| T.R | Title | User | Personal
Name | Date | Lines |
|---|
| 70.1 | DECworld Advisory #4: Invitation Process | FSOA::KCHERNACK | Fiche or Cut Byte | Thu Jan 23 1992 16:33 | 105 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 20-Jan-1992 09:13am EST
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
Dept: Sales Comm
Tel No:
TO: See Below
Subject: DECWORLD INVITATION/REGISTRATION PROCESS 1
DECWORLD ADVISORY #4
From DEB NICHOLLS, DECWORLD 92 CHAIRPERSON, @MLO
==============================================================================
DECWORLD '92 Invitation Process
Overview:
The planning of a worldwide, world-class technology event like DECWORLD '92
is an awesome task. But if the invitation process has not been thought out
thoroughly and does not function smoothly, customers do not come. Then, all
other aspects of planning go for naught; it's like spending a lot of time
and money planning a grand banquet and then having no one attend.
The invitation process for DECWORLD '92 is a well-integrated process that
was developed as a result of a good deal of feedback from the field sales
force through the worldwide area DECWORLD coordinators. A set of sales tools
has been designed to implement the invitation process so that it flows
smoothly for you.
The Invitation Process:
The process begins when you submit the names of your customers or prospects
to the DECWORLD Field Coordinators. They, in turn, input these names to the
DMO (Direct Marketing Organization ) invitation database. You must indicate
if you wish to deliver the invitation personally or have it mailed directly
from DMO. The cutoff date for submitting the names for direct mailing is
January 24th.
(Note that descriptions of geographic differences in the Invitation Process
will be found in Advisory #6.)
If you plan to hand carry the invitation, you next order the invitation
brochure (Part #EC-N0327-05)--which contains the official invitation letter
from Ken Olsen on page 1--from your Field Coordinator.
Before you deliver the Invitation Brochure, take the time to customize it
for your customer. Consider writing a cover letter, or use one of the
letters of invitation from the Industry Marketing groups that will be
available on VTX. Choose several of the DECWORLD program abstracts (also
available on VTX) that would appeal to your customer. This demonstrates that
you know and are concerned about his or her business needs, and gives the
customer a good business justification for attending.
You can obtain the abstracts from the VTX Bulletin Board as will be
explained in Advisory #5. If you spend the time matching up the program
abstracts with your customer's business problems, you'll reap some handsome
dividends.
Other Sales Tools that Support the Invitation Process:
An invitation video (in four different versions) and an overhead color
presentation provide you with flexibility within the process. You could, for
example, use these alternative tools to give presentations to a CEO's
technology staff members who you wish to invite to DECWORLD.
Another tool is the Impact Program. This program is designed to be used in
situations where it is very difficult to contact an executive. There are
three different campaigns in the program that are designed for executives in
different industries and with different problems; with each campaign, a
popular business book is mailed to the executive with a cover letter
inviting him or her to DECWORLD. This tool has proved very successful in
past situations where key executives were very difficult to contact. But to
get the most out of the program, you must qualify the executive thoroughly.
In addition, this program is very expensive to implement--so please use it
judiciously.
Registration for DECWORLD and hotels will begin on January 27 for customers
and sales. It will be managed by Rogal America, a firm specializing in event
registration. Using data from the DMO database, Rogal will expertly handle
the entire registration process in the United States and Canada and some
part of the process for Europe and GIA. Details on the various geographies
will appear in Advisory #6.
Note that Digital employees must use Rogal for all hotel reservations.
All during the invitation process, you can keep abreast of what is happening
by means of the DECWORLD VTX Bulletin Board. You can access the Bulletin
Board by means of the ACCESS MENU (Training and Events) or via the Corporate
VTX menu (Keyword DECWORLD). The DECWORLD Bulletin Board contains
information on program content, travel information, sales tools, the
invitation process, registration status, other news, and logistics.
If you use these tools as suggested, you'll find that the invitation process
runs smoothly and that you and your customer will be off to a good start for
DECWORLD '92.
Distribution: (deleted)
|
| 70.2 | DECworld US Advisory #6: Sales Tools | FSOA::KCHERNACK | Sometimes the mountain wins.... | Thu Feb 13 1992 19:47 | 117 |
|
I N T E R O F F I C E M E M O R A N D U M
Date: 13-Feb-1992 03:29pm EST
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
Dept: Sales Comm
Tel No:
TO: See Below
Subject: DECWORLD'92 SALES TOOLS
DECWORLD US ADVISORY #6
From DOUG SMITH, U.S. DECWORLD MANAGER, DTN: 297-3855, @MRO
============================================================================
This advisory describes the DECWORLD sales tools available to help you
invite and excite your customers and prospects. These tools include:
o VTX DECWORLD Bulletin Board
o Program Abstracts
o Invitation Videos*
o Invitation Overhead Presentation*
o Industry Specific Cover Letters
o Impact Program*
*Available through DECWORLD Field Coordinators--see DECWORLD VTX Bulletin
Board for listing of field coordinators.
VTX DECWORLD Bulletin Board
A VTX Bulletin Board is the central source of all news about DECWORLD '92.
This bulletin board provides program abstracts, travel information,
contacts, sales tools, the invitation process, advisories, press releases,
new clips, and logistics. You can access the DECWORLD Bulletin Board
through the ACCESS (under Training and Events) menu or directly from the
corporate VTX menu (Keyword DECWORLD or CALENDAR). The DECWORLD Bulletin
Board allows us to get information out to you quickly and to keep that
information current.
Program Abstracts
The program abstracts are contained on the DECWORLD Bulletin Board found on
VTX and are divided into the following seven categories:
o Departmental Applications
o Channels
o Industry
o Partners
o Product/Technology
o Services
o Target Audience
You can obtain copies of the program abstracts of interest to your account
through the DECWORLD Bulletin Board and include them the DECWORLD '92
Invitation Brochure.
Invitation Video
This video is an invitation from Ken Olsen to attend DECWORLD '92, which
you can use to kick off a DECWORLD presentation at a customer meeting.
There are four versions of this video and all four begin with the same
general messages. However, each of the videotapes ends with a different
message from Ken Olsen that is targeted to one of the four audiences: the
Fortune 1000 installed base, Fortune 1000 prospects, Small and Medium
Enterprise, and CSOs and their customers. All four versions of the video
are structured around a question and answer format. You should preview the
video before showing it to your customer to be sure that it fits in with
your strategy.
DECWORLD '92 Overhead Presentation
The DECWORLD '92 overhead presentation consists of a scripted presentation
and 12 color overheads that walk the customer through several compelling
reasons for attending DECWORLD '92. The presentation opens with an
overview of DECWORLD '92; proceeds to a discussion of the Open Advantage;
continues with a discussion of the solutions that your customer will see at
DECWORLD, and explains Digital's ability to integrate a multivendor
environment. The presentation also describes the DECWORLD '92 agenda,
promotes the Distinguished Speakers Program and, finally, encourages the
customer to register. You can use this color presentation to address small
groups that you are planning to invite to DECWORLD. The overhead
presentation will be available through DECWORLD Field Coordinators on or
about February 15. The presentation and script are also available on OPAL.
Industry Specific Cover Letters
Cover letters, under the signatures of Digital portfolio vice presidents or
Digital marketing executives, are available for your personal mailings of
the invitation brochures. You can obtain these letters from the DECWORLD
Bulletin Board by selecting the "Contacts and Sales Tools" option and then
the "Customer Cover Letters" option on the DECWORLD Bulletin Board menu.
Impact Program
We are using the Impact Program as one of the sales tools in the invitation
process. This tool, as many of you know, has proven to be very successful
in reaching senior executives who, historically, have been difficult to
contact. The DECWORLD version of the Impact Program consists of the
following three campaigns:
DECWORLD IMPACT CAMPAIGN TARGET AUDIENCE BOOK
Information Management CEOs and Vice Presidents The Corporation of
the 1990s
New Product Development CEOs, CIOs, and Vice 2020 Vision
Presidents
CSOs and their customers CEOs and Vice Presidents Bottom-Up Marketing
The Impact Program is available only through your DECWORLD Field
Coordinator.
|
| 70.3 | | JMPSRV::MICKOL | Greetings from Rochester, NY | Sun Feb 16 1992 01:16 | 8 |
| Are there any plans to have Sales Training prior to the official opening of
DECworld as we did the last time? This might have been discussed somewhere
in the various memos I've received about DECworld, but I don't recall seeing
any mention of it. Thanks.
Jim
|
| 70.4 | Two additional paths to DECworld information | FSOA::KCHERNACK | Sometimes the mountain wins.... | Tue Feb 25 1992 13:59 | 16 |
| Two other paths to DECworld '92 information are:
1. ACCESS
select option 6 Events and Training from the main menu
select option 16 DECWORLD '92 from the Events/Training menu
2. Corporate VTX
at the '$' type VTX DECWORLD
These two methods will position you in the DECworld infobase on the
same page.
Regards.
|
| 70.5 | Training for DECWORLD | GERBIL::MURPHY | Sue Murphy MKO2-2/D14 dtn:264-0723 | Tue Mar 10 1992 10:32 | 61 |
| This is in response to 70.3
I N T E R O F F I C E M E M O R A N D U M
Date: 09-Mar-1992 02:29pm EST
From: MICHAEL QUICK @MKO
QUICK.MICHAEL AT A1 at BRAT at MKO
Dept: SALES FOUNDATION TRAINING
Tel No: 264-8520
TO: susan h. murphy @mko
CC: bob hughes @mko
CC: john alexanderson @mko
Subject: Pre-DECworld Training Plans
Sue,
I was asked to provide a response to this inquiry since I am driving the
DECworld'92 Field Readiness Training Plan.
There will be three key deliverables prior to DECworld to help the Account
Selling Teams optimize the event:
1. An ACCOUNT VISIT PLANNER that will provide them with a summary of key
DECworld sessions and workshops mapped into target audiences/markets.
This will become a working document that can be used by the field to develop
customized agendas for their customers prior to arriving at DECworld.
Distribution will occur in mid to late March to all field offices.
2. Industry-focused videotapes: This will provide a review of key business
issues within the industry and how DECworld solutions will address these.
It will also offer additional planning information and identification of
industry-specific resources available to support the Account Teams within
this industry. Distribution will be in late March into the first week of
April and will go to Account Managers in the appropriate industries. At the
present time all IBUs are expected to participate in this project.
3. Industry DECworld Advice Packages: These are being developed by a number of
the IBUs to provide more specific planning information for the field around
sessions, workshops and demos coupled with some recommended "tracks" or
potential agendas for customers within different functions within the
industry.
Additional information has already been sent out to the field in the form of
Field Advisories, DECworld Sessions abstracts on VTX, Industry Advisories and
numerous other communications vehicles - many of which are available on-line
through VTX DECWORLD.
If you have any additional questions, please give me a call.
Thanks,
Mike
|
| 70.6 | DECWORLD Advisory #7: CSOs Invite Customers | FSOA::KCHERNACK | Sometimes the mountain wins.... | Wed Mar 11 1992 06:32 | 98 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 10-Mar-1992 03:18pm EST
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
Dept: Sales Comm
Tel No:
TO: See Below
Subject: U.S. DECWORLD ADVISORY #7
CSOs Invite Customers to DECWORLD
This advisory summarizes the Complementary Solution Organization (CSO)
invitation and registration processes. The purpose of this advisory is to
familiarize all Digital sales representatives with these processes.
Overview
********
This year CSOs will assume a larger role in DECWORLD by inviting and hosting
their customers and prospects at this unique business event.
Invitation of CSOs by Digital
*****************************
CSO Account Managers and Digital business managers are responsible for
inviting their customers to DECWORLD '92; CSOs who attended the recent CSO
Executive Seminar will automatically receive invitations.
DECWORLD '92 will last for three weeks, beginning on April 27 and ending on
May 15. CSOs are invited to attend DECWORLD during any of these three weeks.
CSO Invitation of their Customers
*********************************
CSOs will be responsible for inviting their customers and hosting them at
DECWORLD '92 (customers of CSOs will not require Digital escorts this year
as they have in the past).
This is the first time in the history of DECWORLD that CSOs will play a
major role as hosts for their customers during this world-class business
event. This new policy underscores the important role that CSOs play in our
overall sales and marketing effort.
As a guideline, we are recommending that each CSO invite up to 20 guests to
DECWORLD (this number is not a quota but a guideline).
Registration
************
Any CSO or CSO customer can register for DECWORLD simply by calling Rogal
America at 617-244-2800. They can also make their hotel reservations by
calling this number. CSOs and customers of CSOs do not need an invitation to
register; they just have to make the call to Rogal America.
We will respect the customer/supplier relationship for those guests invited
by the CSO. The names, addresses, and company affiliation of guests of CSOs
will not be included in any Digital marketing database. These guests are
guests of our CSOs, and we will respect this sales relationship both during
and after DECWORLD.
Resolution of Invitation Conflicts
**********************************
The objective of the CSO invitation program is to reach prospects and
customers who are not called on by the Digital sales organization. However,
cases may arise where the Account Selling Team (AST) invite the same
customer. If the Account Selling Team finds that a customer has been
invited by both Digital and the CSO, the account selling team should contact
the CSO and determine the best business approach to this situation.
CSO Activities
**************
A number of activities are planned for CSOs including:
o CSO focused sessions at the World Trade Center
o CSO breakfasts and receptions
o "Spirit of Boston" dinner cruises
o Presidents Dinner for distributors hosted by Ed Kamins, Vice President,
U.S. Distributor Sales
In general, the CSO invitation and registration processes for DECWORLD are
similar to those for other categories of Digital customers. New for DECWORLD
'92 is the fact that customers of CSOs can be invited to DECWORLD and, once
there, hosted by the inviting CSOs.
CSO Contacts
************
If you have any questions on CSO participation in DECWORLD, you can contact
Bill Troy at DTN 276-8112 (outside no.: 508-249-8112) or Frank Stama at DTN
264-0950 (outside no. 603-884-0950).
|
| 70.7 | ENVIRONMENT Experience at Decworld '92 | CTOAVX::BRAVERMAN | Sounds like assonance to me... | Fri Mar 20 1992 18:21 | 369 |
|
I N T E R O F F I C E M E M O R A N D U M
Date: 20-Mar-1992 04:17pm EST
From: Jan Tuttle
TUTTLE.JAN AT A1 at MR4DEC at MRO
Dept: Environment Bus Dev Mgr
Tel No: 297-9255
TO: See Below
Subject: ENVIRONMENT Experience at DECworld '92 1
Attached is a summary of the Environment program for DECworld '92.
This program is also described within both the Chemical and Oil & Gas
DECworld advice packages.
We are committed to work with you to support meetings with you and
your accounts on the floor of DECworld, to include Digital, Arthur D.
Little, Automated Compliance and/or ERM resources. To make that
happen, please contact Roger Nielsen @MRO - 297-5563 or 508/467-5563.
Regards, jan
THE ENVIRONMENT EXPERIENCE AT DECWORLD '92
April 27 - May 15, 1992
World Trade Center
Boston, Massachusetts
Our Goal:
Digital's goal in the Environment market is to profitably supply
technology and expertise to positively impact the global environment.
The DECWORLD '92 Experience:
The Environment activities, sights, and sounds at DECWORLD '92 are
designed to show your customers that Digital is serious about our
commitment to the environment, not only as a provider of information
technology to solve environmental problems, but also as a responsible,
global citizen.
This brief summary describes the Environment seminars, workshops,
demonstrations, and special exhibits that are available to you and
your customers at DECWORLD '92. Members of Digital's Environment
Business Unit, Corporate Waste Management, and Environmental Health &
Safety will be available on the DECWORLD floor to talk with your
customers.
DECWORLD '92
ENVIRONMENT OVERVIEW
SPECIAL EXHIBITS - Look for these exhibits in public spaces at DECWORLD.
o What Is Digital's Corporate Commitment to the Environment?
Digital's commitment to the environment begins internally with our
own commitments, technologies, solutions, and people. This exhibit
illustrates through the use of photography, actual "artifacts", and
text, Digital's programs for waste minimization and recycling,
corporate environmental initiatives, corporate contributions to the
environment, and the Digital employees and organizations who have
had a significant, positive impact on their local and/or global
environments.
o Global Warming Exhibit
This interactive video exhibit was developed by Digital Equipment
Corporation, the National Center for Atmospheric Research and the
Association of Science-Technology Centers. It will be part of a
traveling exhibition, "GREENHOUSE EARTH", which will be at the
Boston Museum of Science, June 8 - August 30, 1992.
o Did You Know ...? Facts About the Environment
Interesting, unusual facts about our global and corporate
environment. Look for the video trees ...
ENVIRONMENT/GIS SESSIONS, WORKSHOPS AND DEMONSTRATIONS
Abstracts of the Environment/GIS sessions, workshops and
demonstrations can also be found on VTX.
Environmental Compliance
Seminar: How Can I Use Information Technology to Manage
Environmental Data As A Strategic Corporate Asset?
Presented by Foster Knight, Corporate Environmental
Counsel, Digital Equipment Corporation and Steve
Poltorzycki, Arthur D. Little
Demos: How Can I Manage Environmental Data To Meet Growing
Regulatory Requirements?
DECimage Express featuring MSDS documents from Digital's
Augusta, Maine facility. (Located in Imaging Area)
Environmental Monitoring & Control
Workshop: Environment Information. How Can I Manage It More
Effectively?
Presented by Jan Eklund, Environment IBU, Environmental
Monitoring Marketing Manager and Michael Adams, European
Environmental Marketing Manager.
Demos: How Can I Monitor Air and Water Pollution and Save Money
Using Information Technology to Achieve Better Air and
Water Quality?
How Can I Manage Environmental Data To Meet Growing
Regulatory Requirements?
Geographic Information Systems (GIS)
Workshop: How Do I the Most Out of My Geographic Information System?
Presented by Dave Donelan, Environment GIS Marketing
Manager and Rick Nicholson, Utilities GIS Marketing
Manager.
Demos: Solving Environmental Problems Using a Multimedia-based
Geographic Information System
How Can I Have Access to Detailed Maps On My Desk Without
the Mounds of Paper?
ENVIRONMENT/GIS ABSTRACTS -- SEMINARS, WORKSHOP, DEMONSTRATIONS
These abstracts are also located on the VTX DECWORLD '92 infobase.
Environmental Compliance
Format: Seminar
Schedule: 1:10 p.m. Every Monday, Wednesday, and Friday
Title: How Can I Use Information Technology to Manage
Environmental Data As A Strategic Corporate Asset?
Audience: Plant Managers, Division and Corporate Executives
Abstract: The "Environment" is a boardroom issue for manufacturing
companies. Virtually everything that goes on in the
manufacturing plant, from product discovery to plant and
process design, from production to delivery of products,
has an impact on environmental quality. Ensuring plant
safety, compliance and effective environmental management -
all dependent on effective management of environmental data
- is one of the Plant Manager's highest priorities. At the
Division and Corporate levels, management of environmental
data is increasingly essential to top management's mission.
This session shows you important relationships between
superior environmental management and advanced use of
Information Technology -- how to manage your environmental
data as a strategic corporate asset.
Format: Demonstration
Title: How Can I Manage Environmental Data to Meet Growing
Regulatory Requirements?
Audience: Environmental/Health Safety Professionals, Plant
Management, Division and Corporate Manufacturing Executives
Abstract: This demonstration features a prototypical enterprise
environmental information system that allows access to data
on air and water quality, waste, and raw material usage
data. Managing this information helps you address your
environmental regulatory compliance and risk management
needs.
Monitoring and Control
Format: Workshop
Schedule: 3:10 p.m. Every Monday, Wednesday, and Friday
Title: Environment Data? How Can I Bring It All Together?
Audience: Environmental Managers from Utilities, Federal Government,
State and Local Government, Regional/Provincial Government,
Environmental Health & Safety Professionals, Plant
Managers, and Division and Corporate Manufacturing
Executives
Abstract: Environmental managers need easy access to information in
order to prepare environmental impact studies, to answer
public information requests, to assess the impact of new
legislation on air or water discharges and for other
business challenges. In most enterprises and public
agencies, environmental data resides on a mix of
unconnected, multivendor computing platforms. This
fragmented computing infrastructure creates resource
inefficiencies and communication barriers at all levels of
the organization.
Enormous opportunities exist within your organization for
improved environmental information management. This
workshop presents an exciting opportunity to define a
vision and set directions for integrating data, text,
tables, images and graphs into an easy-to-use, flexible,
distributed network based on Digital's client/server open
systems computing.
Seeing and discussing how other customers have successfully
brought together their environmental information is a good
opportunity to learn and share experience.
This workshop features a prototypical enterprise
environmental information system and a state-wide
environmental information system which allows access to
state-wide data on air, water, soil, waste, forestry,
agriculture and food quality data. Parameters include
different chemical pollutants, radioactivity and waste.
Monitoring and Control (cont'd)
Format: Demonstration
Title: How Can I Manage Regulatory Compliance Information That Is
Critical For Meeting Regulatory and Management
Requirements?
Audience: Environmental/Health Safety Professionals, Plant
Management, Division and Corporate Manufacturing Executives
Abstract: This demonstration features a prototypical enterprise
environmental information system which allows access to
data on air and water quality, waste and raw material usage
data.
Format: Demonstration
Title: How Can I Monitor Air and Water Pollution and Save Money
Using Information Technology to Achieve Better Air and
Water Quality?
Audience: Managers of Utilities, State Air Quality Managers, Plant
Managers, Environmental Laboratory Managers
Abstract: Monitoring equipment and software applications will
demonstrate how air and water quality are monitored, and
how you can log, analyze, review and use the information
collected to minimize pollution. This environmental data is
one of your corporate assets; used by management to include
in regulatory compliance reporting on air and water, and
used by others within your organization to control your
operation processes.
In the U.S., the Clean Air Act provides incentives to
companies who take voluntary emission reduction measures.
To qualify, companies must collect baseline data and
monitor the effect of equipment improvement or procedure
changes. For example, to control emissions that contribute
to acid rain, the Clean Air Act Amendment Title IV calls
for reduction of sulfur dioxide emissions from fuel burning
plants. The Act also implements a market-based allowance
trading system that will provide the power plant with
maximum flexibility in reducing emissions.
CSOs: Environmental Systems Corporation (ESC)
Chesapeake Software, Inc.
Millipore, Waters Chromatography Division
Geographic Information Systems (GIS)
Format: Workshop
Schedule: 4:10 p.m. Every Monday, Wednesday, and Friday
Title: How Do I Get the Most Out Of My Geographic Information
System?
Audience: Senior decisionmakers involved with geographic data
management. Focus on government and utilities.
Abstract: Geographic data management is increasingly becoming
critical to productivity within government and industry.
Today, many of these organizations are turning to
Geographic Information Systems (GIS) to deliver vital
products and services to their respective
customers/constituents. To maximize productivity, a GIS
needs to be carefully planned and implemented using a
standards based approach to ensure that investments that
are made today are preserved and that the system grows as
needs change in the future.
GIS implementation roadblocks will also be discussed along
with the characteristics of a successful project. Examples
will be cited where Digital has worked with customers an
and solution partners to implement Geographic Information
Systems to solve specific business problems.
Format: Demonstration
Title: Solving Environmental Problems Using a Multimedia-based
Geographic Information System
Audience: o Government users of Geographic Information Systems (GIS).
o Government decisionmakers involved with natural resource
management.
o Individuals involved in Superfund cleanup and others who
need to visualize the distribution and movement of
pollutants in air, soil, ground and surface waters in
relationship to the surface and underground features.
Abstract: In the context of Natural Resource Management, this
demonstration shows the integration of the latest
multimedia capabilities from Digital such as full motion
video, audio, imaging and animation, with a Geographic
Information System (GIS). 3D analysis and visualization
software is used to clearly present complex field data and
computer simulated information for use by agency officials
and the public.
Viewers of the demonstration will be asked to use the
advanced technology to solve a specific environmental
problem.
CSOs: Applied Geographics, Inc.
Dynamic Graphics, Inc.
ESRI, Inc.
ENSR Engineering and Consulting
Erdas, Inc.
Pacific Meridian, Inc.
Format: Demonstration
Title: How Can I Have Access to Detailed Maps On My Desk Without
the Mounds of Paper?
Audience: Individuals who have a need to use detailed US Street Maps
Abstract: Street Atlas USA is a massive geographic database that
contains detailed maps of the United States. Simply by
typing in a phone number, a place name, or a zip code you
can zoom in on a color, street-level map anywhere in the
United States. Maps include city and town names; highway
symbols, street and road names; railroads; mountains,
rivers, lakes and streams; and more.
CSO: DeLorme Mapping, Inc.
Distribution:
-removed-
|
| 70.8 | DECWORLD ADVISORY #8: Distinguished Speakers Program | FSOA::KCHERNACK | I/O everybody! | Tue Mar 24 1992 12:33 | 87 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 23-Mar-1992 09:42am EST
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
Dept: Sales Comm
Tel No:
TO: See Below
Subject: DECWORLD ADVISORY #8 -- DISTINGUISHED SPEAKERS PROGRAM
DECWORLD US ADVISORY #8
From DOUG SMITH, U.S. DECWORLD MANAGER, DTN 297-3855, @MRO
============================================================================
This advisory gives you a brief introduction to the Distinguished Speakers
Program at DECWORLD '92 and a roster of the speakers involved in the
program. This advisory was prepared by Barbara Middlekauff, Corporate Public
Relations, DTN: 223-4164.
THE DISTINGUISHED SPEAKERS PROGRAM
Our Distinguished Speakers bring a broad range of knowledge and experience
to DECWORLD '92. The program will be scheduled each day, Monday through
Thursday, 5:00 to 6:00 p.m., throughout DECWORLD.
The program will be held in the pavillion directly across from the World
Trade Center; 1,500 guests will be able to view the speaker at this
location. The doors will open at 4:00 p.m., and admission is by customer
badge. Digital personnel will be admitted based on available seating.
Speaker biographies are available on the DECWORLD VTX Bulletin Board.
SPEAKER ROSTER
April 27 William Gates
CEO, Microsoft
April 28 Dr. Henry A. Kissinger
Former Secretary of State
April 29 Dr. C. Everett Koop
Former Surgeon General
April 30 Chancellor Helmut Schmidt
Former Chancellor of Germany
May 4 Robert Reich
Global Economist
May 5 Dr. Michael Hammer
Information Systems Expert
May 6 Diane Ravitch
Assistant Secretary of Education
Research and Improvement, and
Counselor to the Secretary at
the U.S. Department of Education
May 7 Michael Oppenheimer
Senior Vice President and Senior
Scientist Environmental Defense Fund
May 11 Oleg Kalugin
Major General, Russia
Former Head of KGB
Counter-intelligence Service
May 12 Linda O'Bryon, Editor of the Nightly
Business Report, interviews with
Lester Thurow, Economist and Dean,
Sloan School of Business, MIT and
Dr. Walter Williams, Professor of
Economics, George Mason University
May 13 Caspar Weinberger
Publisher of Forbes Magazine, Former
Secretary of Defense
May 14 Carl Rowan
Syndicated Political Columnist
|
| 70.9 | DECWORLD Advisory #9 - Visit Planning Guide | FSOA::KCHERNACK | I/O everybody! | Thu Mar 26 1992 13:16 | 60 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 26-Mar-1992 09:57am EST
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
Dept: Sales Comm
Tel No:
TO: See Below
Subject: US DECWORLD ADVISORY #9--VISIT PLANNING GUIDE
From: Doug Smith, U.S. DECWORLD Manager @MRO 297-3855
This advisory introduces the Visit Planning Guide and provides a procedure
for using the guide. You will be receiving the Visit Planning Guide by
Monday, March 30.
Purpose of the Visit Planning Guide
***********************************
The DECWORLD Visit Planning Guide helps you assist your customers so they
gain the maximum benefit from their DECWORLD visit.
We're all facing the same challenges: a troubled economy; changing
industries and marketplaces; intense worldwide competition; and pressure on
revenues and profits. The DECWORLD sessions and workshops address these
challenges and the Visit Planning Guide shows how. With the planning
guide, you can focus on the particular challenges that face your customers
and highlight the seminars and workshops that address those challenges.
Use of the Visit Planning Kit
*******************************
Use the Visit Planning Guide in one-on-one meetings with your customers so
you can provide them with a productive agenda at DECWORLD. The following
procedure may be helpful to you when employing the guide:
o List current projects within your account.
o Scan the listings of sessions and workshops in the kit.
o Select topics that will interest your customer.
o Highlight topics that will introduce new concepts to your customer.
o Prior to your meeting, pull selected session and workshop abstracts from
the VTX DECWORLD Bulletin Board.
o Visit your customer to discuss key sessions and workshops.
o Visit your customer again with additional abstracts, if necessary.
o Fill out DECWORLD AGENDA sheets with your customer.
Leave enough time in each agenda for demonstrations that support the
presentations and discussions with experts on the DECWORLD floor. Select
appropriate items from the Product, Services, and Industry
Breakfasts/Special Events menu.
The opportunities worksheet provides space to capture the new opportunities
you and your customer will discover at DECWORLD.
The Visit Planning Guide will provide you and your customers with a
profitable and enjoyable business experience at DECWORLD '92.
|
| 70.10 | DECWORLD Advisory #10 - Hotels, Air Travel, and Ground Transportation | FSOA::KCHERNACK | I/O everybody! | Sat Mar 28 1992 07:07 | 134 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 26-Mar-1992 05:09pm EST
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
Dept: Sales Comm
Tel No:
TO: See Below
Subject: US DECWORLD ADVISORY #10--HOTELS, AIR TRAVEL, & GROUND TRANSP
From: Doug Smith, U.S. DECWORLD Manager @MRO 297-3855
This advisory describes the process for making hotel reservations, provides
information on air travel to DECWORLD '92, and describes the arrangements
for ground transportation. It also describes guidelines for planning your
visit to DECWORLD. Account teams should follow these guidelines when
planning their DECWORLD '92 visit.
Please note that the special discount arrangements with hotels expire on
April 6 so you and your customers should make their hotel arrangements no
later than April 3.
Airlines
********
To make it easier to attend DECWORLD '92, discount airfares will be
available to all customers, Complementary Solution Organizations (CSOs),
the press, consultants, and analysts. Agreements are in place with American
and Delta Airlines, and other carriers will be available. Details will be
provided to attendees at the time of their registration with Rogal America.
All air travel arrangements for employees attending DECWORLD '92 must be
reserved through a Digital-approved travel vendor. Employees should notify
the travel agent that they are attending DECWORLD '92 to obtain the proper
discount. Travel arrangements should be made as early as possible to
maximize the discount.
Ground Transportation
*********************
Local transportation at DECWORLD will consist of bus transportation to take
people from their hotels to the World Trade Center and return them to their
hotels. The bus service will start at 6:00 A.M. and run until 10:00 A.M. on
a daily basis; there will be no bus service between 10:00 A.M. and 4:00
P.M.
Bus service will resume at 4:00 P.M. and continue until 8:00 P.M. to
accommodate guests who wish to attend after-hours events like the
Distinguished Speakers Program or special dinners. We will also provide bus
transportation for those people who are going out on the "Spirit of
Boston", which will leave after the Distinguished Speakers Program at 6:15
P.M. Bus service will also be available to take guests back to their hotel
when the "Spirit of Boston" returns at around 9:30 P.M.
There will also be two water shuttles running on Boston Harbor from 6:00
A.M. to 10:00 P.M. Monday through Friday: one will run between Logan
Airport and the World Trade Center; the other will run between the Marriott
Long Wharf and the World Trade Center. During the middle part of the day,
from 10:00 A.M. to 4:00 P.M., there will be one water shuttle that will
make the complete loop from Logan Airport to the World Trade Center and
then to the Marriott Long Wharf. A schedule will be provided at the
DECWORLD '92 hospitality desk at each hotel.
For people who would like to use public transportation to travel into
Boston, the MBTA (Massachusetts Bay Transit Authority) has a Pass Program
with three- and seven-day passes, which allow unlimited travel on the MBTA
system during the time period of the pass. These passes may be purchased
at any MBTA station. They are also available by calling (617) 722-5503.
Commuter Rail pass books are also available, with 12 tickets for the price
of 10. These discount books are available at North Station, South Station,
and Back Bay Station.
We have planned ground transportation so that you will not need to rent a
car or pay for parking a rental car in the very limited parking lots at the
World Trade Center. If you need automobile transportation, we will have
limousines and full-size cars available from Boston Coach, Avis rental cars
(for short-term rental), and cabs available.
Lodging
*******
A number of hotels have been selected to accommodate DECWORLD '92
attendees. You and your customers should make your reservations no later
than April 3 because on April 6 the special rates expire. On April 6, you
and your customer will pay full rates--which are $10 - $20 per night
higher. You can save $10 to $20 per night on hotel expense--a direct bottom
line benefit. In addition, the earlier you and your customers book your
hotel space the greater the chance of getting your hotel of choice. All
rooms must be guaranteed with a credit card. Check-in is 3:00 p.m. and
check-out is 12:00 p.m. All room reservations are on a first-come
first-served basis and the rooms you and your customers are assigned
depends on the availability of rooms.
The entire registration process and lodging assignments for all customers
and employees will be handled by Rogal America. Rogal will need all
reservation information: name, company, address, telephone number,
arrival/departure, and credit card number to secure the hotel reservation.
Sales personnel should contact their DECWORLD coordinator if they have any
questions regarding registration and hotel assignments. (See the DECWORLD
VTX Bulletin Board for a listing of worldwide DECWORLD coordinators.)
Hotels have been assigned by industry portfolio and region. Sales
representatives should book their reservations at the designated hotel. All
employees will be share a room with another Digital employee of the same
sex. This policy will reduce expenses and increase the number of hotel
rooms available for customers. Each employee should be prepared to give the
Rogal America agent the roommate's badge and his or her last and first
name. All roommates must arrive and depart within one day of each other.
Employees who do not have a roommate preference will be assigned a roommate
based on arrival and departure dates, male, female, smoking and non-smoking
criteria. Medical exceptions must be sent in writing from Digital
management to the DECWORLD '92 Registration Manager Sue Vezina @MKO.
Rogal America Inc. will confirm to employees directly in writing their
DECWORLD '92 attendance and/or hotel reservation within 72 hours. All
changes and cancellations will also be confirmed in writing.
All U.S. and Canadian attendees should call Rogal America Inc. directly for
changes or cancellation to their DECWORLD '92 attendance or hotel
reservation (For visitors from the United States the Rogal telephone number
is 617-244-2800 and for visitors from Canada it is 617-244-2500). All
changes and cancellations will be confirmed in writing by Rogal America,
Inc.
Rogal America will have travel directors in each hotel lobby to assist you
with housing issues.
Please contact your local DECWORLD field coordinator if you have additional
questions.
Distribution: (deleted)
|
| 70.11 | DECWORLD Advisory #11 - Special Events | FSOA::KCHERNACK | I/O everybody! | Sat Apr 04 1992 11:50 | 61 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 03-Apr-1992 02:33pm EST
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
Dept: Sales Comm
Tel No:
TO: See Below
Subject: US DECWORLD ADVISORY #11 - SPECIAL EVENTS
From DOUG SMITH, U.S. DECWORLD MANAGER, DTN: 297-3855, @MRO
For information call Bev Mansfield, DECWORLD Special Events Manager,
DTN: 297-6584, @MRO
============================================================================
This advisory briefly describes Special Events that will take place at
DECWORLD '92.
Overview
********
Account Teams should view Special Events as an opportunity to enhance and
complement their customer's total DECWORLD '92 experience by letting
customers meet informally with industry leaders and peers. Special Events
seating will fill quickly, so Account Teams should review the total list of
Special Events on VTX and request invitations today.
Special Events are activities that occur before or after the normal hours of
DECWORLD '92. Formats for Special Events include industry breakfasts,
receptions, and dinners. Each Special Event is described in an abstract
designed to attract a target audience of customers, sales, and Complementary
Solution Organizations (CSOs). Special Events take place at the Boston World
Trade Center, nearby hotels, and other locations including the Computer
Museum, the New England Aquarium, and the J.F.K. Library. The sponsoring
organization pays for the Special Event.
At DECWORLD '92 there are more events and a broader selection of topics on
customer issues than ever before; you should take care to select those that
are most most appropriate for your customer. In addition, account teams need
to identify those events that are most useful to their accounts based on
current business issues, and request invitations from the sponsors. In
making your request to the sponsor, simply send mail or call the sponsor.
Include your customer's name and title, your name, your ALL-IN-1 electronic
mail address or VMSmail address, and your telephone number.
Once received, your request will be reviewed by the sponsor. If the sponsor
agrees to your request, a written memo will be sent confirming attendance at
the Special Event. Please do not set expectations with your customer until
you have received written confirmation from the sponsor.
See the VTX DECWORLD Bulletin Board for a complete listing and description
of the Special Events scheduled for DECWORLD '92; see also the special
DECWORLD insert in the March 23 edition of "Digital Today". Your field
coordinators also have suggestions on Special Events for your customers. If
you have additional questions, please call your DECWORLD field coordinator
or Bev Mansfield at @297-6584, E-MAIL: @MRO.
|
| 70.12 | DECWORLD ADVISORY #12 - VTX Bulletin Board Update | FSOA::KCHERNACK | Better questions.. better answers | Wed Apr 15 1992 17:03 | 197 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 15-Apr-1992 12:22pm EDT
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
Dept: Sales Comm
Tel No:
TO: See Below
Subject: US DECWORLD ADVISORY #12 - UPDATES TO VTX BULLETIN BOARD
From DOUG SMITH, U.S. DECWORLD MGR, @MRO, DTN: 297-3855
===========================================================================
This advisory specifies information that has been updated or added to the
DECWORLD Bulletin Board recently. The information can help you plan your
customer visits.
DECWORLD WORKSHOPS, SEMINARS, AND DEMONSTRATIONS
Cancellations
The following DECWORLD events have been canceled. Check the workshops,
seminars, and demonstrations on this list against the ones that you have
scheduled in your Visit Planning Guide. If any of your scheduled events
have been canceled, notify your customer immediately and schedule a
suitable replacement, using the Visit Planning Guide and the program
abstracts.
o AE010 Workshop - DIGITAL'S EDA VENDOR PARTNERS AND CONCURRENT
ENGINEERING
o DS-S5 Seminar - DIGITAL'S GLOBAL BUSINESS SUPPORT, EXPERTISE AND
RESOURCES
o ISS07 Demonstration - FIND WHAT YOU NEED AT DECWORLD
o ISS08 Demonstration - USE DIGITAL'S VOICE:Mail GUEST SERVICES AT
DECWORLD '92
o TRA003 Workshop - HOW DO I INCREASE THE CAPACITY OF MY RAIL NETWORK
WHILE PROVIDING A HIGHER LEVEL OF SAFETY (SECURITY)?
o USS010 Seminar - DIGITAL'S STRATEGIC OPEN SYSTEMS DIRECTION
Additions
The following seminars and demonstrations have been added to the list of
DECWORLD events. These additions could possibly be used to replace canceled
or rescheduled events or replace events you have already scheduled. So,
review this list, and compare it to what you have scheduled in the Visit
Planning Guide to see if any of these additions could be of help to your
customer.
o MFG010A Demonstration - WHAT APPLICATION SOLUTIONS SHOULD I CHOOSE
(focus on Process Industries)
o MFG010B Demonstration - WHAT APPLICATION SOLUTIONS SHOULD I CHOOSE?
(Focus on Distribution/Logistics & Sales/Mktg
o MFG010C Demonstration - WHAT APPLICATION SOLUTIONS SHOULD I CHOOSE?
(Focus on Discrete Industries)
o MFG010D Demonstration - WHAT APPLICATION SOLUTIONS SHOULD I CHOOSE?
(Focus on Discrete Industries)
o SDS044A Seminar - HOW CAN I EXPAND INTO CENTRAL AND EASTERN EUROPE AND
THE COMMONWEALTH OF INDEPENDENT STATES? @2:10 M/W/F
o SDS044B Seminar - INVESTING AND EXPANDING IN AFRICA, THE MIDDLE EAST,
THE BALKANS AND BALTIC COUNTRIES @2:10 Tu/Th
o TRA015 Demonstration - IMPROVE THE COST-EFFECTIVENESS, EFFICIENCY, AND
QUALITY OF MY AIRCRAFT MAINTENANCE Service
o USS008 Seminar/Demonstration - DIGITAL'S WINDOWS NT STRATEGY @10:10
M/W/F
Schedule Changes
The following schedule changes have been made. These changes can seriously
disrupt the planning you have done and disappoint your customer by causing
scheduling conflicts. You will, therefore, want to check these changes
against what you have scheduled in your Visit Planning Guide to see if your
customer is affected. If this conflicts with your scheduling plan, notify
your customer immediately. Then, working with your customer, try to
reschedule a comparable seminar, workshop, or demonstration.
o TRA014 Seminar - WHY CREATE ONE ELECTRONIC LINK BETWEEN SHIPPERS AND
CARRIERS? Rescheduled Tues/Thurs 11:10AM
o ISS061 Seminar - HOW TO QUANTIFY THE CONTRIBUTIONS OF INFORMATION
SYSTEMS TO THE BOTTOM LINE - Offered daily at 3:10 (not hourly)
o WIN001 Seminar - HOW DO I MEET THE INCREASING BUSINESS CHALLENGES OF
GLOBALIZATION? - Changed to 3:10 M/W/F
o TC003 Seminar - SYSTEMS INTEGRATION IN THE TELECOMMUNICATIONS INDUSTRY,
AN INTERNATIONAL PERSPECTIVE - Correct time 1:10-1:50
o ISS057 Workshop - HOW HEALTHY IS MY INFORMATION TECHNOLOGY ENVIRONMENT?
Offered every hour, 10 past each hour (except 12:10)
o PB0005 Demonstration - "ALPHA IN ACTION" is no longer a seminar. The
showcase has been moved to a continous demonstration, available all day.
o HP005 - HOW CAN STATISTICAL ANALYSIS AND MATHEMATICAL TOOLS IMPROVE MY
PRODUCTIVITY? - Time is 1:10 and M/W/F only
o VIP104 Seminar - HOW DO I WIN INCREMENTAL BUSINESS WITH DIGITAL'S
TERMINALS AND PRINTERS? - @3:10
o HP002 Workshop - SEISMIC PROCESSING AND SIGNAL PROCESSING USE SIMILAR
ALGORITHMS, BUT HOW DO I CHOOSE THE TECHNOLOGY AND APPLICATIONS THAT
SOLVE THEM THE BEST? @1:10, Tu/Th only
o M&G003 Workshop - HOW CAN INTEGRATED INFORMATION MAXIMIZE POTENTIAL IN
THE METALS AND GLASS INDUSTRIES? M/W/F only
o PHARM014 Workshop - HOW CAN I IMPROVE THE PERFORMANCE OF MY LABORATORY
THROUGH AUTOMATION AND IMPLEMENTATION OF AN ELECTRONIC NOTEBOOK? @4:10
o TC023 Workshop - HOW CAN I USE INFORMATION SYSTEMS TO MANAGE FRAUD?
M/W/F only
NOTE: All seminars and workshops are scheduled to begin at ten minutes past
the hour, and run for 40 minutes, with two exceptions:
- BAN013 Workshop - WORLDWIDE ISSUES AND TRENDS IN FINANCIAL
SERVICES: AN EXPERT DISCUSSION - 1/2 hour
- SL002 Seminar - STRATEGIC COMPUTING IN STATE AND LOCAL GOVERNMENT:
APPLYING INFORMATION TECHNOLOGY TO REVITALIZE THE ENTERPRISE -
Scheduled for 2 hours @3:10 W
CHANGES IN PRINTABLE FILES
Because of the the block size of many of the files requested, changes have
been made in the way that files can be printed.
- Individual Program Abstracts can still be ordered in ASCII or
PostScript from the abstract text screen.
- Using Option #12, Order Printable Files, you may order a complete
Program Abstract file in alpha/numeric order or a group of abstracts,
for example, Health Care.
- A public directory has been set up to maintain larger files. Included
in the directory are various cross reference listings, files of
overall groupings, e.g. Product Technology and the full book of cross
referenced abstracts, including Table of Contents.
To view the file names, size and creation date type at your DCL prompt:
$ DIR/DAT/SIZ JOKUR::DECWORLD:
To copy direct to your account type at your DCL prompt:
$ COPY JOKUR::DECWORLD:FILE NAME *.*
BUSINESS SPECIFIC NEWS
Industry tracks as well as a channel track have been added to the DECWORLD
Bulletin Board on VTX. These tracks can help you and your customers refine
the planning that you have done for DECWORLD '92. They provide you with a
detailed agenda for various types of customers within different industries.
The IBUs have done a thoughtful job of planning a meaningful agenda based
on their extensive industry knowledge.
You can find the following under Business Specific News, selection #1.
CSOs Oil and Gas SDS/CPG
Chemical OIS Telecom
EDU/Sciences Pharmaceutical
EVENTS
Several changes have been made to events information displayed on the
DECWORLD Bulletin Board. Pay particular attention to the changes to
Special Events and the Distinguished Speakers Program.
- Account Events and Consultation - Updated 3/31/92 to include
Consultation information
- Special Events Abstracts (will be updated 4/10 to reflect recent
changes)
- Quiet Time updated 4/3 to reflect changes in the Request Form
- Distinguished Speakers Program updated 3/17 updated to include
schedule and Speaker Biographies. Updated 4/8 to change May 11th
speaker to Robert Abernethy, Moscow NBC News correspondent.
- Spirit of Boston - updated 3/18
TRAVEL INFORMATION
Much of the travel information on the DECWORLD Bulletin Board has been
updated. The new information on the Discount Airfare Program is
particularly important to your customers because it outlines the proper
procedure for your customer to obtain a discount on their airfares.
Update information is available in the following areas:
o Discount Airfare Program
o Concierge Service
o Guest Services - Including:
- Global Messaging Services
- Locator/Information Request System
- Interactive Guide to DECWORLD
- Voice Mail System
o Ground Transportation - Including:
- Bus Transportation (updated)
- Private Transportation (new)
- Water Shuttle (new)
Distribution: (deleted)
|
| 70.13 | WHY??? | POCUS::OHARA | Slick Willie and The Moonbeam Kid | Wed Apr 15 1992 21:15 | 14 |
| >>DECWORLD WORKSHOPS, SEMINARS, AND DEMONSTRATIONS
>>Cancellations
.
.
.
>>o USS010 Seminar - DIGITAL'S STRATEGIC OPEN SYSTEMS DIRECTION
I have to wonder why this was cancelled. Could it be that we don't have
one? Or it's so fluid that it's impossible to prepare a cohesive presentation
on it?
What message are we sending here?
|
| 70.14 | Giveaways at DECWORLD | FSOA::KCHERNACK | Better questions.. better answers | Sat Apr 18 1992 14:46 | 90 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 17-Apr-1992 10:11pm EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
Dept:
Tel No:
TO: See Below
Subject: DECworld FYI - Giveaways at DECworld
VMSmail To information: @DW92_STAFFING
VMSmail CC information: @DW92_INTEREST
Sender's personal name: Fran Murar @TTB1-6/B6 Dtn 264-3043 17-Apr-1992 1408
From: MRKTNG::MRGATE::"A1::ROSE_DICK" 17-APR-1992 14:03:37.12
To: J_THOMPSON,MRKTNG::MURAR,FROSTY::RODERICK
CC:
Subj: SSSTTTTUUUUFFFFF Giveaways at DECworld
From: NAME: Dick Rose @TTB
FUNC: ISA DECWORLD TEAM MGR
TEL: 603-884-3914 <ROSE_DICK AT A1 at NUTMEG at TTB>
To: See Below
CC: See Below
I know you have seen, heard and groaned over this issue in the past. But I
continue to here rumors of people planning stuff giveaways!!!!
Please make sure that your people know the rules. That if they are planning to
break the rules they don't. I'll fight any battle regarding rules when they get
in the way of achieving sales. But I won't support general stuff. The rules
will be enforced.
If someone has a real "business" need and they think implementing it will be
breaking the rules, please discuss it with me. If it is quality, causes the
customer to take an immediate action (like next step or a decision to buy),
I'll fight the battles to support your effort.
We don't need conflicts on the floor or at DECworld. We also don't want the
customer to be exposed to these kinds of conflicts. So please live within the
spirit of the rules.
Thanks For Your Help,
Dick
P.S. Giveaways also means pins!
From: NAME: DEB NICHOLLS @MLO
FUNC: DECWORLD 92 CHAIRPERSON
TEL: 223-5867 <NICHOLLS.DEB AT A1 at MILPND at MLO>
Date: 14-Apr-1992
Posted-date: 14-Apr-1992
Precedence: 1
Subject: Give-aways and Literature at DECWORLD
To: See Below
To ensure that there is no confusion, I would like to reiterate the position
for DECWORLD '92 on give-aways and literature.
(1) Our position is "no give-aways at DECWORLD." The DECWORLD Program Team
is aware of a few exceptions, which are an integral part of a demo. Any
exceptions were to have been cleared through the Program Team.
(2) There will be no hand-outs of literature (including brochures, slides,
books, etc.), at the World Trade Center. The only exception is
unsolicited proposals - which are generated during DECWORLD and given by
the Sales reps to the customer (usually during a private meeting).
All requests for literature are being handled through the automated
fulfillment system, which enables us to capture customers' areas of
interest and notify their sales rep. All requested information will be
mailed to the customers shortly after they leave DECWORLD.
We appreciate your cooperation in providing a professional environment and a
cost effective way of capturing leads.
Regards,
Deb
DEN:mml
To Distribution List: (deleted)
|
| 70.15 | DECWORLD Advisory #13: Obtaining Services Info at DECWORLD | FSOA::KCHERNACK | Better questions.. better answers | Mon Apr 20 1992 08:54 | 123 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 17-Apr-1992 04:53pm EDT
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
Dept: Sales Comm
Tel No:
TO: See Below
Subject: US DECWORLD ADVISORY #13 - OBTAINING SERVICES INFO AT DECWORL
From Doug Smith, U.S. DECWORLD MGR, @MRO, DTN: 297-3855
===========================================================================
This advisory tells you how to obtain information about services for your
customer at DECWORLD '92.
Overview
********
If your customer thinks of services as hardware and software support,
they're going to be very surprised by what they see at DECWORLD '92. For
there, services are presented as an integral part of solutions to business
problems. Services' traditional strengths in network integration,
training, and custom engineering are represented. But the spotlights are
on proving that Digital has the services capabilities, flexibility, and
expertise to turn problems into solutions - and that means systems
integration, consulting, outsourcing, and multivendor support.
Discovery International
***********************
You can find the heaviest concentration of services at DECWORLD' 92 in
Discovery International in the center of the floor. Here a broad range of
solutions are built around three critical business issues:
- competing in a global market
- reshaping the organization
- building flexible enterprise solutions
The solutions shown at Discovery International represent the best of
Digital's capabilities and expertise in integrating people, business and
technology. The focus in this area is a mix of consultative, information
sharing, and "see and touch" proof points.
Highlights of Services In Discovery International
*************************************************
o Systems Integration experts o Wang migration services
o Consulting "rolodex" kiosks o The Learning Center
o Multivendor support videowall o International services
o Meet the experts - Operations o Business modeling
support services o DECathena
o Network integration services o Consulting engagements
o Operations excellence videowall o POLYCENTER services
Other Services Presence
***********************
Services are pervasive throughout DECWORLD '92 because they are seen as one
of Digital's most significant advantages that differentiates us from the
competition. Most industry areas are featuring multiple service offerings.
Over twenty workshops and seminars dedicated to services are being held.
Services messages are integrated into many other sessions. Consultation
engagements with you and your customers are being scheduled prior to and at
DECWORLD which cover eight major topics. You can find more information
about services seminars, workshops, consulting sessions and special events
listed on VTX, or contact the Digital Services member of your Account Team.
Scheduling Services Executives
******************************
Senior managers from the Digital Services organization are available
throughout DECWORLD to meet with you and your customers on a broad range of
topics, including:
o Systems Integration
o Consulting
o Hardware, Software, and Desktop services
o Artificial Intelligence
o Education and Training
o Multivendor Integration
o Operations Support, such as outsourcing
o Network Integration
o International support
To schedule meetings with any of these managers, contact Nick Sharma, @OGO,
DTN 276-8018.
DECWORLD Services Proposals
***************************
A Digital Services proposal can be developed and written for you within 24
hours at DECWORLD '92. You can have proposals prepared on Consulting
Services (Digital's full range) and Multivendor Services (including
world-wide delivery of integration services, software and applications
services, hardware services, desktop services, training and reskilling,
facilities management, business protection services, project management,
and Digital knowledge-based applications and services [DKAS]) as part of
the DECWORLD Proposal Program. You start the proposal process by filling
out a Proposal Query, a form for pertinent information about your
customer's service needs. You can obtain these forms from the DECWORLD
Bulletin Board on VTX prior to DECWORLD or at the Sales Command Center at
DECWORLD. For more information, consult the DECWORLD Bulletin Board on VTX,
call the Proposals Hotline at DTN: 264-0099 or 603-884-0099, or send mail
to Proposals @MKO or OFFPLS::PROP_CONTENT.
Summary
*******
Services at DECWORLD '92 are everywhere. Proving that Digital does
understand your account's business problems and has the global resources to
help solve them is our goal. Come visit us in Discovery International at
DECWORLD for more information. Review the services seminars, workshops,
and demonstrations available. Take advantage of our consultants and
services executives by scheduling a meeting. Visit our services desk in
the Sales Command Center. At DECWORLD '92, you'll see why services is a
key Digital advantage.
Distribution: deleted
|
| 70.17 | DECWORLD Beeper Information | FSOA::KCHERNACK | Better questions.. better answers | Mon Apr 20 1992 20:46 | 187 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 20-Apr-1992 10:33am EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
Dept:
Tel No:
TO: See Below
Subject: DECworld Beeper Information
VMSmail To information: @DW92_STAFFING,@DW92_INTEREST
VMSmail CC information: MURAR
Sender's personal name: Fran Murar @TTB1-6/B6 Dtn 264-3043 20-Apr-1992 1021
Attached is the Beeper Code List, the Staff Code List, and the ISS Beeper
Phone Number List for DECworld.
When you beep someone at DECworld, use the Beeper Code and the Staff Code to
get the person to the right place and in touch with the right person ASAP!!!!
For example, if Barb Liberty wants to meet Gia Milo at the Discovery
International Reception Desk, Barb Liberty would do the following:
1. Call 617/579-5710 (Gia's Beeper Number)
2. Enter 0050# (Beeper Code for the Reception Desk, followed by the Staff
Code for Barbara Liberty)
This will alert Gia that she needs to go to the Reception Desk and look for
Barb Liberty.
DISCOVERY INTERNATIONAL
BEEPER CODE LIST
00 Go to the Discovery International Reception Desk
01 Go to the Charles River Room III
02 Call your Office
03 Call Home
04 Go to the DECworld '92 Command Center
05 Go to the Northern Avenue Entrance
06 Go to the Marble Desk Entrance (Keyhole)
07 Go to your Discovery International Demo Area
08 Go to your Seminar Room
09 Go to your Workshop Room
10 Call the Discovery International Staff Center (Charles River Room III)
11 Go to the Gazebo in the Village Green
DISCOVERY INTERNATIONAL
ISS STAFF CODE LIST
50 Barbara Liberty - ISS Floor Captain
51 Dick Rose - ISS Cluster Captain
52 Sydney Stevens - ISS Quiet Time Captain
53 Gia Milo - ISS Staffing Captain
54 Mike Smith - ISS Demo Captain
55 Jeanne Marquis - Locator
56 Kathy Hill - ISS Seminar Captain
57 Fran Murar - ISEP/ISOM/POLYCENTER
59 Jeanne Thompson - ADSG
60 Paulette Rio - TNSG
61 Tom Azcona - EPS
62 Steve Martin - OIS
63 Rich Young - PROD SYSTEMS
64 Mildred Nicastro - NAS
65 Jim Whalen - FABS
66 Lou Greer - SBG
67 Lisa Roderick - ISS TECH SUPPORT
68 Jose Colon - Discovery International Setup
69 Pat Ruder - ISS Room Monitors
DISCOVERY INTERNATIONAL
DIGITAL SERVICES STAFF CODE LIST
70 Laura Chester - Digital Services Floor & Quiet Time Captain
71 Janet Shipman - Digital Services Cluster Captain
72 Gladys Decelles - International Services
73 Jeff Sands - Systems Integration
74 Mike Fitts - Systems Integration
75 Paul Byrd - Consulting
76 Malcolm Bliss - DKAS
77 Bob Johnson - Training
78 Mary Ann Haas - Multivendor
79 Ray Pucci - Multivendor
80 Brian Hendrickx - Demo Captain
81 Pete Armstrong - Networks
82 Ray Delaney - Operations Support
83 George Starr - Staffing Captain
84 Joe Ward - Discovery International Hosts
85 Lyn Paul - Staff Center
86 Tony Dicenzo - International
87 Room Monitors
88 Dottie Pauk - Networks
ISS BEEPER PHONE NUMBER LIST
April 17th 1992
Name Group Number
Henry Apfelbaum TECH SUPPORT/ISOM 617/579-6212
Tom Azcona EPS 617/579-5197
Roger Cabana TECH SUPPORT 800/759-7243 PIN #5019947
Michael Carabetta FABS 617/579-5421
Jim Chiafery FABS 617/579-5267
Gary Clark TECH SUPPORT/MIGRATION 617/579-5702
Jose Colon OPERATIONS/SET-UP 800/759-7243 PIN #8552522
Denis Desharnais TECH SUPPORT/ADSG 617/579-5705
Rosanna Fay ADSG 617/579-5102
Marilyn Fedele ISOM 617/579-5708
Bill Flow TECH SUPPORT 617/579-5715
Jim Friel ISEP 617/579-6257
Bill Gassman ISOM 617/579-6229
Lou Greer SBG 617/579-5276
Adriana Gutierrez TECH SUPPORT/ADSG 617/579-5718
Bob Hamelin PS 617/579-5269
Elias Hatem ISOM 617/579-6233
Luke Hollums TECH SUPPORT 800/759-7243 PIN #5019949
Bob Hess ISOM 617/579-6249
Kathy Hill OPERATIONS/SEMINARS 617/579-5417
Marilyn & Phil Knight INNOVISION 617/579-6271
Ann Jenkins VIP 617/579-6304
Lew Lasher TECH SUPPORT/TNSG 617/579-6168
Paul Lemieux ISOM 617/579-6207
Barbara Liberty OPERATIONS/FLOOR 617/579-6303
Gary Light TECH SUPPORT 617/579-6171
David Lynch PS/PUBLIC RELATIONS 617/579-5272
Lee Mari TECH SUPPORT/ISOM 617/579-6239
Jeanne Marquis OPERATIONS/LOCATOR 617/579-5709
Steve Martin OIS 617/579-5714
John Martineau ISOM 617/579-6206
Abe Mathew TNSG 617/579-5409
Bob Meese ISOM/POLYCENTER MARKETING 617/579-6244
Larry Melton EPS/Live Marketing 617/579-6269
Robin Miller-Cole TECH SUPPORT/EPS 617/579-6174
Gia Milo OPERATIONS/STAFFING 617/579-5710
Lynn Moore ISOM/MARKETING 617/579-6265
Henry Morris ADSG 617/579-6208
Pat Mullen ISOM/ISEP 617/579-6262
Fran Murar ISOM/ISEP/POLYCENTER 617/579-6217
Dave Myers TECH SUPPORT/ISOM 617/579-6259
Eric Newcomer TECH SUPPORT/PS 617/579-6180
Mildred Nicastro NAS 617/579-6202
Ray Paquet TECH SUPPORT/ISOM 617/579-6231
Ed Pasquarosa DELTA 617/579-6181
Patty Pollard ISOM/MARKETING 617/579-6266
Langley Proctor TECH SUPPORT/NAS 617/579-6184
John Puliafico TECH SUPPORT/ISOM 617/579-6189
ISS BEEPER NUMBER LIST
Name Group Number
Marie Reeve SBG 617/579-5277
Paulette Rio TNSG 617/579-5414
Lisa Roderick TECH SUPPORT 800/759-7243 #5019925
Dick Rose CLUSTER CAPTAIN 617/579-5423
Pat Ruder OPERATIONS/ROOM MONITORS 617/579-5419
Mike Smith OPERATIONS/FLOOR 617/579-6220
Patrick Smith NAS 617/579-6270
Sydney Stevens OPERATIONS/QUIET TIME 617/579-5425
Gerry Sunderland TECH SUPPORT/MIGRATION 617/579-6192
Allison Szklarz TECH SUPPORT/FABS 617/579-6197
Gwyn Thakur ADSG 617/579-5057
Tony Thomas ISEP 617/579-6260
Jeanne Thompson ADSG 617/579-5191
Trudy Townsend FABS 617/579-5422
Wendy Vincent OIS 617/579-5712
Michele Watson TECH SUPPORT/OIS 617/579-6205
Dave Wecker TNSG/DIDDLY 617/579-6165
Mary Welch SBG 617/579-5278
Jim Whalen FABS 617/579-5217
Rich Young PS 617/579-5274
|
| 70.18 | DECWORLD Registrations.... more than 14,000!!!! | FSOA::KCHERNACK | Better questions.. better answers | Mon Apr 20 1992 20:59 | 32 |
| Date: 20-Apr-1992 10:45am EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
Subject: DECworld FYI - 14,000 Customers as of April 15th!
VMSmail To information: @DW92_STAFFING,@DW92_INTEREST
Sender's personal name: Fran Murar @TTB1-6/B6 Dtn 264-3043 20-Apr-1992 1026
From: GRANIT::GRANIT::MRGATE::"MRKTNG::A1::LIBERTY.BARBARA" 18-APR-1992 04:41:08.09
To: MRKTNG::MURAR,FROSTY::RODERICK,WILBRY::RIO
Subj: Customer Registration Figures - GOOD NEWS!!!
From: NAME: Barbara Liberty
FUNC: I/S OPERATIONS MARKETING
TEL: DTN: 264-2591 <LIBERTY.BARBARA AT A1 at NUTMEG at TTB>
To: See Below
From: NAME: Beverly Mansfield @MRO
FUNC: Corporate Customer Visits
TEL: DTN: 297-6584 <MANSFIELD.BEVERLY AT A1 AT USCTR1 AT MRO>
Date: 16-Apr-1992
Posted-date: 16-Apr-1992
Subject: DECWORLD '92: CUSTOMER REGISTRATION 1
To: See Below
As of Wednesday, April 15th, end of day, WE HAVE OVER
14,000 CUSTOMERS
REGISTERED FOR DECWORLD '92!!!!!!!!!
Regards.
|
| 70.19 | DECWORLD Advice for Positive Assignments | FSOA::KCHERNACK | Better questions.. better answers | Mon Apr 20 1992 21:02 | 104 |
| Date: 20-Apr-1992 10:45am EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subject: DECworld - Good Advice
VMSmail To information: @DW92_STAFFING,@DW92_INTEREST
VMSmail CC information: MURAR
Sender's personal name: Fran Murar @TTB1-6/B6 Dtn 264-3043 20-Apr-1992 1024
From: GRANIT::GRANIT::MRGATE::"MRKTNG::A1::LIBERTY.BARBARA" 18-APR-1992 04:39:24.38
To: MRKTNG::MURAR,FROSTY::RODERICK,WILBRY::RIO
Subj: Please Circulate to your DECworld staffs
From: NAME: Barbara Liberty
FUNC: I/S OPERATIONS MARKETING
TEL: DTN: 264-2591 <LIBERTY.BARBARA AT A1 at NUTMEG at TTB>
To: See Below
From: NAME: Peter Maguire
FUNC: Personnel
TEL: 297-4152 <MAGUIRE.PETER AT A1 at MR4DEC at MRO>
Date: 17-Apr-1992
Posted-date: 17-Apr-1992
Precedence: 1
Subject: TIPS ON MAKING YOUR DECWORLD ASSIGNMENT A POSITIVE ONE 1
To: See Below
CC: See Below
Would you please forward the attached message to all the DECWORLD staff for your
area.
It is going out as part of the larger effort to help all staff members with
their preparations in anticipation of DECWORLD'92.
Regards,
Author: BRUCE DAVIDSON
Date: 13-Apr-1992
Posted-date: 17-Apr-1992
Precedence: 1
Subject: decworld article
***********************************************************************
THIS MESSAGE IS FROM BRUCE DAVIDSON, CORPORATE EAP MANAGER
AND PETE MAGUIRE, DECWORLD'92 HR STAFFING MANAGER
***********************************************************************
TIPS ON MAKING YOUR DECWORLD ASSIGNMENT A POSITIVE ONE
Working at DECWORLD can be a very exciting and rewarding assignment.
The DECWORLD experience will likely encompass a change for you in a
number of areas (e.g. commute, daily schedule, working directly with
customers, physical demands).
Past DECWORLD staff who have consistently found their assignments to be
personally successful have prepared themselves for the significant
change that DECWorld represents. They report three keys to their
success:
ANTICIPATION PLANNING COMMUNICATION
Anticipate where the challenges are going to be for you during your
assignment. For example, new information you need to become familiar
with; the different hours you are going to be working for a week or
more; the physical demands of being on your feet for several hours at a
time; the events you may miss at home, such as dinner or activities
with family, friends, children.
Plan how you are going to meet these challenges. When are you going to
take the time to study the information you need to be familiar with and
rehearse your demo? Do you know how to drive to the World Trade
Center? How will all your dependent care (child care, etc.)
arrangements be handled? Who will cover for you back at the office?
Communicate with your support network, both at home and at your usual
work location. This will enable both your family, friends and
colleagues to understand what your schedule is going to be like, how
things will be different for both you and them as a result.
The stress of DECWORLD can be positive and energizing, leading to a
fulfilling experience. Anticipating, Planning and Communicating are
keys to retaining the personal control necessary for success.
These are just some of the things you can do before you ever arrive at
the World Trade Center. But, what about once you are there? No one
can anticipate or plan for everything, including how they will
personally react to the environment of such a large undertaking like
DECWORLD. What sort of support are you going to find to help you?
Digital Health Services and Employee Assistance Program staff will be
on hand to help you stay healthy in both mind and body during your
assignment. At their location you will find relaxation tapes and
videos, get muscle therapy to relieve tension in neck and back, test
your health with a Risk Appraisal program or speak directly with a
professional. All these services are designed to be available to you
in a 10-15 minute timeframe.
Remember, great experiences can come to those who do their best to
anticipate, plan, communicate and use their support systems.
|
| 70.20 | DECWORLD Staff Center Information | FSOA::KCHERNACK | Better questions.. better answers | Mon Apr 20 1992 21:05 | 123 |
| Date: 20-Apr-1992 10:46am EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subject: DECworld - Staff Center Information
From: GRANIT::GRANIT::MRGATE::"MRKTNG::A1::LIBERTY.BARBARA" 17-APR-1992 14:34:30.82
To: MRKTNG::MURAR,FROSTY::RODERICK,WILBRY::RIO
CC:
Subj: Discovery International Staff Center - Charles River Room III
From: NAME: Barbara Liberty
FUNC: I/S OPERATIONS MARKETING
TEL: DTN: 264-2591 <LIBERTY.BARBARA AT A1 at NUTMEG at TTB>
To: See Below
CC: See Below
*** PLEASE CIRCULATE TO YOUR ENTIRE DECWORLD STAFF ***
Below is a GENERAL description of the Discovery International Staff Center
services which will be available at the World Trade Center beginning
Friday, April 24th, at 7A.M in the Charles River Room III (located behind
the escalators at the Exhibition Floor Main Entrance).
This information will also be covered at the Discovery International Sunday
training sessions.
If you have any questions, please give me a call at DTN: 264-2591.
Regards,
Barb
DECworld '92
Discovery International Staff Center
Charles River Room III
HOURS OF OPERATIONS
7:00 A.M. - 5:30 P.M.
Jointly staffed daily with four (4) people from the Digital Services and
Information Systems Solutions organizations.
BEEPERS
Digital Services beepers will be controlled through the Staff Center.
All Digital Services staff must sign in for their beeper at the Staff
Center and return it at the end of their shift.
ELECTRONIC MAIL ACCESS
There will be terminals available for electronic mail access. Please be
aware that these terminals cannot be used for "running your office" from
DECworld, but for 10-15 minute periods to access electronic mail. Usage
will be monitored by the Staff Center personnel.
EXECUTIVE GUIDES
Executive Guides scheduled for duty must pick up a boutonniere in the Staff
Center before their shift begins and return it to the Staff Center when
the shift is completed.
FAX NUMBER
A fax machine is available for emergency delivery and receipt of FAX
messages. The FAX Number is:
617/526-9093
OFFICE SUPPLIES
Basic office supplies will be available, including batteries for beepers.
PERSONAL BELONGINGS
Locked cabinets will be available for storage of personal belongings during
"NORMAL" Staff Center Hours. Please advise your staff to only bring
belongings that are absolutely critical to have on-site. Storage is
limited!!!!
PHONE MESSAGES
The Staff Center can receive phone messages for Discovery International
staff (see the telephone access numbers below). Messages will be posted in
the Center. Please check in regularly for messages.
When an emergency message is received, the staff will do their best to get
the message to the person ASAP. Please be aware that there are over 1000+
Discovery International staff registered through Rogal America. The more
information that the caller leaves with the center the easier it is for the
staff to locate the person. The caller should be prepared to leave the
name of the person, the area staffing (i.e., OFFICE, Systems Integration,
POLYCENTER, etc.), the CSO name (if applicable), and the Floor Captain's
name.
SEMINAR/WORKSHOP SIGN-IN
All seminar and workshop speakers will be required to sign-in at the Staff
Center at least 30 minutes prior to the scheduled workshop or seminar time.
Kathy Hill will be sending out a complete description of this process.
STAFF CHANGES
All Discovery International staff plans will be kept in the Charles River
Room.
If for any reason a person cannot keep a staffing commitment, he or she
must call the Staff Center and inform them of this change. The staff
center will then inform the Floor Captain on duty as to the change in
schedule.
TELEPHONE ACCESS
Telephone numbers into the Charles River Room are:
617/439-5542 (DTN: 230-5542)
617/439-5543 (DTN: 230-5543)
617/439-5544 (DTN: 230-5544)
617/439-5546 (DTN: 230-5546)
|
| 70.21 | DECWORLD Staff Training Sessions on Sunday | FSOA::KCHERNACK | Better questions.. better answers | Mon Apr 20 1992 21:07 | 64 |
| Date: 20-Apr-1992 11:45am EDT
From: MURAR
TO: See Below
Subject: DECworld FYI - Sunday Training
From: USCTR1::USCTR1::MRGATE::"A1::MANSFIELD.BEVERLY" 20-APR-1992 10:50:50.89
To: @Distribution_List
CC:
Subj: SUNDAY ORIENTATIONS DURING DECWORLD '92 FOR STAFF 1
From: NAME: Beverly Mansfield @MRO
FUNC: Corporate Customer Visits
TEL: DTN: 297-6584 <MANSFIELD.BEVERLY AT A1 AT USCTR1 AT MRO>
To: See Below
TO: Special Events Interest:
The attach information reflects Staff Orientation Trainings on Sundays during
DECWORLD '92.
I would strongly suggest, if you have the time, to attend the first Training
this Sunday.
Regards,
Bev
NAME: Peter Maguire
FUNC: Personnel
TEL: 297-4152 <MAGUIRE.PETER AT A1 at MR4DEC at MRO>
Date: 19-Apr-1992
Posted-date: 19-Apr-1992
Precedence: 1
Subject: IMPORTANT INFORMATION - SUNDAY TRAINING AT DECWORLD 1
To: See Below
On the three Sundays of DECWORLD'92 ( April 26, May 3, May 10 ) there will be
several orientation and training sessions offered at the World Trade Center in
Boston.
Audience: The primary audience is DECWORLD Staff who will be working the coming
week. Sales and Sales Support staff are invited to attend as well.
Agenda: There will be a general session for all DECWORLD staff from 1-2 PM in
the Auditorium ( mezzanine level ).
Following the general session there will be cluster level sessions
offered for :
Discovery International ; Digital Services ; ISS ; Products ;
Manufacturing Industries ; Telecomm ; Service Industries ;
Government Systems Group ; Innovation Center ; GIA ; Sessions
Command Center / Room Monitors
In addition there will be training in Media Awareness Techniques for DECWORLD
staff offered at 3:00 PM and 4:00 PM for any staff members who have not
particpated in such training through live sessions or the videotape on Media
Awareness Techniques for DECWORLD.
Dress is casual.
Please note : Registration will be open in the Harborview Ballroom at the World
Trade Center each Sunday afternoon from 1-5 PM. A DECWORLD badge is not
necessary to enter the Auditorium - a Digital badge will be accepted. However, a
DECWORLD badge is required for admittance to the exhibit floor.
Questions can be directed to Pete Maguire @MRO.
|
| 70.22 | DECWORLD - Daily Time Milestones (aka Schedule) | FSOA::KCHERNACK | Better questions.. better answers | Mon Apr 20 1992 21:10 | 166 |
| Date: 20-Apr-1992 12:01pm EDT
From: MURAR
TO: See Below
Subject: DECworld - Daily Time Milestones
From: NAME: Barbara Liberty
FUNC: I/S OPERATIONS MARKETING
TEL: DTN: 264-2591 <LIBERTY.BARBARA AT A1 at NUTMEG at TTB>
To: See Below
CC: See Below
Below are the official Discovery International daily schedules for:
1. Employee Day, April 24th
2. Sunday Training Days, April 26th, May 3rd, and May 10th
3. Opening Day, April 27th
4. Normal Days, April 28th - May 15th
PLEASE CIRCULATE TO YOUR ENTIRE STAFFS!!!!!
If you have any questions, please give me a call at DTN: 264-2591.
Regards,
Barb
DECworld 92
DISCOVERY INTERNATIONAL
Employee Day Schedule
Friday, April 24th
7:00 Discovery International Staff Center Opens
8:00 Exhibit floor staff in place
8:00 Discovery International Briefing in
Lobby Area for all A.M. staff
9:00 Floor Opens to Employees
4:00 Floor Closes to Employees
4:00 Discovery International Content Captains
to 4:45 and Operations Team debriefing in Maynard
Conference Room (front lobby area)
4:10 Seminars and Workshops scheduled DO RUN
5:00 Pep Rally for all DECworld staff in Sprung Structure
across from the World Trade Center on Northern Avenue
5:00 Discovery International Staff Center closes
DECworld 92
DISCOVERY INTERNATIONAL
Sunday Training Schedule
April 26th, May 3rd, May 10th
1:00 All DECworld Staff
- Auditorium
2:00 All Discovery International Staff
- Auditorium
3:00 Topic Specific/Drill Down Training
- Discovery International Exhibit Floor
3:00 Guest Services Training
- Location to be Announced
3:00 All Digital Services Training
3:25 - Auditorium
3:00 Media Training
- Back Bay 2
3:00 Room Monitor Training
- North End 2
3:30 Discovery International Host Training
- Location to be Announced
4:00 Reception Desk Training
- Location to be Announced
4:00 Media Training
- Back Bay 2
5:00 Exhibit floor closes
DECworld 92
DISCOVERY INTERNATIONAL
Opening Day Schedule
Monday, April 27th
7:00 Discovery International Staff Center Opens
8:00 A.M. Exhibit floor staff in place
8:00 Discovery International Briefing in
Lobby Area for all A.M. staff
9:00 Exhibit floor open to press
11:00 Exhibit floor open to customers
12:00 P.M. Exhibit floor staff in place for
to 12:30 turnover with A.M. staff (may be minor exceptions)
5:00 Exhibit floor closes to customers
5:15 Discovery International Content Captains
to 6:00 and Operations Team debriefing in Maynard
Conference Room (front lobby area)
5:30 Discovery International Staff Center closes
6:30 DECworld Program Team Operations Meeting
(Cluster Captain, or alternate, only)
DECworld 92
DISCOVERY INTERNATIONAL
Normal Day Schedule
Tuesday, April 28th - Friday, May 15th
7:00 Discovery International Staff Center Opens
7:30 A.M. Exhibit floor staff in place
7:30 Discovery International Briefing in
Lobby Area for all A.M. staff
8:00 Quiet Time Tours
to 9:00
9:00 Exhibit floor open to customers
12:00 P.M. Exhibit floor staff in place for
to 12:30 turnover with A.M. staff (may be minor exceptions)
5:00 Exhibit floor closes to customers
5:15 Discovery International Content Captains
to 6:00 and Operations Team debriefing in Maynard
Conference Room (front lobby area)
5:30 Discovery International Staff Center closes
6:30 DECworld Program Team Operations Meeting
(Cluster Captain, or alternate, only)
|
| 70.23 | Consulting Training at DECWORLD | FSOA::KCHERNACK | Better questions.. better answers | Mon Apr 20 1992 21:12 | 59 |
| Date: 20-Apr-1992 12:14pm EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subject: DECworld FYI - Consulting Training available
From: NAME: Dick Rose @TTB
FUNC: ISA DECWORLD TEAM MGR
TEL: 603-884-3914 <ROSE_DICK AT A1 at NUTMEG at TTB>
To: See Below
CC: See Below
Please take advantage of this offer. It is primarily a refresher for most
(refreshing our awareness of some things is very helpful). For others it may be
basic intro material that will be very helpful to them.
Thanks
Dick
From: NAME: VMSMail User SHIPMAN <SHIPMAN@BUFFER@MRGATE>
Date: 17-Apr-1992
Posted-date: 17-Apr-1992
Precedence: 1
Subject: CONSULTING TRAINING 1
To: Rose@nutmeg@MRGATE
CC: SHIPMAN@BUFFER@MRGATE
I N T E R O F F I C E M E M O R A N D U M
Date: 17-Apr-1992 11:21am EDT
From: JANET SHIPMAN @OGO
SHIPMAN.JANET
Dept: DIGITAL SERVICES MARKETING
Tel No: 276-8291
TO: See Below
Subject: CONSULTING TRAINING
Per Paul's commitment to the DW'92 Program Team, we will train
your staff's on consulting techniques so that Digital uses a
consistent style when in "consulting mode." Training will be
available on Employee Day at 10:30am, 1:00pm, and 3:00pm in
Commercial 1A and 1B. Each session will hold about 50 people.
Please share this message with your appropriate staff. No sign
up necessary, just come to whichever session is appropriate.
We will also be doing some training on Sunday, but felt an hour
during Employee Day would be more convenient.
Cheers.
Janet
\jamm
|
| 70.24 | DECWORLD - European EASYnet Managed by EMA/DECmcc | FSOA::KCHERNACK | Better questions.. better answers | Mon Apr 20 1992 21:15 | 366 |
| Date: 20-Apr-1992 12:30pm EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subject: FYI - EASYnet use of DECmcc
From: NAME: Bob Meese @TTB
FUNC: POLYCENTER Marketing
TEL: 264-3201 <MEESE.BOB AT A1 at NUTMEG at TTB>
To: See Below
CC: See Below
For distribution to DW92 contacts ... good data for speakers and floor
workers to weave into their spiels.
Regards,
Bob/ml
From: NAME: VMSMail User D_HOLLAND <D_HOLLAND@DELNI@MRGATE>
Date: 25-Feb-1992
Posted-date: 25-Feb-1992
Precedence: 1
Subject: I: EASYnet's use of DECmcc (upcoming Sales Update article)
To: VMSMail Distribution List ( _@DELNI::EXTENDED_AETIUS),
VMSMail Distribution List ( _@DELNI::AETIUS)
From: BONNET::MALAISE "European Net Mgt Product Mkt .DTN 828-6270 25-Feb-1992 1209" 25-FEB-1992 09:07:03.85
To: @NAC_AND_ACT,@MCC_EUROPE_LIST,@US_PRODUCT_MANAGER,@US_NACM,ASDS::EWALT
CC:
Subj: I: European Sales Update on Easynet Europe using EMA/DECmcc
Hello ,
This article will appear in the next edition of the Europeean Sales
Update . It explain why TODAY EMA/DECmcc is used to manage
the European Easynet network .
Feel free to use those valuable information , as well as the Easynet
contacts given at the end of the article if you need more information.
Regards ,
MaRc
European EASYnet Managed by EMA/DECmcc
Author
o Giancarlo Duella, DTN 821-4220, E-MAIL: @GEO
Highlights
o EASYnet overview.
o Why is EASYnet using EMA/DECmcc.
o What is managed by EMA/DECmcc.
o What are the next steps.
o Whom to contact.
EASYnet Overview
EASYnet is Digital's multi-purpose, multi-vendor and multi-protocol
data network. EASYnet is the world's largest private data network
providing services to more than 100'000 users in approximately 500
locations in 31+ countries.
EASYnet integrates the whole of Digital employees' population in all
departments -- Engineering, Manufacturing, Marketing, Sales and
Services -- allowing them to exchange information instantaneously
across the company.
Cost effective administration, increased sales, customer satisfaction
and shortened product development and manufacturing cycles are just
some of the benefits that Digital has achieved by running its business
on the network, using more than 3500 major business applications. Here
are some examples:
o In the past, the planning cycle from the creation of a production
plan to informing our vendors what we needed to purchase took 120-150
days. Today, with an enterprise wide network, a short applications
development cycle, and discipline in the materials process, we are
able to do the same job in 30 days or less.
o Finance created and implemented a new Financial Architecture strategy
to bring all of the financial systems under control. A key piece of
the technology supporting the Financial Architecture is the global
data network.
Today, it takes less than an hour of computer time to consolidate
Digital's worldwide financial data for external reporting.
The use the latest data networking technology allowed EASYnet to be the
most flexible and versatile data network of its kind. Its value added
services turn it into a unique total service offering to its users.
For example:
o Add value to the existing products and services, e.g. order
processing, EDI in Manufacturing.
o Add value by innovation, e.g. distributed project teams, catastrophy
recovery.
The following table illustrates the growing importance of EASYnet for
the overall Digital business. This table shows that during the
covered period, the corporate revenue doubled while the total Digital
employee population grew by a mere 20 % where as the number of systems
on the network quadrupled.
Table 1: Growth of Digital's Network, Employees, and Revenues
FY 1986 1987 1988 1989 1990 1991
Corporate revenue $ 7.6B $ 9.4B $11.5B $12.7B $12.9B $13.9B
Digital employee 95,000 111,000 122,000 126,000 124,000 121,000
Computers on Network
- DECnet 14,600 22,300 32,638 42,500 57,000 65,113
- TCP/IP 900 2,500 4,200 8,500 15,245
- Appletalk 80 1,351
The above table summarizes as well the growth multiple protocols
supported on EASYnet. The figure below pictures the growth of DECnet
and TCP/IP nodes on EASYnet.
Figure 1: Growth of DECnet and TCP/IP Nodes on EASYnet
** Include Here Figure From
KADOR::USER2:[DUELLA.PUBLIC]EASYNET_GROWTH.PS (Postscript File) **
EASYnet Management
In the PDIM concept (Planning, Design, Implement and Manage), the
Planning, Design, Monitoring and Traffic Analysis activities are
carried out by the European Telecom organization. On the other hand,
the Operations Management is distributed in the Countries.
EASYnet is a living data network. For example,
o New services are constantly added in order to improve business
efficiency. As an example, a direct access to the Internet from
Europe, for the Electronic Mail application, will be implemented.
With respect to current situation (single Electronic Mail access to
Internet located in Palo Alto), this will significantly improve the
level of services offered to users and businesses that needs access
to the Internet.
o The design of the network is consistently adapted to best suit the
new business environment (e.g. New Management System,
Regionalization).
o New technologies are constantly introduced in order to improve
business efficiency. The best example to come is the introduction of
multimedia stations.
Network Management Tools History
EASYnet is a very large data network. Therefore, highly performant
network management tools are necessary to optimize:
o performance evaluation,
o fault analysis process,
o configuration activities,
o security,
o accounting management
in order to provide the best level of services to users in the most
cost effective manner. This is certainly what Digital customers would
like to achieve as well.
Until recently, a broad spectrum of network management tools were used
to perform EASYnet network management activities. This led the EASYnet
Telecom organization to get acquainted with several products, each of
which had a different user's interface, and which required the
maintenance of a set of different databases. Some of these were Digital
standard products, some others were developed locally and few products
were from third party vendors.
Given EASYnet's growth, in terms of:
o nodes connected,
o services offered,
o limited number of people available to perform network management
activities,
a need for integrating the functionalities of different network
management tools into a single network management platform became a
necessity. The fact that several network management tools were used
resulted in the following drawbacks:
o Sub-optimization of management cost (e.g. training, more systems
required).
o Duplication of efforts.
o Inconsistent alarming messages.
The Solution
Figure 2: European EASYnet Map Produce by DECmcc
** Include Here Figure From File
KADOR::USER2:[DUELLA.PUBLIC]EASYNET_DECMCC_MAP (Postscript File) **
The EMA (Enterprise Management Architecture) architecture and its
implementation called DECmcc (DEC Management Control Center)
represented the best solution for managing the EASYnet environment. For
more information on EMA and DECmcc, see "Enterprise Management
Architecture - General Description" (order number: EK-DEMAR-GD-001).
A thorough product field test conducted in a production environment
showed that indeed, DECmcc had the required flexibility and scalability
features for managing the EASYnet environment.
As a consequence, an aggressive implementation plan was defined by the
Digital Telecom organization. The goal was to implement DECmcc across
Europe which would manage the EASYnet wide area network by the 30
November 1991. This goal has been achieved.
Using DECmcc, the following benefits have been achieved:
o Reduced training effort.
o Total integrated data network management.
o Consistency in managing the network.
o Reduction in hardware (~ 60 %).
What Is Monitored
Each European EASYnet Area has set up its DECmcc system and developed
specific modules according to its specific needs. Few examples:
o In Reading, EASYnet circuits up/circuits down are reported directly
to the operations group responsible for transmission.
o In Geneva, a set of procedures have been written to automatically
extract relevant data from DECmcc and produce traffic statistics
graphs on VTX.
o In Valbonne, a complete reporting package has been developed for
performance analysis purposes. It allows to customize reports and,
for example, provides the EASYnet management with a concise set of
status and trend reports.
o Non data network management related use of DECmcc can be found as
well. In Utrecht, Access Modules have been developed to manage air
conditioning systems and collect alarm from the Ericsson MD110 PABX.
However, the following is a summary of what is generally monitored:
o All national and international EASYnet wide area circuits and
routers. Even the routers and circuits into Hungary are monitored via
DECmcc.
o Bridges (e.g. Vitalink TransLAN, LANbridges), MUXservers/DECMUXes and
terminal servers are monitored using DECmcc. DECmcc is used for
monitoring FDDI where implemented.
o Some TCP/IP monitoring is done through the SNMP Access Module.
o In Reading, ADVANTAGE NETWORKS routers are monitored by DECmcc. Area
42 (Engineering, Reading) is the only EASYnet production area running
ADVANTAGE NETWORKS products.
What Is It Used For
o Total management, including alarming, configuration and performance.
o Traffic statistics. A very good example of statistics produced can be
found on the Geneva VTX: Go to the European VTX page, then press
<FIND> GEOMCC.
Next Steps
DECmcc is a strategic choice. It enables the Digital Telecom
organization to better manage the EASYnet value-added data network in
order to provide better and better services which benefit its users.
Additional features will be added as they are delivered in order to
make maximum use of DECmcc's flexibility. Examples of activities that
are targeted at improving furthermore network management integration
and reducing operations cost are the following:
o Manage the European TCP/IP backbone network.
o Work on a standard DECmcc pre-configured kit that could be
distributed through the DECstep process. The DECstep process is
currently used for distributing standard pre-configured software for
VMS environment. This includes new VMS releases and business
applications.
o Expand the use of DECmcc beyond data networks in order to achieve the
goal of managing the total telecom infrastructure (transmission,
voice and data) in an integrated manner.
EASYnet Contacts
Digital's Sales and Marketing organizations could take advantage of the
unique DECmcc expertise found in the European EASYnet community. For
example, real life network management demonstrations using DECmcc could
be organized for customers (note that such a service is already offered
in Valbonne).
The EASYnet contacts for the different European Countries are the
following:
Contact Name Country
Rob Van BEKKUM @JGO The Netherlands, Denmark, Finland,
Norway, Sweden
Sean BLANEY @GAO Ireland
John DOYLE @AYO Scotland
Claude GRAENICHER @ZUO Switzerland, Austria, Belgium
Peter HILL @REO Reading
Donatella MISLER @GOZ Italy
Christophe MONGARDIEN @FGT France
Manuel MORALES @VBO Valbonne, Israel, Portugal, Spain
William SCULL @RTO Germany
Ian SMYTH @REO UK
Jean-Marie TRANCHET @FGT Eastern and Central Europe
|
| 70.25 | DECWORLD - POLYCENTER/IS Executive Content Plan Summary | FSOA::KCHERNACK | Better questions.. better answers | Mon Apr 20 1992 21:17 | 84 |
| Date: 20-Apr-1992 12:45pm EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subject: DECworld FYI - POLYCENTER/IS Executive Content Plan Summary
Attached is a summary of the IS Executive and POLYCENTER group's
DECworld'92 content plan. It includes official titles, dates, times,
places, presentor/contacts, and content reference numbers for each
seminar, workshop, demo, and special event.
Additional details (eg full abstracts) are available through $VTX
DECWORLD or call me with questions.
Fran
attachment;
ISOP DECworld'92 Content Summary as of April 8th, 1992
Plenary Session - I/S Management: Surviving and Thriving in the 1990s
11:10-11:50 in the Auditorium, presentor Pat Mullen (ISS001)
=================== IS EXECUTIVE PROGRAMS ========================
Seminar - Business and IS: The Partnership for the 90s
9:10-9:50 in Back Bay #2, presentor Dave Myers (ISS058)
Seminar - How to Quantify the Contributions of Information Systems
to the Bottom Line
3:10-3:50 in Back Bay #2, presentor Patty Pollard (ISS061)
Workshop - How Healthy Is My Information Technology Environment?
Every hour (First 9:10, last beginning at 4:10) in Workshop #4
presentor Tony Thomas (ISS057)
Demo Floor - Architectures for the 90's (ISS040B)
Four demo stations showcasing IM&T applications
Special Event - Future Directions of I.T.
6:30pm - 8:30 presentor Dan Infante, contact Sue Grindberg (SE054)
========================= POLYCENTER ===============================
Special Event (Breakfast) - "Now Playing on a Single Screen: Managing
Open Systems and SNA" Breakfast
7:30am - 8:50am Every Tuesday (April 28, May 5th and 12th)
Contact Tony Viola (SE011)
Seminar (ISS063) - Digital's POLYCENTER(tm) Solution Can Help You Manage
Your Multivendor Environment
10:10 - 10:50 Beacon Hill #2, presentor Peg Sullivan
Seminar (ISS066) - How Digital Can Help Me Get Started with "Lights Out"
Computing
1:10 - 1:50 Back Bay #2, presentor Steve Englert
Seminar (ISS067) - How Secure Is My Information System and What Are
the Business Implications?
2:10-2:50 Back Bay #2, presentor Don Holden
Demo Floor - DECWORLD Command Center (ISS077)
Continuous live show of DECworld operations management center
Top of each hour ten minute presentation on how it works
Demo Floor - POLYCENTER(tm) Solutions (ISS079)
Sixteen demonstration stations covering systems, networks,
storage, and security management solutions including many CSOs
Special Event (evening) - NAS Systems and Network Management Cruise for
Press/Analysts and Consultants
6:00pm - 8:00 Spirit of Boston Cruise - April 29th only
Contact Tony Viola (SE010)
|
| 70.26 | DECWORLD Detailed Staffing Schedule | FSOA::KCHERNACK | Better questions.. better answers | Mon Apr 20 1992 21:18 | 4 |
| If anyone wants a 70 page DECWORLD Detailed Staffing Schedule, get in
touch with Fran Murar. <smile on> Who else would you expect based on
ALL this mail!
|
| 70.27 | Notes courtesy | LURE::CERLING | God doesn't believe in atheists | Tue Apr 21 1992 11:18 | 14 |
|
PLEASE DO NOT POST SUCH LONG NOTES (70.16). POST A POINTER.
Thank-you for not putting the 70 page DECWORLD Detailed Staffing
Schedule into the notes conference. The 5,666 line note (70.16) was
bad enough. Please post pointers to such monstrous documents instead
of posting them in the notes conference. DECwindows notes must read
in the entire note before returning control to the application. This
can take an inordinate amount of time. I had no interest in printing
out that doucment, but I had to wait for the entire document to be
pulled to my workstation. I do have an interest in continuing to read
this conference. Long notes discourage reading.
tgc
|
| 70.28 | No more long, long messages | FSOA::KCHERNACK | Better questions.. better answers | Fri Apr 24 1992 10:37 | 9 |
| re. .27
Sorry about that.... I was walking out the door to go on a college
hunting trip for my daughter when all those messages came in. I
neglected to go back and delete it.
\\ken
|
| 70.29 | DECWORLD ADVISORY #14 - DECWORLD Proposals | FSOA::KCHERNACK | Better questions.. better answers | Fri Apr 24 1992 10:38 | 358 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 17-Apr-1992 05:48pm EDT
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
Dept: Sales Comm
Tel No:
TO: See Below
Subject: US DECWORLD ADVISORY #14 - DECWORLD PROPOSALS
From: Doug Smith @MRO, U.S. DECWORLD Manager, DTN: 297-3855
==========================================================================
In these difficult economic times, CEOs and senior executives look for a
good return on investment (ROI) for everything they get involved in.
DECWORLD '92 is no exception. Senior executives going to DECWORLD are
going to expect solutions to their business problems.
The DECWORLD Proposal Program provides a written description of Digital
solutions to customer business problems and it allows you to capitalize on
opportunities as they arise. More specifically, the proposal sketches out a
solution to a business problem without discussing specific configurations
or pricing; it gives the customer a tangible and immediate response to
his/her business problem and lays the foundation for a future sale. These
unsolicited proposals can be prepared and returned to your customer within
24 hours. This program was conceived by US Sales and the US Marketing
Proposals Group and is supported by all of the Account Vice Presidents and
by US Marketing.
BENEFITS
These Proposals allow you to:
o Advance the sales cycle.
o Focus on the customer's business problem.
o Provide a concrete business result from the DECWORLD visit.
o Obtain immediate value for the customer's time investment.
A proposal is started with the Proposal Query. This form contains
questions about the customer used for developing the proposal. The query
form provides a framework that you can use to ask your customer pertinent
questions as you both tour DECWORLD '92. Separate query forms are
available for imaging, desktop, consulting services, multivendor services,
and office. The query form can be filled out prior to or at DECWORLD.
To have a document prepared for your customer, follow this procedure:
o Pick up a Query Form at the DECWORLD Sales Operations Center or, prior
to DECWORLD, obtain it from your DECWORLD coordinator or from the
DECWORLD Bulletin Board on VTX.
o Fill out the customer data at the top of the form.
o Ask customer the questions indicated on the form as you both tour
DECWORLD.
o Return the completed query form to the Sales Operations Center. (At that
time, you will receive a receipt and a pick-up time.)
o The proposal is completed in 6 to 24 hours.
The DECWORLD Proposal Program will help you take advantage of opportunities
and generate more revenue for Digital by providing an immediate response to
a customer's business problem.
For additional information, call the Proposals Hotline at DTN:264-0099 or
603-884-0099 or send mail to PROPOSALS @MKO or OFFPLS::PROP_CONTENT.
PROPOSAL REQUEST
U.S. MARKETING PROPOSALS GROUP
CUSTOMER PROFILE
(To be filled out by Digital's Account Rep.)
Step 1) Carefully fill out PAGE 1 in its entirety (attached -
Customer/Account Profile)
Step 2) Please fill out the applicable FORM, in its entirety (attached
forms: C, D, I, M, O, and S)
FORM C = Business Consulting FORM M = Multivendor Services
FORM D = Desktop FORM O = Office
FORM I = Imaging FORM S = Systems Integration
Step 3) Once completed, please return your Proposal Request to
PROPOSALS @ MKO or OFFPLS::PROP_CONTENT
Your professionally bound proposal will be available at DECWORLD
upon your arrival, at the Sales Operations Center (Suite 75).
Date submitted:______
Time submitted:______
Control number:______
PAGE 1
PROPOSAL REQUEST
CUSTOMER/ACCOUNT PROFILE
. CUSTOMER NAME
__________________________________________________________
Customer
. COMPANY NAME __________________________ CUSTOMER ACRONYM _____________
Co. full name Co. Abbreviation
. CUSTOMER ADDRESS 1 ____________________________________________________
First line of the customer's company address
. CUSTOMER ADDRESS 2 ____________________________________________________
Second line of the customer's company address
. SUBMITTER ____________________________________TITLE____________________
Account Representative's name and title
. SUBMITTER ADDRESS 1 ___________________________________________________
First line of Account Representative's address
. SUBMITTER ADDRESS 2 ___________________________________________________
Second line of Account Representative's address
. SUBMITTER BADGE NUMBER_________________________________________________
. ACCOUNT VICE PRESIDENT_________________________________________________
Name of your AVP
. BOOKING CENTER_________________________________________________________
. DECWORLD CUSTOMER VISIT DATES (From/To):_______________________________
FORM C "DIGITAL'S CONSULTING SERVICES"
PLEASE FILL OUT APPROPRIATE RESPONSES (Left column is for office use only)
|
|1. Which of the following market pressures are most impacting on your
| customer?
|
C-1a | ____ Global Competition
C-1b | ____ Total Quality Management
C-1c | ____ Shorter Product Life Cycles
C-1d | ____ The Recession
|
|
|2. Is your customer familiar with the concept of management/business
| consulting?
|
C-2a | ____ Yes
C-2b | ____ No
|
|
|3. Which of the following consultation services will best meet your
| customer's needs today?
|
C-3a | ____ Management
C-3b | ____ Technology
C-3c | ____ Information Systems
C-3d | ____ Application
|
|4. Is your customer currently engaging high level business
| consultants?
|
C-4a | ____ Yes (Who?)
C-4b | ____ No
|
|
|5. If your customer is already into the re-engineering of their
| business, which phase(s) are they working now?
|
C-5a | ____ Strategy Assessment
C-5b | ____ Conceptualization/Planning
C-5c | ____ Design of Implementation Plans
C-5d | ____ Management of Process
FORM D "DESKTOP"
PLEASE FILL OUT APPROPRIATE RESPONSES (Left column is for office use only)
|1.What is your customer's current desktop environment (Terminals,
PCs,
| Workstations)?
|
D-1a | Digital Hardware _______________________________________________
|
D-1b | Other Hardware _______________________________________________
|
D-1c | Digital Applications ___________________________________________
|
D-1d | Other Applications______________________________________________
|
|
|
D-2a |2. What is your customer's current desktop networking product?
|
| ________________________________________________________________
|
| ________________________________________________________________
|
|3. My customer would also be interested in the following:
|
| DESKTOP HARDWARE OVERVIWEWS:
|
D-3a | ____ VT terminals
D-3b | ____ VXT2000 Series windowing terminals
D-3c | ____ Digital PCs
D-3d | ____ applicationDEC Family of multiuser systems
D-3e | ____ VAXstation family of VAX-based workstations
D-3f | ____ DECstation family of RISC-based workstations
|
| PC INTEGRATION OVERVIEWS:
|
D-3g | ____ Server Software
D-3h | ____ Integrating the DOS environment
D-3i | ____ Integrating the OS/2 environment
D-3j | ____ Multivendor Personal Computer Solutions
FORM I = "IMAGING"
PLEASE FILL OUT APPROPRIATE RESPONSES (Left column is for office use only)
|
|1. In your judgement, does the customer already have a basic
| understanding of Imaging Technology/Applications?
|
|
I-1a | ____ Yes
I-1b | ____ No
I-1c | ____ Unsure/Unknown
|
|
|
|
|2. Would your customer be interested in installing imaging products
| on existing systems?
|
I-2a | ____Yes
|
I-2b | ____ No
| ____ Unsure (Not sure if they have system/resource capacity)
|
|
|
|3. In regard to Digital Services, I would like my customer to receive
| an:
|
I-3a | ____ Overview
I-3b | ____ Overview and offer for DECstart
I-3c | ____ Overview and offer for DECstart Plus
|
|
|
|
FORM M = "MULTIVENDOR SERVICES"
PLEASE FILL OUT APPROPRIATE RESPONSES (Left column is for office use only)
|
|1. My Multivendor Service Customer is:
|
M-1a | ____ New
M-1b | ____ Existing
|
|
|2. Which of the following "DETAILED" information would you like to
| include within your proposal? (A BRIEF description of each title
| is already included in the proposal)
|
| DIGITAL'S AREA OF CAPABILITIES:
|
M-2a | ____ A Single-Vendor Solution
M-2b | ____ Worldwide Service Delivery Resources
M-2c | ____ Support for Open Systems and Industry Standards
M-2d | ____ Business Alliances
M-2e | ____ Digital Training
M-2f | ____ Facilities Management
M-2g | ____ Media Replication Services
|
| DIGITAL'S EXPERTISE:
|
M-2h | ____ Systems Integration Expertise
M-2i | ____ Consulting Expertise
M-2j | ____ Networks Expertise
M-2k | ____ Software and Applications Expertise
M-2l | ____ Multivendor Expertise
M-2m | ____ Digital's Knowledge-based applications and services (DKAS )
|
|3. Do you wish to include any of the following information in the
| proposal?
|
M-3a | ____ Digital's Multivendor Qualifications Profile
M-3b | ____ Digital Solutions for WANG Customers
M-3c | ____ Digital's SUN Services Portfolio
FORM O = "OFFICE"
PLEASE FILL OUT APPROPRIATE RESPONSES (Left column is for office use only)
|
|
|1. My Customer would like more "DETAILED" information included in his
| proposal on the following "OFFICE" applications:
|
O-1a | ____ TeamRoute for ALL-IN-1
O-1b | ____ ALL-IN-1/TRS (Text Retrieval System)
O-1c | ____ ALL-IN-1 Manager for LANs
O-1d | ____ ALL-IN-1 for Executive Services
|
|
|2. How does the Account End User share information?
|
O-2a | ____ Between work
groups
O-2b | ____ Within the greater organization
O-2c | ____ Both of the above
|
|
|
|3. Is your customer familiar with ALL-IN-1 Integrated Office Server
(IOS)?
|
O-3a | ____ Yes
O-3b | ____ No
|
|
|4. Customer would like to be more knowledgeable with:
|
O-4a | ____ Document
Processing
O-4b | ____ Information Management
O-4c | ____ Electronic Communications
O-4d | ____ Time and Desk Management
|
|
| 70.30 | DECWORLD Advisory #15: Guest Services System | FSOA::KCHERNACK | Better questions.. better answers | Wed Apr 29 1992 12:19 | 93 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 29-Apr-1992 09:50am EDT
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
Dept: Sales Comm
Tel No:
TO: See Below
Subject: US DECWORLD ADVISORY #15 - GUEST SERVICES SYSTEM
From: DOUG SMITH, U.S. DECWORLD MGR., @MRO, DTN 297-3855
============================================================================
DECWORLD '92 Guest Services System
The DECWORLD '92 Guest Services System is available to you and your
customers during the event.
The Guest Services System will be located in the public areas of the World
Trade Center and on Main Street and Technology Row within the exhibit areas.
It has four components:
o Global Messaging Services
o Locator/Information Request System
o Interactive Guide to DECWORLD
o Voicemail
Global Messaging Services
*************************
Everyone attending DECWORLD will have a Global Messaging Services (GMS)
account. A total of 45 messaging services stations are available in the
public area of DECWORLD and 15 stations are located in the press area.
The messaging services system provides information on DECWORLD sessions,
workshops, and demonstrations as well as information on buses, travel
directions, and some events. It also provides electronic mail capability for
all attendees within the World Trade Center allowing them to send/receive
electronic mail to X.400 and Internet addresses through MCI.
Access to the accounts provided by PCs, Macintoshes, and video terminals.
The VTs will provide four international character sets: English, French,
Spanish, and German.
Fax transmission capability through the VAX-to-FAX product is also
available.
Locator/Information Request System
**********************************
This component of the Guest Services System consists of the Base Locator and
the Information Request System.
The Base Locator enables attendees to locate sessions, workshops, and
demonstrations by industries. You can also locate products and CSOs. The
locator is simple to use; you select an area of interest from a table and
the system will point to the corresponding location on the floor.
Conversely, you can point to an area on the floor and find out what is
located there.
The information request component will allow attendees to request
information on a particular session, workshop, or demo.
Interactive Guide to DECWORLD
*****************************
This part of the system features a multimedia tour of DECWORLD '92 through a
full-motion video and audio application running on PCs with touch-sensitive
screens.
Voicemail System
****************
Each visitor will be provided use of Digital's VOICE:mail system to
eliminate the frustrations of "telephone tag", and to provide a dependable,
round-the-clock messaging capability. Voicemail phones will be located
throughout the World Trade Center in four kiosks.
To supplement public telephone access, phones will be installed in the
DECWORLD exhibit area for local access to the VOICE:mail system (Voicemail
kiosks will be located on Main Street).
For additional convenience, a special toll-free telephone number is
available for you to access messages and for your family and co-workers to
leave you messages. Just dial (800) 395-DW92 from anywhere in the United
States and Canada. International access is also available by calling (617)
526-9110.
|
| 70.31 | Quiet Time at DECworld | FSOA::KCHERNACK | Commonsense is veryuncommon..MTwain | Thu Apr 30 1992 21:32 | 92 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 30-Apr-1992 04:34pm EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subject: DECWORLD - Be on the Floor before Quiet Time Begins. Thnaks
From: NAME: Beverly Mansfield @MRO
FUNC: Corporate Customer Visits
TEL: DTN: 297-6584 <MANSFIELD.BEVERLY AT A1 AT USCTR1 AT MRO>
To: See Below
TO: Special Events Interest:
If you are involved in Quiet Time or are staffing the DW Exhibit Floor
during Quiet Time, PLEASE READ!
Sales driven registrations for Quiet Time should be sent to:
Joyce Monbleau @MKO
In general, QT is filled on all of the 14 offerings during DW'92.
Regards,
Bev
From: NAME: VMSMail User LANDINGHAM <LANDINGHAM@MILPND@MRGATE>
Date: 30-Apr-1992
Posted-date: 30-Apr-1992
Precedence: 1
Subject: DECWORLD Quiet Time (8:00-9:00 AM)
To: VMSMail Distribution List ( _@MILPND::DW92_PROGRAM.DIS)
CC: LANDINGHAM@MILPND@MRGATE
I N T E R O F F I C E M E M O R A N D U M
DATE: 30-APR-1992 THUR
FROM: Deb Nicholls, Chairperson
DEPT: DECWORLD '92
LOCA: DECWORLD Program Office
at the World Trade Center
TO : DECWORLD '92 Staff
SUBJ: Quiet Time (8:00-9:00 AM)
Many of you were inconvenienced this morning by being stopped at the DECWORLD
floor entrances between 8:00 - 9:00 AM. I would like to apologize for the
inconvenience, to explain what was happening and why, and outline procedures
for future "Quiet Times."
Quiet Time (8:00-9:00 AM) is an invitation-only special event for a few hundred
senior level executives. This special time before the floor officially opens
is intended to be (literally) QUIET, for small tours or quiet presentations.
Somehow we never communicated this to the staff, so during this Quiet Time for
the first two days, we had 2000 Digital and CSO staff streaming in and out
of the Village Green and Northern Ave. entrances. Some were just arriving late,
some were getting coffee, some were just off duty and looking around. As a
result, we have "noisy time." In addition, customers and their sales reps who
were here, but not part of Quiet Time, saw all these people coming in and out
and assumed the floor was open, creating yet another problem.
To return to Quiet Time, we are making the following changes, and asking your
cooperation to provide the customer environment expected between 8:00 and 9:00.
[1] Only staff who are on duty should be on the floor between 8:00 and 9:00.
[2] Those on duty should plan to remain in their areas during Quiet Time,
from 8:00-9:00.
[3] Only the Northern Ave. entrance/exit will be available for staff between
8:00 and 9:00. If anyone has a need to enter or exit during that hour,
he/she must use the Northern Ave. entrance (NO CUTTING THROUGH THE FLOOR).
[4] Customers, Sales, and Staff not involved with Quiet Time will be held at
the mezzanine level at the Village Green side of the floor. Only
customers and sales escorts authorized for Quiet Time will be allowed
to use the Village Green entrance.
As a reminder, all Quiet Time guests must be registered through Bev Mansfield.
We appreciate your cooperation in providing the appropriate setting for Quiet
Time, and again, I apologize for the confusion this morning.
Regards,
Deb Nicholls
DEN:mml
|
| 70.32 | DECworld Advisory #16: Sales Operations Center | FSOA::KCHERNACK | Commonsense is veryuncommon..MTwain | Fri May 01 1992 15:12 | 143 |
|
From DOUG SMITH, U.S. DECWORLD MGR, @MRO, DTN: 297-3855
============================================================================
Overview
********
DECWORLD '92 has opened to a large audience. As of Monday morning, April
27, over 21,000 customers had registered -- an increase of 25 percent over
the opening day count at DECWORLD '90. This impressive number of attendees
is a tribute to the excellent job that you have done inviting your
customers and convincing them of the business value of DECWORLD '92.
To support your efforts when you and your customers arrive at DECWORLD, we
have established the Sales Operations Center. This center is fully
operational...and very busy. It supports all portfolios and geographies,
and provides many services to the account selling teams.
Location
********
The Sales Operations Center is located in Suite 75 on the lower level of
the World Trade Center. Simply look for the America3 Yacht -- and walk
behind the display, following the corridor formed by the scaffolding and
the backdrop curtains. Enter the door marked Suite 75, take a right and go
to the end of the hall. Then go down one flight of stairs, and enter the
door on the right at the bottom of the flight of stairs. (The Sales
Operations Center is open from 8:00 am to 6:00 pm daily.)
Services
********
The Sales Operations Center provides the following services:
o Account Event Scheduling: Arrangements for meeting rooms and meetings
with Digital experts.
o Meetings with Digital Officers: Arrangements for one-on-one meetings
with Digital executives while customers are at DECWORLD '92.
o On-site proposals: Proposals can be prepared and given to your customer
covering five excellent offerings: Consulting Services, Desktop,
Imaging, Multivendor Services, and Office.
o DECWORLD equipment: Equipment used at DECWORLD '92 can be quoted from
the Refurbished Equipment Group, allowing you to offer attractive prices
to your customers in cost-sensitive selling situations.
o Special Events Advice: The Special Events desk in the Sales Operations
Center will advise you of events that are available for you to spend
quality time with your customers.
o Visit Planning: To help with last-minute visit planning, the US Field
Readiness Team from Sales Training is on-site and available to meet with
account teams to structure a high impact visit.
HOW YOU CAN HELP
****************
You can help by discussing your visit plan with your customer; you can
increase the value of DECWORLD '92 to your account by pointing out
appropriate seminars, events, workshops, and demonstrations.
TELEPHONE NUMBERS
*****************
US DECWORLD Manager Doug Smith 230-5710 (on
WalkieTalkie/4.1)
Sales Operations Center Manager Kerri Clough 230-5710
Administrative Manager Toby Robinson 230-5711
PORTFOLIOS
Central 230-5808/5809
Eastern 230-5812/5813/5814/5815
Southern 230-5806/5807
Western 230-5885/5887
GEOGRAPHIES
GIA 230-5810
Canada 230-5881/5882
Europe 230-5816/5817 617-962-3040 (Roger Haisman)
Europe Hotel Command Sheraton - 617-437-0756
GIA Hotel Command Boston Marriott 617-247-7829/7332/3816
CHANNELS
Channels 230-5883/5884
Distributors 230-5826/5827
Channels Command Center 230-5715
INDUSTRIES
Aero/Elec./Travel 230-5824/5825
Digital Services 230-5805 + Charles River 5544/5546
Fin / Media 230-5812
Fed Government 230-5820/5821
Healthcare 230-5885/5887
Mfg/ Disc. /Retail 230-5828/5841
Petro 230-5822/5823
Teleco/Utility 230-5818/5819
FAX's in Sales Command 617-526-9096/9097/9098
Center
Account Events Suite 306 WTC
Meeting space 230-5550, 5551
Resources
Sales Operations Center
Special Event Desk 230-5829,5830
Officer Meetings 230-5984/5971
(Barbara Baker, receptionist)
Suite 213, WTC, to meet
with Digital Officers
Proposals Group 230-5842/5843
Refurbished Equipment 230-5801
Quotations 230-5802
Special Events 230-5829/5830
Available Events
Quiet Time
Visit Planning (Mike Quick) 230-5891/5892
DECWORLD Program Office
(Marcia Landingham) 230-5362
Equipment Repair
In Sales Operations Center 230-5123 (HotLine)
Hotel Equipment Repair (Call Joe Villetri on WalkieTalkie)
|
| 70.33 | DECWORLD Appreciation Event: May 15th | FSOA::KCHERNACK | Commonsense is veryuncommon..MTwain | Fri May 08 1992 11:38 | 21 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 08-May-1992 10:36am EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
VMSmail To information: @DW92_STAFFING
VMSmail CC information: @DW92_INTEREST
Sender's personal name: Fran Murar @TTB1-6/B6 Dtn 264-3043 08-May-1992 1019
Subj: MAY 15TH - DECWORLD 92 APPRECIATION EVENT 1
From: NAME: Beverly Mansfield @MRO
FUNC: Corporate Customer Visits
TEL: DTN: 297-6584 <MANSFIELD.BEVERLY AT A1 AT USCTR1 AT MRO>
TO: Special Events Interest:
This memo serves as a reminder of the DECWORLD '92 Appreciation Event,
for all DW Staff, on Friday, May 15th, 5:00 p.m. in the Sea Port Cafe.
Regards,
Bev Mansfield
|
| 70.34 | DECWORLD Week #2 Stats | FSOA::KCHERNACK | Commonsense is veryuncommon..MTwain | Fri May 08 1992 14:35 | 106 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 08-May-1992 01:32pm EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subject: DECworld FYI - 30k Customers (and more)
VMSmail To information: @DW92_STAFFING,@DW92_INTEREST
Sender's personal name: Fran Murar @TTB1-6/B6 Dtn 264-3043 08-May-1992 1323
From: USCTR1::USCTR1::MRGATE::"A1::MANSFIELD.BEVERLY" 8-MAY-1992 12:24:11.36
To: @Distribution_List
CC:
Subj: DW'92: WRAP-UP FOR WEEK 2 1
From: NAME: Beverly Mansfield @MRO
FUNC: Corporate Customer Visits
TEL: DTN: 297-6584 <MANSFIELD.BEVERLY AT A1 AT USCTR1 AT MRO>
To: See Below
TO: Special Events Interest:
Attached is a "wrap-up" memo for week 2 of DECWORLD '92 !!!!!!
Regards,
Bev
From: NAME: VMSMail User LANDINGHAM <LANDINGHAM@MILPND@MRGATE>
Date: 08-May-1992
Posted-date: 08-May-1992
Precedence: 1
Subject: Wrap-up, Week #2
To: VMSMail Distribution List ( _@MILPND::DW92_PROGRAM.DIS)
CC: LANDINGHAM@MILPND@MRGATE
****************************************
* THIS MEMO IS FROM DEB NICHOLLS *
****************************************
I N T E R O F F I C E M E M O R A N D U M
DATE: 08-May-1992 Fri
FROM: Deb Nicholls, Chairperson
DEPT: DECWORLD '92
LOCA: World Trade Center
DTN : at WTC 230-5365
TO : All DECWORLD '92 STAFF
SUBJ: Wrap-up, Week #2
Two down and one to go! You all have a great deal to be proud of, and I'd like
to take a moment to celebrate with you. Some highlights:
o Over 30,000 customers and prospects have registered for DECWORLD '92!
(Compared to a forecast of 20-22,000).
o Customers "sure have had their eyes open to technologies that they
never associated with Digital before. These customers are now in
the planning stages for future purchases and they have assured me
that they are budgeting these from Digital."
- Account Group Mgr.
o "As a result of just one week of DECWORLD, I have increased my Q4
forecast."
- Area Vice President
o "DECWORLD is like an enormous shopping mall... filled with customers
with credit cards out and ready."
- Sales Rep
o There have been a number of situations where the customer has stopped
a P.O. that was in process for a competitor, and asked us for a
proposal.
o There have been many deals closed-- everything from hardware to
consulting services.
o Sessions are generally well attended and we've added additional
times for many that have overflow crowds.
You, as staff, have been a key factor in our customers' successful DECWORLD
experience. Your cooperation in keeping Quiet Time "QUIET," your willingness
to eat lunch early or later (to keep customer wait time to a minimum during
peak times), and your general positive attitude are just a few examples of how
each of you has contributed.
I hope to see all of you at the DECWORLD '92 Staff Appreciation Party on
Friday, May 15 (6:00-11:00 PM). Bill Johnson and Jack Smith will be joining us
to toast your contributions.
Thanks again.
Regards,
Deb
DEN:mml
|
| 70.36 | DECWORLD Anecdotes and Business Closed stories | FSOA::KCHERNACK | Commonsense is veryuncommon..MTwain | Tue May 12 1992 10:01 | 44 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 11-May-1992 03:51pm EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subject: DECworld - Anecdotes & Business Closed
From: NAME: Beverly Mansfield @MRO
FUNC: Corporate Customer Visits
TEL: DTN: 297-6584 <MANSFIELD.BEVERLY AT A1 AT USCTR1 AT MRO>
TO: Special Events Interest:
Please respond to the attached memo if you have any Anecdotes or Business
Closed. Deb Nicholls is trying to capture positive customer comments and
unique quotes. Also, if a particular Special Event, Account Event,
Quiet Time tour, Spirit of Boston dinner, consulting session, one-on-one,
etc. which you have planned assisted in closing business - please identify
the "event type", the account and business closed.
Thanks and regards,
Bev
I N T E R O F F I C E M E M O R A N D U M
DATE: 07-May-1992 Thurs
FROM: Deb Nicholls, Chairperson
LOCA: DECWORLD '92
DTN : at WTC 5358
MAIL: at WTC FAB016::
TO : DECWORLD Program Team
SUBJ: 9:30 AM Check-in
Please remember to document and bring/send any DECWORLD anecdotes, sales and
success stories, "quotable quotes," etc., to me as they happen. So far, I've
only seen a reply from one Team member-- and I KNOW there are lots of GREAT
stories to tell!
Please remind your people that there are *NO* sessions going on during Quiet
Time.
Regards,
Deb
DEN:mml
|
| 70.37 | DECWORLD Recognition Programs | FSOA::KCHERNACK | Indecision=the key 2 flexibility | Tue May 12 1992 10:13 | 312 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 12-May-1992 07:53am EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subject: DECworld FYI - Recognition Programs
From: USCTR1::USCTR1::MRGATE::"A1::MANSFIELD.BEVERLY" 11-MAY-1992 11:20:21.04
To: @Distribution_List
Subj: *** DW'92: RECOGNITION PROGRAMS 1
From: NAME: Beverly Mansfield @MRO
FUNC: Corporate Customer Visits
TEL: DTN: 297-6584 <MANSFIELD.BEVERLY AT A1 AT USCTR1 AT MRO>
This memo serves as a reminder that all nominations for the ACHIEVEMENT and
EXCELLENCE Awards are due May 20, 1992!
Please remember that ANYONE can nominate ANYONE. Nominations should be
sent to: Sharon Foster @MRO. Please ensure an appropriate DW'92 Program
Team member is carboned (e.g. myself for Special Events) for Program
Team members are part of the approval process.
These two recognition awards are exclusive and are designed to recognize
the top 10% (this percentage is a GUIDELINE and only a GUIDELINE). Please
keep this in mind when submitting nominations.
Regards,
Bev Mansfield
From: NAME: Peter Maguire
FUNC: Personnel
TEL: 297-4152 <MAGUIRE.PETER AT A1 at MR4DEC at MRO>
Date: 05-May-1992
Subject: NOMINATION FORM 1
To: See Below
The attached description of the DECWORLD EXcellence and Achivement awards
process contains the Nomination form for these two awards and should be
distributed widely to people who might be in aposition to nominate individual
staff members for either award.
The final call for nominations will be made on May 8 and the final date for
receiving nominations will be May 20.
Thanks for helping to spread the word.
Regards,
Pete
Subject: DECWORLD Recognition Program 1
+-+-+-+-+-+-+-+
|d|i|g|i|t|a|l| I N T E R O F F I C E M E M O R A N D U M
+-+-+-+-+-+-+-+
TO: DECWORLD'92 STAFF DATE: April 1992
Marketing FROM: DECWORLD'92
Communications Recognition Committee
SUBJ: DECWORLD'92 Recognition
Professional Excellence is critical to the success of DECWORLD'92. With
this in mind, a DECWORLD'92 Recognition Program is being sponsored by
Marketing and Communications to recognize employees' efforts and achievements
that contribute to the success of DECWORLD. Nominations are encouraged
from all groups and organizations participating in DECWORLD'92.
PLEASE COMMUNICATE AND FORWARD THIS INFORMATION TO ALL EMPLOYEES IN YOUR
ORGANIZATION.
Nomination Process:
o This is the only process for recognizing DECWORLD accomplishments
o Nominations for work leading up to the opening of DECWORLD can
be submitted immediately to Marketing Compensation (Sharon Foster
@MRO or MR4DEC::Foster)
o The deadline for submission of all nominations for DECWORLD
recognition awards is no later than May 20, 1992.
o Nominations will then be approved by the DECWORLD Recognition
Committee, with review by the appropriate DECWORLD Program Team
Member, Communications Team member (if applicable) and the employee's
supervisor and personnel manager.
o All awards are to be presented to recipients by June 19, 1992
Attached are the nomination form and criteria relating to this process.
Should you have any questions on the program, please contact your personnel
manager or Sharon Foster @MRO DTN 297-3446.
-------------------------------------------------------------------------
HOW TO NOMINATE OR RECOMMEND CANDIDATES FOR
DECWORLD'92 RECOGNITION PROGRAM AWARDS
-------------------------------------------------------------------------
Nominations for the DECWORLD'92 Excellence or Achievement award must be
completed electronically using the attached nomination form and submitted
to Sharon Foster (Sharon Foster @MRO or MR4DEC::FOSTER) by May 20, 1992.
Please note the following when making your nomination:
o This is the only process for nominating an employee for
DECWORLD accomplishments.
o Nominations for DECWORLD accomplishments will not be
accepted after May 20, 1992.
o Nominations must be able to stand on their own
(there must be sufficient information in the nomination to
make a decision)
o A draft of the content for the recognition letter to accompany
the award must be included on the nomination form.
o Only one award (Excellence or Achievement) shall be granted per
individual for DECWORLD.
o Multiple nominations (Excellence or Achievement) for the same
individual will be considered together; at least one of the
nominations must demonstrate the appropriate level of activity/
accomplishment.
1992 DECWORLD RECOGNITION
ACHIEVEMENT & EXCELLENCE NOMINATION FORM
Please complete.
NOMINEE'S NAME/BADGE: DECWORLD AREA:
< > Industry:_____________________
< > Product/Tech.:________________
DECWORLD ASSIGNMENT/FUNCTION: < > HQ International
< > Info. Services
< > Guest Services
< > Other:________________________
Award: EXCELLENCE: Individual____ Team____ ACHIEVEMENT:_______________
-----------------------------------------------------------------------
EXCELLENCE:
Describe the contribution for which you would like to recognize this
individual. Include in your statements to what extend this individual
meets the DECWORLD behavioral criteria and how the contribution was
beyond the normal parameters of the individual's DECWORLD assignment:
ACHIEVEMENT:
Describe the contribution for which you would like to recognize this
individual. Include in your statements to what extend this individual
meets the DECWORLD behavioral criteria, the DECWORLD goals, and how the
contribution was beyond the normal parameters of the individual's DECWORLD
assignment:
Please include below the content for the award letter to be used if
approved (25-50 words) i.e. why the recipient was nominated.
=======================================================================
Recommended By:_____________________________________ Date:_____________
(Name, Organization)
DTN:___________________________ NODE:__________________________________
Submit electronically to Sharon Foster (MR4DEC::Foster or @MRO) before
May 20, 1992.
---------------------------------------------------------------------
DECWORLD'92 RECOGNITION PROGRAM AWARDS
---------------------------------------------------------------------
-----------------
DECWORLD STAR
-----------------
PURPOSE: To immediately recognize instances of stellar actions in
one's daily performance that contribute to the success of
DECWORLD.
TIMING: Awarded on a daily basis by DECWORLD Program Team members,
Sales Reps., "Floor Captains" and other DECWORLD Supervisors
ELIGIBILITY: All Digital employees and CSOs involved in DECWORLD.
CRITERIA: Activity oriented and defined by each group on and off the
DECWORLD floor. Examples:
o helpful (goes out of his/her way to meet customer/sales
needs)
o knowledgeable (clearly communicate needed information to
customer/sales)
o reliable (always there when needed)
o friendly (makes customer feel welcome)
AWARD: DECWORLD Star given to employee "on the spot" to adhere to
DECWORLD badge. An employee may receive more than one STAR.
---------------------
DECWORLD EXCELLENCE
---------------------
PURPOSE: To recognize short term peak performance/accomplishments
on DECWORLD assignments.
TIMING: Nominations made from the start of DECWORLD through May 20th.
ELIGIBILITY: All Digital employees involved in DECWORLD.
CRITERIA: Measured against DECWORLD behavioral criteria (as defined
on the next page). Impact of work confined to DECWORLD.
APPROVAL: All nominations will be approved by the DECWORLD Recognition
Committee with review by the appropriate DECWORLD Team
Captain and nominee's manager and personnel manager.
AWARD: DECWORLD Excellence Award delivered to recipients by the
appropriate DECWORLD Program Team member after the end of
DECWORLD.
<continued>
----------------------
DECWORLD ACHIEVEMENT
----------------------
PURPOSE: To recognize sustained significant accomplishments and
outstanding contributions on DECWORLD assignments.
TIMING: Nominations made from the start of DECWORLD through May 20th.
ELIGIBILITY: All Digital employees involved in DECWORLD.
CRITERIA: Measured against DECWORLD behavioral criteria and
DECWORLD goals (defined on following page). Accomplishment
impacts the business and may extend beyond DECWORLD.
APPROVAL: All nominations will be approved by the DECWORLD Recognition
Committee with review by the appropriate DECWORLD Team
Captain and the employee's manager and personnel manager.
AWARD: DECWORLD Achievement Award delivered to recipients at a
special meeting after the end of DECWORLD.
----------------------------------------------------------------------------
DECWORLD'92 RECOGNITION CRITERIA
----------------------------------------------------------------------------
DECWORLD Behavioral Criteria:
o Initiative in Problem Solving
o Effective Participation in Teamwork
o Demonstrated Accomplishment in Developing
Individuals or Groups
o Corporate Citizenship
o Intelligent Risk-Taking
o Valuing Diversity
o Demonstrated Leadership
DECWORLD Goals:
DECWORLD is a rallying event for Digital employees
o Sales and Profits Increase
* Close Sales & Reduce Sales Cycle
* Develop Strategic Partnerships
* Open Doors to New Accounts
o Press and Analysts Praise Digital's Strategies and
Innovative Solutions
o DECWORLD Content is Packaged for Timely Delivery
to the Field
|
| 70.38 | DECWORLD Observations | FSOA::KCHERNACK | Indecision=the key 2 flexibility | Tue May 12 1992 14:39 | 114 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 12-May-1992 01:36pm EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subject: DECworld FYI - Deb Nicholls on Week 1 & 2
From: NAME: Beverly Mansfield @MRO
FUNC: Corporate Customer Visits
TEL: DTN: 297-6584 <MANSFIELD.BEVERLY AT A1 AT USCTR1 AT MRO>
TO: Special Events Interest:
Attached is a reflection on week 1 and 2 of DECWORLD '92 ...
Regards,
Bev
From: NAME: VMSMail User LANDINGHAM <LANDINGHAM@MILPND@MRGATE>
Date: 11-May-1992
Subject: Monday, May 11 Check-in
To: VMSMail Distribution List ( _@MILPND::DW92_PROGRAM.DIS)
THE FOLLOWING MESSAGE IS FROM DEB NICHOLLS
CHAIRPERSON, DECWORLD '92
I N T E R O F F I C E M E M O R A N D U M
DATE: 11-MAY-1992 Mon
FROM: Deb Nicholls, Chairperson
DEPT: DECWORLD '92
LOCA: World Trade Center
DTN: at WTC 230-5365
TO: DECWORLD '92 Program Team
SUBJ: Monday, May 11 Check-in
Welcome back for week 3!
o Did you know we have made over 14,000 donuts so far? In addition to the
samples for customers, we send about 200 per day to the Pine St. Inn.
o Over 15,000 local messages have been sent on the DECWORLD mail system (Global
Messaging Services), plus 2500 remote messages via X.400, Internet, or FAX.
o Over 30,000 customers have registered, and we expect this week to be as
busy as last week.
o Our visitors have come from as far away as Russia and China.
o Business is being closed in all areas, including migrations from other
vendors and consulting services. A number of CSOs have reported substantial
opportunities uncovered.
o Some customer and CSO quotes collected through week 2:
INSURANCE
"I didn't know that could be done and its just what I need."
HEALTHCARE
"The quality seminar was outstanding, very well presented, and well thought
of. Good Stuff!"
BANKING/INVESTMENTS
"I am so impressed with the total solution Retail Banking can deliver."
PROFESSIONAL SERVICES
"This is exactly what I've been looking for."
RETAIL/WHOLESALE
"Messages are clear and easy to understand."
"People are very friendly and helpful"
D. Nicholls, 5/11/92 page -2-
TRAVEL/TRANSPORTATION
"This show has been so valuable that we've been able to save money by
sending our key customers pre-paid airline ticket to DECWORLD . . . to see
our applications demonstrated here and to see the rest of Digital's
products & service capabilities are. It's cheaper than if we had to fly
round trip to the customer's location to give the demonstration there."
"We want Digital to build a system just like this . . . for us."
UTILITIES
"The Utilities outage video scenario captures in 7 minutes the key problems
in our industry and vision of where we need to go."
"Fantastic! Outstanding demonstration of understanding out business problem
with people and technology to meet our needs."
o Although much of the press coverage focused on Digital and it's Q3 results,
those who spent the time to discover DECWORLD were favorably impressed.
Some quotes from European press:
"Very impressive!"
"Feeling of an aggressive Digital."
|
| 70.39 | Staff Appreciation Event | FSOA::KCHERNACK | Indecision=the key 2 flexibility | Wed May 13 1992 12:35 | 62 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 13-May-1992 09:09am EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subj: MAY 15TH: STAFF APPRECIATION EVENT 1
From: NAME: Beverly Mansfield @MRO
TO: Special Events Interest:
Attached is the formal announcement on the DECWORLD '92 Staff Appreciation
Event on May 15, 1992.
Regards,
Bev Mansfield
From: NAME: Peter Maguire
FUNC: Personnel
TEL: 297-4152 <MAGUIRE.PETER AT A1 at MR4DEC at MRO>
Date: 11-May-1992
Subject: STAFF APPRECIATION PARTY -SPREAD THE WORD 1
ANNOUNCEMENT - PLEASE DISTRIBUTE
DECWORLD'92 STAFF APPRECIATION PARTY
FRIDAY, MAY 15, 6PM-11PM
SEAPORT CAFE -- - WORLD TRADE CENTER
To say "Thank You" to all the staff who have contributed to DECWORLD'92, there
will be a staff appreciation party on Friday, May 15, following the close of the
exhibit floor. The party will be in the Seaport Cafe ( the dining tent directly
across from the Northern Ave. lobby). Doors will open at 5:30. There will be
food, beverages, live music plus a DJ, and film ( clips from the Making of
DECWORLD'92). This will be a great opportunity to celebrate together one last
time with old and new friends who have worked together to make this DECWORLD the
best ever.
The party is open to all who have worked on the planning and/or delivery of
DECWORLD'92. Please wear your DECWORLD'92 Staff badge. If your work on DECWORLD
did not require you to have a Staff badge, contact your representative on the
DECWORLD Program Team to arrange for a DECWORLD'92 Guest badge for the party.
TRANSPORTATION
Staff who will be driving into Boston on May 15, should plan ahead with friends
and colleagues to arrange for designated drivers to drive home after the party
is over.For those staff who will still be staying in a Boston hotel, there will
be a mini-coach service available at the end of the evening to provide rides to
the hotels. And, finally, taxi service is available at the World Trade Center
entrance on Northern Avenue which is where the Seaport Cafe is located.
PARKING
The two most convenient parking lots during the evening are :
-World Trade Center lot directly behind the Seaport Cafe, and
-Pier 4 lot on Northern Avenue at Anthony's Pier 4 restaurant
See you there.
|
| 70.40 | DECWORLD Hotel Rates | FSOA::KCHERNACK | Indecision=the key 2 flexibility | Wed May 13 1992 20:58 | 107 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 13-May-1992 09:09am EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
Subject: DECworld FYI - Hotel Rates
VMSmail To information: @DW92_STAFFING,@DW92_INTEREST
I N T E R O F F I C E M E M O R A N D U M
DATE: 11-May-1992
FROM: Roger Shaller
DEPT: DECWORLD '92 Purchasing Mgr.
LOCA: at the WORLD TRADE CENTER
MAIL: MR4DEC::RSHALLER
TO : All DECWORLD Distribution Lists
SUBJ: DECWORLD '92 Housing
This note is to serve as a reminder that your hotel discount rate was greater
if you made your room reservations three weeks (21 days) prior to your arrival
date. Some people have been concerned that the rate charged was higher than
the 21 day discount rate. You should question your hotel regarding the rate if
you did reserve your room 21 days prior to arrival and are being charged the
higher rate.
A room rate listing is attached.
Regards,
Roger Shaller
DECWORLD '92 Purchasing Manager
RS:mml
ATTACHMENT (2 pages)
Special 21-Day Standard
HOTEL Advance Discount Discount
Back Bay Hilton $140.00 SO $150.00 SO
140.00 DO 150.00 DO
Boston Harbor Hotel 215.00 SO 235.00 SO
255.00 DO 275.00 DO
Boston Park Plaza Hotel 110.00 SO 118.00 SO
130.00 DO 138.00 DO
Bostonian 190.00 SO 210.00 SO
210.00 DO 225.00 DO
Colonnade Hotel 135.00 SO 145.00 SO
145.00 DO 155.00 DO
Copley Plaza Hotel 155.00 SO 165.00 SO
155.00 DO 165.00 DO
Four Seasons Hotel 199.00 SO 199.00 SO
230.00 DO 230.00 DO
Guest Quarters Hotel 135.00 SO 150.00 SO
150.00 DO 165.00 DO
Holiday Inn Govt. Center 120.00 SO 134.00 SO
136.00 DO 150.00 DO
Hyatt Regency Cambridge 139.00 SO 149.00 SO
159.00 DO 169.00 DO
Lafayette Hotel 150.00 SO 160.00 SO
160.00 DO 170.00 DO
Le Meridien Hotel 175.00 SO 190.00 SO
195.00 DO 210.00 DO
Lenox Hotel 135.00 SO 135.00 SO
150.00 DO 150.00 DO
Logan Airport Hilton 120.00 SO 130.00 SO
140.00 DO 150.00 DO
Marriott Copley Hotel 160.00 SO 180.00 SO
180.00 DO 200.00 DO
Marriott Longwharf 199.00 SO 210.00 SO
199.00 DO 210.00 DO
Omni Parker House 135.00 SO 145.00 SO
135.00 DO 145.00 DO
57 Park Plaza Hotel 100.00 SO 110.00 SO
110.00 DO 120.00 DO
Ritz Carlton Hotel 230.00 SO 230.00 SO
240.00 DO 240.00 DO
Royal Sonesta Hotel 130.00 SO 140.00 SO
130.00 DO 140.00 DO
Sheraton Boston Hotel 145.00 SO 145.00 SO
145.00 DO 145.00 DO
Tremont House 95.00 SO 100.00 SO
110.00 DO 115.00 DO
Westin Hotel 159.00 SO 169.00 SO
179.00 DO 189.00 DO
|
| 70.41 | DECWORLD Advisory #18: New Accessing Instructions for Literature | FSOA::KCHERNACK | Indecision=the key 2 flexibility | Sat May 16 1992 08:26 | 35 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 15-May-1992 04:46pm EDT
From: Decworldnews @MRO
DECWORLDNEWS AT A1 at SALES at MRO
TO: See Below
Subject: US DECWORLD ADVISORY #18 - NEW ACCESSING INSTRUCTIONS
From DOUG SMITH, U.S. DECWORLD MGR, @MRO, DTN: 297-3855
============================================================================
Please delete and ignore Advisory US#17.
Since Advisory US #17 was issued, we have experienced difficulties in
providing DECWORLD registration data and literature fulfillment information.
Registration data is also being purged and consolidated, resulting in
changes to database content. In addition, we are in the process of moving
systems from the World Trade Center in Boston to Digital Northboro.
We are evaluating a revised method of accessing the registration database
and literature fulfillment requests. Concurrently, we are developing a set
of access instructions to the system. We will forward the instructions to
the field coordinators and the account selling teams as soon as they are
available. In the meantime, please see your DECWORLD' 92 field coordinator
with any questions.
From the US Team, we want to express our thanks to all of the people who
worked so hard to make DECWORLD '92 such an overwhelming success. The
response from our customers has been outstanding! As of Friday, May 15, our
total customer registration was over 33,000!
Thanks for a job well done.
Doug Smith
Distribution: deleted
|
| 70.42 | DECworld: Positive Press | FSOA::KCHERNACK | Indecision=the key 2 flexibility | Tue May 19 1992 12:07 | 114 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 19-May-1992 10:50am EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
Subject: DECworld FYI - Positive Press
From: MRKTNG::MRGATE::"A1::ROSE_DICK" 19-MAY-1992 08:33:43.63
To: J_THOMPSON,MRKTNG::MURAR,FROSTY::RODERICK
Subj: A Positive /Article
From: NAME: Dick Rose @TTB
FUNC: ISA DECWORLD TEAM MGR
From: NAME: VMSMail User LANDINGHAM <LANDINGHAM@MILPND@MRGATE>
Date: 18-May-1992
Subject: More Positive Feedback!
<<< HUMANE::HUMANE$DUA1:[NOTES$LIBRARY]DIGITAL.NOTE;1 >>>
-< The DEC way of working >-
================================================================================
Note 1874.63 DECworld '92. How goes it? 63 of 68
FURFCE::WELKIN::ADOERFER "It's a stop word" 92 lines 17-MAY-1992 21:49
-< How the press saw it (copyright 1992 Dow Jones PIR) >-
--------------------------------------------------------------------------------
headline: . DECWORLD '92 COMES TO A CLOSE AMID CUSTOMERS' AND CITY'S PRAISES.
BOSTON, May 15 /PRNewswire/ --Today, after three weeks of enthusiastic
response from customers, DECWORLD '92 came to a close at Boston's World Trade
Center. In spite of the still weak global economic conditions, 30,000
business executives from around the world traveled to Boston to attend Digital
Equipment Corporation's (NYSE: DEC) international customer symposium to learn
about and to see the solutions that Digital and its partners are providing to
meet today's business needs. Boston officials acknowledged DECWORLD's role in
contributing to the local economy stating that nearly $50 million was
generated for local business by those attending the solutions exhibition.
According to Deborah Nicholls, chairperson for DECWORLD '92, "This was a
tremendous success. The attendance was 20 percent higher than we had
originally forecast resulting in approximately 500,000 customer relationship
hours, time Digital employees spent working with customers, during the three
weeks. Throughout DECWORLD, the atmosphere on the floor was positive and
charged with enthusiasm. This was true of both our customers and our
employees."
Beyond its function as a solutions showcase featuring demonstrations,
workshops, and one-on-one consulting sessions, DECWORLD is also one of
Digital's most efficient and effective sales and marketing tools. "It's a
customer call on a global scale," says Nicholls. "It goes beyond stimulating
interest. Because customers can actually see and have a hands-on experience
with the solutions that are available today for their business challenges, we
feel that DECWORLD is very successful in shortening the sales cycle."
In addition to the benefits DECWORLD has given to Digital, it also served as
a boon for the local economy. Patrick Moscaritolo, president of the Greater
Boston Convention and Visitors Bureau, Inc., comments, "DECWORLD is the
largest show or convention that happens in Boston. It is five times larger
than the average convention we get in the city. Based on an economic impact
model used by the international association of convention and visitor bureaus,
DECWORLD's guests have spent an estimated $48.9 million on hotels,
restaurants, local transportation, and retail items. In addition, the event
has contributed $1.1 million tax revenue to state and local governments. And
beyond the dollars which are generated, a project of the scope of DECWORLD
generates jobs for all the support that is necessary." DECWORLD '92 Facts and
Figures:
-- Computing power on the DECWORLD floor --
-- Over 1000 MIPS, 500 GB of storage and 1 TB of nearline
storage
-- Over twice the compute power of DECWORLD '90 using only two
thirds of the computer room space
-- 700 workstations performed 350 demonstrations
-- 160 seminars were given daily
-- Over 14,000 messages were sent over the electronic messaging
system set up for the event
-- Almost 14 percent of the customers who attended were from
outside of the United States
-- 26 hotels were used in Boston and Cambridge
-- Between 100 and 500 rooms were used in each hotel every
night
-- There were over 50,000 room nights with guest staying an
average of two and a half days.
-- 7,500 people were carried to and from the World Trade Center
every day through a transportation system made up of 60 buses,
two water shuttles, and helicopters from Digital Aviation
Services
-- Over 75,000 meals were served at breakfast and lunch
-- At snack time, the chocolate chip cookies were the clear
favorites with over 200,000 consumed
DECWORLD is Digital's customer symposium and solutions conference and is the
largest single vendor exhibition in the information technology industry.
Digital Equipment Corporation, headquartered in Maynard, Mass., is the
leading worldwide supplier of networked computer systems, software and
services. Digital pioneered and leads the industry in interactive,
distributed and multivendor computing. Digital and its partners deliver the
power to use the best integrated solutions -- from the desk top to the data
center -- in open information environments.
----
Note To Editors: DECWORLD is a trademark of Digital Equipment Corporation.
/CONTACT: Ralph Cohen of Digital, 508-493-2960/
13:35 EDT
|
| 70.43 | DECWORLD Customer Information is on the way! | FSOA::KCHERNACK | Indecision=the key 2 flexibility | Wed May 20 1992 17:12 | 78 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 20-May-1992 03:56pm EDT
From: MURAR
Subject: DECworld FYI - Customer Info on the way
From: MRKTNG::MRGATE::"A1::ROSE_DICK" 20-MAY-1992 10:21:25.46
To: J_THOMPSON,MRKTNG::MURAR,FROSTY::RODERICK
CC: MR4MI1::JREPPUCCI
Subj: DECworld'92 Customer Information
From: NAME: Dick Rose @TTB
FUNC: ISA DECWORLD TEAM MGR
Well, welcome back from an exciting and (based on early indicators)
successful DECworld'92. I want to thank you and your teams for the quality,
enthusiasm and selling effort put into the program. The customers and sales
teams loved it. And I think you all got a good field test for your content
and solution plans for the upcoming year.
What is important is to build off what we were able to accomplish through
the DECworld program. That includes the business relationships established,
the solution set positioning against the customer business problems and the
follow up to customer and sales interests.
With regards to the customer and sales follow up, we want to make sure you
get as much information as you need and is available. As you know, customer
information has been entered into the registration database on an ongoing
basis. We are working with corporate to get reports from this database as
well as a subset of the database which focuses on customers participating
in ISS content, programs or requests.
We need your help to make sure we have all the information you may need.
If you would address numbers 1 & 2 below (if appropriate), we will do
everything we can to update the database and produce customer and vehicle
reports for you. Please be patient, between vacations and people moving
operations back to their offices, it may take a couple of weeks to pull
everything together for you.
1. If you had customers that attended your special events and would like
the customer name, address and account mangers name (if it is on the
record), please get the customer badge numbers to Jeanne Marquis/Gia Milo
this week.
2. Although, you have probably already submitted customer information/badge
numbers that attended your sessions and demonstration areas, if you have
any that haven't been put into the system and you want to make sure they
are listed under your vehicle ID number, please get that information into
Jeanne Marquis/Gia Milo this week as well. We will do the best we can to
get the records updated.
We don't have the resources to continue adding ad hoc customer
information input to the database. If 1 or 2 apply to you, please use
this opportunity to catch up.
3. At the earliest opportunity (based on vacation and database
availability) we will get the customer report for #1 and the customer
vehicle report for #2 for you.
There is some confusion about the status of the database and it's
availability. We are working with corporate to eliminate the confusion
and or potential problems.
4. Mike Smith is working the details for installing an ISS subset of the
customer database in TTB, on the net. Once he has worked out the details he
will publish the timeframes and plans for the database.
5. Corporate is moving the database from the WTC to Maynard at this time.
We have a commitment from Alex Munn that they will be keeping the database
active for approximately six months.
Thanks Again,
Dick
To Distribution List: (deleted)
|
| 70.44 | DVN Broadcast - DECWORLD Wrapup | FSOA::KCHERNACK | Indecision=the key 2 flexibility | Tue May 26 1992 13:58 | 26 |
| Probably at your sites also..... \\ken
I N T E R O F F I C E M E M O R A N D U M
Date: 26-May-1992 11:38am EDT
From: CIS/MRO Help Desk
USCSUPPORT AT A1 at MCIS2 at MRO
TO: See Below
Subject: I: DECWORLD '92 DVN Broadcast
TITLE: "DECWORLD WRAPUP"
DATE: Tuesday, May 26, 1992
TIME: Program: 3:00 to 3:30pm & again
4:00 to 4:30pm
LOCATIONS: MRO2 Celtics C/R LA Level
MRO3 Cafe
MRO4 Dolphin C/R
A DECWORLD '92 highlight video that combines the key business messages
with a touch of Broadway pizazz will be broadcast over the Digital
Video Network (DVN) Tuesday, May 26. The program will run approximately
30 minutes. DVN site locations are listed under item #99 in LIVE WIRE's
U.S. News section.
Distribution: (deleted)
|
| 70.45 | Information Requested for DECworld '92 Wrap Up Report | FSOA::KCHERNACK | Cut byte or fiche | Mon Jun 15 1992 14:00 | 104 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 15-Jun-1992 12:44pm EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
TO: See Below
Subject: DECworld'92 Wrap Up Report - Your info requested
VMSmail To information: @DW92_STAFFING,@DW92_INTEREST
VMSmail CC information: MURAR
Sender's personal name: Fran Murar @TTB1-6/B6 Dtn 264-3043 15-Jun-1992 1237
The DECworld'92 ISA Core Team requests your feedback in order to
complete a WRAP Up Report. Please take about five minutes and return
your comments to me my June 18th.
Attached are the topics and the questionnaire.
PROCESS - for putting the plan together. The team Dick
put together, the process for creating the plan, the
DW review process.
SEMINARS AND WORKSHOPS - Content, training, measurements,
support.
EXHIBIT FLOOR - How it worked from the following
perspectives: structure, staffing, audience response (field
and customer), positioning, signage, business problem versus
product statements, open workshops.
QUIET TIME - Pre-registration through Corporate,
ad hoc arrangements during show, tour guides, scripts.
DEMONSTRATIONS AND STAGING
FULFILLMENT AND LEADS
STAFFING, HOUSING, REGISTRATION
CUSTOMER & SALES COMMUNICATIONS - Invitations, Account
Planning Guide, Program Guide, DW at a Glance, Locator,
Voicemail, Multi-media Kiosks
FORMAT FOR COMMENTS - Specific Topics
TOPIC:
1. For your area of responsibility:
a) What worked or was successful, and why?
b) What didn't work and why?
c) What would you do differently next time? (new idea or
change)
d) What was the business impact of A, if any?
What was the business impact of B, if any?
FORMAT FOR COMMENTS - DECWORLD IN GENERAL
2. For DECWORLD '92 in general:
a) What worked or was successful, and why?
b) What didn't work and why?
c) What would you do differently next time? (new idea
or change)
d) What was the business impact of A, if any?
What was the business impact of B, if any?
Thanks,
Fran
Distribution: (deleted)
|
| 70.46 | ISS DECWORLD '92 Report | FSOA::KCHERNACK | The reach should exceed the grasp | Thu Jul 02 1992 13:11 | 2088 |
| I N T E R O F F I C E M E M O R A N D U M
Date: 01-Jul-1992 03:01pm EDT
From: MURAR
MURAR@MRKTNG@MRGATE@MRKTNG@MKO
From: NAME: Dick Rose @TTB
FUNC: ISA DECWORLD TEAM MGR
TEL: 603-884-3914 <ROSE_DICK AT A1 at NUTMEG at TTB>
Date: 30-Jun-1992
Subject: ISS DECworld'92 Report
To: marcia landingham @mlo,
deb nicholls @mlo
Deb, this is the DECworld'92 summary report from the ISS cluster team.
Trust me, I will not go through this entire report on the 7th. My
primary goal is to dwell on the strengths we would like to see built
upon and on four or five proposals for change that I think would have
the biggest improvement impact.
See you soon!
Sorry for being Lateeeee!
Dick
INFORMATION
SYSTEMS AND SOLUTIONS
(Discovery International)
DECWORLD '92
FEEDBACK REPORT
June 29, 1992
Dick Rose
TABLE OF CONTENTS
Executive Summary
Specific Topics
Content Development and Approval
Communications
IS Support
Sessions
Technical Reviews and Staging
Budgets and Purchasing
Staffing, Housing and Registration
Fulfillment and Leads
Quiet Time
Customer Conference Rooms
Other
Appendix
EXECUTIVE OVERVIEW
Introduction
DECWORLD '92 was an exciting selling and marketing event during
which many positive things occurred. Marketing and program teams
put forth creative and productive team efforts. Sales did a
terrific job generating audience. Distinct improvements in
attitudes and processes were evident. But, best of all, customers
seemed ready to take action.
Early indicators point to DECWORLD '92 being our most successful
ever. Sales were closed on the DECWORLD floor, and follow-up
sales activities have occurred. Customers were heard to remark:
"This is overwhelming."
"I could spend a month here."
"This is just what I needed."
The Digital Sales force responded similarly:
"I didn't believe we had it or could do it."
"Why can't Digital behave this way all the time."
The Information Systems and Solutions Group's participation in
DECWORLD was exciting. For the first time, we had business teams
representing multiple organizations working with the customer on
business issues and solutions rather than organizational specific
content. We were really operating as one company.
In the glow of our success, and the opportunities it has opened,
we sometimes lose sight of what it took to get there. We also
lose sight of other opportunities and ideas that got lost along
the way. As a team, we're fully aware that projects the magnitude
of DECWORLD will never be perfect or free of criticism. However,
in our report we've tried to comment on key areas which, if
addressed, we believe can lead to significant improvement for:
- the company
- the customer
- the business groups and teams involved.
DECWORLD '92 Strengths
DECWORLD '92 had many strengths. The five we recommend be built
upon are:
- Cooperation displayed by the DECWORLD
Operations Team
- Three week program
- Balance among industry, cross-industry and
technology information and audiences
- Floor layout and customer response to it
- Focus on the customer -- the business problems,
the solutions, and ease of doing business while at
DECWORLD
Recommendations
In addition to building upon current strengths, we recommend
immediate adoption of five major recommendations, which we believe
will lead to further major improvements in the effectiveness of
DECWORLD '93. They are:
- Develop IS needs and plans before Content Plans.
- Develop a detailed Communications Plan and communicate
it to business groups before requesting their Content
Plans.
- Call for DECWORLD Business/Action Plans before or with
Content Plans.
- Determine budget/cost models and strategies and share
them with business groups before requesting their
Business and Content Plans.
- Identify DECWORLD '93 program manager immediately.
Other Recommendations
- Require business plans as the first phase in selection
process to participate in DECWORLD, and use content
proposals as the second phase. Make sure content
proposals support business plans; and that the plans are
backed with people, content and budgets.
- Don't micro-manage content and its selection.
Micro-management had minimal impact on improving quality
and had a major impact on increased costs.
- Use people with previous DECWORLD experience as much as
possible, particularly for management positions.
Training new people each time adds to the delays,
frustrations and flaws in our decisions. In order to
improve upon the past, it is important that participants
share a mutual "DECWORLD memory databank".
- Don't allow key operations people who are supporting all
content groups to be absent from the process for long
periods of time during critical development phases.
- Use a professional project manager to assist the Digital
Design team. Don't cut corners by understaffing these
essential functions. It delays the process and we end
up paying overtime fees for production.
- Establish rules, communicate them and enforce them.
- When communicating with the customer, value conciseness.
Don't confuse it with shortness.
- Back the Communications Plan with resources, budgets and
timetables that allow us to do the job right.
- Link the communications needs and plans with the IS
plans.
- Begin building an IS needs document now. Use a select
group of DECWORLD '92 participants to define the needs.
- Define how costs will be split and paid for before you
ask for business and content proposals from the
business groups.
- Build cost models for key expenditures based on DECWORLD
'92 actual costs. Use models to help groups estimate
their DECWORLD '93 expenditures.
- Request that business groups submit their estimated
DECWORLD budgets along with their business and content
plans.
TOPIC: CONTENT DEVELOPMENT AND APPROVAL
a) What worked or was successful, and why?
o Freedom of Expression
The freedom of expression permitted by the Program Office
brought out the old "DEC Spirit", and demonstrated creativity
and energy to our customers. The open workshops, earthquake,
magic show, mime, and DEC 'N' Donut shop are a few examples.
o Abstracts and Titles
Our abstracts and titles were more effective because we were
allowed to continuously revise and improve them thoughout the
content development process.
Titles based on customer business problems rather than
Digital Products was an important breakthrough which was
acknowledged by many customers.
b) What didn't work and why?
o Enforcement of Timelines
Timelines were frequently missed by both the content teams
and the program group. Content teams were supposed to be
advised of content approval decisions by December 4, however,
it was mid-January before the process was completed. As a
result, Content Teams lost more than a month of
implementation time.
o Approval Process
The approval process was too time consuming. It became a
physically and mentally exhausting marathon for reviewers;
creating inconsistency in the process and its results.
o Abstracts
It's not surprising that we go through many revisions of
abstracts before they're appropriate for customer
consumption. After all, we pretend that abstracts are
written just for the customer when in fact their first
audience is the DECWORLD Program Team/internal audience.
And as much as the reviewers try to put themselves in the
position of a customer, they are not customers. They have a
Digital perspective. They are reviewing the content from a
provider, not a consumer viewpoint; and they should recognize
that fact.
The process would be more efficient and effective if we were
to acknowledge that the Program Team has different
information needs, and should have their own version of the
abstract. Perhaps what the Program Team needs is not an
abstract at all, but a business document that answers
specific questions in a uniform way. More on this in section
c.
o All Titles As Questions
It did not make sense to insist that all DECWORLD abstract
titles be put in the form of a question. Some titles were
very effective as questions, others were not. When forced
into that format they became less effective, artificial and
too wordy. We spent too much time trying to fit titles into
this arbitrary format.
c) What would you do differently next time? (new idea or
change)
o Start with a Corporate Business Plan for DECWORLD, and seek
business proposals from marketing groups to fulfill that
plan.
o Require that Marketing Groups submit Business Plans as well
as Content Proposals. We can then write our customer
abstracts and other communications documents based on the
approved content and the business plans. This process would
give the approval process more objectivity and intelligence
and help the company leverage DECWORLD.
o Do not require that all marketing groups participate in
DECWORLD. For some groups, the investment is DECWORLD is not
worthwhile. There may be better ways and better investments
for reaching their target audiences.
By doing this, we would eliminate the incorrect concept that
all marketing groups "have to be at DECWORLD". Also, the
Program Team could concentrate on proposals from groups who
wanted to participate and understood the business benefits to
their groups.
o Plan ahead. Use information technology to streamline the
review process. There are IS tools in Digital that could
drastically improve the quality, timeframe and communications
of the DECWORLD submission, review, and approval process.
d) What was the business impact of A, if any?
o Attracted a large audience.
o We met a high degree of customer expectations.
o Customers and sales saw a better balance of solutions and
technology than ever before.
What was the business impact of B, if any?
o Wasted money. In some cases wasted floor space. Some niche
groups were asked to be present at DECWORLD when, in fact,
their participation may not have been a good business
decision.
TOPIC: COMMUNICATIONS
DECWORLD '92 Program Managers understood the need for
effective communications. They encouraged our continued
improvement of abstracts and titles for the purpose of
communicating more effectively with our target audiences.
They allocated budget and developed multiple channels for
communicationing with our audiences. However, our final
communications products were seriously flawed because we
failed to produce a basic and critical tool that would have
helped ensure our success -- a well-thought-out
Communications Plan.
a) What worked or was successful, and why?
o DECWORLD At A Glance
DECWORLD At A Glance was excellent. It got information to
customers simply and easily; and was a effective supplement
to the more detailed Program Guide. The information was
concise and easy to access. The maps were correct, and its
small format was convenient to carry. It also allowed
program groups and content teams the flexibility to make
schedule and location changes in support of customer and
content needs.
In summary, it was an appropriate and cost-effective way to
communicate room and schedule changes, corrections, deletions
and updates.
o Ability to Modify Titles and Abstracts
Importantly we were able to improve upon and modify titles
and abstracts over a period of months. The result was titles
and abstracts that more clearly reflected the actual content
presented to the customer. The downside was our inability to
ensure that changes were made quickly to other communications
tools such as VTX, Locator and the Account Planning Guide.
o Account Planning Guide Concept
The DECWORLD '92 Account Planning Guide had a clean,
professional, easy-to-use format. However, they were late,
and a lot of the information they contained was inaccurate or
out-of-date.
We support having an Account Planning Guide. It's an
important tool for sales managers and representatives.
However, a plan for its design and content should be part of
the DECWORLD Communications Plan.
o Locator
The use of Digital's Information Technology to help customers
locate what they want to see at DECWORLD is a very powerful
marketing concept. DECWORLD '92 made a good start at making
this happen.
However, Locator was not as user friendly as we had hoped it
would be. Usage increased when volunteers were recruited to
help visitors use the system.
Also, it got off to a rocky start because of other delays in
the DECWORLD communications system. Correct content
information was not available to the Locator Team until a few
days before the show opened.
In the end, the Locator system helped thousands of attendees
find their way to seminars, workshops and demonstrations.
Recommendations that will help make a Locator system more
effective appear in section c.
o Directional Maps
DECWORLD '92 maps worked. They were oriented correctly and
the information was accurate. The large laminated maps which
were available for reference at each information desk,
were very helpful in directing customers to other areas on
the floor.
o DECWORLD Bulletins
DECWORLD Bulletins communicated important information to
internal participants, quickly and inexpensively.
b) What didn't work and why?
o Communications Planning
There was no DECWORLD Communications Plan. Decisions
effecting customer and field communications were made on the
"fly" and we were flying by the seat of our pants.
The Program Team was unable to communicate the big
communications picture to us. At the start of the
implementation process, we did not know how communications
would flow, or the important ramifications of some of our
decisions.
Since many decisions effect when, in what format and how
effectively we communicate with our audiences; it is
important that we plan the process in advance, communicate it
to internal participants, and let them know their critical
success factors.
o Ability to Modify Titles and Abstracts
The downside of the continuous improvement effort was our
inability to ensure that changes were made quickly to other
communications tools such as VTX, Locator and the Account
Planning Guide. Eventually, it was not clear which channels
or groups had the most current content.
o Program Guide
All DECWORLD Program Guides have been less effective and more
cumbersome than we would like. This year's was no exception.
Information was hard-to-find or missing. On the other hand,
there was more information than you could possibly want or
need. Again we flubbed our indices of Digital Products and
CSOs.
Some day the definitive format for a DECWORLD Program Guide
will be developed and implemented. It will take considerable
thought and advance planning. We seem never to make enough
time for either one.
o Updates to VTX
VTX never seemed to catch up with the changes that were being
made to titles and abstracts. As a result, the field did not
have up-to-date information prior to DECWORLD. We need to
develop a better process for submitting revisions and
ensuring that the changes have been made.
o Signage and Graphics Process and Guidelines
The Corporate signage and graphics process for DECWORLD '92
was horrible! We have nothing good to say about it. The
planning was bad. The design was bad. The process was
inefficient and out of control. The finished product was
mediocre to poor. See section c for recommendations.
c) What would you do differently next time? (new idea or
change)
o Plan first. Think the process through. Understand the flow
of information, and communicate that information to
participants early in the process. For example, where are all
the places a title or abstract will be used? What are the
needs and limitations of each of those places? Let
participants understand, in advance, the ramifications of
their decisions. Create realistic timelines and enforce
them.
o Communicate the Communications Plan to participants in
advance.
o Develop a flexible signage system that can be modified to
meet a variety of content group needs. Have the signage
process managed by a professional project manager, not
designers!
o Allow for updates and improvements to abstracts and titles,
but set a realistic cut off date to accommodate the needs of
systems like Locator, VTX, signage, and Program Guide.
d) What was the business impact of A, if any?
o Customers used DECWORLD at a Glance to easily understand what
there was to see and do at DECWORLD
What was the business impact of B, if any?
o Poor communications, missed opportunities and wasted money.
TOPIC: IS SUPPORT
DECWORLD is a hugh, complex and dynamic $30+ million
communications and sales project. And, we still support it
using old behaviors and technologies such as list processing.
Rather than plan DECWORLD IS needs in advance we have
tolerated after-the-fact patchwork efforts. This behavior is
self-defeating and prevents good ideas from being
implemented.
The ability to showcase and use Digital's IS products and
services in delivering DECWORLD is a powerful message that we
can deliver to customers. We can show our ability to easily
and effectively communicate information to internal and
external audiences, schedule customer conference rooms,
locate content on the DECWORLD floor, and track and fulfill
customer needs.
It's a case of taking our own advice. We tell our customers
to:
- benchmark their operations against "Best in Class",
- identify their business information needs,
- develop an information architecture, and
- then develop and implement an IS architecture to
execute against.
Why are we showing them that we do any less?
a) What worked or was successful, and why?
o Registration System
o Customer fulfillment and tracking processes and tools were
vastly vastly improved. A more complete design and
implementation is needed.
b) What didn't work and why?
o Sneakernet approach to customer conference room reservations.
o Handwritten notes on customer bar-coded cards.
o Inadequate tools and services available to internal and
external audiences.
c) What would you do differently next time? (new idea or
change)
- Develop IS needs and plans before requiring Content Plans for
the business groups. Allocate funding to support the
approved plan.
- Link the IS plan with the Communications Plan.
- Use Digital methodologies and resources to get the job done.
- Appoint a group of DECWORLD '92 participants to begin
building an IS needs document for DECWORLD '93, now.
- Use Digital technology to track and reserve customer
conference rooms.
- Improve upon the concept of Locator.
d) What was the business impact of A, if any?
o Customers were able to register easily and efficiently.
What was the business impact of B, if any?
o Lost opportunity to tell a powerful story.
o Wasted time, manpower and opportunity.
o Spent more time and money than necessary building, selecting
and implementing content plans
TOPIC: SESSIONS
a) What worked or was successful, and why?
o Reviews and Training Process
The number of review and training sessions included in the
process was good and should not be reduced. They served
their purpose, and helped us attain the goal of increasing
the effectiveness of sessions.
o Field as Reviewers
We were able to bring in some Digital sales people for the
first round of our reviews. These folks had credibility and
were extremely helpful. Our speakers made numerous
adjustments to both content and style based on their input.
o Customer Evaluation Process
The fact that we had a customer evaluation process this year
was, in and of itself, an important plus. Customer feedback
on seminars and workshops gave us the ability to make
adjustments to content, frequency and room size during the
first week. The evaluation tool and reports could be
improved. More on this in sections b and c.
o Responsiveness
When we needed to make adjustments to room locations and
times in response to customer feedback, Dave Berry worked
with us to do so; demonstrating both teamwork and
flexibility.
o Open Workshops
Discovery International Open Workshops were very successful.
With Open Workshops we were able to present overviews on a
variety of content and draw customers into the solution
demonstration areas of Discovery International. Scheduled
presentations allowed customers to better manage their
activities. Customers liked the fact that they could come
and go at will. We would make some changes to future Open
Workshops. More on that in section c.
o IT Healthcheck
The IT Healthcheck was a smashing success from both our
perspective and the customer's. One hundred percent of the
846 customers who submitted evaluations said IT Healthcheck
met or exceeded their expectations! Customers were
satisfied, and from Digital's perspective the Healthcheck has
provided us with 1044 information technology profiles on
customer leads. We now know what their problems are and what
they need!
b) What didn't work and why?
o Rules
We announced a number of conditions that had to be met by
speakers and content teams before they would be allowed to
present their seminars or workshops at DECWORLD. In most
cases we did not enforce the rules we established. Most
people figured we wouldn't, and they were right. We should
not state rules or conditions that we are not prepared to
backup.
o Targeted Audience
Targeted audience, as defined by DECWORLD team, was not the
primary audience attending seminars and workshops at
DECWORLD. Most attendees identified themselves as middle
managers or IS management/staff. The result was, audiences
wanted more specificity than the approved seminar was
prepared to deliver, including product and competitive
information.
o Session Development and Training Firm
The actor/reviewers from Alice Dysart's firm provided
inconsistent or very little value. They were not assigned to
specific seminars and workshops for the duration of the
reviews. This resulted in inconsistent, and somtimes
contradictory, feedback to our presenters, adding confusion
and stress to the process. Our presenters also report being
treated to what was essentially a vendor sales pitch whenever
Alice was present at a session.
o Presentation Skills Training
Style of delivery is important and some people were helped by
this training. However, in many cases the presentation
skills trainers got involved in content and advised
presenters to be more general and eliminate specifics. This
advice contrasted to feedback received from customers who
wanted more specificity.
The final review sessions should have evaluated overall
quality -- specifically content, presentation style and
slides, not just presentation skills.
o Evaluation Forms
Evaluation forms included ambiguous terminology and a
question that did not pertain to most presentations.
For example, how do you define a senior manager and a middle
manager? Why was Senior management listed under job title,
while middle management was listed under scope of
responsibility?
We asked attendees about the "quality of solutions demo" when
only a small number of workshops and seminars included
demonstrations. It's presence also skewed the first few days
evaluation results because customers completed the question
whether or not it was applicable, and these answers were
factored into ratings.
o Evaluation Reports
Evaluation reports were inconsistent and not timely. Some
days they were available, other days they were not. Some
were even missing. The reports lacked speaker's name, number
of attendees and size of room. Content teams had to manually
add the information so that the reports would be complete and
meaningful.
The reported results did not eliminate Digital employees or
the category called other. Both of these categories
represented a high percentage of attendees in most sessions.
If an attendee wasn't a customer, prospective customer, CSO,
press, consultant or analyst; their responses should have
been tabulated separately or eliminated.
o Workshop Room Size and Acoustics
Until we got to the World Trade Center, we believed workshop
room designs were going to be the same as they were at
DECWORLD 90. Then we saw they were just small seminar rooms.
Workshop rooms had acoustical problems for both speakers and
their audiences. This problem interfered with the
effectiveness of the presentation and the enjoyment of the
customer.
Customer demand exceeded workshop room capacity.
o Slide Production Process
There were no clear guidelines for vendors to follow, causing
a lack of consistency in colors. Background color was too
dark and made slides difficult to see in larger rooms. We
observed a lack of vendor quality control.
o Session Command Center Personnel
Session Command Center personnel were more adversarial
towards Room Monitors than cooperative. The result was a
stressful situation where the process was allowed to rule the
event. Monitors were "tongue-lashed for copying evaluations,
etc.
c) What would you do differently next time? (new idea or
change)
o We need to find a way to get the field more involved in the
review process. We believe the effectiveness of DECWORLD
seminars and workshops would be greatly improved if field
resources could be made available to participate with content
groups throughout the development and review process.
o Don't reduce the number of review and training sessions.
o Offer presentation skills training earlier in the process for
a full day and hire an organization like Executive Techniques
in NYC to do the training. Use these resources throughout
the process to coach the presentation team, but do not have
them involved in design of the content.
o Have a consistent review and coaching team assigned to each
group.
o Use final review sessions to evaluate overall quality;
including content, presentation style and slides rather than
just presentation skills.
o Live by the rules we set.
o Provide better slide quidelines for vendors and content
developers.
o Modify and improve upon evaluation forms and reports.
o Rethink and redesign workshop space to better accommodate
audience size and the need for acoustical privacy.
At a minimum, make sure content teams understand how the
space is designed before they finalize their content plans.
We can then avoid preparing content that is designed for
delivery in a roundtable configuration when we are going to
be in a mini seminar room.
o Reconfigure layout of Open Workshops. Separate lecture
space from demonstration space, provide seating and special
lighting where appropriate.
o Establish a better working relationship between Room Monitors
and Sessions Command Center personnel.
d) What was the business impact of A, if any?
o A high percentage of customers heard and understood Digital's
messages and were satisfied with the seminars and workshops
they attended.
o Digital field is pursuing IT Healthcheck leads with
documentation on the customer's IT problems and what they
need.
What was the business impact of B, if any?
o We missed opportunities to get our message across to a
captive, receptive audience.
o We spent money on ineffective vendors who were unable to
perform the services for which they were hired .
TOPIC: TECHNICAL REVIEWS AND STAGING
In general this part of DECWORLD worked very well. The key
reasons were attitudes and skill sets. We recommend some
fine tuning in areas noted below.
a) What worked or was successful, and why?
o Technical Reviews
The Technical Review process worked well. The three sessions
with the DECWORLD Operations people allowed us to explain our
requirements, discuss equipment options, and make appropriate
changes. Rather than questioning our needs, Jim Butler and
his team acted as consultants and helped us determine the
best configurations.
o Staging
Staging went well. Jim Butler's team was reasonably
organized and they implemented effective problem resolution
processes. Compared to previous DECWORLDs, this group was a
pleasure to work with. They were always cooperative and
worked with us as a team.
o Demonstration Signoff
Staging signoff consisted of content people verifying that
demonstration content matched abstracts; DECWORLD Security
ensuring network and system security measures were followed;
and the CIDE people gathering demonstration scripts and
making the demos CIDE compliant where possible.
For the most part this process made sense and worked well.
Overall, the content and security checks were timely and
worthwhile, however, the CIDE signoff had problems (discussed
in section b).
o Deadlines
Bravo to Deb Nicholls and her team for backing Demonstration
Captains and enforcing staging deadlines. A major factor to
the success of demonstrations at DECWORLD was the fact that
we were held to the April 3 staging deadline. As a result,
the majority of demos were completed before shipment to
Boston, which meant no staging at the WTC.
b) What didn't work and why?
o Staging Schedules
Staging in two waves was a nice idea that didn't work. Stage
1 groups failed to complete their demonstrations and remained
at Andover through Stage 2. Their overlap caused space and
technical resource problems for Stage 2 groups. Both groups
ended up vying for the attention of Jim Butler's team to help
resolve their issues.
o Equipment Availability
In general, the majority of our equipment was available for
staging when needed, with the exception of rentals. However,
Jim Butler's team didn't anticipate the high level of demand
for common items such as disks, tape drives, memory and CD
readers. As a result, by Stage 2 they were scarce.
Shortages of these items delayed some of our staging by up to
one and one-half weeks.
o Rental Equipment
Rental equipment arrived late for the second wave because it
was ordered late from a sole vendor who lacked sufficient
equipment in inventory. Apparently communciations between
Digital and the vendor were poor; and Digital was unclear
about the exact equipment we would rent.
o CIDE Signoff
The CIDE signoff process didn't work and participants
wondered about its value. CIDE compliance should not have
been enforced during staging. It caused too much confusion
and stress. The tool was too new to everyone; its benefits
were not widely understood. The CIDE team was understaffed
for their task and could not handle the volume of demos. As
a result, only a few demos were encapsulated. CIDE signoff
was eliminated during the last week of staging because people
were complaining that the CIDE team was holding up the
signoff process.
o Equipment Packing
Not enough care was taken in packing the special equipment
(not provided by the DECWORLD team) for shipment from staging
to the WTC. Even though we followed the identification and
documentation process, we ended up spending a lot of time
looking for things we brought to staging. Some items were
never found and we were forced to buy or borrow replacements.
o Off-the-Floor System Resources
During the event we had a strong need for off-the-floor
systems which could be used by our technical support staff to
resolve demo problems during the day. As a result, we were
forced to wait until after hours and use systems on the
floor. If some systems were available for our use off the
floor during the day, we would have been able to correct
problems faster and reduce demo down time.
o Technical Product Experts
Inability to quickly identify technical support for specific
products such as ACMS, UNIX and Windows created delays in
getting demonstrations fixed on the DECWORLD floor.
c) What would you do differently next time? (new idea or
change)
o Rental Equipment Resources
Recommend that Digital purchasing identify and use several
external vendors to provide DECWORLD rental equipment
(Macintosh, SUN, etc). Digital should provide them with our
best estimate of hardware needs early and prepare them for
last minute, ad hoc orders above and beyond our estimates.
o Staging Schedule
The two month staging window seems appropriate, however,
staging in two waves doesn't work. Recommend that we stage
in staggered groups, with a new group starting every week and
continuing as long as they need to. An incentive could be
offered to groups completing ahead of schedule.
o CIDE Compliance
CIDE should be part of Digital's demo strategy, and handled
as a part of our day to day business. Support of it, or
something more appropriate, should be solicited from the
field and the various demo development groups. These groups
should be trained on its use throughout the year so that it
becomes part of their normal demo development activities.
DECWORLD demos for field distribution could be collected
during staging from those groups that have available demo
kits. Otherwise, they should be collected at a later time so
they do not deflect from DECWORLD staging.
o Off-the-Floor System Resources
During DECWORLD, a trailer containing a variety of systems
should be set up at the WTC and made available to approved
technical support people for troubleshooting demos during the
day. If controlled, this could reduce the down time for
demos. Changes could be tested off the DECWORLD floor during
the day and implemented on the floor at night. It would also
cut down the extensive hours some of our technical staff are
required to work to address these situations.
o Technical Product Experts
Technical Support Teams needed a comprehensive list of
product experts who are on call, most especially for
UNIX/ULTRIX. Suggest that a list with the names, primary
location and beeper numbers be provided to the demo/technical
support managers.
o Pre-staging Meetings
Technical Support Team should meet with Marketing Groups to
discuss what they are trying to accomplish within their
areas, understand their overall goals and plans, analyze them
and give input. This should enhance the technical and
content linkages and improve ideas and effectiveness.
d) What was the business impact of A, if any?
Because technical reviews, staging and sign-offs were well
planned and run, the ISS technical team was able to:
- thoroughly plan demonstrations in advance,
- effectively handle changes to demonstrations,
- ensure higher quality demonstrations,
- experience less stress than in past DECWORLDS,
- cooperatively help other groups resolve issues,
- learn about solutions from other organizations,
- form business relationships that could be valuable
in the future.
What was the business impact of B, if any?
The issues discussed in B caused:
- delays throughout staging and setup,
- unnecessary stress on participants,
- extra company expense due to the performance of additional
administrative activities or the need to extend travel to
accommodate unplanned schedules.
TOPIC: BUDGETS AND PURCHASING
a) What worked or was successful, and why?
o Purchasing
Selection of Freeman as a major DECWORLD '92 vendor was an
excellent decision. They were extremely professional, helpful
and worked with us to get the job done.
b) What didn't work and why?
o Purchasing
Lighting and A/V vendors were brought into the process very
late. As a result we were delayed in completing design, cost
and implementation plans for Discovery International. These
delays resulted in higher costs on custom builds.
The selected vendor for computer equipment rental did not
have the capacity to deal with DECWORLD demands.
We were led to believe that the work Freeman did for
Discovery International would be paid for by us as part of
the blanket purchase order issued to Freeman by Corporate
DECWORLD team. Early in the process Danny Bowman requested
our charge numbers, which we gave to him. Freeman also
believed they were covered under Danny's purchase order.
Following DECWORLD we were told that no purchase order for
this work had been cut, and we were forced to process an
after-the-fact purchase order covering all work done by
Freeman for Discovery International.
o Budgets
Defining, setting and managing a DECWORLD budget was
impossible. Until mid-May no one knew how the major costs
for DECWORLD '92 were going to be covered and by whom.
Many costs which have been covered traditionally by the
corporate DECWORLD budget were dumped on the content teams.
For example, lighting and walls.
o Overtime Charges
Due to factors out of our control, all our quotations from
Freeman included overtime charges. Some of the factors that
increased our costs were:
- delays in content approvals;
- delays in deciding to do a cross industry solutions
area;
- decisions which changed the configuration, size and
location of our floorspace;
- lack of design support and information;
This resulted in:
o exhibitry built by Freeman costing 135% of list.
o doubling our design support costs because we had to
design and specify everything ourselves.
c) What would you do differently next time? (new idea or
change)
o Develop cost models which can be used by Teams to estimate
and budget their participation in DECWORLD. Models could be
developed for signage and graphics, exhibitry, audio visual
production, A/V rentals, walls, storefronts, project
management, exhibit design and management, equipment rentals,
lighting, etc.
o Prior to accepting content proposals and marketing team
business plans, the DECWORLD Program Team should state in
writing, which DECWORLD costs will be covered by the
corporate budget and list specifically which costs will not.
Once the list is published do not back away from it. It is
important to list specifically which ones will not; because
many participants may not be familiar enough with the process
to know which costs to plan for.
d) What was the business impact of A, if any?
o We got what we needed and the show was a success.
What was the business impact of B, if any?
o Added and unnecessary costs.
o Poor treatment of vendors.
o Major expenses unexpectedly pushed down to marketing
budgets.
TOPIC: STAFFING, HOUSING AND REGISTRATION
From a Content Team perspective, the registration and housing
processes for DECWORLD '92 worked very well. We experienced
very few problems. Most of those that we did experience were
corrected quickly.
a) What worked or was successful, and why?
o Rogal America
Rogal America handled the enormous task of housing and
registration very well. They responded to our Housing
Captain, were able to make most changes and corrections we
requested and operated as part of the DECWORLD team.
o Customer Registrations
Customer registrations were handled well. The system was
flexible and any customer who arrived at the WTC and wanted
to participate, was registered and badged -- even if they
weren't pre-registered.
o DAAP Reports
Information reporting was much improved over DECWORLD '90.
Reports were on time and IS support tailored them, as needed.
See recommendatins made in section c.
b) What didn't work and why?
o Staff Registration Startup
There were errors in the sales and sales support job codes
which were pre-loaded into the registration database. When
registration system opened it became apparent that some
marketing staff were coded as sales or sales support. As a
consequence, they were not in the correct housing category
and could not register as marketing staff. This problem also
temporarily prevented us from obtaining correct housing
results from the Rogal registration system. See
recommendations in section c.
o Roommate Cancellations
If two people were scheduled to share a hotel room and one
cancelled -- they were both cancelled. Our recommendations
for correcting this problem appear in section c.
o Staffing Guideline
We believe the staffing guideline of 2.5 people per desktop
does not take into consideration other essential roles such
as executive hosts, Quiet Time guides, consultants, public
relations specialists, etc. See recommendation in section c.
o Badge Number Placement
Badge numbers were used as the key identifier for all
information and followup. Unfortunately, the numbers
appeared on the back of the badges, making it awkward to
capture customer badge numbers during conversations or at
special events. See recommendation in section c.
o DAAP Reports
Much of the hotel data reported were inaccurate. Also, some
data on staff registrants did not appear on the reports but
could be found in the Rogal database.
c) What would you do differently next time? (new idea or
change)
o Recommend that registration system be tested before opening
the system to customers, employees and CSOs.
o If you pre-load any class of Digital employee into the
registration system, make sure the mast file information used
is correct and can accommodate changes based on Staffing
Captain's directions.
o Get early field committment to their role in DECWORLD before
requiring Staffing Plans from Content Teams. Determine who
will pay for field staffing.
o When two people share a hotel room we recommend that:
- both their credit card numbers be taken,
- two reservations be created, and
- two confirmations be created.
o Recommend that in addition to the staffing guideline of 2.5
people per demo station, we be given an additional allotment,
of up to 10%, to accommodate people who serve as executive
hosts, consultants, administrative support, etc.
o Recommend that when hotel reservations are cancelled
attendee be given a separate cancellation number as future
proof of the cancellation.
o Put customer badge numbers on front of their badges.
o Recommend that more IS resources be applied to design and
support of the registration database and reporting efforts.
Ensure this is included in DECWORLD IS requirements and
plans.
d) What was the business impact of A, if any?
o Efficiencies of system must translate into cost savings to
company.
o More satisfied registrants and fewer annoyed, frustrated and
angry attendees.
o Better relationships with Boston hotels because registrations
were handled more efficiently.
What was the business impact of B, if any?
o Some attendees were charged for hotel rooms they had
cancelled. They could not prove the cancellations had been
made with Rogal because Rogal does not issue cancellation
numbers.
o We spent an inordinate amount of time, unnecessarily,
developing a Field Resource/Needs Plan, which was never
utilized to gain field committment.
TOPIC: FULFILLMENT AND LEADS
The DECWORLD '92 process for capturing and distributing leads
and fulfilling customer literature requests was superior to
any solution used in past DECWORLDS. If we want to make
maximum improvements for future DECWORLDS we must specify,
well in advance, what sales, business units and customers
need from the process. We then need to provide an IS plan,
support and funding to get the job done.
a) What worked or was successful, and why?
o Locator/Information Request System
The Locator/Information Request System allowed us to showcase
Digital products and services solving a real information
delivery problem. Over 30,000 customer requests were
submitted through the Information Request System, providing
an easy-to-use method for initiating a request, and an easy
method to capture customer information.
Recommendations for making Locator a more effective tool
appear in section c.
o Customer Leads Available in Reasonable Timeframe
We received customer lead reports the beginning of week two
and within a week following the close of DECWORLD. This was
an enormous improvement over DW '90. Customer database has
been made available to us for continued reference and use.
Recommendations to make this more effective appear in section
c.
o Bar Coded Cards
Bar coded business cards were an excellent first step in
developing an effective fulfillment and lead tracking system.
They were convenient for customers to use, and gave the
impression that we had our act together. Recommendations to
make this more effective appear in section c.
o Fulfillment Happened
Fulfillment through Westminster occurred within a reasonable
timeframe. Recommendations on the literature fulfillment
process appear in section c.
o Multiple Ways for Customers to Request Information
Customers were given at least two options for requesting
followup information. They could leave their bar coded cards
in fish bowls or give them to Executive Hosts or Demoers
and/or they could use the Locator System.
b) What didn't work and why?
o Lead Tracking Cards Withheld
Because previous DECWORLD lead tracking systems did not work,
many DECWORLD veterans -- Digital personnel and CSOs -- were
skeptical about this system. Some Digital managers and CSOs
withheld their lead tracking cards until the final week of
DECWORLD or after. They needed to see proof that reports
were actually being generated and received by the content
groups. They also needed to realize that there was nothing
they could do with the bar coded cards.
This year's performance should help eliminate some of this
skepticism.
o Too Much Content Under Some DW Numbers
Our strategy was to communicate with customers at a business
problem/solutions level. To do that we integrated a large
amount of product, application and services information into
single vehicle ID numbers. This was the right thing to do.
However, the fulfillment design did not allow for the level
of granularity the business and customers needed when the
conversation and requests got below the big picture
solutions.
For example:
- Customers could not ask for information on specific
topics covered under one content number.
- We were given a guideline of five pieces of
literature for fulfillment for each content number.
In some cases, five pieces did not adequately cover
each specific topic. As a result, we may not have
provided the customers with the information they
really needed.
- We had to send all literature listed under one number
to each customer who requested additional information
on a piece of content. The result is, we wasted
money and resources sending customers thousands of
documents in which they had no interest.
Hosts and demoers compensated for the system's lack of
granularity by writing customer requests and comments
directly on the bar coded lead tracking forms. However,
there was no way for the scanning system to capture that
information.
Groups that took their leads seriously transferred the
handwritten notes on customer needs to their lead tracking
reports. The lead tracking reports we received were not
alphabetized, so the process of comparing the actual cards to
the reports and transferring the information became very
tedious.
o Lack of Appropriate Support for Locator System
No hardware or software support was provided for the Locator
System. All work was done entirely by project team.
Although Locator was a critical part of the show, and highly
visible, it was the last thing to be set up on the floor --
last for signage, electrical and networking. That's why
Locator was not functioning properly during the first few
days of DECWORLD.
o Digital Employees Showed Up As Leads
We understood that Digital employees were to be registered
under their employee badge numbers and that the fulfillment
system would not accept their fulfillment requests. This did
not happen as planned, because we have a relatively high
number of Digital employees listed in our DECWORLD lead
reports with badge numbers over 500,000.
o Fish Bowl Pickups
During the first week there seemed to be no organized system
for picking up lead tracking cards and getting them into the
scanning process. In some instances, content numbers were
not noted on the cards by the folks who emptied the fish
bowls, this caused some reporting problems.
o Locater Interface
Not friendly enough. Many customers became discouraged
because they could not quickly figure out how to use system.
c) What would you do differently next time? (new idea or
change)
o Recognize the fact that customer fulfillment goes beyond
literature. Fulfillment could be a follow-up meeting, a
proposal, or some other form of next step requested by the
customer.
o Provide a means for entering customer comments and
requests that may go beyond the packaging technique.
Recommend we develop the capability to enter this information
into a subset of the customer record on a daily basis. Maybe
we need to make terminals available on the floor or get
really creative and use voice recognition tools.
o Provide fulfillment numbering scheme that can support topic
and subtopic levels. Cutomers, in many cases, are only
interested in a next step that deals with a specific
component of an overall solution. Without this flexibility
we may end up having too many demonstration ID's and titles,
or more topical rather than solutions-oriented
demonstrations.
o Improve on bar coded cards. Develop a system that gives
customers the ability to request follow-on information more
specifically. One idea would be to give customers sheets of
pressure sensitive bar coded strips. Each demo station
and/or topic area could have a form in the format of a sign
up sheet on which customer's bar coded strip could be placed,
thereby requesting information on that specific content.
This system would eliminate the need to write content code
numbers on each card before collection and scanning.
o Save customer database and improve upon it. A key
improvement would be to use an Rdb database. Rdb would give
us more flexibility to tailor and improve fulfillment and
lead tracking capabilities (i.e., we could use sub databases
to capture information and generate reports). We were told a
number of times this year that we could not incorporate
certain features in the fulfillment and leads tracking system
because the:
- database was sequential rather than relational,
- customer information had to be protected,
- system was tied up.
We shouldn't reinvent the process with every DECWORLD.
Database programs used for DECWORLD '92 should be tuned,
tweaked and stored for the next DECWORLD. That way, we will
know in advance what we are working with and what we have to
do to improve up it. We should develop is the ability to
compare customer databases from DECWORLD to DECWORLD.
o Improve Locator System. Arrive at a consensus of what
locator is, what it will be used for and by whom. Select the
right products to be included in it. Develop an integrated
plan for support, content integration, and linkage to other
DECWORLD systems and databases.
Locator '92 could have been a much more useful tool for the
businesses and customers if it had been part of the IS,
Communications, and Technical Review/Staging Support Plans.
d) What was the business impact of A, if any?
o Customers received the information they requested while they
still remembered they had requested it.
o Sales Representatives are currently aggressively following up
on DECWORLD '92 leads.
o We've established a foundation for a serious DECWORLD lead
tracking system.
What was the business impact of B, if any?
o Our inefficiencies cost us time, money and possible business
opportunities.
TOPIC: QUIET TIME
a) What worked or was successful, and why?
o Content Specific Tours
Content-specific QT tours were very effective; especially
those scheduled by Account Managers directly with us during
DECworld, after they familiarized themselves with the
DECWORLD floor. We were able to discuss their customer's
interests and needs with them, and tailor the customer's
visit. In our opinion, that is what Quiet Time is all about.
o Communication & Distribution of Daily Quiet Time Schedules
Content Groups were informed of Quiet Time Tour reservations
on a weekly basis. This process was valuable because it
provided the detailed sales form with specific information on
the customer's interests, needs, industry, size, status, etc.
Advance distribution of daily Quiet Time Schedules to the
content groups was excellent. They allowed us to identify
and line up appropriate resources to handle each customer
visit.
o Central Quiet Time Captain
It made sense to have a central contact through whom the
field could make advance QT tour reservations. We have made
some recommendations in Section b, which we believe will
improve the effectiveness of the Quiet Time Captain.
o Discovery International Quiet Time Tour Script
Even though we believe general tours are not an appropriate
use of Quiet Time (more on this in Section b), we developed a
general tour script for use by our executive hosts and Quiet
Time guides. The scripts provided basic a basic information
outline and positioned the content within Discovery
International.
b) What didn't work and why?
o General Tours
Quiet Time should be quiet and private. Most of the General
Tours are not an appropriate use of Quiet Time. It became
much to crowded and noisy at times. Customers questioned what
was quiet about quiet time. When we did general tours for
small groups from the same company, they were much more
valuable than the large group, multi-company tours that
occurred.
Quiet Time should be used to consult with customers on
specific topics or present content which cannot be presented
during show hours. Quiet Time visits should help move the
customer along the sales cycle and should feel like special
treatment.
o Advance Reservations
About 60% of the advance reservations made for Quiet Time
tours of Discovery International were no-shows. It appears
that account managers reserved tours to ensure that their
customers would have access to the floor during Quiet Time.
Because Account Managers were told the only way they could
arrange for QT tours was through advance reservations, many
reservations turned out to be place-holders.
The advanced reservation effort was a very good idea.
However, the limitations of the Quiet Time Reservation form
contributed to the no-show rate we experienced.
o Reservation Form
Let's make the form concise versus just short. Because of
space constraints on the form, the list of Quiet Time topics
published to the field was limited to macro topics and was
not sufficiently specific. For example, we had to compress
all cross-functional and services topics into 10 lines! In
some cases multiple topics had to be put on one line. The
result was a list which did not help the field make
intelligent choices for their customers. Nor did we know,
with any specificity, what we should be prepared to present
to the customers.
o Overbooking General tours
Discovery International had the capacity to handle two
general tours at 8 a.m. and two more at 8:30 a.m. We
believed that the Quiet Time Captain was monitoring the
process and only approving tours when we had available
capacity. That was not the case. Customers were booked in
advance based on the idea that we could combine several
accounts into one large general tour (up to 25 people). We
were not aware that was happening until well into the
reservation process, when it was too late to stop it.
Our fears were quickly confirmed. Tours with multiple
accounts and/or over 6-8 people did not work. Tours
consisting of multiple accounts could not be tailored to
present content in the context of the customer's business
needs or problems. Customers who found themselves on the
outer edges of large groups were usually unable to hear the
Guide speak. Running beyond our capacity caused groups to
begin running into and disturbing one another and the
effectiveness of the presentors content.
c) What would you do differently next time? (new idea or
change)
o Delete general tours from Quiet Time.
o If there is a general tour limit it more to smaller groups,
from the same account and within the capacity planned.
o Allow Account Managers to reserve space at QT breakfasts but
give them the option to book Quiet Time topics in advance or
on the DECWORLD floor.
o Devote more space on the reservation form or provide and
attachment, for listing Quiet Time topics. Do not
force/allow content teams to leave off topics or put multiple
topics together as one choice.
d) What was the business impact of A, if any?
o Where we were able to work with sales on a more granular
level, and we met the needs of our Quiet Time visitors. We
found Quiet Time visites scheduled at DECWORLD were more
valuable than most of the pre-scheduled appointments.
What was the business impact of B, if any?
o We lost the opportunity to effectively meet the needs of too
many customers participating in Quiet Time.
o Quiet Time occasionally appeared chaotic and of questionable
value to customers.
o Content specific QT visits were interrupted or disturbed by
General Tour visits.
TOPIC: CUSTOMER CONFERENCE ROOMS
a) What worked or was successful, and why?
o Availability of Customer Conference Rooms
On- and off-the-floor customer conference rooms were an
important DECWORLD '92 resource and a definite improvement
over DECWORLD '90.
They showed that we meant business and were ready to close
business.
We believe the overall number of conference rooms was
adequate. There has to be a balance between how we invest
our limited resources (including floor space) and the peaks
in demand that may cause some discomfort. Overall, we
believe the balance was good.
o Criteria
We thoroughly agree with the Committee's requirement that
the rooms be used for customer meetings. This kept us
focussed on the customer and greatly reduced, or almost
eliminated, the proverbial "Digital folks meeting with
Digital folks" at DECWORLD.
b) What didn't work and why?
o Sneakernet Reservation Process
Our sneakernet reservation system was embarrasing and
inefficient. Because we did not plan the process far enough
in advance, we lost an important opportunity to showcase our
technology and improve the efficiency of the process.
This is an example of where we need to treat the information
systems needs for running DECWORLD in a more complete,
prioritized way; with the budget and planning support behind
it.
o Shared Use of All Conference Rooms
We believe this policy worked, made sense and optimized our
investment of space and money for conference rooms. However,
we make a recommendation in section c which we believe would
make this policy fairer.
c) What would you do differently next time? (new idea or
change)
o Use Technology
Plan ahead. Use Digital IS technology and develop an
interactive database for managing conference room
reservations.
o Conference Room Requirement
We recommend that each content group be required to
contribute to the conference room resource, either by
building and outfitting conference room space within their
areas or contributing funds to help build and outfit
conference rooms elsewhere on the floor.
d) What was the business impact of A, if any?
o Important meetings happened.
o Customers were not inconvenienced by having to leave the WTC
for meetings.
o We made the right impression by providing an appropriate
venue for conducting customer meetings.
o Customers were moved along the sales cycle.
What was the business impact of B, if any?
o We missed an important opportunity to showcase our
Information Systems.
o Because our process was cumbersome and inefficient some
conference rooms remained unused; while at the same time
sales representativess needed space for customer meetings.
o Some groups carried an unfair burden of cost and space.
TOPIC: MISCELLANEOUS
There are numerous other areas of DECWORLD worthy of note in
this report. However, they either do not warrant sections
of their own, or as in the cases of CSOs and Special Events,
we have already submitted detailed reports on them.
a) What worked or was successful, and why?
o Special Events
The experienced Special Events Team was outstanding in their
attitude, organization, communication and overall support of
special events.
o Logistics
The experience and positive attitude of the Logistics Team
was evident in the well organized, smooth running set up and
tear down processes.
o Distinguished Speaker Program
This program was well received, and our ability this year to
handle a larger capacity audience added to its success.
Noontime replays of talks were appreciated by those who were
unable to attend the live presentations.
o Food and Beverages
We believe their was a definite improvement in the quality of
food and beverages this year. Customers appreciated and
enjoyed the food and service they received at lunch and
during morning and afternoon breaks. The teams supporting
this area did a great job of improving the customers
experience.
We did hear some complaints, but mostly from staff who
participated in DECWORLD for multiple weeks. After week one,
any menu would become tedious.
b) What didn't work and why?
o Special Events
We believe that we had too much capacity and too many no
shows in Special Events resulting in a less than cost
effective program. See recommendations in section c.
o Invitation Process for CSO Customers
No one knew where CSOs could get a supply of DECWORLD
invitations for their customers. This was a lost opportunity
to attract a new audience. It was also rude and
embarrassing.
o CSOs
Again this year, we had multiple people contacting a CSO to
execute multiple agreements for DECWORLD. We thought that
was not going to happen, but it did.
In some cases we required CSOs to executive DECWORLD
agreements that were identical to their basic agreement with
Digital. That did not make sense, it annoyed them and
delayed the process.
c) What would you do differently next time? (new idea or
change)
o Special Events
Limit capacity. Encourage co-sponsorship of Special Events.
Apply Digital's Marketing for Results criteria to encourage
using special events in a more results-oriented fashion.
And make business groups accountable for defining and
reporting against their results.
Their was a high percentage of no shows among the
reservations for all our special events, resulting in much
higher costs for the sponsors. We recommend that some
accountability be placed on field personnel who reserve
special event space for their customers.
o CSOs
Assign one, and only one, individual to each CSO. Their
purpose will be to execute a DECWORLD agreement for the CSO's
total DECWORLD participation.
Do not require that CSOs duplicate their basic agreement with
Digital in order to participate in DECWORLD. Include an
addendum to the agreement which captures the CSO's trademark
and copyright information.
Make sure that all CSOs who participate in DECWORLD are given
a supply of invitations for their customers.
APPENDIX
WORKSHOP AND SEMINAR STATISTICS
ISS consisted of nine business units which presented 19 seminars
and 5 workshops to 13,271 attendees. In Discovery International,
our nine topical/solution areas focussed on business problems.
Here we presented multiple Open Workshops daily as well as 14
solution demonstrations consisting of more than 80 desktops.
One of our workshops, IT Healthcheck, was presented 8 times per
day, and was rated by 100% of the 1044 customers who attended as
having met or exceeded their expectations.
SUMMARY OF ISS/DECWORLD SEMINARS AND WORKSHOPS
WEEK TOTAL %CUSTOMER %CSO %DIGITAL %OTHER AVERAGE %MET/EXCEEDED
ATTENDEES EMPLOYEES RATING EXPECTATIONS
------ --------- -------- ---- --------- ----- ------ -------------
1 3,542 75% 5% 17% 3% 3.7 83%
2 5,491 77% 5% 17% 1% 3.6 83%
3 4,238 69% 6% 13% 12% 3.7 84%
------ -------- ------- -------- ------- ----- ----------
13,271
3-WEEK AVERAGES 74% 5% 16% 5% 3.7 83%
TOTAL 3-WEEK SEMINAR/WORKSHOP RANKINGS
SESSION S/W GROUP TITLE TOTAL AVERAGE % MET/EXCEED
NUMBER ATTEND RATING EXPECTATIONS
ISS001 S ISOM IS MANAGEMENT: SURVIVING & 1709 4.2 97%
THRIVING IN THE 1990'S
ISS009 S ADSG IMPACTING YOUR BUSINESS WITH 501 3.5 79%
SOFTWARE DEVELOPMENT: COHESION
ISS012 W ADSG HOW DO I ENSURE THAT MY PROJECTS 342 3.8 87%
ARE ON TIME AND ON BUDGET?
ISS013 S ADSG SUCCESSFULLY IMPLEMENTING 364 3.6 79%
APPLIC. DVPMT. IN MY ENTERPRISE
ISS016 S ADSG MGRS. GUIDE OBJ-ORIENTED DVPMT 618 3.2 67%
ISS025 S EPS DOCUMENT MANAGEMENT: CONTROL/ 615 3.3 70%
INTEG.OF MISSION-CRITICAL DATA
ISS026 S EPS DATA INTERCHANGE, APPLICATION 507 3.5 86%
INTEGRATION: THE NAS OPEN SOLUTION
ISS041 S FABS THE NEW FINANCE: RE-ENERGIZING 552 4.1 96%
FOR FINANCE EXCELLENCE
INFORMATION ACCESS SOLUTIONS
ISS044 W FABS MANAGEMENT REPORTING: STRATEGIC 422 3.6 81%
ACTION PLANNING
ISS048 S FABS MANAGEMENT REPORTING: 651 3.8 89%
RE-ENERGIZING DECISION MAKERS
ISS053 W FABS RE-ENGINEERING FINANCE AND 413 3.8 69%
PERSONNEL ORGANIZATIONS
ISS057 W ISOM HOW HEALTHY IS MY INFORMATION 1044 4.0 100%
TECHNOLOGY ENVIRONMENT?
ISS058 S ISOM BUSINESS AND IS: THE 430 3.6 87%
PARTNERSHIP FOR THE 90'S
ISS061 S ISOM HOW CAN I COMMUNICATE THE 1001 3.6 81%
MEASURABLE VALUE OF IT?
ISS063 S ISOM MANAGING ENVIRONMENTS WITH THE 573 3.4 75%
POLYCENTER SOLUTIONS
ISS066 S ISOM GETTING STARTED WITH "LIGHTS 433 3.5 78%
OUT" COMPUTING
ISS067 S ISOM SECURE INFORMATION SYSTEMS: 328 3.5 85%
THE BUSINESS IMPLICATIONS
ISS089 S NAS HOW CAN NAS HELP ME ACHIEVE 816 3.7 82%
A BUSINESS ADVANTAGE?
ISS094 S OIS TEAM SOLUTIONS: HOW THEY HELP 512 3.5 83%
BUSINESS RESPOND TO CHANGE
ISS096 W OIS WHY BUILD TEAM SOLUTIONS? 276 3.6 83%
ISS105 S SBG OPEN BUSINESS PRACTICES: MEETING 67 3.9 98%
UNIQUE NEEDS
ISS111 S TNSG DIGITAL OPENS THE INFORMATION 297 3.7 85%
MANAGEMENT ENVIRONMENT
ISS126 S OIS MULTIVENDOR ELECTRONIC MAIL/ 704 4.1 93%
ISS129 S PS HOW CAN I MOVE TO DIGITAL'S OPEN 96 3.3 74%
SYSTEMS?
STATISTICS BY ISS CONTENT GROUP
CONTENT TOTAL NUMBER OF CAPACITY UTILIZATION
GROUP ATTENDEES VEHICLES
ISOM 5,518 7 58%
FABS 2,038 4 78%
ADSG 1,825 4 74%
OIS 1,492 3 44%
EPS 1,122 2 86%
NAS 816 1 16%
TNSG 297 1 33%
PROD SYS 96 1 16%
SBG 67 1
19%
CAPACITY UTILIZATION BY VEHICLE
SESSION S/W GROUP TITLE CAPACITY
NUMBER UTILIZATION
ISS001 S ISOM IS MANAGEMENT: SURVIVING &
THRIVING IN THE 1990'S 36%
ISS009 S ADSG IMPACTING YOUR BUSINESS WITH
SOFTWARE DEVELOPMENT: COHESION 38%
ISS012 W ADSG HOW DO I ENSURE THAT MY PROJECTS
ARE ON TIME AND ON BUDGET? 116%
ISS013 S ADSG SUCCESSFULLY IMPLEMENTING
APPLIC. DVPMT. IN MY ENTERPRISE 66%
ISS016 S ADSG MGRS. GUIDE OBJ-ORIENTED DVPMT 74%
ISS025 S EPS DOCUMENT MANAGEMENT: CONTROL/
INTEG.OF MISSION-CRITICAL DATA 84%
ISS026 S EPS DATA INTERCHANGE, APPLICATION
INTEGRATION: THE NAS OPEN SOLUTION 88%
ISS041 S FABS THE NEW FINANCE: RE-ENERGIZING
FOR FINANCE EXCELLENCE
INFORMATION ACCESS SOLUTIONS 90%
ISS044 W FABS MANAGEMENT REPORTING: STRATEGIC
ACTION PLANNING 87%
ISS048 S FABS MANAGEMENT REPORTING:
RE-ENERGIZING DECISION MAKERS 81%
ISS053 W FABS RE-ENGINEERING FINANCE AND
PERSONNEL ORGANIZATIONS 54%
ISS057 W ISOM HOW HEALTHY IS MY INFORMATION
TECHNOLOGY ENVIRONMENT? 109%
ISS058 S ISOM BUSINESS AND IS: THE
PARTNERSHIP FOR THE 90'S 55%
ISS061 S ISOM HOW CAN I COMMUNICATE THE
MEASURABLE VALUE OF IT? 47%
ISS063 S ISOM MANAGING ENVIRONMENTS WITH THE
POLYCENTER SOLUTIONS 63%
ISS066 S ISOM GETTING STARTED WITH "LIGHTS
OUT" COMPUTING 55%
ISS067 S ISOM SECURE INFORMATION SYSTEMS:
THE BUSINESS IMPLICATIONS 39%
ISS089 S NAS HOW CAN NAS HELP ME ACHIEVE
A BUSINESS ADVANTAGE? 16%
ISS094 S OIS TEAM SOLUTIONS: HOW THEY HELP
BUSINESS RESPOND TO CHANGE 24%
ISS096 W OIS WHY BUILD TEAM SOLUTIONS? 56%
ISS105 S SBG OPEN BUSINESS PRACTICES: MEETING
UNIQUE NEEDS 19%
ISS111 S TNSG DIGITAL OPENS THE INFORMATION
MANAGEMENT ENVIRONMENT 33%
ISS126 S OIS MULTIVENDOR ELECTRONIC MAIL/ 53%
ISS129 S PS HOW CAN I MOVE TO DIGITAL'S OPEN
SYSTEMS? 16%
Distribution: (deleted)
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