Conference ilbbak::us_sales_service

163.0. "Help Needed - Software License Part Nos." by WYNDE::HAMEL () Tue Nov 03 1992 16:17

        I work in the Corporate Business Practices Group.  I am presently
    conducting an analysis that involves close scrutiny of our strategy for 
    assigning part numbers (or model numbers) to software licenses.  The 
    goal of my analysis is to determine if it is appropriate for us to 
    initiate a program to redesign our current approach.

        At the start of my analysis, I knew very little about DEC Standard
    012-4.  Now I know more than I care to.  It appears to be a highly
    complex standard that is outdated in its ability to effectively and
    efficiently support the business.  I have been involved in numerous 
    efforts where numerous people spend numerous hours trying to figure 
    out how to assign all of those codes to all of those positions so that 
    all of the necessary "stuff" fits into place.

        There must be a better way.

        The reason behind this entry into US_SALES_SERVICE is that I am
    trying to identify and QUANTIFY the effect that our part numbering 
    strategy has on our ability to effectively meet the needs of our customers.
    I ask that any of you who have any thoughts, comments, suggestions,
    recommendations or otherwise, review the following questions and reply
    with whatever information you believe would be pertinent to my analysis.
    If you prefer to reply in an anonymous fashion, I can be reached at
    WYNDE::HAMEL.  Questions are always welcome.

        My objective is to identify the problems that exist today (if any),
    quantify those into time and money figures that will clearly illustrate 
    the extent of those problems, review this with the appropriate management,
    and if appropriate, initiate a program to move us to a better way of
    supporting our business requirements.

        The questions:   

        1.  Does the use of our part numbering standard impose unnecessary 
            overhead on the process?  ie- are there any processes that are
            made more difficult by virtue of the fact that there is an
            extensive amount of intelligence built into the part number.

        2.  If the answer to #1 is yes, can you describe the process in
            detail, highlighting the problems you have with it, and 
            identifying the impact it has our our business.  Example:
            "Couldn't configure a quote rapidly due to difficulty accessing
            information about customer requested licenses.  Couldn't get
            information due to not knowing part number.  Lost sale because
            quote was late.)

        3.  In looking out into the next 12-36 months, Digital will be 
            introducing a whole new set of software licensing options that
            will increase the complexity of our software business.  This
            is in support of the "Open" concept where we will sell, resell,
            and/or license software that runs across all platforms, in hetero-
            geneous environments.

            Thus, it is feasible that we will need to add another 6-12 pieces
            of business information to the already long list of attributes
            captured in the 012-4 standard.  As in...

            TODAY:                    For "TOMORROW" add (hypothetically):

                Processor Tier                Network Attributes 
                License Type                  Operating System   
                Language                      Version            
                Number of Users               Embedded Products  
                Platform                      Etc.               
                License Rating                Etc.
                Etc.                          Etc.

            I do not wish to initiate discussion around the contents of the
            "TOMORROW" list.  The intent is only to illustrate the potential 
            added complexity that our business will soon face.  With that
            understood, assume that we have bumped up the level of complexity
            of the software business, and apply questions 1 and 2 above.  If
            it is possible to hypothesize, please do.


        I appreciate any assistance that comes from the community within the
    Field.  Your input will be assisting with an effort that could greatly 
    enhance our effectiveness in meeting our customers needs.


        Thanks and regards,


                                - Dean -
                   
                   
                   
                   

My view of this is not the complexity of the part numbers, rather how do we 
guarantee that we order and deliver the right product.

Software part numbers have become increasinly more complex over the years and,
frankly, it's a pain to quote.  But I haven't lost any sales over it.

The problem I see is that we'll need a "multi-dimensional" price book to 
support the new structures.  What I want is an easy-to-use expert system, PC
based, that I can use to describe in human terms what I want, and have it spit
out the part number.  Then I don't care if it's 100 positions.  As long as it's
accurate.

Bob

PS - why do we continue to equate "OPEN" with "COMPLEX"??  Open means simple,
user-friendly and generally available.  IMHO, that is.