| I do not know Mr. Roeth, but I can't help but wonder why Digital is so
enamored of people from IBM. Yes, they are the biggest, but IBM has
serious problems. Are we seeking to emulate this dinosaur?
Just another NY sceptic.
Bob
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|
=> I do not know Mr. Roeth, but I can't help but wonder why Digital is so
=> enamored of people from IBM. Yes, they are the biggest, but IBM has
=> serious problems. Are we seeking to emulate this dinosaur?
=> Just another NY sceptic.
=> Bob
My sentiments exactly, but then, I'm in New York, too. Although at the other
end of the state, I believe...
Jim
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| >>My sentiments exactly, but then, I'm in New York, too. Although at the other
>>end of the state, I believe...
Jim
You know people from NYC. Our view of "NY" stops at Yonkers. ;')
Bob
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| I have no qualms with having sucessful people from another firm join
our team to help us become the best of the 90's.
Folks who keep asking why we are hiring IBM selling types because of
their current problems must forget that these folks have busted our
chops for many years without the benefit of good products. They are
the ones that kept Big Blue rolling for so many years, their product
shortfall just finally caught up with them.
I only hope that the top down approach of management that they were
used to can be converted to a team approach without too much blood and
guts being spilled.
The recent Lucente - Business Week article and responses provoke
considerable concern. I hope these are just frustrations with trying
to change an organization and that our management will work with us and
not try to change through edict. Communication is key.
I keep hearing stories of Mr. Lucente that are not cause for
celebration - like not showing at sales meetings and leaving customers
at COMDEX because he wasn't happy about who was there. Add the
Business Week mess and we don't seem to be heading in the right
direction.
Mr. Lucente does a very good job on video. I have thoroughly enjoyed
his style and grace while hosting the Big Kickoff and the little I saw
of the Client/Server training videos.
I look forward to working with Digital over the next few years.
Digital is poised to take another giant step in its history. It is my
prayer that the short-term, stock value view of the past couple years
will finally be replaced with a long term vision that again values its
employees by asking the right questions of the right people and takes
action - not promises about how we do business for our customers.
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| Well, I heard Scot talk today at the Chicago C/S training. He's been
here 9 days, met with 2 customers, the SLT and got up in front of a 100
sales reps and did OK. He talked for about 20 minutes and answered
questions for another 20-30. My first impression was excellent. His
answers to questions were very intelligent and he had good presence.
He is very customer focused. He is most recently from the IBM health
care unit and recognized both the importance AND the difficulty of
working with partners like SMS and Cerner.
I sat with him at lunch and felt very much at ease (I doubt that I
would have felt the same with Ed L.). My guess is that Russ G. had more
to do with hiring him than Ed L. He works for Russ along with the US
CBU sales VPs (who now report just to Russ), but the RMC managers work
directly for Scot.
His style was more Digital than stereotypical IBM even though he has
spent his entire 21 year career with Big Blue. I believe the US sales
force will be able to both relate to and respect this guy. Hopefully,
he is just what the doctor ordered.
On the other hand, I've had wrong first impressions before. And I'm
sure that after only 9 days, he's still on his best behavior. He said
something about doing a DVN with Russ in the near future and then we
can all take a look.
Just one 15 year sales/sales support veterans opinion...
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| YAVP - Yet another VP!!
Anthony L. Craig has been appointed vice president, Worldwide
Sales Operations, reporting to Ed Lucente, vice president of Worldwide
Sales and Marketing. The former CEO of Prime Computer and G.E.
Information Systems will lead sales training, global account management,
and worldwide channels marketing.
"We are building a world-class team of executive sales and
marketing talent in Digital's program to increase revenues and achieve
the industry leadership that our products and services deserve," Ed
said.
"Tony will play a pivotal role in two key areas: making our
sales force more productive, and making our channels sales partners
more productive. He has an exceptional track record in successfully
managing complex business issues and demonstrating leadership in
critical organization and market development situations," Ed added.
Tony was most recently senior vice president, Intercontinental
Operations, at Oracle Systems Corp., a $1.2 billion high-growth,
database tools and consulting company.
At Digital, he will be responsible for managing sales compensation
and recognition programs, sales training, global account operations, and
worldwide distribution channels.
A veteran computer industry executive, Tony previously managed an
18-month turnaround situation as president and chief executive officer
of C3 Inc., a $100 million U.S. government systems integrator.
As president and CEO of Prime Computer, he streamlined operations
following Prime's acquisition of Computervision, and successfully
negotiated the sale of the company to a friendly buyer.
As president and CEO of G.E. Information Services and vice
president of General Electric Corp., Tony helped lead the company into
value-priced international network services, boosting revenues that had
faltered with the decline of G.E.'s traditional time-sharing business.
For 17 years, he held a variety of technical and managerial
positions with IBM, including director of Alternative Channels
Marketing, Corporate Marketing Consultant, director of Product Line
Strategy, and manager of Technical Services.
Tony currently serves on the board of directors of Iomega Corp.
and Bell Industries.
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