| Thanks to the LiveWire folks for providing this. Note that there are FIVE
programs, not SIX, at least in this announcement.
New 'FY93 Revenue Team' moves quickly to boost sales
A senior-level, worldwide task force known as the "FY93 Revenue Team" is
focusing the company's marketing resources on programs it believes have
the best potential for generating revenue this fiscal year. Targeting five,
simple, effective programs that can be understood and embraced by all sales
and marketing people, they are taking whatever action seems necessary to help
Sales deliver planned or incremental revenue and profit as soon as possible.
The team, headed by Bob Jolls from Product Marketing, includes represen-
tatives of the geographies as well as managers of major marketing campaigns.
They are developing metrics and goals for the five focus campaigns, managing
top issues for each campaign and geography, identifying and dealing with
barriers to success, and reporting on results to top management regularly
and frequently.
The campaigns -- Open VMS Champions, Alpha AXP Desktop and Server Products,
Computer Downsizing/Re-engineering, ACCESSWORKS and Competitive Migration --
are all complementary and interdependent.
o Open VMS Champions is a worldwide, country-by-country program to
generate enthusiasm for OpenVMS products. It depends on individual
"champions" in each country who are highly motivated and clearly
focused on the goals of the turnaround of OpenVMS revenue. These
champions are typically senior marketing or sales people with top
country management support.
o The goal of the Alpha AXP Desktop and Server Products campaign is to
generate revenue with the systems, software, applications and services
available today, while inspiring confidence in the long-term advantages
of Digital's new universal platform.
o In its broadest sense, the term "Computer Downsizing" describes the
movement to more cost-effective computing environments. The ultimate
goal of this program is not to replace mainframes with minicomputers, or
minicomputers with workstations and personal computers, but rather to
solve business problems with new technologies, such as client/server
computer, distributed network systems and open standards.
o ACCESSWORKS software increases the productivity of individuals and
organizations by allowing easy access to databases directly from desktop
systems. It provides a seamless connection between a wide variety of
operating systems and a wide variety of database systems.
o Competitive Migration targets the installed bases of competitors,
providing the sales force with the tools they need to convince customers
to change to Digital platforms, and then providing customers with the
services necessary for smooth and successful conversion.
These campaigns also depend on a number of other "enabling" programs, such as
DataBase Partners, Networks, CSO Incentives and Services. Often, tools and
activities from several of these efforts combine to help close a major sale.
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