry (62.4 tps): better than AS/400,
better than IBM RISC, better than HP RISC.
* The new VAXstation 4000, the replacement for our high volume PVAX
product line, breaks new ground with increased processor and graphics
performance.
* The VAXstation 4000 VLC, in two popular configurations, is an ideal
multi-windowed, networked VAX terminal with new low-cost packaging.
The new VS4000 VLC is a networked device with a new, low entry price
designed for incremental sales opportunities like upgrades for VAX CASE
developers using terminals. Additional targets include extending the life
of office systems by off-loading computing to the desktop.
Terminal CASE users with local programming requirements are ideal sales
targets and we this is the right machine to block SUN ELC.
* We are program announcing a VAX 9000 follow-on, offering higher performance
and improved price/performance, available in mid 1992.
VAX/VMS WINS WHERE PERFORMANCE AND PRICE/PERFORMANCE COUNTS.
Starting October 30th, VAX/VMS systems will compete dollar-for-dollar,
TPS-for-TPS, and MIP-for-MIP against the so-called hot boxes... and WIN! If
VAX/VMS performance and price/performance was ever an issue with your
customers or prospects, it won't be any more. Customers can now take
advantage of the advanced features of OPEN VAX/VMS while enjoying the BEST
multi-user price/performance in the industry.
Now you can sell customers what they have been asking for - The Performance
of RISC with the robustness of of OPEN VAX/VMS.
AVAILABLE NOW!
New VAXstation 4000, VAX 4000, and VAX 6000 are all available for Q2
DELIVERY. You'll find details on these and the other products you have read
about over the past several weeks in the October 28th Special Issue of
Digital Today.
THE COUNTDOWN CONTINUES
In less than a week, Digital will announce this price/performance
leadership along with NAS packages, Disaster Tolerant Computing and
User Based Licensing. Each one of these announcement elements reinforces
the Open Advantage messages we are delivering in all major business and
trade publications in the U.S. Use this advertising to your own advantage.
This October 30th announcement is the first of five Open Advantage
announcements scheduled for this fiscal year that will provide the proof
behind our advertising claims. Encourage your customers to demand proof
of Digital's Open Advantage. October 30 is the first installment in a
continuing series of proof-positive capabilities.
Distribution: (deleted)
|
| 38.4 | Open Advantage Flash: 13-Nov-91 | FSOA::KCHERNACK | Outlook determines outcome | Mon Nov 18 1991 10:35 | 121 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 13-Nov-1991 07:11pm EST
From: US_TEAM
US_TEAM@NEST@MRGATE@NRGATE@NRO
Dept:
Tel No:
TO: See Below
Subject: IMPORTANT ANNOUNCEMENT INFORMATION
**********************************************
* OPEN ADVANTAGE SELLING BULLETIN *
* ON *
* NEW RISC WORKSTATIONS AND SERVERS *
*___________________________________________ *
* URGENT: Distribute this OPEN ADVANTAGE *
* Flash To All Sales & Marketing Personnel. *
*------------------------------------------- *
* PREPARED BY: Rose Ann Giordano *
* @MRO DTN: 297-4049 *
**********************************************
ON OCTOBER 30TH THE PRESS AND ANALYSTS SAID, "DIGITAL ROARS ONTO THE
COMEBACK TRAIL." IF YOU THINK WE ARE ROARING NOW ... JUST WAIT UNTIL
DECEMBER 3RD.
On December 3rd, in San Francisco, Digital will announce the next step
in providing our customers with the Open Advantage. More than 500
reporters, analysts, customers, CSOs, and ISVs will gather to learn
about the strategies, services, and products that make Digital the
leader in Open Computing.
Here's what we're announcing:
* ACE-COMPATIBLE SYSTEMS WITH THE FUTURE BUILT IN
* WORKSTATION POWER FOR A PC PRICE
* OPEN MULTIVENDOR COMPUTING FOR UNIX
* SINGLE-SOURCE MULTIVENDOR SERVICES
During the next two weeks I'll be sending you a series of letters with
some of the details behind these four key December 3 messages. Be sure
to watch for the November 25 issue of "digital today" -- the entire
issue will be dedicated to bringing you all the details about the
December 3 announcements.
The announcement will be broadcast via DVN to the entire U.S. I
encourage you to attend the event and invite your customers. The DVN
is scheduled for 1:00 P.M. to 3:00 P.M. EST on December 3rd.
Here's an overview of what's behind the first key message --
SYSTEMS WITH THE FUTURE BUILT IN
********************************
On December 3, we are announcing three new RISC-based workstations and
three new servers. They are the DECstation 5000 Model 20 and 25; the
DECstation 5000 Model 240; the DECsystem 5000 Model 25; DECsystem 5000
Model 240; and the DECsystem 5900.
All of these new RISC systems are ACE-compatible. That means they are
based on the MIPS R3000 CPU, they use the TURBOchannel, SCSI, they run
ACE-compatible ULTRIX, and they will fit right in with the
ACE-compliant systems of the future. Today, Digital already offers
more ACE-compatible systems than any other vendor. Now, that family
has grown even larger and even better.
BUT THAT'S ONLY PART OF IT!
SOLVE CUSTOMER CONFUSION
************************
These new systems can solve what may be the biggest problem workstation
users face today: Technology Shock. That's the confusion users feel
when they see workstation technology doubling in performance every
year. They know that in a few short months new systems might not meet
their evolving needs. One way customers respond to Technology Shock is
Technology Shutdown -- they just don't buy.
Think of these new RISC systems as the cure for your customers'
Technology Shock. Each of these workstations and servers can adapt and
expand as technology advances. Each new system can be upgraded to the
next-generation MIPS R4000 CPU. The workstations offer five levels of
graphics performance -- no other vendor offers that. Today, with these
workstations users can upgrade their graphics with a simple card swap.
They can benefit from future advances in graphics and multimedia
tomorrow -- all in the same workstation.
That's what we mean by "THE FUTURE IS BUILT IN."
Can Sun, IBM, or Hewlett-Packard offer this? No way.
Here's more. Users can expand these new systems to include the most
memory and storage of any comparably priced RISC system on the market
today. With TURBOchannel, users can choose from a fast-growing
selection of third-party options.
Finally, these new workstations and servers give customers the ability
to change their minds without wasting their investment. That's because
the workstations can convert to servers, and vice versa.
Upgradeable. Convertible. Expandable. Options. That's what we mean
by "the future built in." Customers are tired of finding that last
year's hot box is this year's antique. With Digital's approach to RISC
systems design, last year's hot box is this year's hotter box, and next
year's even hotter box.
In a few days I'll write to you again, and describe how Digital, alone,
is bringing full workstation power to PC users -- while protecting
their investment in PCs.
Distribution: (deleted)
|
| 38.5 | Open Advantage: RISC Workstation | SISDA::CHERNACK | Outlook determines outcome | Tue Nov 26 1991 16:55 | 133 |
| From: NAME: DICS_DIST <DICS_DIST@NEST@MRGATE@NRGATE@NRO>
To: See Below
**********************************************
* OPEN ADVANTAGE ANNOUNCEMENT BULLETIN *
* ON *
* BREAKTHROUGH RISC WORKSTATION POWER *
* AT A PC PRICE *
*___________________________________________ *
* URGENT: Distribute this OPEN ADVANTAGE *
* Message To All Sales & Marketing Personnel *
*------------------------------------------- *
* PREPARED BY: Rose Ann Giordano @MRO *
* DTN: 297-4049 *
**********************************************
This is the second in a series of messages about the December 3rd
Open Advantage announcement.
The four key messages for December 3rd are:
* ACE-COMPATIBLE SYSTEMS WITH THE FUTURE BUILT IN
* BREAKTHROUGH RISC WORKSTATION POWER AT A PC PRICE
* BEST VALUE IN UNIX CLIENT/SERVER COMPUTING
* MULTIVENDOR COMPUTING MADE EASY
* SINGLE POINT OF ACCOUNTABILITY FOR SERVICE
Today I will focus on -- "Breakthough RISC Workstation Power at a
PC Price"
On December 3rd, Digital will announce the DECstation 5000 Model
20 workstation with pricing that starts at $3,995. That's not a
typo -- three thousand nine hundred ninety five dollars.
That's BREAKTHROUGH PRICING!
No one comes within $1,000 of that price.
IBM and Hewlett-Packard can't come within $6,000 of that price.
And Sun's lowest priced system -- for $4,995 -- just doesn't
compare.
This is a powerful, upgradeable, expandable RISC workstation,
with color available, for a PC price. If you load up a PC with
options, using every slot, you get to where this workstation
starts -- but you'd pay more. It extends Digital's leadership in
the low end of workstations.
AMAZING VALUE
*************
With this product, you can offer customers an amazing value.
It's fast -- 21.6 MIPS.
It supports fiber-optic technology for high-speed networking.
It offer six levels of graphics upgrades.
It includes color.
Memory and storage expansion that rivals systems at twice the
price.
That's BREAKTHROUGH EXPANSION AND UPGRADEABILITY.
NO DEAD-END
***********
The DECstation 5000 Models 20 and 25 are full-blown,
sophisticated, "real" workstations, not the bounded, dead-end
low-price systems our competitors offer. For demanding PC users
who are pressing the limits of their systems, the $3,995
DECstation 5000 Model 20 is the FIRST TRULY VIABLE UPGRADE PATH
to a workstation. No one else can provide this to customers
today.
PC APPLICATIONS RIGHT OFF THE SHELF
***********************************
But it takes more than just great hardware to satisfy PC users
who want to migrate to workstations. These users have made a
large investment in PC applications. They're used to them, they
like them, and they want to keep using them. That's why the
entire DECstation 5000 series is designed to run shrink-wrapped
PC applications right off the shelf. With the SoftPC V 2.0
emulation software, standard PC applications run with about the
same performance you'd see on a 386-based PC. Your customers can
keep using their favorite PC applications, but now they can also
choose from the 2800 ULTRIX applications -- and from the ACE
applications that will start showing up in 1992.
That's BREAKTHROUGH INVESTMENT PROTECTION.
It's an incredible deal for under $4,000. The DECstation 5000
Model 20 is really a RISC workstation with a PC built in, all at
a PC price.
Customers, ISVs, and CSOs who have seen this system can't believe
it. As one CSO said during the Technical Exchange in San Antonio
last month, "This system changes the rules in the low end. It
gives people a good reason to move from PC environments to a much
more powerful multi-user environment that supports the ability to
run their existing PC applications. Oh, we're going to have some
fun with this one!"
Changing the rules ..... having some fun ..... offering customers
much more power and capability at the price of a PC.
On December 3rd, Digital is going to redefine the low end of the
workstation market, and things will never be the same.
The DECstation 5000 Model 20 and 25 are the BREAKTHROUGH
WORKSTATIONS your customers have been waiting for.
PLEASE JOIN US FOR THE ANNOUNCEMENT DVN ON DECEMBER 3RD, AT 1 P.M.
EST. YOUR CUSTOMERS ARE ENCOURAGED TO ATTEND.
To Distribution List: (deleted)
|
| 38.6 | | GERBIL::11338::Beauvais | � | Mon Aug 31 1992 16:14 | 92 |
| Conference: US_SALES_SERVICE
Title: Open Advantage Selling Information
Number: 38.0
Author: FSOA::KCHERNACK
Date: 10/08/91
Time: 6:46:00 AM
Lines: 84
I N T E R O F F I C E M E M O R A N D U M
Date: 07-Oct-1991 08:37pm GMT
From: DICS_DIST
DICS_DIST@NEST@MRGATE@NRGATE@NRO
Dept:
Tel No:
TO: See Below
Subject: IMPORTANT ANNOUNCEMENT INFORMATION
**************************************************
* MAJOR OCTOBER PRODUCT AND SERVICE *
* ANNOUNCEMENTS *
*------------------------------------------------*
* URGENT: Distribute this Open Advantage Selling *
* Flash to all Sales and Marketing *
* personnel *
**************************************************
* THIS MEMO IS FROM DON ZERESKI *
**************************************************
On October 30, we will announce the first flight of products and
services that directly support our Open Advantage advertising
claims.
This will be one of the most significant announcements Digital
will make, so I wanted to write to you personally.
We will introduce and deliver major new OPEN TECHNOLOGIES,
OPEN BUSINESS PRACTICES and OPEN SERVICES that will
give you the demonstrable leadership you need to win.
These new capabilities will catapult us back to a leadership
position in the industry.
1. Customers will be able to take advantage of the advanced
features of Open VMS/VAX while enjoying the BEST price/performance
in the industry. BETTER PRICE/PERFORMANCE THAN RISC SYSTEMS
FROM IBM, HP AND SUN.
2. Customers will now be able to write applications only once
and have them play on VMS or ULTRIX and, in the future, ACE,
OSF1, Microsoft's NT and Sun. Most major desktop client devices
are supported. This delivery of NAS capability as a product
greatly simplifies the implementation of Open Systems
for our customers.
3. Customers will be able to buy just the amount of software
they need based on how they want to use our products with new
user-based layered software licensing.
4. Customer's IS managers will be able to distribute a clustered
system over multiple sites up to 25 miles apart. If one
building has a power failure, the computing automatically
switches to the operational site. This capability extends
our Disaster Recovery service offering.
5. TYING IT ALL TOGETHER WITH OPEN SERVICES enables all
customers to take full advantage of these new products and
obtain time and market advantage by our professional services
people.
WE INTEND TO COMPETE BASED ON OUR ABILITY TO MAKE OPENNESS WORK
FOR OUR CUSTOMERS AND NOW WE CAN PROVE IT!
On October 17th, a DVN with facilitated workshops will provide
in-depth details on these products and services. I recommend that
you contact your New Product Introduction Manager to find out where
this training will occur, sign up and attend this training.
You will also receive further information from Rose Ann Giordano
each week leading up to Oct. 30th.
We will then count on you to deliver the Open Advantage to our
customers and ... make the difference.
It's Ours to Win!
Regards,
Don
Distribution: (deleted)
|
| 38.7 | Is this new? | SCAACT::AINSLEY | Less than 150 kts is TOO slow | Mon Aug 31 1992 18:08 | 10 |
| > 4. Customer's IS managers will be able to distribute a clustered
> system over multiple sites up to 25 miles apart. If one
> building has a power failure, the computing automatically
> switches to the operational site. This capability extends
> our Disaster Recovery service offering.
I thought that's what MDF did????
Bob
|
| 38.8 | Huh?! | JMPSRV::MICKOL | I like my job, really... | Mon Aug 31 1992 19:53 | 6 |
| That memo from Zereski is from a year ago referring to the October 1991 new
product announcement. Why was it entered in here now?
Jim
|
| 38.9 | Maybe they are now just catching up with mail! | GUIDUK::MANN | | Tue Sep 01 1992 11:35 | 1 |
|
|
| 38.10 | La plus ca change | ACOSTA::MIANO | John - NY Retail Banking Resource Cntr | Tue Sep 01 1992 11:56 | 9 |
| > 2. Customers will now be able to write applications only once
> and have them play on VMS or ULTRIX and, in the future, ACE,
> OSF1, Microsoft's NT and Sun. Most major desktop client devices
> are supported. This delivery of NAS capability as a product
> greatly simplifies the implementation of Open Systems
> for our customers.
It's a year later an you still can't even write a DECnet program once
and have it run on VMS and Ultrix.
|
| 38.11 | Correction to note 38.6 | FSOA::KCHERNACK | Never wear a Speedo to a jury pool | Wed Sep 09 1992 16:27 | 5 |
| Hi. Don doesn't understand how note 38.6 was entered into the
conference. He was 'playing' with PATHWORKS notes that day. He is
sorry for the entry.
|