Conference 7.286::digital

    I guess it boils down to a choice between pleasing investors and
    pleasing customers.  It's a tough call.
    
    Steve

    
    
    	.0  Jeeez, lighten up man!  We have 1.7 billion in cash and
    	no long term debt!  We're the number 2 computer company in 
    	US!  It's not like we're closing up!
    
    	

    RE: .1, well considering we've been worshipping the Wall Street gods at
    the expense of everything else, who should this come as a surprise.
    
    Eric

    
               
    .1         You're missing the point which is for the sake of having 
    .2   }     nothing better to say, people who are responsible for 
    .3         setting the "vision" [when was the last time you heard 
               "vision statement"?] for this company, say what the pre-
               vailing winds want to heard.  Right now it's gloom and 
    	       doom...and rightfully so, but where is the recognition 
    	       that a great number of DEC employees are out there trying
    	       to convence customer that DEC will not only listen and 
    	       heed what the have to say [relatively new concept] but 
    	       they will do their damnest to make sure they [and remember
    	       they are speaking for the whole company to the customer]
               translated as WE can deliver.  What .0 talks about can
    	       be summed by another informal military phrase....SNAFU..
    	       with the emphasis on FU!
    
    

    re .2
    
    Hear hear.  Check my notes on the subject of about 18 months ago.  We
    are #2 or #3. Even the little companies are surviving. Now is the time
    for agressive market share chasing (I suggested buying Wang, and it
    appears that the only peo;le that listened worked for IBM. - FOr $100M
    they got effective control of Wang, and access to several billion
    dollars of customer base.) It's time to be brutal, but not with our own
    organization, rather with the competition.
    
    q
    

    No. I don't think I am over reacting. Put yourself in the Executive VP
    position at a major customer sight and read the article I mentioned in
    .0. The quotes are coming from the senior management of a vendor you
    might pick next Wend. for a project that will make or break your company
    and career. And after reading the article you can't help but percieve 
    that DEC's senior management views their business operations as bad, 
    getting worse, and is now going enact what could be another significant
    round of layoffs.
    
    I don't think that's the kind perceptions we want be fostering within
    our customer base. There's a lot of good things to say about DEC - even
    under the current business conditions. I expect positive, confident, and
    visionary leadership. So do our customers.
    
    The only reason we have a shot at that project is because our project
    team was just that: Positive. Confident. And provided the Customer
    visionary leadership on how to apply Digital technology to the problems
    they are facing. That attitude allowed us to overcome over whelming
    odds in the bidding process. If us grunts can maintain that perspective 
    with our customers and among ourselves, so to should our senior 
    management when dealing with employees, customers, and above all the press. 
    
    Gene.

    
    
    
    re.5
    
    
        Buy WANG??? I'd like to keep "our" balance sheet looking the
    way it does, or better. Wangs installed base is shrink daily. A good
    friend of mine just left Wang after almost 12 years. She told me it
    has no future! Buying companies is not the answer, fixing the one we
    work for is.

    
    
    re back a few...
    
    
    	If we please the CUSTOMERS the investors will be pleased.
    
    	However, If we please the INVESTORS the customers may/not
    	be pleased. 
    
    re also a few back...
    
    	Ask the TFSO'd folks if it's that bad.
    
    rth

    re .0
    
    Have you considered writing to Jack Smith with this?  Use your basenote
    and copy KO.  Send it too every VP you can think of.  Get a VP out
    there (Russ Gullotti was coming out to Seattle about once a month for
    the SMARTS and GENESYS projects) to meet with your customer.  Work this
    one into the ground.  Complain, moan, offer solutions, but get the VP
    involved.  It could save your project.
    
    Karen
    
    P.S.  I ramped off of GENESYS so I'm not sure if Gullotti is still
    coming out.  The Boeing top level managers really liked the fact that
    he came out.

    Karen,
    
    We are trying. And we will continue to try. I don't give up easy so we
    shall see. Thanks for the encouragement.
    
    Rgds,
    
    Gene.

    
    
    
        Gene,
    
    
        I agree about contacted Russ. I'm sure this would be something
    he'd be very interested in hearing. He's betting his career on us
    (DEC) being a world class integrater, if there's problems he should
    hear them.
    
    
                                                Phil...

    Gene - Monday morning get on the phone and dial it till you fingers
    fall off. Start with Ken and work you way up to GOD and tell them the
    comments have sealed our fate with a BIG $$$$ project. If the care they
    will respond if they don't wellll at least you gave it your best shot.
    Then take a bottle of scotch and call me in the morning.
    
    	reagrds
    	John 
    	

    Can one actually dial KO ? can you just pick the phone like that and
    talk KO? I cant believe that, Iam sure that beyond a certine managment 
    level , one must do special arrangments to get in touch with them , right ?
    

    You get to talk to a secretary.

    I have been told that if you catch Ken in before his secretary
    that he does in fact answer his own phone. Sounds pretty likely
    but I have no idea what the odds are on doing that.

    			Alfred

    
    
    	AND, if you don't get Ken, you should get Ann Jenkins (his sec) who
    	is very efficient at pointing "information" to the right place. 
    	Probably knows the company as well as Ken...
    
    

    
    
    	.6  You're certainly not giving that Executive VP at a major
    	    customer site much credit.  Has he been living under a rock?
            
    	    Times are tough in the computer biz, have been for years now.
    	    You know it, I know it, and an "Executive VP at a major sight" 
    	    certainly must know it.  If he doesn't...  ask him to use your
    	    coin when he makes his decision!
    

    re. .17
    
    The customers Ex. VPs are sharp people. Sure they know they status of
    the computer industry and the reasons DEC, IBM and the others are
    having a tough go of it right now.
    
    However,
    
    Here is the stickler. This project will employ about 125 people for the
    remainder of 1992. More throughout 1993 and 1994. Here is the customers
    options:
    
       1. Do I do it on DEC H/W? (Very good chance)
    
       2. If yes, where do I get the people?
    
          a. Train all of my own (not likely given timeframes)
    
          b. Use Anderson Consulting again? (not likely because AC did
             a $20 million project with them that ended up being
             $55 million)
    
          c. Use combination of AC and my people (possible, but I have a
             a bad taste in my mouth from the $55 million project)
    
          d. Use combination of DEC and my people (the most likely because
             we have pushed this approach hard, the customer thinks this
             is the best approach, but they have a concern about our 
             ability to put several dozen real good technical types on
             site quickly)
    
    I don't want DEC to just be the H/W vendor this time. I'll be frank.
    Winning this project will probably save several dozen DEC people their
    jobs with the company. Out here in the US field we are getting one
    message real clear and real hard. Sell products and services quickly to
    save your jobs. Thats all I am trying to do.
    
    Rgds,
    
    Gene.

	This is only partially tongue in cheek:

>       2. If yes, where do I get the people?
    
	Hire a bunch of the folks DIGITAL will be letting go...

					Tom_K					

    This is all very, very silly.  (As Monty Python might say!)
    
    Everybody in the world (who knows the difference between a byte and a
    bite) knows that the computer industry is doing badly.  Everybody knows
    Digital's quarterly results are poor.  Everybody knows that when this
    happens, the company reacts a certain way.
    
    Jack's comments are appropriate and honest, and should have no impact
    whatsoever in this Minnesota deal.  None.  Zip.  Having "surplus"
    bodies (I don't necessarily agree...) doesn't mean anything for a sold
    contract.  They know that if we win the contract, we'll have no trouble
    rounding up labor -- it's in surplus!
    
    Calling KO or JS is just a way to look foolish at high levels.

    "Rounding up labor" will not make this project successful. Your
    arguements are valid. It's a "cry wolf" situation to blast KO and JS
    without valid reasons. In this case I believe the reasons are valid.
    This customer could potentially become Digitals largest customer in the 
    world in 4 major technological areas. If you wish to know more, let me
    know. I will point you to more information about it. It may not change
    your opinion, but at least you will be more informed.
    
    Gene.  Not Mr. Emperor. 
    
    And this is not Monty Python time. It's much more serious than that.

    
    
    	Plz also note that when DEC, IBM, or any other of the major
    	computer cos. say 'times are tough, we have to cut back on our
    	staff' Wall Street views it as a positive and stocks rise.  The
    	reason.... it is viewed as a management team capable of making 
    	tough decisions and adjusting to hard times.  I'd certainly want
    	(expect) that from my vendor/supplier/partner.
    

    Getting back to the base note....
    
    As a member of the Digital PR community, I had the opportunity to
    listen in on the teleconference that Jack Smith held with members of
    the press on the day that the earnings were announced.  Let me say that
    in all of the press coverage of our earnings for Q2, I have yet to see
    a quote which was 100% accurate.  Yet most of what was quoted was
    predictable.
    
    Headlines are designed to draw attention and get the reader to actually 
    read the article.  If the headline happens to be somewhat inaccurate,
    so what...as long as it gets the readers attention.  In regards to the
    first so-called quote - Digital "will turn up the heat" on job cuts -
    note that the quotation marks do not encompass the entire phrase, only
    the words  "will turn up the heat".  In reality, the actual quote was -
    "we need to turn up the heat relative to spending, restructuring and
    population".
    
    As for the "short term" quote, let me start by explaining that Jack
    addressed both the long term and the short term in his prepared
    statement, before answering questions.  Compare first the newspaper
    version with the actual -
    
    	paper version - "In the short term, in our view, there is no reason
    		         for optimism"
    
	actual        - "In the short term, in our view, there is no reason 
    		         for optimism relative to worldwide ecomomic
                         conditions". 
    
    Jack then went on to address the long term by saying he had "a great
    deal of confidence".  He spoke at length about Digital having invested
    in areas of growth markets and how we are looking at a quadrupling of
    our desktop sales in the coming year.  He added that our restructuring
    is completed and that our services business grew 13-15% during the past
    2 quarters.
    
    Certainly, anyone with any smarts at all, including one would hope, the
    Executive VP of a prospective customer, realizes that the press tends
    to sensationalize and stir controversy.  Basing ones business decisions
    entirely on what one reads in the newspapers would not be a good way to
    rise in the corporate hierarchy.
    
    Steve
    
    BTW - Here in the Boston area the headline in the Boston Herald read -
    
    		15,000 global jobs face cuts
    
          yet at no time during the teleconference were any actual numbers 
          mentioned.  

    RE: .22, Wall Street likes quick profits rather than long term
    planning, so any activity that improves the numbers for the current
    time will make the "Bean Counters of America" happy. Too bad our
    industry is going down the sewer while the "financial Wizards" fiddle.
    
    Eric

    re .23
    Hmmm, that's interesting.
    According to Jack, "we need to turn up the heat on... restructuring".
    Later, he adds that the current "restructuring is complete".
    I wonder if that translates to: "all of our current ($1.1b)
    restructuring reserve from last year has been used up already, and
    that DEC shareholders should look forward to another restructuring
    charge against earnings in the next quarter or two..."
    

    re last
    
    It is my understanding that the reference to restructuring being
    complete was in regard to the conversion to NMS and the accompanying
    reorganization of the corporate structure, not to headcount issues.
    
    Steve

    One thing you can be sure of is that they'll drag this one out just 
    as painfully as the previous ill-advised, poorly-managed layoffs.
    
    Oh, almost forgot, welcome on board to the 15 or 20 new VP's....or
    whatever the number is now.  Requires almost a daily updating.

    re: a few back -  That's why we call'em "noosepapers".
    

    There are two generalizations that I want to urge people to discard.

    The first is that revenue, profit, market share, investment, customer
    satisfaction, and stock price can all be compared.  They can't.
    Who buys anything by looking at the earnings report?  Indeed, in the
    computer software field, when a company becomes too profitable, it
    becomes the target of a Federal Trade Commission investigation.

    Digital's bad news basically tracks IBM's bad news.  DEC is not
    duplicating Prime, Wang, or DG.  If Digital has a few more bad
    quarters, especially relative to IBM, HP, and Apple, then expect us to
    be lumped with Unisys and NCR.  The bigger they are the harder they
    fall.

    The second generalization is that the business press and Wall Street
    "owe" Digital the "whole" story with the footnotes.  The bad economy is
    not news, the fact that Digital can't cope with business cycles and new
    competition is semi-old news.  The new news is an operating loss and
    the certainty of more permanent elimination of jobs.  The role of the
    business press is to interpret the news, Digital gets its chance to
    tell its side of the story when it mails the Q2 report to the
    shareholders.  The business press and Wall Street don't have access to
    this conference to answer the bashing that they get here.  So that my
    bias is clear, they are my customers.  Wall Street had real layoffs,
    real restructuring, real innovation, yielding a real turnaround in
    profits, and eventually even an increase in total employment.

    re. .23
    
    Thanks for stepping up and telling what is what. It's much as I
    expected.
    
    And, yes Patrick, none of it can be compared like Apples to Apples.
    
    Unfortunately.
    
    Rgds,
    
    Gene.

    Re:  .27...daily announcements of new VPs cross my E-mail...I thought
    at on time we were up to 125 or so of that genre...lost count a while
    back, and now we must be close to 150?
    To rehash REAL old info...much as Japan bashing is much in vogue, and
    for some pretty good reasons...one might argue that they have the right
    idea, the "worker" is valued, and when bad times hit, the MANAGEMENT
    takes the heat, huge paycuts and so on, and in really bad times, the
    MANAGEMENT resigns their jobs in dishonour...in our country, the CEO of
    GM gives his execs huge bonuses, just before he announces he is closing
    21 plants and laying of 74,00 people over the next four years or so,
    and we endure, long, protracted, painful "layoffs", (are we out of
    denial and actually calling them layoffs, yet?), and solve business
    climate problems by appointing LOTS of new VPS...who functioned very
    well, thank you, as PCU MANAGERS...will the new titles get us
    profitable again???  Pardon the terminal cynicism...but I am one of the
    hardworking foot soldiers down in the trenches, and sick to death of
    constantly being scared and demoralized and worried...
    BTW, has anyone counted total VPs yet?
    
    Mutter...
    
    Marina

    
    
    re 31.
    
    You hit it just about right.
    
    Corporate America is archaic, and needs a new set of values. 
    
    It's pretty "dog eat dog right now", so one has reason to by cynical.
    
    Dave
    

    Gene,
    
    Wasn't today D-Day?  :-)  Did the decision come in yet?
    
    Karen

    
>    Wasn't today D-Day?  :-)  Did the decision come in yet?

           I THOUGHT IT WAS THE 20TH... NOW I'M HEARING THE 27TH? ... WHO
           KNOW?
           
           Steve

    Re Steve (.29)
    
    > Wall Street had real layoffs,
    > real restructuring, real innovation, yielding a real turnaround in
    > profits, and eventually even an increase in total employment.
      
    Real innovation?  If you mean options on indexes, yes?  If you mean
    looking at new investments in new industries, no.   In my view, "Wall
    Street", to use the generic term, hasn't really restructured.  It is
    still the same old group of brokerage houses (sans Drexel) trying to
    do the same old thing, namely "make a market".  Heck, the last "great"
    restructuring of US businesses (LBO's) succeeded in replacing equity
    with debt and, in the end, in providing no leeway for a company to
    survive during difficult times.  After all, one can take a hit on
    equity or even suspend a divided but default on a loan and you're may
    have to file for bankruptcy.  So, in effect, the restructuring was just
    unalloyed greed on the part of the lawyers (for fee income), the
    commercial bankers (for fee and interest income), the investment
    bankers (for fee income), the shareholders (for wildly inflated stock
    prices), and the new investors (for rewriting the assets, taking
    advantage of nice depreciation rates and taking tax loss carrybacks and
    carryforwards, among other things).
    
    As to Wall Street increasing profits, making a profit by cutting costs
    is like shooting fish in a barrel.  The problem comes later when you
    find that long term investments were eliminated to save short term
    costs and plants were shipped overseas to take advantage of lower
    salaries there.  However, unlike the Japanese, those new offshore
    plants ship products to the US so, in effect, a net loss of jobs has
    taken place.  Japanese investment, however, goes overseas but makes the
    product from those plants go to markets outside Japan.
    
    As to increasing jobs, that, in the catholic church, is called faith. 
    I call it dogma.  New York has already lost more jobs in the last two
    years than it gained during the entire boom of the 1980's and the
    likelihood of that increasing back is neither clear not likely.
    
    Alfonso
                                        
    

    last count i have on VP's was from 5/10/91.. and there were 
    102. So 150 may not be that far off but i'd guess it's a bit
    lower. It's not clear to me why this is such a bad thing given that
    there are currently approx. 120,000 employees in Digital. About a 
    tenth of 1 percent? 

                   KEY CONTACTS -- FOR DIGITAL INTERNAL USE ONLY
    
                                 REVISED 12-16-91
    
                                EXECUTIVE COMMITTEE
    
    Ken Olsen, President, & Chairman, Executive Committee
    Jack Smith, Senior VP, Operations
    Win Hindle, Senior VP
    Martin Hoffmann, VP, General Counsel and Secretary
    Bill Johnson, VP, Corporate Marketing Planning
    John Sims, VP, Strategic Resources
    Bill Strecker, VP, Engineering
    Ken Senior, Secretary, Executive Committee
    
                               OPERATIONS COMMITTEE
    
    Jack Smith, Senior VP, Operations, & Chairman, Operations Committee
    Henry Ancona, VP, Information Systems and Applications Marketing
    Jay Atlas, VP, U.S. Channels Sales
    Dave Copeland, VP, Manufacturing Marketing
    Henry Crouse, VP, Strategic Relations
    Jim Cudmore, VP, Product Operations
    Bill Demmer, VP, VAX/VMS Systems and Servers
    Pier Carlo Falotti, VP, Europe
    Dick Farrahar, VP, Personnel
    Dick Fishburn, VP, Investments and Business Development
    Sam Fuller, VP, Research
    Russ Gullotti, VP, Digital Services
    Bill Hanson, VP, Logistics
    Bill Heffner, VP, Image/Voice/Video
    Bob Hughes, VP, U.S. Sales
    Dom LaCava, VP, UNIX-based Software and Systems Group
    Frank McCabe, VP, Quality
    Bob Palmer, VP, Manufacturing
    Dick Poulsen, VP, General International Area
    Bruce J. Ryan, VP, Corporate Controller & Manager, Cost Reduction Program
    Grant Saviers, VP, Personal Computer Systems & Peripherals 
    Tom Siekman, Deputy General Counsel
    Peter Smith, VP, Sales, Marketing, and Corporate Business Units/Europe
    Bill Steul, VP, Services Marketing
    David Stone, VP, Software Products Group
    Don Zereski, VP, U.S. Area

                               OTHER SENIOR MANAGERS
    
    Rob Ayres, Personnel Manager, Corporate Functions Group
    Lyn Benton, VP, Business Unit Plan Integration & New Management System
     Implementation
    Bob Glorioso, VP, Executive Consulting
    Peter Graham, Manager, Market Development
    Ilene Jacobs, VP & Treasurer
    Peter Jancourtz, Manager, Corporate Marketing Services
    Dallas Kirk, Manager, Public Relations
    Ed McDonough, VP, GIA Manufacturing & Engineering
    Albert Mullin, VP, Corporate Relations
    Deb Nicholls, Manager, Engineering Product Planning
    Geoff Sackman, Personnel Manager, Corporate Finance
    Geoff Shingles, VP & Managing Director, Digital Equipment Corp., Ltd.
    Pat Spratt, Manager, Software Business
    Richard Yen, Manager, GIA Manufacturing & Engineering
    Peter Zotto, Manager, Marketing Communications 
    
                                  BUSINESS UNITS
    
    !=Systems PCU, #=Components PCU, %=Vertical MBU, ^=Cross Industry MBU 
    *=Vertical Marketing IBU, $=Vertical Product IBU, ?=Cross Industry 
    Marketing IBU, &=Cross Industry Product IBU, +=Cross Industry Services IBU
    @=Services Creation Unit
    
    VAX/VMS Systems and Servers (VSS) - Bill Demmer, VP
     !Entry Systems Business (ESB) - Jesse Lipcon
     !Data Center Systems and Servers (DCSS) - Pauline Nist
     !VAX 9000 Business (AQU) - Pauline Nist
     !Fault-Tolerant Systems (FTS) - Fernando Colon Osorio
     #High Availability Systems Business (HAS) - Fernando Colon Osorio
     #VMS - Don Harbert
     #Electronic Storage Development (ESD) - Tom Frederick
      Servers Program - Steve Jenkins
      ALPHA Program Office and Technical Director - Bob Supnik
      Marketing - Ken Swanton
      High-End Systems/Yukon/Danube Development Engineering - Carl Gibson
      Independent Software Vendor Group (ISVG) - Mike Mancuso
    
    UNIX-based Software and Systems Group (USS) - Dom LaCava, VP
     !Micro Systems Development (MSD) - Art Williams
     !RISC Business (RSC) - Don Gaubatz
     !VAX Workstations Business (WST) - Don Gaubatz
     ^Workstations (WKS) - Don Gaubatz
     #Open Software Group (OSG) - Kurt Friedrich
      Base Product Marketing - Matt Kochan
      Low-End Systems Software Engineering (LESSE) - Bill Picott
      Independent Software Vendor Group (ISVG) - Mike Mancuso
    
    Personal Computers & System Peripherals (PCSP) - Grant Saviers, VP
     !^&Personal Computing Systems Group (PCSG) - John Rose
     !Industry Standard Systems (ISS) - David Poole
     #Intel/SCO (INT) - David Poole
     #Video Image (VDO) - Larry Cabrinety
     #Hardcopy (HDC) - Larry Cabrinety
     #^&Low End Networks & Communications (LENAC) - Ralph Dormitzer

    Mass Storage Systems - Charlie Christ, VP
     #Disks & Subsystems Group (DSG) - Charlie Christ (acting)
     #Tapes & Optical Products (TOP) - Peter Van Roekens
    
    Networks and Communications (NaC) - Mike Thurk
     #Corporate Backbone Networks (CBN) - Jac Simensen
     #Local Area Access (LAA) - Fran Grigsby
     #Local Area Networks (LAN) - Mike Rinaldi
     #Open Network Systems (ONS) - John Adams (acting)
      Security Services - Steve Lipner
      Marketing - Gail Daniels
      Networks Strategy - John Adams
      Technical Director - Mahendra Patel
      Testing, Publications, & Services - Ernie Smither
      Business Management - Cornel Faucher
    
    The New Software Group (TNSG) - David Stone, VP
     #Languages (CPL) - Bill Keating
     #Software Development Environments (SDE) - Bill Keating
     #Corporate Information Systems (CIS) - Dennis Roberson
     #Office and Teamwork (OTW) - Jeff Rudy
     #Networked Applications (APP) - Jeff Rudy
     #NAS Systems Management (NSM) - Dick Crosby
     #Concurrent Engineering (CEN)- Mike Taylor
     #Network Application Support (NAS) - Hans Gyllstrom
      Software Reseller Organization - Dick Mahoney
      User-Centered Systems - Jon Barrett
      International Alliance Development - Bob Camelio
      Strategy Development - Marc Chardon
      Corporate User Information Products (CUIP) - Sue Gault
      International Systems Engineering (ISE), Systems Quality Management
    	(SQM), Standards - Jim Mills
    
    Corporate Marketing Planning (CMP) - Bill Johnson, VP
      High-End VAX Base Product Marketing - Rich Whitman (acting)
      High Availability/Fault Tolerant Marketing - Bill Lynch
      High Availability/Fault Tolerant Systems/Services - Fernando Colon Osorio
      Systems Planning & Management Software and Services - John Manzo
      Supercomputer Technology Center - John Manzo
     #System Software Engineering (SSE) - John Manzo
    
    Information Management & Technology (IM&T) - Dan Infante, VP
    ^?Knowledge-based Applications and Services (DKAS) - Dennis O'Connor

    Corporate Business Units/Europe - Peter Smith, VP
     %*Telecommunications (TLC) - Ernst Wellhoener, VP
     %*Banking/Investments (BKG) - Norm Goldberg, VP
     %*Travel/Transportation (TRV) - Karen Kupferberg (acting)
    
    Services Cluster - Bill Steul, VP
     %*Insurance (INS) - Claude (Sandy) Thomas, VP
     %*Media (MED) - Bob Farquhar, VP
     %*Utilities (UTL) - Patti Foye (acting)
     %*Wholesale/Retail (RTL) - Abbott Weiss
     %*Professional Services (PSV) - Dave Pepin (acting)
     %*Healthcare (HCR) - Willow Shire
    
    Manufacturing Cluster - Dave Copeland, VP
     %*Aerospace - Diane Albano
    	RTI - Ty Rabe
    	Platform Integration
    	Partner Engineering
    	Technical Partnerships
     %*Automotive and Other Discrete - Glenn Armbruster, VP
    	Discrete Manufacturing Applications - Al Fink
    	CIM Engineering - Bob Andersen
    	Account Marketing - Thomas Verner (acting)
     %*Chemical - Toni Lee Rudnicki (acting)
    	Process Engineering
    	Process Manufacturing Applications
    	EDMS
     %*Consumer Electronics - OPEN
     %*Consumer Packaged Goods (CPG) - Eli Lipcon, VP
        Consumer Packaged Goods Marketing - David Gutman
    	Distribution/Logistics - Jack Mileski
    	Sales/Marketing/Service (SMS) - David Toub
     %*Electronics - Don Jenkins
    	CASE - Al Olsen
    	Electronic Design Automation (EDA)/ECAD - Greg Gaines
        Frameworks/PowerFrame - Greg Gaines
    	Mechanical Engineering/MCAD - Aaron Holzer (acting)
    	Product Data Management System (PDMS) - Michel Legros
    	PowerFrame Engineering - Warren Neuburger
        PowerFrame Sales - Art Clark
        Account Marketing - Mike Gram
     %*Forest, Mining, Metals, Glass, & Other Process - Rufus Sanders
        Forest Products Marketing - Richard Noddin
     %*Oil & Gas - Randy Levine (acting)
    	Exploration & Production
    	RIMS
      ^?Environment (ENV) - Randy Levine
     %*Pharmaceutical - Nancy Strecker
    	Research & Development (R & D) - Dale Clutter
    	EBRS - Ed Withee
    	R & D Engineering
      Marketing Programs
    	Electronics/Consumer Electronics/Aerospace - Barbara Mroz
    	Auto/Discrete/Chemical/Pharmaceutical/Oil & Gas - Trudy Sampson
    	CPG/Forest/Mining/Metals/Glass/Process - OPEN
    
    Information Systems and Applications (ISA) - Henry Ancona, VP
     ^?Finance and Administrative Business Systems (FABS) - Michael Carabetta
     ^?Office Information Systems (OIS) - Gene Hodges
     ^?Electronic Publishing Systems (EPS) - Howard Woolf
     ^?Application Systems Development Group (ASDG) - Marion Dancy
     ^?Production Systems - Rich Whitman (acting)
      Network Application Support (NAS) - Howard Woolf
      Information Systems Executive Programs - Pat Mullen
      Application and Information Distribution Group - Linda Moore
    
    Other Business Units
     %*U.S. Federal Government (USG) - Jack MacKeen, VP
     %*Education/Science (EDU) - Jack McCredie
     %*Small and Medium Enterprises (SME) - Peter Mercury (acting)
     %$&Components Business Group (CBG) - Jim Willis
     #Continuing Software Business Group (CBG) - Jack Lockhart
     #Image/Voice/Video (IVV) - Bill Heffner, VP
     #Semiconductor Operations (SCO) - Ed Caldwell, VP
     #Process Technology Group (PTG) - Charlotte Frederick
     #Computer Integrated Telephony (CIT) - Geno Alissi
     ^?Massively Parallel Systems Group (MPSG) - Charlie Wilson
     ?Technical OEM Business (TOEM) - Dick Heaton
     ?Digital Leasing and Remarketing Group - Thain Allan
     ^&Corporate Licensing Organization (CLO) - Jan Jaferian
    
    Digital Services - Russ Gullotti, VP
      Digital Product Services Cluster - John Rando
    	@Hardware Product Services (HPS) - Adrian Flatgard
    	@Software Product Services (SPS) - Tom Carothers
    	@Desktop Services (DTS) - Paul Kelly
      Digital Education and Consulting Services Cluster - Pat Cataldo, VP
    	@Customer Training Services (CTS) - Pat Cataldo, VP (acting)
    	@Digital Consulting Services (DCS) - Pat Zilvitis
      Digital Systems Integration and Support Services Cluster - Max Mayer
    	@Operations Support Services (OSS) - Mike Connor
    	@Network Integration Services (NIS) - Jim Neumann
    	@Application Project Services (APS) - David Creed
    	^+Systems Integration (SI) - Max Mayer
        ^+DECathena - Jim Neumann

                                     U.S. TEAM
    
    Don Zereski, VP, U.S. Area
    Jay Atlas, VP, U.S. Channels Sales, and Desktop Business (acting)
    Ross Brown, U.S. Personnel Manager
    Dick Clinton, U.S. Planning Manager
    Ron Eisenhauer, VP, International and Customer Relations
    Lou Gaviglia, VP, U.S. Manufacturing & Logistics
    Rose Ann Giordano, VP, U.S. Marketing
    Joel Goldstein, Senior U.S. Organizational Development Consultant
    Bob Good, U.S. Training Manager
    Tom Grilk, U.S. Law Manager
    Mike Houlihan, U.S. Information Management & Technology Manager
    Bob Hughes, VP, U.S. Sales
    Bud Keating, VP, U.S. Digital Services
    Jack MacKeen, VP, Government Systems
    Bob Nealon, U.S. Operations & Pricing Manager
    Tony Wallace, U.S. Finance Manager
    Ray Wood, VP, U.S. Digital Services
    
    U.S. MARKETING
    
    Rose Ann Giordano, VP, U.S. Marketing
    %*State & Local Government (GVT) - Bob Trocchi
      Steve Thomas @MRO, U.S. Product Sales Manager
        Production Systems, Bob Welzel @KYO
        ALPHA, Rick Frazier @CLO
    	VAX, Ken Steinhardt @MRO
    	Multi-Media, Tom Darcy @NYO
    	ACE, Mary Murphy @NYO
        Networks, Kathy Power @MRO
        Software Products, Ed Muth @ACI
    	  CASE/COHESION and Systems Management, Jim Niemann @STO
    	  Database/Information Management, Dick Delorenzo @CHO
    	  Transaction Processing and EDI, Kirby Wadsworth @OGO
    	  Office and End User Computing, Rick Nagengast @SXO
      Desktop Marketing, Dennis Schneider @MKO
      Desktop Sales, Dan Ross @MRO 
      Small Business, Mike Cole @ALF
      Storage, Gary Hoppe @MRO
      PC, John MacGilvary @MKO
      Services, Steve Morgan @MKO
      Migrations, Peter Parsons @MRO
      Product Strategy and Introductions, Barrie Hunter @OGO
    
    U.S. CHANNELS, DIRECT MARKETING ORGANIZATION (DMO), AND DESKTOP BUSINESS
    
    Jay Atlas, VP, U.S. Channels Sales and Direct Marketing Organization (DMO)
      Steve Kirchoff, New Venture Business Manager
      Bill Kenda, Consultants Account Group Manager
      Dennis Schneider, Desktop Marketing

    U.S. SALES AND SERVICES
    
    Bob Hughes @MKO, U.S. Sales VP
      John Alexanderson @MKO, U.S. Sales and Sales Support Training VP
      Steve Mahoney @MKO, U.S. Sales Development Manager
      Peter Robohm @MKO, U.S. Sales Organization Manager
      Jon Caputo @MKO, Director of Sales Information Systems
      Bob Schmitt @MKO, U.S. Sales Support Manager
        Bruce Platt, U.S. Technology Resource Centers Manager (Production
    	 Systems, Imaging, ULTRIX, and PC Integration Resource Centers)
    
    Ray Wood @MRO and Bud Keating @MRO, U.S. Digital Services VPs
      Don Leighton @MRO, Product Services Cluster VP
    	Bob Silhavey @MRO, Hardware Product Services (HPS) Manager
    	Tim Leisman @MRO, Software Product Services (SPS) Manager
      George Newton @ALF, Desktop Services (DTS) Business Unit VP
      Mel Ray @MEL, Education and Consulting Services (ECS) Cluster VP
    	Dick McCarthy @BUO, Customer Education Manager
    	Mel Ray @MEL, Consulting Services Manager
        Mel Ray @MEL, Management Consulting Practice Manager
      John Fischer @PCO, Systems Integration Services (SIS) Cluster VP
    	Don Kocik @PCO, Operations Support Services (OSS) Manager
    	Bob Daigneault @MRO, Network Integration Services (NIS) Manager
    	Fritz Aumann @MKO, Application Project Services (APS) Manager
      Bob Russell @SCO, Systems Integration (SI) Business Unit VP
      Len Bizzarro @MRO, Marketing and Sales Support Manager
      Larry Pape @MRO, Service Delivery Support Manager
      Dick McCarthy @BUO, Education & Training Manager (acting)
      Fritz Aumann @MKO, Digital Services Engineering Manager (acting)
      Bernie Gaines @MRO, TQM Manager
      John O'Donnell @MRO, Executive Support Programs Manager
      Ralph Lipizzi @MRO, Headquarters Operations Manager
      Ken Gray @MRO, Strategic Planning Manager
      Dave Dubay @DAS, ALPHA Program Manager
      Don Philpott @SCA, Services Cost Structure Program VP
      Horst Adler @MEL, Services Administration VP
    
      Tom Colatosti @OFO, Account VP, Eastern Accounts & State/Local
      Government
    	Joe Fabrizio @MRO, State and Local Government Account Group Manager
      Frank Branca @OFO, Digital Services VP, Eastern States
        Sharon Rosen @SHR, Network/Desktop Practice Manager
        Cathy Cambal-Hayward @WAO, SI Manager
        Jim Roney @RCO, Telstar Manager
        Fran Delaney @OFO, ASG Manager
        Ray Cattaneo @OFO, Northeast Customer Relations Manager
        Linda Tate Crayne @SAD, New York/New Jersey Customer Relations Manager
        John Kelley @OFO, Planning Manager

      Frank Bowden @SCA, Account VP, Central Accounts & Small and Medium
      Enterprises (SME)
    	Ken Stone @SCA, Sales Support Development Manager (South)
    	Paul Edgecombe @ACI, Sales Support Development Manager (North)
      Mike Jackson @ACI, Digital Services VP, Central States
        Sam Praul @CLO, Practices Manager
        Ed Daihl @DVO, SI Manager
        Jim North @ACI, ASG Manager
        Jim Stenson @SCA, Account Support Base Manager
        Bill Clevenger @ACI, Customer Relations Manager
        Alice McCall @SCA, Customer Relations Manager
        Elizabeth Nolan @ACI, Planning Manager
        Denis Bedard @SCA, Project Manager
    
      Al Hall @MEL, Account VP, Southern Accounts & Education
      Alan Croll @MEL, Digital Services VP, Southern States
        Cathy Lange @MEL, Information Systems & Applications Practices Manager
          Barbara Stallings @MEL, Office Automation Practice
          Jess McLean @SCA, Electronic Data Interchange Practice
          Joe Griffin @MEL, Electronic Publishing Practice
          John Montgomery @AKO, Finance and Administrative Business Systems
           (FABS) Practice
          Jim Flanagan @MEL, COHESION Practice (acting)
          Dave Caperelli @MRO, Information Systems Practice
    	  Jack Paltell @MEL, SA Manager
        Bill Lewis @DER, SI Manager
        Al Burns @ALF, ASG Manager
        Mary Gavin @ALF, Customer Relations Manager
        Bob Lewis @ALF, Planning Manager
        Louise Warren @CEO, Project Manager
        Jeff Wilson @MEL, Project Manager
        John Dunleavy @ALF, Project Manager
    
      Gary Pattengill @IVO, Accounts Manager, Western Accounts & Healthcare
      (acting)
    	Gary Pattengill @IVO, Healthcare Account Group Manager
    	Barbara Chabrier @CWO, Sales Support Development Manager (acting)
      Bob Hult @MSO, Digital Services VP, Western States
        Don King @WRO, SI Manager
        Aggie Rucker @VYO, ASG Manager
        Al Brown @WRO, Customer Relations Manager
        Ron Hurst @WRO, Planning Manager
        Mary Jo Anderson @CWO, Project Manager
        Steve Mueller @WRO, Project Manager
    
      John O'Keefe @MKO, Account VP, Complementary Solutions Organizations
    	Bill Munson @DVO, Channels Systems Consultants Manager
      Ed Kamins @UPO, Account VP, Distributors
      Judie Kelly @SHR, Digital Services Manager, Channels
        Mike DelVecchio @SCO, SI Manager
        Robyn McHugh @TWO, Customer Relations/Project Manager
        John Nadwairski @BUO, Planning Manager
    
      Ken Udstuen @SHR, Digital Services Manager, INDEC (acting)

      Tony Morris @DER, Account VP, U.S. Government
        Pat Arnold @DER, Sales Support Development Manager (acting)
      Rick Distasio @DER, Digital Services Manager, Government (acting)
        Myron Myers @SCA, AD/SEE Practice Manager
        Lynn Leader @DVO, Government Integrated Solutions Practice Manager
        Jim Hertzel @DVO, Security Practice Manager
        Rick Distasio @DER, SI Manager (acting)
          Joe Garzone @DER, PMO Manager
    	  Ron Reents @OFO, MTT Manager
    	  Byron Henry @DER, SA Manager
        Sue McKeown @DER, ASG/Field Manager
        Gordon Williams @DER, ASG/B&P Manager
        Ralph Blakeney @DER, Customer Relations Manager
        Helen Gasper @DER, Planning Manager
        Fred Greco @BJO, Project Manager
    
      Bob Long @IVO, Account VP, Aerospace/Electronics/Travel/Transportation 
    	John Casaccia @IVO, Aerospace Account Group Manager
    	James Harris @WRO, Electronics Account Group Manager
    	Art Lanata @WRO, Travel Account Group Manager
      Malcolm Jones @WRO, Digital Services VP, AET
        Pat Lambs @WRO, Manufacturing Practices Manager
        Bill Van Gurp @WRO, Engineering Practices Manager
        Dale Harris @IVO, Data Integration and Transportation Practice Manager
        Bob Lee @WRO, Solution Development Manager
    	Steve Garrett @WRO, SI Manager
    	  Dick Kane @TFO, MTT Manager
        Al Smith @SEO, Boeing SI Program Director
        Bob Little @DER, ASG Manager
        Dan Salisbury @WRO, Planning Manager
        Claudia Skelton @BWA, Project Manager
    
      Ron Hevey @NYO, Account VP, Finance and Media (Investments, Banking,
      Insurance, Media)
    	John Haskard @NYO, Banking & Investments Account Group Manager
    	Dan Harrington @MKO, Insurance Account Group Manager
    	Judy Goodwin @NYO, Media Account Group Manager
      Lynn Busing @ALF, Digital Services VP, Finance & Services
        George Kaiser @NYO, Finance Practice Manager
    	  New York ACT, Discovery Seminars, Media Sales Support
        Ladd Bodem @LAS, Healthcare Practice Manager
        OPEN, Retail Practice Manager
    	John Groh @KYO, SI Manager (acting)
    	  Bill Simpson @SCO (acting)
    	  Art Bolton @NYO, MCO Manager
          Bob Comer @MAV, SA Manager
    	  Frank Josbacher @NYO, MTT Manager (acting)
        Bob Stuno @CHO, ASG Manager
        Linda Tate Crayne @SAD, Customer Relations Manager
        Doris Godwin @ALF, Planning Manager
        Chuck Caruso @LYF, Project Manager
        Susan Thomas @PHO, Project Manager
    	

      Neal Houtz @OHF, Account VP, Manufacturing and Distribution (Automotive,
      Manufacturing, Consumer Packaged Goods, Forest Products, Wholesale/Retail
      /Distribution)
    	Len Pezzello @NYO, Wholesale/Retail/Distribution Account Group Manager
    	Larry Greene @MRO, Consumer Packaged Goods Account Group Manager
    	Jim Alberty @OHF, General Discrete Manufacturing Account Group Manager
    	Tina Hochstetter @ACI, Forest Products Account Group Manager
      Bob Burke @OHF, Digital Services VP, Manufacturing/Distribution
        Stan Garfield @OHF, Engineering Applications Practice Manager
        Eric Johnson @OHF, Manufacturing Applications Practice Manager
        Sherrie Konkus @FAC, Discrete Manufacturing/Automotive Practice Manager
        Bob Liptrot @FMT, SA Manager and CPG/Forest Products Practice Manager 
    	Rod Jackson @OHF, SI Manager
    	  Bill Dornbush @OHF, MTT Manager
    	  Renee Speitel @OHF, PMO Manager
          Dan Longton @OHF, OSS Solutions Support Manager
        Larry Sturza @FHO, ASG Manager
        Ron Kempf @OHF, Support Resources Manager
    	  Detroit ACT, Proposals, Events, AIS Program
    
      Harry Eisengrein @ALF, Account VP, Telecommunications and Utilities
    	Lee Saylor @ALF, Telecommunications Account Group Manager
    	George Timmes @PCO, Telecom Independents Account Group Manager
    	Bob Coates @ALF, Utilities, Account Group Manager
    	Justin Giolitti @ALF, Cellular Account Group Manager
      Ruth Gaines @MEL, Digital Services VP, Telecommunications/Utilities
        Barbara Nielson @OAO, Wireless Practice Manager
        OPEN, Wireline Practice Manager
        Pam Shields @DCA, Utilities Practice Manager
        Don Neault @TAY, Corporate Telecom Practice Manager
        Mitch Romm @MEL, Messaging Practice Manager
    	Wayne Gutzman @ALF, SI Manager
    	  Dennis Bogley @MEL, Telecom PMO Manager
    	  Mark Wehrman @CXT, Utilities PMO Manager
          Gary Katz @ALF, SA Manager
    	  Bill Taylor @MEL, MTT Manager
    	  Colin Thompson @ALF, Integration Consulting Office Manager
        Bill Leonard @PCO, ASG Manager
        Pat Mohr @MEL, Planning Manager
        Woody Scally @MEL, Customer Communications & Proposals Manager
    
      Roger Rose @MLO, Accounts Manager, Petro Chemical (Chemical,
      Pharmaceutical, Oil & Gas, Metals & Glass)
    	Mike Prusha @ACI, Chemical Account Group Manager
    	Joe Zercoe @KYO, Pharmaceuticals Account Group Manager
    	Ed Janusz @SCA, Oil & Gas/Metals & Glass Account Group Manager
      Ron Wolf @ALF, Digital Services VP, Petro Chemical
        Harvey Silverberg @ACI, Sales and Distribution Practice Manager
        Peck Kehler @ALF, Process Manufacturing Practice Manager
        OPEN, Research and Development Practice Manager
    	Frank Sadberry @ALF, SI Manager
    	  Gerald Gill @ALF, PMO Manager
    	  Jim Stanton @ALF, MTT Manager
        Jack Catcott @DLO, ASG Manager
        Ray Arndt @ALF, Planning Manager
        John Lyons @ALF, Project Manager


                                   U.S. SALES ORGANIZATION


VICE PRESIDENT - U.S. AREA: DON ZERESKI 297-7560 @MRO   (CAM SOWA 297-7538)
VICE PRESIDENT - U.S. SALES: BOB HUGHES 264-SELL @MKO   (CHRIS SIEBERT 264-7402)


                              CROSS INDUSTRY ACCOUNT PORTFOLIOS


EASTERN ACCOUNTS, V.P.         TOM COLATOSTI           274-6584           OFO  
      Secretary	               Rita Carleton           274-6306	          OFO
   Connecticut		       Scott Rimmer	       320-5520		  RCH
   Upstate New York            Chas Romeo (Act)	       274-6501		  OFO
   Boston		       Steve McGowan	       224-1695		  BXO
   New England		       Don Labelle	       264-2301		  MKO
   Suburban		       Lou Leggero	       221-5380		  WAO
   New Jersey		       Dick Gortler	       323-4302		  KYO
   New York		       Mike Depasquale	       352-2352		  NYO
   New York Suburban 	       Peter Edwards	       347-5128		  WHO


CENTRAL ACCOUNTS, V.P.         FRANK BOWDEN            483-4040	          SCA
      Secretary	               Gay Wolfard             483-4041	          SCA
   Chicago Basic	       Mark Stasik	       474-5107		  ACI
   Chicago Services	       Dave Salmi	       447-2840		  CPO
   North Central	       Dick Wright	       442-2012		  MPO
   Great Plains		       Earnest Williams	       452-3401		  KCO
   N. Texas/Oklahoma 	       Keith Butler	       486-6060		  SCA
   South Texas		       Jon Kixmiller	       441-3532		  HSO
   Rocky Mountain	       Bill Krause	       553-3266		  DVO
   Great Lakes		       Len Zera		       471-5143		  FHO
   Ohio Valley		       Scott Benson	       432-7736		  CYO
   Allegheny		       John Flynn	       422-7805		  PTO
   East Ohio		       Lou Young	       431-2700		  CLO


SOUTHERN ACCOUNTS, V.P.	       AL HALL                 425-3100	          MEL
      Secretary                Linzey Stephens         425-3101	          MEL  
   Southeast 		       John Carroll	       326-5217		  ATO
   Carolinas		       Dick Rogers	       367-5377		  CEO
   Mid-South		       Mike Howard	       356-6701		  MMO
   Greater Philadelphia	       Ted Schrafft	       336-2011		  CHO
   Maryland/Virginia 	       Ed Scully	       341-2152		  DCO
   Florida		       Patricia O'Donnell      357-6641		  TMO

WESTERN ACCOUNTS, SALES MGR    GARY PATTENGILL (Act)   535-4167	          IVO  
      Secretary	               Sharon Howard           535-4125	          IVO
      Secretary	               Doris Cobb              521-3156	          WRO
   Northwest		       Bob Bajema	       545-4005		  SEO
   Oregon Intermount	       Jack Sunderlage	       544-3392		  SLO
   San Francisco	       Rich Wendroff	       542-3605		  SZO
   Santa Clara Comm.	       Cindy Sauln	       521-4311		  WRO
   Los Angeles		       Roger Cosgrove	       568-2605		  LAS
   Southwest		       Randy Waters	       566-4890		  TFO
   S. California	       Betty LaMarr	       533-7711		  CWO

CHANNELS ACCOUNT GROUPS, V.P.  JOHN O'KEEFE            296-4248	          MKO
      Secretary	               JoAnne Fagan            296-4278/264-5491  MKO
   N.E. Channels	       Ray Wilkes	       274-6709		  OFO
   NY/MA Channels	       Bob Stephens	       323-4340		  KYO
   Southern Channels	       Robin Spangler	       385-2077		  ALF
   Central Channels	       Mike Notaro	       474-2505		  ACI
   S. Central Channels	       Bill Smith (Act)	       486-6070		  DLO
   E. Central Channels	       Jim Biggs	       471-5368		  FHO
   Western Channels	       Roger Orr	       521-6761		  WRO

DISTRIBUTOR SALES, V.P.	       ED KAMINS               296-4251	          UPO
      Secretary	               Judy Wilcox             296-4250	          UPO
   Regional Accounts	       Mike Murphy	       296-4057		  UPO
   Specialty Accounts	       Dan Williams	       296-4093		  UPO

U.S. GOVERNMENT SALES, V.P.    TONY MORRIS             379-6558	          DER
      Secretary	               Mary Ricucci            379-6518	          DER
   Northeast Government	       Jim Hughes	       274-6343		  OFO
   Southeast Government	       Robert Cartwright       385-2604		  ALF
   Gulf States Government      David Mitchell	       353-6263		  ORO
   L.A. Government	       Shel Sherman	       531-4249		  LAO
   Southwest Government	       John Donahue	       533-7802		  CWO
   Western Government	       Marsha Thompson	       521-4398		  WRO
   Civilian Agency Govt.       Sally Modjeska	       427-5049		  WNP
   Defense Agencies Govt.      Peter Hatfield	       425-7764		  MEL
   Primes Government	       Rob Rhode	       341-2789		  DCO
   South Central Government    Larry Holmberg	       554-7301		  AQO
   Defense Depts. Govt.	       John O'Leary	       341-2442		  DCO

                                 INDUSTRY ACCOUNT PORTFOLIOS

AEROSPACE/ELECTRONICS/TRAVEL/TRANSPORTATION,
   V. P.                       BOB LONG	               535-4353	           IVO
      Secretary	               Pauline Finlay          535-4543	           IVO
   
EDUCATION, V.P.	               AL HALL                 425-3100	           MEL
      Secretary                Linzey Stephens         425-3101	           MEL  

FINANCE & MEDIA, V.P.          RON HEVEY               352-2817            NYO
      Secretary	               Eileen Zaki             352-2822	           NYO
   New York Financial	       Charles Macli	       352-3012		   NYO
   New York Banks	       Cy Gaydos	       352-2343		   NYO

HEALTHCARE, SALES MGR          GARY PATTENGILL (Act)   535-4167	           IVO
      Secretary	               Sharon Howard           535-4125	           IVO
      Secretary	               Doris Cobb              521-3156	           WRO

MFG/DISTRIBUTION, V.P.	       NEAL HOUTZ              471-5529	           OHF
      Secretary	               Linde Steller           471-5554	           OHF
   Manufacturing	       Barry Clark	       471-5706		   FHO
   Consumer Pkg. Goods	       Cliff Spatz	       367-4446		   RTP

PETRO CHEMICAL, SALES MGR      ROBER ROSE              474-5100	           ACI
      Secretary	               Virginia Freichels      474-5101	           ACI
      
STATE/LOCAL GOVT, V.P.         TOM COLATOSTI           274-6584	           OFO
      Secretary	               Rita Carleton           274-6306	           OFO

SMALL and MEDIUM ENTERPRISES  (SME)                    
   V.P.	                       FRANK BOWDEN            483-4040	           SCA
      Secretary	               Gay Wolfard             483-4041	           SCA

TELECOM & UTILITIES, V.P.      HARRY EISENGREIN	       385-2618	           ALF
      Secretary	               Ferne Brown             385-2601	           ALF
   Mid-America Telecom	       Mike Holfert	       445-6532		   STO
   Mid-Atlantic Telecom	       Bob Bruchey	       424-2250		   TJR
   Northeast Telecom   	       Rita Foley	       323-4111		   KYO
   Southeast Telecom	       Jeff Hall	       357-6631		   TMO

       DIGITAL SERVICES DISTRICT MANAGERS - FOR DIGITAL INTERNAL USE ONLY
    
                                 REVISED 12-4-91
    
    DIGITAL SERVICES DISTRICT		    DIGITAL SERVICES DISTRICT MANAGER
    
                                 EASTERN STATES
    
    Boston				    Walter Mello @BXO
    Eastern Massachusetts		    Joe Maragioglio @WAO
    New England				    Art Discipio @MKO
    Connecticut				    Bill King @RCH
    Upstate New York			    Dave Kreiner @RCO
    New York Suburban			    Tom Lanzilli @WHO
    New York City Uptown		    Kevin Howell @UKO
    New York City Downtown		    Lou Schiavone @NJO
    New Jersey North			    Don Armagnac @KYO		     
    New Jersey Central			    Rita Neer @PCO
    
                                 SOUTHERN STATES
    
    Pennsylvania			    Walt Rush @PHO
    Delaware Valley			    John Scavelli @EJO
    Maryland				    John Thomas @DWS
    Virginia				    Debbie Tripoli @RDO
    Carolinas				    Sarah Biggs @CEO
    Mid-South				    Dave Vest @MMO
    Southeast				    Ken Reeves @ATO
    Florida				    Frank DiRocco @FLA
    Projects #1				    George Topping @DCO
    Projects #2				    Linda Johnson @ATO
    
                                 CENTRAL STATES
    
    Allegheny				    Ernie Dale @PTO
    East Ohio				    Steve Lewis @CLO
    Ohio Valley				    Jim Maples @CYO
    Metro Detroit			    Rhonda Kelley @WDF
    Great Lakes				    Charlie Fiorina @FTO
    Chicago Central			    Russ Pike @ACI
    Northern Illinois/Southern Wisconsin    Bill O'Connor @ACI
    North Central			    Al Short @MPO
    Great Plains			    Tom Davis @KCO
    Mid-America				    Wally Novak @STO
    Dallas				    Dale Melton @FOO
    West Texas/Oklahoma			    Wayne Grundy @DLO
    South Texas				    Pat McCarragher @HSO
    Rocky Mountain			    Wayne Smith @AQO
    
                                 WESTERN STATES
    
    Intermountain			    Jack Lembke @SLO
    Los Angeles North			    Fred Fernandez @TFO
    Los Angeles South			    Shirley Marting @SEO
    Northwest				    Art Garverick @TUK (acting)
    Projects				    Ian Rogoff @WRO
    San Francisco			    Michael Harris @SZO
    Santa Clara				    Paul Fetherolf @WRO
    Southern California			    Joe Bel Bruno @CWO
    Southwest				    Joe Peters @TFO

    
    DIGITAL SERVICES DISTRICT		    DIGITAL SERVICES DISTRICT MANAGER
    
                                   GOVERNMENT
    
    OCONUS				    Jim Morgan @LVM
    Pacific Coast			    Don Nielson @FVO
    South Central			    Brad Wilson @AQO
    Central				    Max Cameron @CXT
    Southeast				    Mary Pajot @STO
    Mid-Atlantic			    Glen Landis @DER
    Chesapeake				    Jim Popa @DCO
    Northeast				    Rick Welch @OFO
    
    
                AEROSPACE/ELECTRONICS/TRAVEL/TRANSPORTATION (AET)
    
    Boeing SI Delivery			    Gil Fair @SEO
    
    
                               FINANCE & SERVICES
    
    Projects Delivery			    Bill Brucella @NYO
    
    
                                 PETRO CHEMICAL
    
    Project				    Nita Seelinger @DWO
    
    
                         TELECOMMUNICATIONS & UTILITIES
    
    MCI/Central				    Bob Griffin @VFO
    Mid-Atlantic/Northeast		    OPEN
    

                U.S. ACTs, BENCHMARK CENTERS, AND RESOURCE CENTERS
    	
                           FOR DIGITAL INTERNAL USE ONLY
    
    
                                 REVISED 11-19-91
    
    
    
    
                  U.S. APPLICATION CENTERS FOR TECHNOLOGY (ACTs)
    
    
    
    Location of ACT/ Specialties	      Manager		Phone
     DS Portfolio
    
    Detroit	     Automotive		      Rich McGlew	456-5623
     Manufacturing/Distribution					313-553-5623
    					
    New York	     Finance		      Tom Colangelo	461-1901
     Finance/Services						212-326-1901
    
    
    
    
    
    
    
                              U.S. BENCHMARK CENTERS
    
    
    
    LOCATION		MANAGER			DTN		LOC
    
    Los Angeles		Tim Carlson		531-5200	LAO
    Marlboro		Al Saloky		297-3689	MRO
    Washington		John Rodenhiser		425-3296	MEL
    

    
                        U.S. SALES SUPPORT RESOURCE CENTERS
    
    
    LOCATION	MANAGER			DTN		LOC
    
    U.S.	Bruce Platt		465-7229	SAD  U.S. Area Manager
    U.S.	Michaele Lefferman	465-7226	SAD  Cross-Technology
    							      Programs
    
                                      IMAGING
    
    Detroit/	Vera McNeil		456-5438	FAC
     Santa Clara
    New York	John Olynick		352-2184	NYO
    Washington	Fred Avolio		341-2247	DCO
    
                                  PC INTEGRATION
    
    Atlanta	Teresa Bruhn		385-2509	ALF
    Dallas/	Dennis Bashore		483-4690	SCA
     Santa Clara
    New York	Dennis Wilcox		352-2852	SAD
    
                                PRODUCTION SYSTEMS
    
    Atlanta	Tony Keegan		385-7220	ALF
    Chicago	Monica Walker		474-5486	ACI
    Los Angeles	Rusty Fleming		531-3792	LAO
    New York	Elaine Greenberg	352-2384	NYO
    
                                    ULTRIX/UNIX
    
    Cambridge	John Travalini		259-7437	CBM	DECathena
    Dallas/	Mike Daugherty		483-4545	SCA
     Santa Clara
    Detroit	Vera McNeil		456-5438	FAC
    New York	John Olynick		352-2184	NYO
    Washington	Fred Avolio		341-2247	DCO
    
    
    
                            ADDITIONAL RESOURCE CENTER
       
                            SUPERCOMPUTING/VECTORS
    
    Houston	John Crowe		441-6015	HST
    
   

                           
    Here's my thinking about VP appointment during the company's financial
    down turn as well as recession in this country. Your mileage may vary.
    
    From the top, they don't want to see more visiable or contributed
    individual people left company, for one reason or another, whether
    they will go to competitor and hurt us long term wise or become
    frustrated try to raise up the rank in life career process. Therefore,
    after certain periods of time, promotion to V.P is inevitible process
    to keep certain quailified individual.
    
    However, each layer of management will do the same things such that
    they still have next lower layer staff to report to them. That's how we
    get into this multi-layer structure in modern American coporation.
    In old days, small size company, everyone report to President or CEO
    and no problems in communication at all, and customer issues will be
    solved in timely fashion. I'm not saying small is pretty, however,
    I do doubt we do/don't know how to run >10 Bil $$ company as efficient
    as small company ?? or as lean (revenue/head_count) as small company ? 
    If our ratio is higher than APPLE, or Micro-Soft, how we can compete ?
    In my opinion, even with another dozen V.P won't do any good. The end
    of this will be to hire Richard-Mill from Wang and starting major
    overall downsizing. :-)
    
    With multi-layer structure, especially with so many V.P, it will be
    easily lose enterprenual spirit by struggling deal with whom to report
    to, who's doing what, etc.
    
    Do we think over why IBM want to split into hundreds of small
    operational units ?  Has anyone read the book about "The sole
    of machine" talking about DG computer 10 yrs ago, I believe 
    only everyone heading same direction can trun around current sliding.
    
    
    Just my 2 cents,
    Michael..

    Well we lost it. Or a better way to state it might be that the other
    guys won it. At any rate it's over. In all fairness, our executives
    statements I eluded to in .0 probably had little or nothing to do with 
    the final decision.
    
    That doesn't change my opinion about such statements. I repeat, that if
    I can stay positive, confident, and re-assuring, with my peers and
    customers, I expect no less from senior management. Though I can
    sympathize with their fate. You pour your heart into enough things that
    end up a whole lot less then you expected, you soon begin to see the
    benefits of "hunkering down to survive the storm". And that is
    something I will never do. 
    
    I lost one battle. I'll be looking for another tomorrow.
    
    Gene.

    I gotta admire your spirit.  I'm bettin' on you, and DEC, the next time!
    
                          (-: Keep On Truckin! :-)

     Re: .39
    
    Gene,
             
    Do you mind share with us who win the battle ? and what advantage they
    have over DEC ? What they can deliver and we can't ? I mean, product
    , service and integration in general.
    
    At any rate, we may all learn a value lesson from past mistake to
    embrace success of tommorrow.  Keep the goodwork, and Sunrise won't
    be too far away.
    
    Michael..

I am going to draft a summary paper as a follow up to the overall effort. 
Send me mail if you want a copy.
    
I am going to write the paper this weekend and try to get it mailed
out sometime next week. I've got a lot of information on what 
happened. I posted periodic updates in the projects' notesfile. However,
I have much much more information on the whole process dating back to
last July.

Despite our growing SI business I do not believe the Corporation is
structured or geared towards pursuing, winning, and delivering projects
like the one we just pursued. At least not without a great deal of agony 
and pain. I have a lot of facts and documentation to support that claim. 

Upon completion of the paper I will distribute a copy of it to those who wish
to see it. Additionally, I am going to submit its recommendations to 
Delta. And finally, I am going to send a brief summary of it to key 
executives and ask them for the time to allow me to present my recom-
mendations to them. In person.

Since early last November I have been contacted (mail and phone) by over
600 Digital employees who have provided input and comments on not just
our project in Minnesota; but from their own experiences. There are some
strikingly similar issues and problems that occur consistently. We
can fix these problems if we can objectively, professionally,
unemotionally, and factually present them, along with corrective
recommendations, to the proper management.

I am going to give it one last try.

Rgds,

Gene.

    My own opinion on the SI business is that we've lost the fighting
    spirit to go head to head with other SI providers such as EDS,
    Andersen, etc. and settle for what we can get from customers with whom
    we have a large current installed position and cozy relationship.
    
    I'd love to be convinced otherwise but who's got the stomach for
    months and months without a CERT.

    Patrick,
    
    I agree. In my paper I will discuss at least 7 major internal issues
    that we had to deal with. Going month's and month's without a CERT was
    one of those issues. None of those seven issues were solved perfectly.
    Nor easily. And collectively, they cost us the bid. But we did get
    around them. Though at a much greater expense than one would believe
    would be necessary. This latest project was similar to a couple others
    of similar scale we have made a run at. We tried an entirely different
    approach with this. And got a lot farther. Nevertheless, the
    corporation as a whole has some real weaknesses. I am simply going to
    document my experience and perspective on them.
    
    Gene.

        <<< Note 1729.44 by HAAG::HAAG "Dreamin' on WY high country" >>>

Gene,

I'm having trouble sending you mail.

Can you please add me to your distribution list for your Summary report when
you mail it out? I think it would prove very valuable reading.

Thanks


Scott

    Could someone please summarize the basenote for us late-comers.
    It would be appreciated.
    
    Mike

	... was involved in an opportunity (competitive!) due to close the
week after we announced Q2 results, and to win we had to convince the client
we had the resources to deliver.  Gene was NOT pleased with the "gloom and
doom" expressed by some of our upper management after Q2 was public, as this
was not the message his team was delivering to the client.  Reply 6 might be
what you want to read, also.

    re:	Note 1729.47 by YUPPIE::COLE>>
    
    Thank you for filling in the gaps.  I thought it might relate to some
    internal memo rather than a press release.  
    I can agree, then, that we do not appear to inspire any confidence.
    What ever happened to "One Message?"
    Never mind, I think I know.
    It's become an S.O.S. !!
    
    
    
    /mike