Conference ilbbak::us_sales_service

    
    
    
    
        Back in late June (91) I was up in Nashua NH in the IMCS course.
    There were a couple of people that had laptops.
    
        It seems to me that it's an expense & cost center issue. If the
    cost center wants to "foot the bill", then you can get one. It's not
    unlike the carphone situation a few years ago.
    
    
    
                                            Phil...

I believe that any Sales Rep that was "at budget" at the end of Q2 received a 
laptop. Don't know if that was U.S.-wide or some local program.

Regards,

Jim

    I was above budget at the end of Q2 and did get a "certificate" and told I
    would be getting a laptop.  I still have my certificate but no laptop. 
    If there is no laptop or if we have to pay for them thru our own cost
    centers then say so instead of letting it just hang.  I guess I'm
    just looking for the real status.
    
    

Must have been a "local" decision, since NY didn't get certificates.

Bob

Three days of rumor and questions, anybody out there with any answers?

    Have sent questions raised to those in the know. Hope to have it
    straight by end of the week.

    In our sales district, some of the sales reps have DECpc 320P laptops.
    These were ordered as Rotational/Consignment inventory. I received one
    a couple of weeks ago and I am making great use of it. To get it, I had
    to agree to sell it before the end of the fiscal year, or else buy it
    myself. 

    I've been working the classical "remote office" for nearly ten years -
    I'm the only sales person in the office and anywhere from 100 to 300
    miles from the nearest large facility.  There's a good amount of overnight
    travel and two/three nights away are not too uncommon.

    While I'm on travel, I would infinitely prefer to get quotes ...
    configurations ... correspondence ... done at night - as opposed to
    watching the TV with a six pack.

    It would be an enormously productive tool for me ... 
                   ---------------------
    The only thing that I've heard is that I could buy one from EPP.  With
    two kids in college ... well ... guess where that option stands on the
    list of priorities.

    Jerry

    Barbra Chibria, the Western Sales Support Manager, sent out a memo
    indicating that the US Sales and Sales Support team members will begin
    to recieve the new 320p notebook, made by Panasonic, beginning around
    March 30. 
    
    To recieve the unit, the members would have to undergo training.
    The presenter at the Sales Support conference was Bill Horzempa.
    
    Regards,
    
    Bruce Ferguson
    Open Systems Manager, Southern California

    
    


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

                                        Date:     04-Mar-1992 01:42pm EST
                                        From:     Bob Hughes @MKO
                                                  HUGHES.BOB
                                        Dept:     U.S. Sales
                                        Tel No:   264-SELL

TO:  Susan H Murphy @MKO                  ( MURPHY.SUE )


Subject: RE NEW US SALES & SERVICE NOTS                              

Re: Note #83.0

Sue,

Please enter the following:

Watch my 3/16/92 DVN for the status of this program.  

rch

P.S.  If you've wondered why we haven't gotten them to you by 
      now, it's because we're "sold out" to customers the past 
      two months.  We're now getting a supply, and the training       
      program is ready.

      And - it was "exceeding forecast by $50K" that was to have 
      earned you a certificate.


 

    What about the sales support people? Will the salesperson be able to
    designate a sales support person to receive a 320p also? Personally,
    I'd rather have the equivalent value to get a desktop PC so I can learn
    Pathworks. A portable PC is of limited value to me, but getting a
    device that I can expand my knowledge base with would be more useful.
    Plus, it wouldn't cost Digital any travel expense since I'd be learning
    at the office.

>>      And - it was "exceeding forecast by $50K" that was to have 
>>      earned you a certificate.


Hmmmmmmmm.  Still not universally applied.  Local sales management must
have decided whether or not to get with the program.  Could it be that
they were concerned about the cost to the Account Group/Set?

Bob

 

    From what I understand, you can get a XIRCOM (sp?) ethernet adapter for
    the parallel port on the portable and fool pathworks into using it.
    
    I've been told that it works quite well.... 
    
    						Ds.

    Bob Hughes mentioned in the training DVN that a program was in place to
    study what to do about laptops in the field.  He said he had appointed
    someone to look into it (John Caputo was the name I recall).  He said
    they would not put them into the field without providing training.
    
    He also mentioned that the program might be a $2K credit like the $300
    credit toward a cellular phone.  That way we could purchase what we
    need/want rather everybody receiving a tool that might not be needed
    or wanted.
    
    I purchased a software product called ACT! - a contact management
    tracking system and borrowed a laptop in anticipation of this happening
    soon.  I had to give it back last week and quite frankly I am lost
    without the information I recorded in that machine during the 6 weeks 
    I used it.
    
    A team within our Account Set Group is piloting the use of laptops. 
    
    I am one who could use one today.  I understand DOS, I understand
    Windows.  I would have our new LINKS products, Microsoft Office (Word
    for Windows, EXCEL, and Powerpoint), DECwrite for Windows, ACT!,
    Mobilizer (if my ALL-IN-1 system would support it) and other assorted
    products on the system.  I would have it in front of customers daily.
    
    I would like to have my office set up with a regular keyboard and VGA
    monitor and I would purchase same for home.
    
    I want/need one now - how can we expedite a program for those of us who
    are PC literate and have many accounts to deal with today?
    
    (I am over budget today but was not 12/31/91)
    
    Maybe we should have a topic that is for folks like myself who know how
    they would use a laptop today and maybe a note to discuss how we might
    use them in the future.
    
    We might also need a note for those who would like to respond to how
    the field feels about systems available to us now.
    
    Kevin Ryan @MTO
    Sales Executive

    I agree with the $2k credit idea. I'd prefer to get a system for the
    office which is not portable...

    This reply is from Judy Gustafson:
    
    "U. S. Sales is planning a program to make PC/laptops available to
    members of account teams in Q4.  The PC Program proposal is being
    reviewed by senior management this week, and if approved, the major
    announcement is planned for March 16.  Training and shipments will
    begin in April. 

    Those members of account teams that received the coupon for exceeding
    their forecasts in Q2 will be given priority consideration for the PC
    Program. 

    This program is being driven by the U. S. Sales Productivity group, and
    the Program Manager is Judy Gustafson @OGO (DTN 276 8455). 

    NOTE:  Some Account Groups have been funding PC seed units for their
    reps and specialists out of local money.  They will not need to
    participate in this program. 
                                 

    Does anyone know what software will be distributed for the laptop PCs
    for use by sales
    ? 
    I have had a 320P for over a month, it is marvelously useful with only
    Microsoft Works.  I can use the VT100 emulator provided with Windows,
    and copy back and forth from A1 and MS Word, Excel, and Powerpoint, or
    ship postsript files to VMS for nice output.  But if we have any sales
    tools planned, I want them now.
    
    ps...I take the 320P around to accounts with me.  I have sold a bunch
    (via PCBYDEC) because customers see it and want it.  And I can demo it
    in 5 minutes or less!  (I still love to peddle)

    Hello,
    
    I am the US PC/PCI Training Account Manager for Product/Technology.  I
    am also on the Account Team PC/Notebook Training task Force.  I would
    be VERY interested in hearing how you use your notebook, the advantages
    and opportunities it has provided from an account basis, and the
    training and softwar you would need to grow your competence.
    
    g
    

	I would like to add my plug for the requirements of a PC that can
	be connected into PATHWORKS and utilize all the PC software we are
	coming out with.

	I am in sales support.  I am hindered in addressing the market that
	Bob Hughes has said we are to focus on -- Desktop, Office, and 
	Imaging.  So much of what we run into out there has to run on DOS.
	I have a VAXstation on my desk (which I will NOT part with as it is
	just as critical to my job), but no PC on my desk.  I am supposed to
	be able to help sales position software/hardware.  That DEMANDS that
	I be able to understand how pieces fit and work together.  I will
	not be an expert in all fields, but I will be able to talk in a
	knowledgeable fashion.

	I have a PC at home.  But it is not much help in learning the our
	products because it is not on the network.  From my experience on
	my system at home, and from the storage requirements I have seen
	for various applications, I would estimate that Sales Support will
	need an 8 MB memory and 80 MB disk system for it to be as beneficial
	as possible.  Yes, a smaller machine would be better than nothing,
	but if we are going to make the investment, let's do it right.  If
	the PC is going to be configured with sales tools, it will be of
	very limited value to me.  I need to be able to run a wide variety
	of Digital products.

tgc

    My understanding is that the Notebooks will come with Microsoft Office
    software - Excel, Word, PowerPoint, and Mail.
    
    If this is correct, then Digital finally has a mechanism to vastly
    improve communication through the field.  Text files were nice in the
    80's, but compound documents are fast becoming the norm.  Today, we
    attempt transmission of compound documents by first converting them to
    Postscript files - much larger than the original source file and
    non-revisable.
    
    We have the real potential for breakthrough here by distributing
    REVISABLE COMPOUND DOCUMENTS, with the added benefit that they take up
    much less disk space.  Similarly, PowerPoint presentations could be
    made available, with each account team customizing the presentation for
    their specific customer.
    
    Is this in our sales plan for the 90's?

See also note 80.5 for related information of a sales tracking application 
which runs well on a 320P. The product is called OUTCOME. It is client server,
and the server component is VMS w/ Rdb as the database engine.

Lee

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

                                        Date:     30-Mar-1992 03:45pm EST
                                        From:     SALES COMMUNICATIONS
                                                  NOTIFICATION AT A1 at SALES at MRO
                                        Dept:     NOTIFICATION
                                        Tel No:   297-2318

TO: See Below

Subject: PC NOTEBOOK INTRODUCTION TRAINING                           



Management Notification #180 - From  JUDITH GUSTAFSON, DTN 276-8455, @OGO
===========================================================================

This announcement is for the PC Notebook Introduction Training that supports 
the PC Notebook Investment Program as described by Bob Hughes on the Sales DVN 
of March 16th.
  
The PC Notebook Introduction Training classes are scheduled to begin on 
April 20, 1992, at the four training HUB locations. We are planning four 
classes a week per site to be delivered in each location during Q4.  The Q1 
class schedule and locations will be announced in May.

Classes begin at 1:00 P.M. on the first day and conclude at 11:00 A.M. on the 
second day, and include an evening session. The training, including the 
pre-course material requires between 12 and 14 hours to complete.  

Classes are designated "Sales" and "Sales Support," to accommodate different 
levels of PC literacy. 	  
    
  
TRAINING LOCATIONS AND DATES:
   
SALES CLASSES - Offered in Maynard, Chicago, Santa Clara, Atlanta on: 

     4/20 - 4/21   4/27 - 4/28   5/4 - 5/5   5/11 - 5/12   5/18 - 5/19
     4/21 - 4/22   4/28 - 4/29   5/5 - 5/6   5/12 - 5/13   5/19 - 5/20
     4/22 - 4/23   4/29 - 4/30   5/6 - 5/7   5/13 - 5/14   5/20 - 5/21

SALES SUPPORT CLASSES - Also in Maynard, Chicago, Santa Clara, Atlanta on:

     4/23 - 4/24    4/30 - 5/1   5/7 - 5/8   5/14 - 5/15   5/21 - 5/22
 
* NO CLASSES ARE PLANNED FOR THE PERIOD OF MAY 22 THRU JULY 4TH, SO AS TO 
  REDUCE IMPACT ON BUSINESS REQUIREMENTS.  

ATTIRE:  Business casual and Digital badge is required.
  
TUITION: NONE, HOWEVER, IF YOU FIND YOU ARE UNABLE TO ATTEND THIS COURSE,     
  	 PLEASE CANCEL YOUR ENROLLMENT MORE THAN TWO WEEKS BEFORE THE 
  	 COURSE START DATE. 

NO SHOW/LATE CANCELLATION: 	$450.00 PER DAY                           
  
TARGET AUDIENCE: 		ALL SALES AND SALES SUPPORT (REPS, 
  	   			SPECIALISTS AND MANAGERS) 
  
PREREQUISITES:  		NONE


COURSE OVERVIEW: 		
  
This 12 - 14 hour course is designed to provide training on basic operations 
for using the PC Notebook  DECpc 320p for day-to-day sales activities.  
Participants from the Sales organization will receive their notebooks at the 
training, which they ARE REQUIRED TO COMPLETE.
  
The course provides users with hands-on practice in Terminal Emulation, 
Moblizer, MS Office applications (Word, Excel, PowerPoint), and basic PC 
maintenance activities.
  
The training will allow participants to get up-and-running in using their
Notebooks for remote access of VAX-based sales tools.  Additionally, 
participants will learn the basics of the PC-based applications and ways to 
incorporate these new capabilities into improving productivity and customer 
response time. 

  
COURSE OBJECTIVES:
  
At completion of this course participants should be able to:   
  
    *  	Effectively use their PC notebooks;                                   
    
    *  	Improve consistency, quality, and productivity of daily efforts;  
  
    *  	Enhance sales; and                                                
  
    *  	Improve customer response time
  

NOTES:
  
  1. PLAN TO CARRY YOUR PC NOTEBOOK, ACCESSORIES AND WORKBOOK, WITH YOU FROM 
     THE TRAINING.
  
  2. SALES REPS AND SALES SUPPORT SPECIALISTS *MUST BE ENROLLED* BY THEIR          
     MANAGER. 
     
  3. CLASSES ARE RESTRICTED ONLY TO THOSE PERSONS WHO ARE *RECEIVING* PC 
     NOTEBOOKS THROUGH THIS PROGRAM.

  4. IF YOU NEED ADDITIONAL INFORMATION, PLEASE SEND AN E-MAIL NOTE TO 
     PCPO @OGO.


                            =====================
                               HOW TO REGISTER:
                            =====================
  
  **************************************************************************
  * FOR MANAGERS ONLY:							   *
  *        							   	   *
  * PLEASE FOLLOW THE THREE STEPS FOR EACH STUDENT:			   *
  *                                                                        *
  * 1. SEND A COMPLETED ENROLLMENT FORM BELOW TO YOUR REGIONAL REGISTRAR   *
  *    FOR EACH PERSON YOU ARE REGISTERING.				   *
  *        							   	   *
  * 2. THE ENROLLMENT FORM MUST COME FROM YOUR E-MAIL ACCOUNT.             *
  *                                                                        *
  * 3. IF THE FORM IS SENT FROM THE ATTENDEE'S E-MAIL ACCOUNT THE          *
  *    ENROLLMENT WILL NOT BE PROCESSED.                                   *
  ************************************************************************** 
  
  EASTERN REGION:	
  
  NJ/NY (ONLY) 	 		BRENDA KEGLER @AWO
  
  NORTHEAST			BUOSLS @DDD or CGVAX2::BUOSLS
  
  CENTRAL REGION:		DOROTHY STRAUB @ACI
           			GAYLENE HEITBRINK @ACI
  
  WESTERN REGION:		REGISTRAR @WRO
  
  SOUTHERN REGION:		SALES REGISTRAR @ALF


  REGISTRATION FORM:


     	Course EY#      EY-K783E-L0  
      		
	Session Name:   PC Notebook Introduction Training
	
	Session Date:  
  	
  	Attendee's Name:

  	Badge Number:

  	Cost Center:

  	Location:
  	 
  	DTN/Phone:
  
  	Job Title:

  	Complete attendee's E-mail address:

  	Manager's Name:
  									     
  	Manager's Location:
  
  	Complete Manager's E-mail address:



TUITION: No Tuition			  NO-SHOW/LATE CANCELLATION: $450.00

****************************************************************************
START TIME DAY 1 ------  1:00 P.M.	    END TIME DAY 1 ------  6:00 P.M.

START TIME DAY 2 ------  8:30 A.M.	    END TIME DAY 2 ------ 11:00 A.M.

============================================================================
Distribution:  U.S. Sales and Sales Support Account Team Members.  To update 
your Personalized Communications Profile, send your name and badge number to 
SEGMENTATION @MRO or SALES::NSP.
============================================================================

	In this day and age of cost containment, this seems like about
	the most expensive way to train everybody.  From our office
	alone, we have to look at about 50-60 people making a flight and
	hotel reservations.  Conservatively speaking, this amounts to
	about $35-40 thousand dollars.  (Airfare, hotels, meals, trans-
	portation to/from airports, parking).

	It would seem much more cost effective to either:

	1.  Send the trainers around the country to train entire offices

	2.  Train selected individuals in each office and allow them to
	    train the entire office.

	For option 1, I could see a trainer coming to our office and
	spending a week to get everyone trained.  Maximum cost for the
	trainer would be in the realm of $2,000 for the week.

	For option 2, if we trained 2-3 people from our office, we could
	see a maximum expense of $2-4,000.  (Assuming they would have to
	have more in-depth training to be able to answer questions.)  If
	the people trained to train were people from the PC sales/sales
	support, it would be natural training for them as well.

	Were these less expensive options considered?

tgc

    re: .24
    
    
    That struck me, too. Effectively, unless you happen to be in one of the
    four magic cities, this might best be described as "Notebook Prevention
    Training." 
    
    A cynic might say conclude that the purpose is only to *appear* to be
    making notebooks available in the field. Lucky I'm not one of those!
    :-)
    

    This is from the PC Notebook Program Office
    
    At the present time there are no plans to conduct training in other
    than the four Hub sites. We will be evaluating the training during Q4
    and looking at the possibility of adding sites for Q1 and/or Q2. There
    are extensive costs and preparation involved in the development of the
    physical training plant required for this type of program, as well as,
    significant effort involved to assemble four training teams --all in a
    three month time frame.
    
    We certainly recognize the travel costs that are involved, and are
    doing a three quarter training schedule to allow account teams that
    lack Q4 funding, to plan and execute their training in the next fiscal
    year.
    
    If it is more appropriate to travel to training at a later date than
    you should plan accordingly. 
    
    Thanks

 >>   We certainly recognize the travel costs that are involved, and are
 >>   doing a three quarter training schedule to allow account teams that
 >>   lack Q4 funding, to plan and execute their training in the next fiscal
 >>   year.
   
I think the point was not the travel expense impacting the sales teams' account
profitability (though that's certainly a consideration).  The point is that
Digital is (in some of our opinion) incurring large, unnecessary expense by not
doing a "train-the trainer" or other local training effort.  

> >>   We certainly recognize the travel costs that are involved, and are
> >>   doing a three quarter training schedule to allow account teams that
> >>   lack Q4 funding, to plan and execute their training in the next fiscal
> >>   year.
>   
>I think the point was not the travel expense impacting the sales teams' account
>profitability (though that's certainly a consideration).  The point is that
>Digital is (in some of our opinion) incurring large, unnecessary expense by not
>doing a "train-the trainer" or other local training effort.  

	EXACTLY.  We have a training facility in our building.  We
	regularly have training brought in here rather that shipping
	people off.  In fact, this week we are having a DECwrite class.
	For this we scrounge up the necessary workstations (generally
	from the people who are taking the class), set up the lab, and
	bring in a teacher.  If the teacher wants to load examples to
	teach with, we load them up on a system and give everybody
	network access to it.

	Since the students come to class to get the PCs for the PC
	training, we would have no problem with equipment.  If you
	need special wiring, we can most likely accomplish that too.
	The idea of having 50-60 people fly, eat out, and stay overnight
	seems like a great waste of money.  Particularly when the exact
	same training can be accomplished for thousands of dollars less.

tgc

In a recent Joint Partners Meeting sponsored by Bob Schmidt there was a
discussion with Don Zareski regarding the mandatory Laptop training.  The
reason given for REQUIRING all the sales support people to attend was so
that Sales Support would all be trained on the Business Model applications
that would be available. 

Well, one of my fellow Sales Support members just returned from the 14
hour training program in order to get his laptop.  There was no training
about Business Model applications.  There was not even training on how load
software or how to back up the system.  What was covered was DOS, Windows,
Excel, Word, how to Dial In, how to access VTX and other "general purpose"
applications.

But, at the end of the training he did walk away with a laptop, case,
extra battery, trackball, ethernet adaptor, preloaded software and some
documentation.

Again I ask the question...  If we are technical people who use MS-DOS 
computers in our day-to-day activities, what is the reason for requiring us 
to sit through 14 hours of basic introductory training?

Another reason that was given for the mandatory training was so that Sales 
and Sales Support would go through the same training at the same time so 
that when they returned to their offices they would be able to help each 
other.  If this is true, they why are there SEPARATE classes for Sales and 
Sales Support?

    
    	Could this be another case of our Bureaucracy feeding itself at
    the expense of the well-being of the whole corporation?  Who developed
    this 'training course' and who approved it?  Could it be that neither
    of these groups knew MS-DOS basics and therefore assUmed that the poor
    field people didn't either?  Did they know that the same material is
    available at nearly every community colege (and most computer stores)
    in the country?  Did they just want to construct a barrier so that if
    the field REALLY wanted a Notebook they would have to show they could
    hop over it?  Or did they just run out of time and developed the only
    course they could develop materials for within the schedule?
    
    	I would guess/hope the latter.  By the way, where ARE the Business Model
    applications?
    

    Gee, if .29 is an accurate statement of the facts, this training will
    indeed be bogus. We should tape this 14 hours of training, duplicate
    it, and then prepare a test. The user would be tested on what is in the
    tapes on their PC and then we would train them on the BUSINESS
    APPLICATIONS like Don Zereski said we would be. I want this PC, but I
    also want to bring in revenue for Q4. I don't want to waste my time. I
    can just as easily help people based on what I see on a videotape as I
    could from on-site training.
    
    Is Don Z. aware that what he said at the combined partners meeting and
    what is actually be delivered to the laptop PC users are 2 different
    things? This seems like another case of people not telling Don the
    whole story. My interpretation of his Q3 videotape was that messages he
    wanted to get to the field weren't getting there for some reason. Is
    Don being misled? He sincerely believed when he talked to us that this
    training was for the BUSINESS APPLICATIONS. What went wrong?

re: .29

>But, at the end of the training he did walk away with a laptop, case,
>extra battery, trackball, ethernet adaptor, preloaded software and some
>documentation.

I'm sure of the answer, but I'll ask anyway.

Are EASYnet addresses assigned for these laptops' Ethernet adaptors?  An EASYnet
address is almost impossible to get, with our saturation of Phase IV address
space.  Are these people supposed to take their present desktops (some I'm sure
have desktops with addresses already assigned) off the network in order to use
the laptops?

Please surprise me and tell me that these laptops will be legal on the net 
(other than dial-in at asych terminal emulations).

Steve

No, no EasyNet addresses were assigned.  In fact, I would
think that this would be rather difficult to do ahead of
time because of the different areas that are used.

    re: Network addresses;
    
    No big shortage of hidden area addresses. I'm sure that the training
    will cover the ins and outs of poor man's routing :-)

    
    	It seems we have done it to ourselves, once again:
    
    	With the street price of a notebook ~ $2K, how far can you afford
    to travel for how many days before the 'training' costs more than the
    'unit'?
    
    My guess would be across town for � day. 

Mail sent to PCPO@OGO:

From:	JMPSRV::MICKOL       "Member of Team Xerox" 14-APR-1992 22:04:52.60
To:	MTS$"ogo::pcpo"
CC:	MICKOL
Subj:	PC Training & Saving Money


Is there any way you can open up more Laptop PC Training courses in the 
Massachusetts area during the three weeks of DECworld? In an effort to save 
air fare and hotel costs, I was planning to take the time during DECworld to 
attend the Maynard-based training only to find out that it is filled (I guess 
others had the same notion). I think it would be prudent of you to do what you 
can to expand the offerings in Mass during that time. Through these efforts
perhaps we can help to make our next quarterly results a bit more positive.
Thanks.

Regards,

Jim Mickol
Sales Support
Xerox Account Group

.35    	It seems we have done it to ourselves, once again:
.35    
.35    	With the street price of a notebook ~ $2K, how far can you afford
.35    to travel for how many days before the 'training' costs more than the
.35    'unit'?
.35    
.35    My guess would be across town for � day. 


This exemplifies the change in the market - the hardware costs a lot less
than training the individual and providing the support services.  If you 
continue to look only at the relative cost of the hardware, your operating
and sales models are out moded.

A better question to ask is: How far can you afford to travel to become more
productive?  (By the way, they throw in a notebook PC with the productivity
training.)

My guess is that it would be a lot farther than across town for a half day.

    
    RE: .37
    
    	Before you blast .35, you might go back and read the previous
    notes, esp .30!  This 'training' is SO basic that it could hardly be
    considered a "productivity enhancement" and therefore is NOT worth more
    than the cost of the HW.
    
     	I don't disagree with the need for better productivity, just the
    methods (i.e. do some 'training' and give them a notebook).  The
    problems start much higher in the corporation and won't be fixed until
    we recognize their impact and how to fix them, develop better tools and
    THEN do some real education.
    

The way I see it, there are at least 3 groups of potential users:

1.  People who are fully PC literate.  They've been ready for months
    to make use of a laptop.  Pulling them in for 2 days of PC/Windows
    basics, besides being a waste, will tend to turn them off totally.
    
2.  People with some PC/Windows experience.  They could probably use some 
    formal training to improve their confidence level and help them get
    productive quickly.  It's still not clear that dragging them off to
    a 2-day, 14-hour training session is the most cost-effective way of 
    delivering this training (as opposed to video tape/DVN or in-the-field 
    training).

3.  People with NO PC/Windows knowledge and NO real idea of how to use a 
    PC in a productive manner.  This describes a significant portion of our
    Sales force (at least the ones I can see from where I'm sitting).  For
    this group, the planned course is a disservice.  They will learn 
    very little and end up very confused.  They will then go back home and
    either a) dump the PC in a drawer or b) try to use it and drive the local
    PC gurus nuts with beginners' questions.

Intoducing PC's into a large, heterogeneous organization takes a lot more 
than a "quickie" training course.  It requires ongoing support and technical
backup.  For instance, has anyone thought to set up a help desk for these
folks?  How about a notes conference where they can ask questions and share 
"discoveries"?  How about training someone local (like a Sales secretary or
admin.) to provide the basic support the third group will require?

On the whole, if this course is all you're planning, you might just as well 
skip it and ship the PCs to the users.  They won't be much worse off, and
you'll save a whole pile of money.

-dave

I don't mean to "blast" anyone.  The point is to reframe the questions so 
that we look at the real issues.

The quality of the "productivity" training is clearly an issue.  If the 
training isn't going to enhance your productivity clearly you shouldn't go - 
whether they give you a laptop or not.

How do we fix it?

A side issue is what are we selling to our customers - hardware (laptops) or 
productivity enhancements (trained personnel and systems that happen to 
include a laptop.)  The way we look at things internally effects how we 
approach our customers.

    From several different sources, Don Z is quoted as saying that there is a
    Notebook program for Service personnel in the field as well as Sales.

    I have been unable to find any information about this program and how I
    could make use of it.  I do extensive sales support in support of the
    consulting efforts that my group does.  But the requirements for the
    sales/sales support program are a sales/sales support job code, 
    a sales/sales support CC and a manager that support you.  All I have is a 
    manager that support me in obtaining one, but under the auspices of a
    program.

    So even though I travel over 150,000 miles a year for Digital and spend
    over 130 nights away from my home and office for Digital, I can't get a
    tool that will improve my productivity substantially and hence
    Digital's revenue stream.

    Any help in tracking this down will be greatly appreciated.

    Steve

    There is currently being rolled out a program to provide Laptops to our
    service engineers.  This is designed to provide them better access to
    our technical databases as well as improved labor reporting and call
    handling.
    
    Contact your local HPS Service Delivery Manager.

    re .39
    
    I agree!!
    
    I fall in category 3 and, as much as I think productivity is important,
    I'm not sure this is productive to the front line sales team.  
    
    We do not usually get into a PC discussion with our customers.  If it
    involves a networking issue or something with PC's being an integral
    portion of that network, the discusion usually goes toward the pros and
    cons of Pathworks.  If a customer starts asking specific questions
    about PC's, we have specialist for that.  We also have an 800 number.
    Therefore, product knowledge is not an issue.  The $/effort isn't worth
    it.  Ask Don Z.
    
    As far as using Mobilizer or something to check into your All-in-1
    account or having AQS on-line for pricing info, not worth it.  I can
    call for messages of importance and DECdirect will get me by at a
    customers site for pricing.  I don't quote exact prices at a customer
    site anyway.
    
    
    Ken Corbett

    re:  Need for Laptops
    
    My opinion is that knowledge of and use of a Laptop PC confers upon its
    user, information and experience that is of value in calling upon
    Information Systems Managers and their technical recommenders and staff
    members.  I think that having intimate knowledge of computing, and
    especially PC computing, will increase one's "face validity" and
    improve chances of gaining sales.  If I were a customer being called
    upon by someone with only superficial knowledge of computing, and who
    didn't use the tools themselves, I would be biased in favor of those
    who are users.  I'd assume that the latter would better understand my
    problems and issues.
    
    Richard Bradley      
    Sales Support Manager
    

    I agree, but the key caveat is that we have to be very well trained on
    it and we have to be able to demonstrate how it's helping us be of
    greater value to them. To carry it in without really being able to use
    it (i mean REALLY use it; not just turn it on and do a few simple
    things with it...) will backfire on us.  So far I haven't seen any plan
    for competency training; only familiarization, and some possibly some 
    level of literacy. To me that's a recipe for failure.
    
    FJK
      

    Could anyone explain what BUSINESS TOOLS are planned?
    
    I have talked to people who went to the class and none were discussed.
    
    Is there a place where these tools are discussed?
    
    Has anyone asked the field for input?
    
    Ken Slattery

I saw an article in Digital Today (inhouse rag) featuring Tim Walsh.
Wasn't very specific but it did talk about a proto toolset that was
developed by Bob Mjos et al. that is evidently up and running.

Also heard that Compass service/tools might go away and that the pc-based
toolset might be the replacement.

Agree that field involvement is a must.  If I hear that they're looking
for help, I'll post it here.

Please do the same.

-Brian

    I just called Judy Gustafson's office regarding next FY's training and
    laptop distribution.  Looks like they'll publish the training schedule
    around the 15th of June.
    
    Gil (Who tried to get into a May class....all filled up.
    
    8'(
    

    "...all filled up..."
    
    Yes, I know what you mean.
    
    I know that a lot of the field service guys have one.  Haven't seen too
    many sales people with 'em yet.
    
    Jerry

Re: .-1: The reason Customer Services engineers have the laptops is that their 
distribution and training was distributed to local sites and note centralized 
like the Sales organization. I'm wondering why that is. I'm sure this whole 
process is going to be a much larger expense for the Sales organization.

Regards,

Jim

I got one of the older Notebook PCs off of DIAL.  I used it a bit and then the
LCD display bit the dust.  No problem.  I logged a call on it and was rather
surprised to have my CS person tell me I had to send it to Salem, N.H. to be
fixed.  I understand that this is how repairs on the new Notebook PCs will be
handled.

I can just see it now.  The people really learn to use their PCs and become
dependent upon them, even more so than their phones.  What happens when someone
spends hours working on a proposal, etc and the machine dies?  Does Digital
lose the business while the person waits a week or so to get their PC fixed?
Has anyone made plans so that if a PC has to go in for repairs, its hard disk
can be pulled and put into a loaner so that the person isn't dead in the water?
What about that boring task called backup?

Bob

re .51

If our repair program for laptops is anything like the one that Apple
Computer has it will not be bad.

I have an Apple PowerBook that I had to send in for repairs.  I
called them to schedule the repair.  Over the phone they asked me
where to pick up the system, what was wrong with it, and where to
return it to once it was repaired.  The reason for this is you might
be on the road and be somewhere else when it is fixed.

They told me it would take three days for the system to be returned
to me and that they would send me a box for shipping.

The next morning (Tuesday) an Airborne Express box showed up at my office.  It
was a specially constructed shipping container with foam cutouts for
the system.  Also enclosed were two shipping labels; one to send it
to Apple and one to have it shipped back to me.

I packed up the system and called Airborne Express to come pick it up.
The package was picked up Tuesday afternoon.  On late Wednesday I
called Apple to inquire about the status of the system.  I was curious.
I did not believe that they could turn it around in three days.  When I
called I gave them the repair order number that was assigned to me.  In
response I was told when the system arrived at their repair center, what
was done to repair it, what time it had shipped out on Wednesday, the
AirBill number of the shipment, and what number to call if I did not
receive it on Thursday morning as originally scheduled.  Needless to say
I was impressed.

Thursday morning came and at 10:00 a.m. I received a call from the front
desk that a package had arrived for me - it was my repaired system as
promised.

AND ALL OF THIS WAS DONE AT NO CHARGE SINCE THE SYSTEM WAS UNDER WARRANTY

In my mind, THIS is the way to run a service organization.  Hopefully
Digital can learn from this.

    Can we say "Backups are our Friends"?
    
    I knew we could.
    
    They are of course your first line of defense.  It's kind of like
    wearing your seatbelt........

re: .52

Yep, I hope our program is that good, but from my experience it isn't going to
be that way.  Of course, since I haven't been to the training to get my PC yet,
I may not be aware of the fantastic support program that is in place to support
these folks.  Can anyone who has been thru the training, comment on how the
company plans to handle these problems?

re: .53

Yep, you need backups, but if no loaner system is available, you are still
dead in the water until your machine is returned.  

Bob

    re .54
    
    If these are "personal" resources, then I would agree with you.  But if
    these are "Corporate" resources, supplied as a tool to make you more
    efficient, then I would "expect" that "management" would have thought
    of this and budgeted some kind of spare or shared resource.  Then your
    backup would have an immediate home to relocate to.
    
    Maybe this is a fecicious question (who, me?), but is this any
    different than a company car that won't run or a pager/cellular phone
    that dies?
    
    If the resource is critical, you make it redundant.  If it's not, you
    take the risk of being without it for a period of time.  Anything in
    between is a business call.  No?

    re: .55
    
    This makes perfect sense.  However, you should not expect it to happen
    everywhere.
    
    Case in point: I'm in a Digital Services/EIS unit.  We tried to get
    some blank TK50 tapes to backup our workstations last month.  We were
    told that the cost was too high (for an additional 10 or so tapes) and
    to ask again in Q1.
    
    I sure hope that our workstations containing our revenue-producing
    customer projects don't die in Q4!
    
    -- Russ

    re: .55
    
    I was really hoping that someone would jump in and say "It's all been
    taken care of.  You will find out the procedure when you go to your
    training." or "The procedure is...", but unfortunately it hasn't
    happened.
    
    Bob

Hi Bob,

   I have one of the older Notebooks, and have had to send it in for repair
(twice, unfortunately).    Both times, the turnaround was 48 hours from 
Salem.  The second time, since I specifically requested to know what they
did, I got a personal note back from "Mike" who told me he replaced the
system board.

   I can complain about the quality (that's whjy we don't sell them anymore)
but I can't complain about the service from Salem.

                                       Bob

    Has anyone seen any information about the Q1 training schedule for the
    laptops?
    

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

                                        Date:     23-Jun-1992 06:59am EDT
                                        From:     SALES COMMUNICATIONS
                                                  NOTIFICATION AT A1 at SALES at MRO
                                        Dept:     U.S Communications
                                        Tel No:   297-2318

TO: See Below

Subject: PC INTRODUCTION TRAINING UPDATE                                        


Training & Events Notification #334 
From  RON CALABRARO, DTN 264-2395, @MKO
===========================================================================
  
  The PC Training Assessment Test administered via DECMENTOR, will be deployed 
  in your region on June 22, 1992 and run for three consecutive weeks, ending 
  July 10, 1992 at 5:00 P.M..  The Assessment portion is the first part of a 
  two part TEST OUT process.  A score of 90% is required on this portion of the 
  test to pass.  The PC Assessment Test will challenge your understanding of 
  "how to" use the notebook in the following areas:
  
  	* General System Knowledge 
  	* Windows Environment
  	* Day to day tasks with Commonly used windows applications
  	* Remote Access 
  
  If you are successful with the written portion of the process, you will be 
  contacted to schedule the HANDS-ON PERFORMANCE TEST portion of the TEST OUT 
  process.  If you do not pass the PC Training Assessment Test, you will have 
  to enroll in one of the "PC Notebook Introduction Training" Classes.
  
  The PERFORMANCE TEST portion of the course TEST OUT is hands-on and will be 
  conducted at each of the training sites listed in the TEN announcement.  
  However, if you are not within a reasonable driving distance to those sites, 
  attempts will be made to have the PERFORMANCE TEST conducted in a Digital 
  office more convenient to your location.  
  
  PCs will be distributed at the Training sites listed in the TEN announcement 
  ONLY.  In other locations where TEST OUTS occur, the PCs for those 
  individuals who pass the PERFORMANCE TEST, will be sent to the Digital office 
  AFTER VERIFICATION OF RESULTS.  
  
                        ******** DECMENTOR ********
  
  The PC TRAINING ASSESSMENT TEST is accessible by choosing the PC option from 
  the DECmentor Menu.  The test is timed and may be taken ONLY once.  It 
  contains no references and does not allow a review of answers after 
  completing the test.  All test scores will be kept confidential.
  
  HOW TO ACCESS THE PC TRAINING DECMENTOR ASSESSMENT
  
  To access a DECmentor test, use your regional login instructions.  If you 
  don't have an account, you may access a generic account in the Northeast 
  region.
  
  HELP IS AVAILABLE:
  
  The technical contacts will assist in setting up new accounts, and DECmentor 
  coordinators are available to answer any product questions.
  
  HOW TO ACCESS THE PC TRAINING ASSESSMENT:
  
  Choose the PC option on the DECmentor menu.  Once into the initial test 
  taker's screen, press RETURN to go from one field to the next in answering 
  informational questions such as badge number, first name, last name, 
  sales/sales support and location code.  Press backspace (BS) to go back to a 
  previous field.  Verify this information with a Y or N.


  TEST-OUT SCORE REQUIREMENT:
  
  A 90% score must be achieved to pass the first phase of the test-out process.
  Assessment scores will be treated as confidential information.
  
  TAKING A DECMENTOR TEST:
  
  Upon entering a DECmentor Test, you can answer questions by entering 
  1, 2, 3, 4, or 5, mark questions by entering M, or skip questions by entering 
  9.  You can go back to the skipped or marked questions and change the answers 
  by choosing the M or S options from the Other Options Menu.  If a skipped 
  question is not changed, it is scored as incorrect.  On-line HELP is 
  available by pressing the PF2 key. 
  
  Once you have answered, skipped or marked all questions, you will see a 
  screen message that you have answered all test questions.  Use the Options 
  Menu to review and change the marked and/or skipped questions.  End the test 
  by entering X after reviewing marked/and or skipped questions.
  
  The Test Results Screen will include a total score for questions answered 
  correctly, scores broken down by module, and the percentage of the questions 
  that were answered correctly.  
  
  DECMENTOR LOGIN INFORMATION BY REGION 
  
  CSR:
  For people in the old ECA/CEA:	  For those people in the old SCA:     
  Local> C DLO				  LAN> C DPDSAL
  Enter Username> 			  USERNAME:  MENTOR_TEST
  (user may enter their last name)	  PASSWORD:  CENTRALREGION
  DALLAS LAN> C DPDSAL
  USERNAME: MENTOR_TEST
  PASSWORD: CENTRALREGION
  
  MKO:  (Merrimack, N.H. Generic Acct)	  NEA:  (Northeast Generic Acct)
  Local> Set host ABACUS		  Local> Set host GREAT1
  USER NAME:  MENTOR_TEST		  USER NAME:  DECMENTOR
  PASSWORD:   SALESTRAINING		  PASSWORD:   SPRINGISHERE
  Select the menu's DECMENTOR option 
  
  MRO:  (Marlboro, MA.  Generic Acct)
  Local> Set host HYEND 		  NQO:  (Nashua, N.H. Generic Acct)
  USERNAME:  CSMENTOR			  Local> Set host RHODES 
  PASSWORD:  BOSTONMASS			  USER NAME:  MENTOR_TESTS
  					  PASSWORD:   MENTOR_TESTING
  
  SSR (Southern States Region):		  WSR:
  After LOCAL> type C MENTOR		  Local>  c ONOFRE
  Then use your user name and password.	  USERNAME:  Type your password
  Select MTR from the menu and choose	  PASSWORD:   Type your password
  the test option.			  This will bring up a menu entitled 
  					  Business Applications Menu.  Select 
  					  the MENTOR option.


  
  HELP!	        HELP!           HELP!           HELP!           HELP!
  
  PLEASE CONTACT YOUR REGIONAL IM&T CONTACT FOR NEW ACCTS. OR TECHNICAL 
  PROBLEMS:
  
  REGION        TECHNICAL ASSISTANCE      TEL. NUMBER           NODE
  
  CSR		Hotline 		  1-800-DEC-2IMT		
  NE		Help Desk 		  237-3300		
  SSR		Bill Lashley		  385-4349		SAHQ
  WSR		IS Hotline @TUS 	  537-7770		ONOFRE
  
      		
  FOR DECMENTOR PRODUCT QUESTIONS CALL YOUR REGIONAL COORDINATORS:
  
  DECMENTOR COORDINATORS        PHONE NO. 	REGION 	     NODE
  
  Nancy Hawald @FAC		456-5456  	CSR	     @FAC
  Gloria Ortiz @NYO		352-2867  	NE	     @NYO
  Maria Bonsavage		343-0253  	SSR	     SAHQ::BONSAVAGE
  Judith Ulrich	@WRO		521-4135  	WSR	     WR2FOR::ULRICHJU
  
  
  FOR PROBLEMS ACCESSING THE GENERIC ACCOUNTS ON ABACUS, GREAT1, HYEND, OR 
  RHODES NODES CALL:  Sue Harlow, DECmentor Program DTN 276-9585, NE, Node: 
  RHODES
  
  
  GOOD LUCK!                 GOOD LUCK!	                      GOOD LUCK!
  
  
  ===========================================================================
  Distribution:  
  This distribution list was created utilizing Personalized Account Services.  
  You received this information because you are a U.S. Sales Rep or Sales 
  Management.  If you have any questions or you wish to update your 
  Personalized Communications Profile, send your name and badge number to 
  SEGMENTATION @MRO or SALES::NSP.
  ===========================================================================

    A couple of thoughts/questions/concerns now that I've been to the
    training...
    
    	1.  Interesting that after the fact they had no record as to who
    	    attended the course.  Now they are trying to determine who
    	    should be receiving the documentation on the products they
    	    gave us in early May.
    
    	2.  The training did not include anything on using AQS on the
    	    laptop.  Seems like a common sense requirement.  
    
    	    Still trying to figure out what to use as the NEXT SCREEN 
    	    key on the laptop.  Anyone know?
    
    	3.  Support is VERY limited, as my first call to the number they
    	    provided at training was quickly ended.  Seems the people on
    	    the other end had no knowledge of the 320P.  Working later with
    	    Atlanta has been good though.
    
    Art Mann
    Seattle
    
    

    Well .. the field service guys in the office got their laptops last
    week (I haven't been able to get one yet ... being in sales I haven't
    been able to get to training).

    My understanding was that the training was mandatory .. the local field
    service reps got their laptops brought to them and some "in-office"
    training was conducted by another service rep who had been to the
    training.

    Is the formal training session mandatory?  Given that there are some sales
    reps who are quite PC knowledgeable .. it may be a more productive use
    of their selling time to allow for some accelerated or reduced
    training.

    Thanks,
    Jerry

    Jerry,        There is now a formal process for testing out of
    the mandatory training session.  
    
    The first step is to take an online test available under the MENTOR
    choice on the FAST system.  I got a memo about this the other day, and
    I think the distribution was fairly wide in our area.  I'll forward
    something to you in the next few hours.
    
    Jeff
    

    I believe there are two, completely diferent laptop programs: one is
    funded by Digital Services for field engineers and the other is funded
    by Sales for sales reps and sales support.  They are being implemented
    differently because they have different purposes.
    
    Steve

re:     <<< Note 83.64 by ODIXIE::GEORGE "Do as I say do, not as I do do." >>>

I beg to differ. Aren't the purposes common: to make employees more 
productive. Yes, they have different tools and utilities, but the desired
result is the same, no?

Jim

    Point well taken, Jim.
    
    Steve

    re.  TEST-OUT for training
    
    BE CAREFUL-
    
    I took the test the other night and got a 79% just doing a quick
    run-thru.  When I went back in the next night to go over the test, see
    what I had missed and try to learn and better my score - it was locked
    out.  Sent a memo to the MENTOR people and got back an answer (I'm
    asking permission to post).
    
    	YOU GET ONE SHOT AT THE TEST!!!!!
    
    'Passing' is 90%!
    
    I do not understand how:
    
    	1.	making 90% a passing score
    
    	2.	not letting one learn from ones mistakes on the test
    
    helps either increase revenue or decrease expenses.
    
    	-Barry-
    
    
    

I finally received my documentation last week for my laptop.  Why on this
earth did it take so long for the documentation to arrive?  My training was
early May.  I also have yet to receive my Xircom (sp?) adapter to connect to 
the network so I can do file transfers in seconds/minutes instead of minutes/
hours.  Also, do we get the actual distribution media in case something happens
and we need to reload the software?  If not, why not?

d

    Re: -.1
    
    I had heard that they basically had no record as to who had in fact
    attended the earlier sessions.  I know that out here in Western Region
    they distributed a memo asking that if you had attended the training to
    let them know so you could then receive the documentation.
    
    It finally came last week, but still am waiting for the Xircom.
    
    Speaking of laptops, has anyone yet figured out what key on the laptop
    equates to the NEXT SCREEN key in AQS?
    
    A day in the life...
    
    Art

    
    I also gave a shot at the test, however, I had noticed in the memo
    announcing the test that it was a one shot deal.  Total agreement that
    it is not much of a test if one cannot learn from his mistakes.  Some
    of the questions also struck me as having no correct answer from the
    multiple choices.  After getting into it, I called over an individual
    who had gone to the class and had him start reading the questions.  He
    said some of the questions weren't even covered in the class.
    
    I am not singing sour grapes on this one (before anyone starts saying
    that).  I expected not to get 90%, which is 44 out of 48.  I just
    wanted to see what the questions were like.  I have been using a PC at
    home and work for some time.  The questions were just terrible, and the
    fact that you could not even see what constituted a `wrong' answer
    makes it worse yet.  I got the feeling that the administrators of this
    program said, `Well, they wanted a test so that those who think they
    know PCs can pass out; we will give them a test.  Except they aren't
    going to undermine my program.  They simply won't be able to pass the
    test'.
    
    Maybe that isn't true, but after taking the test, that was my
    impression.
    
    tgc

    Re .69....the "Next Screen" key is attained by Gold Control-J.  I guess
    that 3 strokes beats 6.
    
    Re the test out process for PCs....I have had a notebook since January,
    using Windows and MS Office, etc (not Mobilizer [and never heard of
    Keaterm]).  I have used PCs awhile longer.  I took the test and got 15
    of 15 on hardware, and only 24 of 33 on software - not near good
    enough, and I know for a fact that some questions had no right answer,
    and others were terribly worded.  $100 says so.  Our CTS rep (a PC
    wizard) took it and got a lower score.  He got another chance to take
    it (he can't have a notebook!), and all the PC people in the office,
    including myself and the family dog, with a Sales Workbench notebook PC
    in hand for reference, we sat down to take the test.  We only managed
    an 88%.  Give me a break!!!!
    
    Also, two people from our office have been to the "training" so far,
    and at best they view the notebook disdainfully..."is this all there is?". 
    And they spent $650 in travel and two days each to get the PCs.
    
    Where are the sales territory managment tools?  How about SNAP or maybe
    Outcome?  Is the notebook PC program existent as ordered by the field? 
    I have used my PC to good advantage over the last couple of quarters, I
    have becomer PC literate, and like the use of it very much.
    
    Somebody please tell me that we are working on this program to make it
    better, and that we will have some sales territory management tools
    available quickly.  Also - please review enforced travel to pick a pc
    up.  We have some perfect examples here of rigid rules being enforced,
    costing the company unnecessary $, for no gain.  And the notebook
    program could be so good!
    
    Please take these comments positively.  I know that we are trying hard.
    
    Regards, JVB.
                                                                         

    re: the test out program.
    
    A very persistent person in our office called the "powers that be" with
    respect to the content of the test, and came away with the definite
    impression that the intent of the DECmentor test is as was indicated in
    a prior reply:  to allow them to say "we gave you the opportunity to
    test out and you failed, now just come to the training like we told you
    in the beginning.
    
    By the way, I agree that some of the questions are really hokey and
    that one could take issue with some of the answers.  In spite of that,
    I managed to get a 92% score.  Now let's see if anyone can really pass
    that second hoop....
    

One of the people in our office that took the early training has an ethernet
adapter (don't know if came it came from the official source). Problem
is there are two missing pieces to using it.

1. No node name/number. Apparently they are being told that there is still a 
shortage of node number and they are scarce. I though the "hidden area" trick
was supposed to fix this.

2. No Pathworks server. A number of people here are under the impression that 
you can't use ethernet unless there is a pathworks server available. Since
IM&T were not included in the planning for the PCs it looks like the only way
to get pathworks is to buy it and run it ourselves.

    re: .71
    
    Thanks for the info on the NEXT SCREEN key for the laptop keyboard.
    
    Now, how about the NEXT SCREEN key for the standard PC keyboard that
    connects to the laptop.  So far, the key in the same position as NEXT
    SCREEN (Next Page) does not work, only switches the Keaterm modem 
    control betwen Resume and Hold!
    
    
    re: many of the others
    
    It would be nice if there was some indiciation of the applications being
    developed (hopefully) for the field to use on the laptops.  If the
    intent was that we each would take Excel, Powerpoint and Word, develop
    applications specific to our own needs, and then be more productive, I
    think we have missed the mark.  What we can develop on our own is only 
    a part of the need.
    
    Has anyone from back east approached anyone in the field about we
    actually would want on the laptops?  Is anyone back east even reading
    this note any more?
    
    This has been an editorial comment!
    
    Art
      

    Re .72
    
    So why don't you "do the right thing" and publish all the correct
    answers so that the PC literate who feel they don't need PC training
    can make sure they can score 90% on the silly test.
    
    Dave

Well, I went to training last week and asked my questions.

What about backup?  "That's an advanced topic covered in a future optional
class."  Huh?

What happens if it breaks?  "You send it off and get it fixed."  What about a
loaner?  "There are no plans for a loaner program."  You mean I'm dead in the
water until it gets fixed?  "Yes."

So we are putting thousands of laptops in the field with no apparent plans
to provide resources the ensure that they will be properly supported.

Must be The Digital Way:-(

Then there is the question of documentation.  I really liked most of the
applications we got with our PCs.  Just one problem.  No documentation.  We are
supposed to get it within 10 days of completing the class, but we were told
that since we were OEMing the products, Digital is producing their own version
of the documentation, and it's not ready yet!

YOU'VE GOT TO BE KIDDING!  What is wrong with the documentation from the vendor?
It's good enough for the rest of the world.  I guess I'll keep the folks at the
800 number busy reading the manuals to me.

Great.  Give me a tool but make it almost impossible to use effectively:-(

Bob

Well Bob you're doing a lot better than I am.  I got back from vacation
to find an announcement for the training in the mail that is, of course,
all filled up.  In addition, I find a mail message for an on-line test
that people who already know about PeeCees can take in lieu of the test.
Of course that test was only available the period I was on vacation.

It's amazing that those of use who do much more advanced stuff on the
PeeCees than any stupid into course will ever cover can't get the PCs
until we get take the course that is completely filled up all the time.

I guess this is what's called job protection.

John

Re:.76 (no support plans)

Seems to me that this is exactly the kind of implementation error that we warn
our customers about!   8^)

Another issue we are finding... now that all of these laptops exist in the field,
where is the funding to increase the modem banks to accept all of the incoming
connections?

Bob

    Also,
    
    	1. What happens when the next versions of software come out?
    	   Is there a process for distibuting media/doc? Who is the
    	   support for such a large undertaking?
    
    	2. If you need to reload any of your existing software, where is
    	   the media?
    
    Art

    Please see SONATA::PC_PROGRAM note 33.0. Your questions are addressed
    there. 

I've been trying to get into laptop training since DECworld. After much 
consternation I finally get into a course and its the week they stop 
distributing the units. Aaaarrrrrgggggggghhhhhhhh!

Empty Lap Jim

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

                                        Date:     06-Aug-1992 01:52pm EDT
                                        From:     CEA_REGISTRAR @ACI
                                                  CEA_REGISTRAR AT A1 AT POBOX AT ACI
                                        Dept:     ED SERVICES
                                        Tel No:   708/806-7578 DTN:474

TO: See Below

Subject:  URGENT - PC PROGRAM UPDATE 

*******************************************************************************
                      THIS IS FROM THE PC PROGRAM OFFICE
*******************************************************************************

Due to a sudden and unexpected increase in customer demand for PC Notebooks, 
all current inventory has been frozen to fill external orders.  Therefore we 
are not able to continue with the "train and deliver" strategy that we have 
been using for the PC Notebook Investment Program.  

In order to accommodate the customer demand, and not jeopardize the program, we 
have altered the plan as follows:

Effective August 10, 1992, participants will not be able to leave with their 
PCs upon completion of the course.  Instructors will use dedicated "lab" 
machines, and all participants who successfully complete the program, will 
receive their unit later (shipped directly to their job site with the 
accompanying documentation).   

Although it is not clear when internal shipments will resume, it is our intent 
to fulfill distribution ASAP.  In the meantime, we want to complete the Q1 
training schedule, as well as, distribution to those persons who have completed 
the "Test-Out" process. 

According to our records, you are already enrolled or waitlisted to participate 
in a class beginning on or after August 10.  If you chose not to participate, 
please notify your local registrar, by e-mail, immediately (see addresses 
below).  This will allow us to re-fill the seat.  (Note: All classes for this 
quarter are filled, and no training schedule for Q2 is yet available.)  There 
is no cancellation charge.

Should additional information become available, we will notify thoe persons 
enrolled and waitlisted, so please refrain from calling the Program Office.  

Thank you for your cooperation in this regard, Judy Gustafson, PCPO @OGO. 

    Tell me about it ... I cover a territory that requires me to be on the
    road (overnight) three or four days a week.  I've got an old LA12 that
    I was thinking of bringing out of storage .. but .. ever tried to do
    ALL-IN-1 on a hardcopy terminal?
    
    Let's hope for the best.
    
    Jerry

I hear that they will be replaced by the new 325P laptop. Which is a better
and faster machine.

If you are right about getting the 325p, it may be worth the wait. I asked
that very question of the instructors at ACI (where I took the training) and
they were rather skeptical of the units being upgraded. The program office
(PCPO@OGO) is probably sick of hearing from me, so is anyone else up for
asking them? 

Regards,

Jim