Conference ilbbak::us_sales_service

44.0. "Digital - Apple Agreement" by FSOA::KCHERNACK (Outlook determines outcome) Sun Oct 27 1991 08:35

(forwards deleted)
    
    *********************************************************
    **  Please note the request NOT TO DISCUSS EXTERNALLY  **
    **  UNTIL NOVEMBER 15TH.                               **
    *********************************************************
    

                  I N T E R O F F I C E   M E M O R A N D U M

                                        Date:     25-Oct-1991 10:16am EDT
                                        From:     Don Zereski @MRO
                                                  ZERESKI.DON AT A1 AT USCTR1 AT MRO
                                        Dept:     U.S. Area
                                        Tel No:   DTN: 297-7560

TO: See Below

Subject: APPLE AGREEMENT                                                        1

      I am pleased to inform you that we have completed our 
      negotiations with Apple to distribute and service Apple's 
      products in the U.S.  The Apple Sales force will work with 
      our Sales force to sell the Apple products in those major 
      accounts that have selected the Apple products versus 
      another PC.
      
      Digital will provide LAN interconnects, software, and 
      services.  The agreement enables Digital to provide our 
      major accounts with a complete portfolio of products, 
      services, and solutions.
      
      Should you have any questions, please contact either Jay 
      Atlas or Dennis Schneider directly.
      
      Regards,
      
      Don
      
      DZ:sam
      

Title:		Digital to Offer Selected Apple Products

Audience:	 All Sales and Sales Support


Charlie Liberty					Tom Austin
U.S. Desktop Marketing			 U.S. Operations
DTN:  264-3971					 DTN:  264-8471
@MKO						       @MKO
PCAS37::LIBERTY				    TRACTR::AUSTIN

"DO NOT DISCUSS EXTERNALLY BEFORE NOVEMBER 15"

Digital will enter into an agreement to offer a subset of the Apple Computer, 
Inc. product line to its large business customers in the U.S.  Once in place 
this agreement will open up many more opportunities for you to be the 
full-service desktop vendor for your customers � now you will be able to 
provide Apple products as well as a full suite of services to your customers 
looking for Apple integration solutions.

Apple discussed this agreement internally with their sales personnel on 
October 23.  A joint press release will be issued in mid-November.  Formal 
announcement will occur as part of a larger "Digital-Apple Alliance, Part II" 
announcement to occur in mid-December at DECUS.

A Sales Update article in December will describe the mechanics of the 
agreement, including information on the specific products to be offered, 
order administration, training, promotion, etc.  It is expected that Digital 
sales reps will be able to take orders for Apple products by the start of 
Q3FY92.

Your customers may hear about this agreement before the formal announcement.  
Here's how you should respond:

	o    When the Digital-Apple alliance was announced in January 1988, 
             it had two major goals:  address customer requests for better 
             integration and enable Digital and Apple to pursue business that 
             neither could alone.  The early focus of the alliance was on 
             product capabilities.  This next phase will focus on expanding 
             the relationship as well as additional product capabilities.

	o    Digital and Apple will announce the next phase in our joint 
             alliance in early December.  One part of that announcement will 
             involve the ability for Digital to provide selected Apple 
             products.


Current selling efforts with customers that include Apple products as part of 
the solution should continue and remain unaffected by this agreement.


Distribution:  (deleted)