Conference ulysse::rdb_vms_competition

68.0. "Wanted: your help to design a useful tool." by QUILL::FOLDEVI () Mon Jan 18 1988 22:30

 I need some help from you people out there in the field, all over the world.

 I'm in the DBS Product Management group, and I'm in the process of 
designing a simple but yet very useful application that will enable us to 
better understand how the current features of the DBS products are 
perceived and valued in the field, and how important it is to get new 
features into our products.

 The way we want to do this is by letting you tell us.  We would like you 
to inform us why some features are more important and urgently needed than 
others.  If you could take the time to give us a report after a won sale, a 
lost sale, a relevant corporate visit, a competitive benchmark or after 
receiving some valuable information such as an RFP, we will store and 
process this information to A) produce product plans that closer adjusts
to the market needs, and B) to give you better competitive information 
(e.g. reference accounts).

 The main difference and advantage of this application, over just using
the Notes Files, is that we get the information in a structured form that 
allows us to really process it.
 
 A problem that we will face is "how do we get YOU to use this tool?"

 To start tackle that problem right away, I would like to hear your 
opinions and suggestions as soon as possible.

 I'd like you to think about what information you usually will have readily
available in the scenarios mentioned above (i.e. won/lost sale, presales 
visit, qualified requirements, and benchmarks).  Below you'll find a 
tentative list of things that we would like to know.  What else would you 
like to add?  The feature description will consist of keywords that 
describe the defined features, plus an "Other" category to capture new 
and/or uncommon features.  What features do you want defined (2PC, 4GLs, 
etc.)?  Also what type of output would you appreciate to get from 
this application?  What will entice you to use this application?

 Please let me know whatever comments you may have.  I'd prefer that you 
send your comments/requirements direct to {QUILL::,CREDIT::,NOVA::,DEBIT::, 
or BANZAI::}FOLDEVI, but I'll look in this Notes Files as well.
 
 Now, here's the current list of items:

  - person who reports the information 
  - position of said "reporter" (sales support, sales rep, pm, ..)
  - scenario (lost sale/won sale/benchmark/customer visit/...)
  - size of sale; # of licenses and $'s
  - competition; company/product
  - type of account. i.e. old or new?
  - type of application
  - role of DBS software; new application or to replace incumbant?
  - type of system; standalone/cluster
  - company
  - company business (finance/manufacturing/...)
  - DEC country/area/district
  - "Impact features", i.e. critical/pivotal for sale/benchmark
  - Critical feature requirements, e.g. from RFP	
  - Non feature-related issues (support/pricing/...)
  - relative significance of issue (percent)
  


 Thanks very much for your cooperation, I appreciate it, 

    Lars Foldevi