Conference ilbbak::us_sales_service

    This is a question with multiple answers depending on what the real
    question is.  So, let's go down the tree:
    
    (1)  Does the customer want 1.05GB drives from Digital as RZ26 devices
    	for use in DEC systems and does he expect full DEC operating system
    	support?
    
    	If the answer is Yes, quote from the price book.
    
    (2)  Does the customer want the OEM version of the 1.05GB drives
    	(DSP3105) for use in various systems, not necessarily DEC VAX or 
    	PC's (e.g., Silicon Graphics or Sun workstations), or if DEC
    	machines, he isn't sensitive to OS support, and are the drives
    	intended to be used in the shop, and not integrated into systems
    	for resale?
    
    	If the answer is yes, contact Arrow-Shweber Electronics,
    	1-800-777-ARROW (the W is silent).  Arrow is the distributor for
    	the drives in the US.  There are other distributors in Europe.
    
    (3)  Does the customer want 1.05GB drives from Digital for resale in
    	his own systems (as a value-added OEM), and are the quantities
    	"small"?
    
    	Again, ARROW is the place - they handle distribution to small OEMs
    	that don't meet DEC's volume requirements.  If there is some
    	question the volume,  about the  go to #4.
    
    (4)  Does the customer want to buy large volume of DSP3105 drives for
    	integration into systems for resale?
    
    	Contact Peter Franklin (LEDS::FRANKLIN) of the Component Sales
    	organization.  This group handles sales to OEMs that buy large
    	quantities of drives.  If the OEM doesn't meet volume requirements,
    	they will be referred to distribution.

    And, for more info, see 158.*

     <<< Note 160.2 by LEDS::PRIBORSKY "D&SG: We are opportunity driven" >>>

Wow - no wonder customers hate to do business with us!  What a convoluted 
answer!  And we obviously don't even know how to ask the question!!

Is this the typical answer we give a customer to such an easy question??

    re: .-1:
    
    >Wow - no wonder customers hate to do business with us!  What a
    >convoluted
    >answer!  And we obviously don't even know how to ask the question!!
    
    >Is this the typical answer we give a customer to such an easy
    >question??
    
    It's the answer we in storage systems give when asked how to buy our
    OEM disks.  We typically give this answer to our sales force when we
    are asked.  No flames please, but the sales organization must figure
    out how to apply the filter and select the correct answer to give to
    the customer.  The correct answer (and correct sales organization) for
    storage bricks depends on the which answer is given.  If a "regular"
    sales person stumbles across someone who wants to buy 1000 drives a
    month, that sales person should get the component sales organization
    involved.
    
    The way we are doing business is changing.  Different customers buy
    from us now.  There are people buying thousands of drives a month who
    never put them in DEC machines.

    P.S.    I was pointed to this note by a friend who stumbled across it.
    
    (1) I'm in engineering, and am the firmware project leader for
    the DSP3160 and a future larger drive.  I don't sell, and don't set
    sales policy.  If you want to take issue with this, see note 158 and
    talk with the product managers.
    
    (2)  I don't read this conference.  I'll answer what questions I can,
    or forward you request on to someone else who can answer,  but please
    send me MAIL.

    re .3
    
    HUh, it's an easy answer to an easy question.
    
    You wan't to buy a DEC drive for use on your DEC system, you go from
    the pricebook. 
    
    You wan't to OEM DEC's drives, you buy from Arrow, unless you have a
    demand that merit's independant interaction, (and that, as a wild
    guess, is in the order or a few thousand units/month.)
    
    DEC is going into the commodity storage (yup, tapes etc as well)
    business. And is doing it very successfully. Here in my region, I think
    we are selling DEC storage products at about 5 oem to 1 direct. We are
    decimating some of our system competitors storage strategies with our
    product. And, if you have seen the storage PID, you will know that that
    is just the tip of the Iceberg. 
    
    We have the proven product technology, and manufacturing technology, to
    make this a very successful business in a different DEC strategy (one
    that works on increasing revenue, rather than reducing expenses, to
    better meet our profitability goals). 
    
    Peter Q.
    
    

	My friend says the lab uses Arrow and he's all set. Thanks to all.