| To: All Sales, Services, ELMs
From: Nigel Carruthers (7830-2475) and Ian Waring (7830-2408)
Subj: Announcing the new AGENCY PROGRAMME pilot
Over the past year, we have been approached by several people who wanted
to sell our products and services but who wished to do so on a
commission-only basis. This is often the case with small consultancies
and indeed with people who have left Digital but whose skills can
readily be applied to the mutual benefit of both parties.
In response to this we are pleased to announce the piloting of a new
channel: that of an AUTHORISED DIGITAL AGENT. Under this agreement,
appointed agents can provide presales and sales assistance to account
teams in return for a commission when and if the resulting sale(s) are
made. In order to qualify for commission, the agent must receive
approval in the form of a signed agreement from the account team; this
is a standard form which agrees to the payment of the agreed commission
when the sale is made. This is paid in the same way as CSH commissions;
no other special paperwork is required.
People who attain the title of Digital Authorised Agent typically
specialise in one specific product segment and are generally regarded as
experts in their field. They provide expert presales/sales assistance on
a no sale, no fee basis. The customer orders the products or services
directly on Digital in the normal way.
Authorised agents must be sponsored by the appropriate Product Manager
and approved by the CSO Contract Review Committee.
Further information on the Authorised Agent Programme can be obtained
from Nigel Carruthers or Ian Waring.
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| To: All Sales, Services, ELMs
From: Nigel Carruthers (7830-2475) and Ian Waring (7830-2408)
Subj: Announcing Eric Coates (Consultancy) Ltd,
Digital's first Authorised Agent for Polycenter Products
Further to the SIFT announcing the new Agency channel, the first Agent
has now been appointed.
We are pleased to announce the appointment as Agent of Eric Coates -
Eric Coates (Consultancy) Ltd. - specialising in selling System
Management software (POLYCENTER and associated) products.
Eric Coates was with Digital for a number of years in roles including
pre-sales, sales training, and marketing. At the end of that time he was
UK Systems Management and Security (POLYCENTER) Marketing Manager, and
continued to act as consultant to Digital in that role until recently.
He therefore has not only in-depth product knowledge but also
understanding of the organisational and business structures which the
products must support.
Please direct enquiries direct to Eric Coates, Eric Coates (Consultancy)
Ltd., P.O. Box 10, Lambourn, Newbury, Berkshire RG16 7ND, tel:
0488-73332, fax: 0488-73525.
FURTHER INFORMATION
Background information on the Agent channel policies and procedures can
be obtained from Nigel Carruthers @REO or Ian Waring @REO.
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