Conference ilbbak::us_sales_service

141.0. "Don Zereski: FY93 Challenges Update" by FSOA::KCHERNACK (U cant rely on ystrdy's solutions) Tue Jul 21 1992 09:22

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

                                        Date:     20-Jul-1992 04:55pm EDT
                                        From:     Don Zereski
                                                  VP.ACCOUNT.SALES AT A1 at SALES at MRO
                                        Dept:     US Area
                                        Tel No:   

TO: See Below
Subject: FY93 CHALLENGES UPDATE                                                 


    In my last message to you, I announced the formation of a "Design 
    Team", lead by field managers, whose purpose was "to propose areas 
    where we can immediately simplify our operations and become more 
    cost effective and flexible".  The Design Team has met and 
    proposed a plan that I am excited about because I believe it sets 
    a direction that will enable dramatic improvement in our operating 
    effectiveness and our operating performance.
    
    The Design Team members are:
    
    	 Jay Atlas, Vice President Channels, DMO, Desktop
    	 Len Bizzarro, USDS Marketing and Account Support Manager
    	 Frank Bowden, Vice President, Central States Account
    	 Tom Colatosti, Vice President, Eastern States Account
    	 Harry Eisengrein, Vice President, Telecom and Utilities
    	 Libby Finn, U.S. Human Resources Manager
    	 Joel Goldstein, U.S. Organizational Development Consultant
    	 Al Hall, Vice President, Southern States Accounts
    	 Neal Houtz, Vice President, Manufacturing & Distribution
    	 Bud Keating, Vice President, U.S. Digital Services
    	 Ralph Lipizzi, USDS Headquarters Operations Manager
    	 Jack MacKeen, Vice President, Government Systems
    	 Bob Nealon, U.S. Operations and Pricing Manager
    	 John O'Keefe, Vice President, Complementary Solutions
    	 Roger Rose, Vice President, Petro Chemical
    	 Bill Van Atten, Acting U.S. Sales Finance Manager
    
    The Design Team plan focuses on profitable growth.  We will 
    re-engineer our work to: improve selling and delivery 
    effectiveness, position ourselves for revenue growth and align our 
    cost structure to the realities of the changing marketplace.  We 
    will rectify the problems we have experienced with remote 
    management and the funding of "partial" people.
    
    The plan is based on our Core strategy, which has not changed.  We 
    will continue to: develop budgets by account; manage account 
    relationships on a worldwide basis; utilize the New Management 
    System and maintain our industry focus and relationships.  While 
    maintaining these key tenets, the plan contains several changes 
    aimed at simplifying decision making, clarifying responsibilities 
    and accountability and ensuring we make investments appropriate to 
    the business opportunities.  Specifically, the plan calls for:
    
    
    o  	 Integrating our selling functions into a single selling team    
         to include all accounts, services and channels.
    
    o  	 Integrating the business management of both the Services and 
         Products businesses.
    
    o  	 Continuing the focus of a single decision-maker (the account 
         manager) who is close to the customer for the majority of our 
         businesses.
    
    o  	 Creation of business models that drive "best-in-class" 
         operating performance in the widely different businesses we 
         are in.
    
    o  	 Creation of five "Account and Territory Manager" positions to    
         provide leadership and integration for business management, 
         employee development, customer satisfaction and community    
         relations.  The boundaries for each territory will remain as 
         they are defined today for the foreseeable future. 
    
    o  	 Consolidating accounts into one selling and management    
         structure under the direction of the "Account and Territory   
         Manager".
    
    As a first step to actualize this plan, I am pleased to announce
    the appointment of the five Account and Territory Managers:
    
    	 Tom Colatosti, Vice President East
    	 Al Hall, Vice President South
    	 Frank Bowden, Vice President Central
    	 Cecil Dye, Vice President West
    	 Jack MacKeen, Vice President Government/Aerospace
    
    The ATM's will be responsible for "Industry and Cross Industry" 
    accounts; worldwide Account Management for accounts headquartered 
    in their location, managing the Products and Services businesses 
    and managing a portfolio of Lines of Business to their competitive 
    business models.  Account Managers will report to the ATM's based 
    on the location of the Account's headquarters.  Services Vice 
    Presidents will report to the ATM's as well as to the US Digital 
    Services Vice President.
    
    We have not finalized the design of the Industry/IBU organization 
    or the Systems Integration organization at this point in time.  
    The value and knowledge we have received from our Industry 
    Alignment has been enormous.  The final organization will include 
    appropriate industry focus and resources to allow us to increase 
    our competitiveness in each industry sector.  The progress which 
    we have made with Systems Integration has been very gratifying.  
    As we move ahead, more of our existing accounts and a host of 
    potential clients will require the Services of our Systems 
    Integration Organization.  The Service Organization will maintain 
    a tight coupling with the integrated Sales Organization and remain 
    responsible for the specific sales compentencies and knowledge
    required to effectively sell all of our services. Industry 
    knowledge, application availability, alliances and partners will 
    be key factors in providing competitive solutions.  We will, 
    therefore, find the appropriate organization that brings Digital's 
    total global strengths to the Systems Integration business.  As we 
    finalize the design for both the Industry focused groups and the 
    Systems Integration groups, our goal will be:
    
    	 - Ease of access by accounts and clients.
    
    	 - A simple decision process
    
    	 - Adequate resources to ensure on time, on budget delivery
    
    	 - Absolute customer satisfaction
    
    I want to thank the Design Team for their excellent, thoughtful 
    work.
    
    I believe we have a plan and the people necessary to chart a 
    course that will restore us to profitable growth.  I am excited 
    about this direction.  With your support and energy, I know we 
    will successfully implement our plan and improve our business 
    performance. I will communicate the final Industry and Systems 
    Integration organizational structure as soon as possible.
    
    Please join me in supporting the ATM's in their challenging new 
    assignments.
    
    Regards,
    
    Don
    
Distribution: (deleted)