Conference 7.286::digital

    Jan
    
    I think David Stone and Charlie Christ are negotiating with Bob Palmer
    et al, and negotiations are not done. That means no one can really
    answer your questions definitively. I heard that there was a Woods
    meeting in early Sept and I've heard nought about what happened there.
    
    We are doing software in areas of operating systems, networks, CASE,
    database, DECtp, and Office. Its just hard to say exactly what we'll
    develop, what we'll sell to someone else (eg Trellis?, like we did VAX
    COBOL Generator), what we'll buy off someone else, what we'll
    productise from non-product rather than develop from scratch (eg
    Objectworks instead a new Teamlinks for Ultrix?), and so on. In some
    ways its a great shame that software is still split across VPs. I see
    benefits longer term if Office and CASE (for example) are in same
    group (means we may get CASE tools that help do Office applications).
    Look at the way Notes interfaces popped up everywhere except from the
    Notes developers....needs driven but not managed.
    
    I'm in Software Marketing and I'm excited and optimistic about the
    changes that might happen from Bob Palmer etc,, and I too need to know
    ASAP what software we're doing. In the Office space alone we could lose
    a couple of millions in sales just due to delays in making decisions in
    Charlie Christ's area about products and inability to offer solutions. 
    
    Today, sell what exists not what might exist one day. 

re: .0

>    I am looking forward to see Digital moving to Sofware
>    and Services.
>    
>    What I would like to know is "what sofware".
>    
>    Yesterdays TeamLinks press announcement, which quotes
>    VP Charles Christ contains a big commitment
>    to the PC / Office Software market.
>    
>    This fully contradicts with the non-messages given
>    during the European End-User Experts meeting in Brussels last week.

I'd be interested in what was said in this European meeting.  If some can
elaborate for us all.

Like the author of .1, I'm also in the software marketing organization and we 
are excited about making Digital a bigger player in this arena.  However, as the
author of .1 alluded, we are seeing a lot of paralysis awaiting decisions from
high management levels (Christ, Stone, and who knows who else) regarding what
products we will have to market in the future and what the corporate visions are
and what the corporate infrastructure will be to support marketing activities -
contrary to popular belief, good marketing does not take place in a vacuum.

Walking the aisles in the local computer stores (Computer City, CompUSA, and
Comp-U-ADD), I find it extremely depressing to consider our position in the
end-user shrink-wrapped software market.  The few products we do have that could
be on the shelves (Vivace, DECwrite/Windows, eXcursion ...) aren't to be seen
anywhere.

We certainly have a job to do.  We need decisions made to free us up to act
with more empowerment.  Currently, we're doing the best we can, in a near vacuum
that pervades this company.

Fix the paralysis, Mr. Palmer.  Move forward with your plan 9/30/92 and let's
get Digital moving forward.

    I was in Brussels for that conference.  It is clear that Digital is
    rapidly losing its way due to management indecision.
    
    The number of engineering groups without funding is horrifying.  The
    number of 'products' in their bottom drawers is appalling.  The lack of
    commitment and direction from senior management is unforgivable.
    
    One thing I find hard to reconcile are statements like 'Digital is
    committed to the <mumble> market' with the reality of too few products
    too late, fewer engineers and engineering groups, and the *OBVIOUS*
    lack of communication between groups.  For example, our Windows
    products don't even look like they came from the same company (DEC
    Mailworks looks and feels nothing like Teamlinks, which is different
    again from Pathworkslinks, etc.).  
    
    Steve Martin tried to address the issue of Teamlinks v Objectworks by
    saying that we should focus less on code and more on the strategy, ie.,
    it doesn't matter what the code is or where it comes from as long as
    fits the strategy.  Sounds good in principle, but frankly it sounds far
    too much like 'trust us', and I, for one, don't anymore, and I know
    more than a few colleagues who feel the same.  We've only been
    promising Teamlinks-like functionality for about five years.
    
    My impression after five days of the EUEN was that Digital doesn't have
    a strategy worth squat, we don't know where we're going or how we're
    going to get there.  There's still a lot of talented and dedicated
    people making products - many of which, as I said, are buried in bottom
    drawers because of lack of funding - but our senior management have
    shown themselves utterly incapable of running the company.

I manage a Digital Software Marketing Group. We too get frustrated by the
inaction of Christ/Stone on the Office Strategy and indeed this was fed
back through Jack Smith a couple of weeks back. We're not so concerned about
the final result; we'd prefer a decision than none at all! Having said that,
we probably haven't got the whole picture to make a judgement call.

Similarly, the amount of engineering $$$ on OSF/1 when all our market
research - from customers and prospects - says that Windows NT will blow it
out of the water. Similarly David Stone's fixation on the role of NT in
our portfolio. Similarly Engineering adding (unwanted) functionality to a
future UNIX Office Product when the rest of us are saying that the priorities
are "time to market" then "V2.0"...

We too are eagerly awaiting the strike of lightning that will bring focus
and meaningful (JP&R) goals right down the organisation... I only hope that
one man can bring this about as quickly as we need it!
								- Ian W.

re: .4

Could you please clarify this paragraph:

>Similarly, the amount of engineering $$$ on OSF/1 when all our market
>research - from customers and prospects - says that Windows NT will blow it
>out of the water. Similarly David Stone's fixation on the role of NT in
>our portfolio. Similarly Engineering adding (unwanted) functionality to a
>future UNIX Office Product when the rest of us are saying that the priorities
>are "time to market" then "V2.0"...

Each of these fragments seems to have an implied sentence completion, but I'm
not sure what it is.  I'd prefer to have you finish the sentences than for
me to guess.

   Gary

Our market research says that NT will outship any flavour of UNIX by a factor
of minimum 10:1, maximum 50:1. David Stone has a fixation that NT is only
good for being a PC server operating system, and most engineering $$$ is
being channelled into VMS or OSF/1 layered products.

Here in Europe, we have a UNIX based Office System codenamed "Objectworks"
that every major account who've seen it - want it now. It's ready, it's got
servers on ULTRIX, AIX and SunOS, which serve either Windows 3.x or MOTIF
clients. Despite 9 months of sitting on the fence and major local competitors
now coming to market with competitive products, we still have no formal
decision - other than to add functionality to help users dip into an ALL-IN-1
file cabinet. I don't personally know of a single customer that wants this
functionality yet - it can wait!

As a software company, we still have a need to go for volume markets and to
make profit as quickly as we can. Current internal politics are denying us
this opportunity.
								- Ian W.

Thanks, now I understand.

I can only hope that our current priorities are strongly influenced by timing, 
i. e., the available market for NT will still be less than OpenVMS and OSF during 
the rest of FY93, even though NT will overtake the others fairly soon thereafter.
There seems to be a strong sense of urgency about making money in FY93.

   Gary

re Note 2125.7 by TLE::FELDMAN:

> I can only hope that our current priorities are strongly influenced by timing, 
> i. e., the available market for NT will still be less than OpenVMS and OSF during 
> the rest of FY93, even though NT will overtake the others fairly soon thereafter.

        Unfortunately, we still don't seem to be able to turn around
        software from concept to shipment in under 18 months -- the
        more novel and "interesting" software seems to take much
        longer.

        Thus the software starts that we are undertaking now must aim
        at a very ill-defined target:  the market and the Digital of
        FY95.

        In the mean time, we certainly must work to get the most
        bucks for our current efforts.

        Perhaps we will even learn how to make profit on software in
        under 18 months.

        Bob

    
  Re: .6
    
    > David Stone has a fixation that NT is only good for being a PC
    > server operating system, and most engineering $$$ is being channelled
    > into VMS or OSF/1 layered products.
    
    A summary I received of a presentation made by Stone last week at
    ZKO would disagree with this statement.  True many engineering 
    dollars are being channeled in VMS, OSF/1, UNIX, etc. but not
    because NT is being perceived as not important.  Our customers have
    been demanding more from us with respect to UNIX and in the short
    term we have to respond to that.  Addressing NT will be a more long term
    issue, and is important in that context.
    
    fwiw,
    Steve
    

Re: .9

We documented the likely market(s) share of -NT in June 1991. I'm glad that
someone's showing signs of aligning with our view... but it's still taken
far, far too long.

On running a software business and getting to profit, there are a myriad of
things we do (from a field angle) that would help boost revenue on the
products we have today. Most of my time today is spent bashing against
frustration after frustration in an attempt to change things for the better.

We're getting there slowly. My ambition is to still be here when all the
brakes are released...
								- Ian W.

  As .8 notes, Digital software engineering is a protracted,
  agonizing endeavor, generally resulting in products which
  have been leap-frogged by the competition, in terms of
  market-penetration.  I.E., I'd love to get my hands on a
  decent, integrated CASE environment for Windows 3.x.  Why
  don't we have ours there?

  But .8 isn't totally correct.  There are groups within the
  company which are capable of, and have produced software
  products in less than 18 months.  Even released version 2's
  in that amount of time.  But it can't be done with the way
  most of our groups are currently organized and operated!

  Vaughn

Selling what we have today is our first priority. That's the piece that's
poorly executed.
								- Ian W.

>================================================================================
>Note 2125.11                  Digital in Software ?                     11 of 12
>PCAENG::ILUVVT::COBURN                               16 lines  29-SEP-1992 09:52
>--------------------------------------------------------------------------------
>                  -< Time-to-Market must be a First Priority >-
>
This is pure, unadulterated bullcrap and is how we got into this mess. 
Microsoft has just announced a delay in WNT so that more features and higher
quality could be availabe - due to market demand!  Is anybody upset?  No, the
general reaction is that this shows Microsoft's commitment to its customers.

Intel's P5 was recently pushed back a quarter.  Same reason.  Same reaction.

Yet, yesterday, I composed a memo using DECwrite.  Then, I rendered it to text
using the arcane menu structure of DECwrite.  I then had to take LSE and clean
up the text output because DECwrite's text output was so badly misformatted
that I would have been ashamed to send it to my three-year old daughter.  While
I was doing this, counting lines so my footers would stay in place, I was truly
ashamed of our software products.

Rdb/VMS 3.0, 3.0a, 3.0b, 3.1, 3.1a, 3.1b, 4.0, 4.0a, and 3.0c (if I remember
correctly) all came out reasonably on time.

Sadly,
BobW

>  Time-to-Market must be a First Priority

	More important then shipping a product that works? I would agree
	that sometimes we spend too much time adding bells and whistles that
	could wait until the next release. However, we all to often seem
	unconcerned about a product that really works the way we say it will.

			Alfred

>Intel's P5 was recently pushed back a quarter.  Same reason.  Same reaction.
    
    Not entirely.  Intel delayed P5 largely due to the huge demand for the 
    various flavors of the 486.  Why should Intel prematurely kill a huge
    profit maker?
    
    Mark.

    I was in a customer visit today where one of the DEC folks told the
    customer about the "new" businesses Digital is in (the new business
    model):
    
    - Microprocesors
    - Commodity Products
    - Multi-Vendor System integration and support
    - Industry Applications
    
    Nowhere did the terms "Digital is in the software business" or
    anything remotely close, enter into the almost 1-hour presentation.
    
    Interesting. 
    
    Mark
    

re Note 2125.16 by MRKTNG::SILVERBERG:

        Well, in his DVN talk today, Bob Palmer made it clear that
        our competencies were software, services, networking, and
        silicon.

        Bob

    Re. :16
    Mark: Did you think of asking the account person that did the 
    presentation why he/she "left something out"? I doubt this conference
    knows any more than that person.
    
    Team: T*E*A*M (everyone working towards a common goal?)
    

    We still haven't killed the PDP.

    Not for the want of trying though...
    
    Laurie.

 re: .13, .14

 Now that I've been stomped all over, I feel better.

 Sorry for the use of that 'Time-to-Market' phrase.  It
 is a rather meaningless phrase.

 My concern is our inability to ship quality software
 products which are competitive with our competitor's
 offerings.  To me, this implies time-critical issues,
 as well as functional issues.  Microsoft Windows has
 had many releases over the years, as has MS-DOS.  By
 'our' standards, I would not consider those products
 'functionally' rich.  Yet, Microsoft is laughing all
 the way to the bank.  And yes, they give the customers
 what they ask for, not much more.

 I think we really need to revamp how we do things, and
 when.  I know we have the talent.  But if we can't
 get competitive products out the door, and even are
 ashamed of what we get out the door, maybe Mr. Palmer
 should consider removing the 'software' from his list
 of core competencies.

 Vaughn

>> And yes, they give the customers  what they ask for, not much more.
    
    Could it be that the "much more" we pride ourselves on is of little or
    no value to real cutomers?
    
    \dave

>  As .8 notes, Digital software engineering is a protracted,
>  agonizing endeavor, generally resulting in products which
>  have been leap-frogged by the competition, in terms of
>  market-penetration.  I.E., I'd love to get my hands on a
>  decent, integrated CASE environment for Windows 3.x.  Why
>  don't we have ours there?

As long as hardware was/is going for margins rather than market penetration,
our software is going to continue to lag.  There's simply no way you can
afford the same level of resources for software development to ship 1,000
or 10,000 units as 1,000,000.  Add to this that we have had constant flux
of strategic direction since 2 years before PRISM was cancelled, and our
current situation is perfectly predictable.

CASE is a particularly good example:

    - Developed some relatively good V1 "back end" tools ~1984/5
      (LSE/SCA/PCA/screen mode debug).  Maybe not strictly leadership,
      but they were at least competitive at the time.

    - Invested in UIS interfaces - redirected to XUI, then Motif

    - Invested in some ramp-up in porting to U*x.  Response: "we don't
      want 'proprietary' tools".  Only VAX FORTRAN/Ultrix delivered.

    - Invested in PRISM, redirected at least twice, cancelled - no ROI
      at all, though some work was salvaged

    - CASE shifted some investment toward non-"back end" case, but given
      the overall strategy, the software investment was primarily limited
      to DEC hardware, which placed a bound on penetration/competitiveness

    - Invested in MIPS: FORTRAN, Ada, Bliss, some of DECset delivered,
      products are ramping down (at least in practise)

    - Started investing in PCs

    - Invested in 3 different operating systems for Alpha (so far - and
      the systems haven't even shipped yet...)

Using the existing VAX+MIPS bases for sizing, we currently have a FAR
smaller installed base than PCs, and we have a LOT of different platforms
that we're doing software development for (including Alpha-VMS/OSF/NT).
That dilutes both our own software investment, and 3rd parties' willingness
to port to any individual one of the platforms.  (Note that companies
persuing a single software strategy maximize their software investment,
even if the underlying hardware platforms sometimes change, since the
software being used is basically the same.  Contrast that with DEC with
a hardware-driven strategy with several operating systems on multiple
hardware platforms, moving over time to a single hardware platform.)

During the last 8 years, not a single year has gone by without a
"strategic redirection for long-term efforts".  Our current situation
in at least some areas of software *DIRECTLY* reflects this lack of
long-term focus.  This has put us in a situation from a software
perspective that is at a MAJOR disadvantage compared to: Sun, Apple,
Microsoft/Intel, NeXT and even HP, all of which are persuing a SINGLE
long-term software base platform.  Even if Alpha becomes the primary
corporate hardware platform - in addition to Intel-based systems -
we will still have 3 distinct software "platforms" with 2 incompatible
UIs (Windows/Motif) compared to the major competitors I listed that
are focusing on one.

Anyway, this probably belongs in the MARKETING conference...

re Note 2125.22 by PCAENG::ILUVVT::COBURN:

>  maybe Mr. Palmer
>  should consider removing the 'software' from his list
>  of core competencies.
  
        Well, "software" is indeed too broad to be a "core
        competency".

        Notice we don't have "hardware" on the list, instead we do
        have the far more specific "silicon" (and Palmer made it
        clear that this meant microprocessors, not silicon in
        general).

        So I think that "software" in the list really needs to be
        replaced with the specific types of software that we will
        compete with.  Probably the same thing applies to "services".

        Bob

                <<< PIXEL::CDE:[NOTES$LIBRARY]DECWRITE.NOTE;8 >>>
                     -< You can't go wrong with DECwrite >-
================================================================================
Note 3798.65                DECwrite Being Cancelled?                   65 of 65
JIT138::HOSAKA "Takeo Hosaka @JIT"                  553 lines  18-NOV-1992 20:22
                        -< From Sharon Keillor (No.2) >-
--------------------------------------------------------------------------------
******************************************************************************
********* COMPANY CONFIDENTIAL ******* DIGITAL INTERNAL USE ONLY *************
******************************************************************************

		SOFTWARE ENGINEERING COMMUNICATIONS		

		   November 18, 1992, Attached 
		   November 23-27, 1992, Next Communication

Given the changes occuring within Digital, it is more important than ever that 
our customers know that Digital will continue to support their needs under the 
new, lean Digital organization.  Software Engineering will support the field 
and drive the process of creating and relaying this message to our customers.   

In a series of communications, we will deliver to you one unified message 
that will speak to the products, support and service that we will continue to 
give to our customers.

This is an opportunity for us to be proactive in terms of why our refocusing 
of Engineering investments in each product area is in the best interests 
of our customers and Digital.  

Software Engineering is continuing its plan as a best-in-class, world-class 
developer and provider of software.  With our focused Engineering 
organization, we have enhanced our opportunities to reduce our costs, 
streamline our processes and integrate our strategies.  Our commitment 
continues to the operating systems and environments that our customers need.  
Our engineering investments reflect our overall strategy and there will be 
an increased focus in the area of partnering, to make our offerings more 
complete.  As we continue to streamline these processes and to enhance the 
focus in specific areas, these changes will be communicated to you.

Digital's software mission, goals and objectives, as well as the commitments 
that we have made to our customers and partners, exist as they always have.
Software continues to play a leading role in our business and product future.

As Bob Palmer stated on October 1, 1992, "...ALPHA AXP, "a universal computer',
operating effectively with multiple operating systems like UNIX, NT, and 
OpenVMS is important.  To complete the job for customer needs means having the 
applications, software, system, and service and making it all easy to buy.
Our focus is to continue to invest in services, software, networking and 
silicon...".

Our customers need to hear the following major messages:

	o Digital is focused on driving the message of our expertise in 
          "Distributed Systems That Work".   This enhanced focus draws on 
	  our technolgoy ladership in distributed computing and networking.

	o Digital's Excellence in technology has had a profound impact on
	  the computer industry for 35 years.  And, Digital will have a 
	  powerful impact in the future, as well.

	o In simplifying our Product and Services portfolio, Digital will 
	  control cost, manage change and be profitable.

	o Digital has a long history of protecting customer investment in 
	  Hardware, Software, and training -- from the PDP-11 to VAX 
	  migration with compatibility mode to the support of DECnet to VMS 
	  applications.   

	o Digital is changing to best meet the needs of our current and our 
	  future customers.   We highly value our customers' input and we 
   	  are committed to being customer driven.

	o Digital will implement any changes in an orderly manner with 
	  the goal of minimizing customer disruption and fulfilling its 
	  legal and moral obligations.  

Attached is the initial information on our ongoing directions in 
Software Engineering technology.  In future communications (Nov 20)
look for more in-depth statements from the Software Technology areas,
including areas of focus, plans, and support requirements.

At the end of this message is a list of contact people to respond to product 
questions; Any NEW notes files, and focal points for press and consultant 
inquiries, are also listed.   As this information is upated, it will be 
communicated to you.

*** NEXT COMMUNICATION FROM SOFTWARE ENGINEERING -- FRIDAY, NOVEMBER 23-27 ***



		SOFTWARE ENGINEERING ORGANIZATION

		   STATEMENTS OF DIRECTION

"Distributed Systems That Work" -- Drawing on our leadership in distributed
computing and networking.   This positions us to be able to address significant
computer downsizing issues that many of our customers are facing and meets the 
needs of a very significant market segment that is struggling with the 
integration of their individual PCs and LAN environments.   This integration
must be into a shared, robust, rich, workgroup mode of operation, capable of
meeting mission-critical application needs.

-------------------------------------------------------------------------------

Digital's NETWORK AND SYSTEMS MANAGEMENT products and services 
are profitable and are critical elements in meeting the needs of
today's and tomorrow's customers.  No other vendor has the breadth or
depth of Digital's product and services offerings.  Today, Digital
offers management products and services covering systems, networks
storage environments, while delivering the management functions needed in
those environments such as configuration and performance.  And, TODAY 
Digital products manage IBM, SUN, HP, VMS, U*X environments.

These products and services have been and are being developed by several 
Digital organizations.  During the past several months there has been 
a major effort to reduce duplication and to focus on the most important areas
of our offerings to match customer needs with the future success of Digital. 

The roadmap process, of which you may have heard, drove the management area to 
define a single corporate strategy and identified critical areas needing focus. 
As a result, the top three areas of focus for Systems and Network Management 
products and services became Storage, Network Management and Configuration. 
In addition, the license management group has joined Software Engineering.
Software developers and end users have expressed a strong need for license
management across heterogeneous platforms and we will ensure that we provide
flexible solutions and business practices to deliver this.  Also, as a result 
of this process, some projects that are duplications of other work or are 
clearly non-strategic, point efforts, are being phased down or merged.

Digital remains committed to providing secure products and to continuing as 
a leader in the security business.   Digital will continue to provide an 
appropriate base level of security in our products for all customers and 
provide security products and services for significant markets needing higher 
security levels.  Security Marketing is being redirected to focus on the 
security in our products and services and to the security needed in each 
industry.  

Digital's long history of customer investment protection continues as we 
move aggressively forward to meet and exceed management needs of the future.
Expect more of this agressive approach in addressing your customers' needs 
for management products and services.  The Network and Systems Management 
domain is a strong and vibrant area of business for Digital.





NAS INTEGRATED PRODUCTS
NAS packages are selling strongly worldwide and are now the 5th top selling 
Digital software product!  Current NAS packages should continue to be sold 
targeted to the MIS manager and IS operations manager who will benefit from the 
ease of ordering, licensing, and maintenance they provide.
   
The current engineering plan does not alter the shipping of the NAS 200, 250, 
300 and 400 packages on all currently supported platforms in FY93. 

In addition, a new solutions-oriented set of integrated NAS packages will be 
announced targeted at specific customer problems.  The first set of these will 
address application integration and data integration needs.  The platforms for 
which these new integrated products will be offered will be driven by customer 
demand. They will initially support both OpenVMS and OSF/1 at a minimum with 
other vendor platforms to be added based on clear customer and business 
opportunities. 

New directions for NAS middleware solutions and specific strategy information
will be forthcoming within 30 days. 


INTERNATIONAL SYSTEMS ENGINEERING
With Software Engineering's effort to implement a cost effective
product strategy supporting Digital's core businesses, International
Systems Engineering (ISE) will be faced with the task of re-examining its 
expenses to meet anticipated funding levels.  While this task has not yet 
begun, and changes, if any, to the ISE organization are unknown at this time, 
we'd like to take this opportunity to restate the following:

- Digital's strong legacy in providing international products will continue.
  Digital has delivered international hardware and software products and
  language variants for over 10 years.

- ISE's contribution in providing access to incremental markets through its 
  internationalization and localization services remain a key asset for 
  Digital.  This contribution **WILL CONTINUE** and will proceed, according 
  to company constraints. 





OFFICE OFFERINGS has a NEW BANNER: WORKGROUP SYSTEMS
Personal Computer Applications Engineering (PCAE), Office Systems Applications 
Group (OSAG), Image Voice Video (IVV), Appledorn Software Engineering 
Organizations and Office Information Systems (OIS) and Electronic Publishing 
Systems (EPS) Marketing.
          
We know that during this time of change, you will need clear and 
complete information from us on how these changes will impact your customers, 
and we will give you specific information in each area as soon as it's 
available.  As part of our efforts we are consolidating the engineering efforts
of the PCAE, OSAG, IVV and Appledorn Software Engineering organizations
together with the OIS and EPS marketing organizations in order to deliver an 
integrated set of products.  At this time, we can strongly affirm Digital's
focus on Office, Image and Document Management, under the new banner of
Workgroup Systems. Engineering, marketing and the field have been investing in
the products and infrastructure to aggressively pursue workgroup computing,
and we are committed to continuing that investment and establishing leadership
market position. 

Some of our current products may be de-emphasized; these are difficult 
decisions that are being evaluated right now.  Our focus on the Workgroup 
Systems Business, on providing the core framework for building Workgroup 
Systems, is being strengthened.  We are committed to supporting the Customer 
Business Units in their pursuit of this lucrative market.  Where Digital will 
not have product in this space, we will continue to align with partners to 
meet customers needs, distribute other people's products as appropriate, and 
use systems integration to deliver the best multi-vendor workgroup systems to 
our customers.

You should continue to sell our Workgroup Systems product family, and know 
that our product strategy will enhance these with focus on information 
sharing, messaging, workflow, document management, and imaging.  We will 
continue to communicate to you on a regular basis as changes are implemented.




The ENTRY-LEVEL PRODUCTION SYSTEMS GROUP, Appledorn, The Netherlands, will 
continue to support the full strength of our offering of fully integrated 
networked solutions for the commercial applications environment.

The emphasis will continue to be in the areas of:
- Client-server solution platforms of networking and systems management 
  software for SCO-UNIX servers and MS-Windows clients with emphasis on the 
  functionality required by distributed organizations such as retail banks 
  and for the SME market.  The platform solution package is marketed under 
  the name DECadvantage.
- Document management/imaging and workflow solutions
- MS-Windows desktop organizer and userfriendly application integration

In light of the renewed corporate strategy we will continue to evolve the 
functionality as described above towards use in a distributed environment 
based upon NT.  Appropriate migration and implementation products will be 
put in place in order to serve the specialized market channels which are 
depending on these Open Systems solutions.


In light of the refocusing of corporate strategic focus and Digital's
current condition, a number of current products will be transitioned out
of SOFTWARE DEVELOPMENT TECHNOLOGIES (SDT). There is an ongoing decision
process on the future engineering and support of these products. Options
under evaluation include transition to an existing or new third party,
and transition to a Digital organization(s) other than central
engineering.

Through-out this transition, SDT remains committed to providing the key
components of COHESION and in supporting vital programs such as the CASE
Partners program. 

In addition, SDT's primary goal during the transition is continuity of
customer commitments. This means no interruption in service to our
customers in terms of product availability, and product support. As a
result, the movement of products will be transparent to our customers and
need not be discussed with customers unless the customer raises the
topic.

Our request of you is to continue to sell any and all of Digital's
software products wherever they meet your customer's needs. We will keep
you informed as more details become available. 


As Digital continues to re-evaluate its priorities and refocus its resources,
we want to assure you and our customers that we remain 100% committed to the
products represented within the CORPORATE INFORMATION SYSTEMS arena.  In fact,
the more narrow product focus that Digital will pursue will have the effect
of INCREASED focus in the CIS domain.  All of our key strategies in this space
will be carried forward:

	- We will continue our focus on ACMS as a premier transaction
	  processing facility.  We will maintain and enhance our leadership
	  in desktop client support for ACMS and in interoperability.  Our
	  plans to introduce an NT client coincident with Microsoft's
	  announcement of NT remain unchanged.  Our plans to introduce a
	  graphical development workbench for ACMS in early 1993 remain in
	  place.  And our plans to expand ACMS to Alpha, OSF and NT, and to
	  support open TP standards will be carried forward with renewed
	  vigor.  In addition, our plans for DECADMIRE, a production-class 
	  application code generator for ACMS and non-ACMS enviroments that 
	  has enjoyed an enthusiastic customer and field response since its 
	  introduction in August, will continue, unabated.

	- We have an aggressive development underway in the FORMS area which
	  we intend to maintain.  The Forms set of products, led by our
	  flagship DECforms products, continues to be one of the highest
	  revenue and profit generators among Digital's software products.
	  Products for Alpha, OSF, and PC clients will continue as part of
	  our 1993 development plans.

	- Digital has a unique and leadership technology for truly distributed
	  fault tolerant computing in a product called RTR (Reliable Transaction
	  Router).  RTR development will continue and will be enhanced
	  in order to capitalize on the unique opportunity which this
	  technology provides.

        - Our investment in MUMPS technology will continue with great 
          enthusiasm, as we enhance our leadership position in the 
          MUMPS market.  Like the Forms products, Digital's MUMPS products 
	  (DSM) continue to be one of the highest profit generators among 
	  Digital's software products.  We will continue to expand our MUMPS 
	  technology offerings in 1993.  We will begin shipping DSM for 
	  OpenVMS AXP early in 1993, being the first MUMPS product on the 
	  Alpha AXP platform.  Our plans to port DSM to the OSF/1 platform are 
	  underway.  We are moving forward with our plans for a client/server 
	  DSM implementation beginning with a PC client.


The CONCURRENT ENGINEERING/CALS BUSINESS UNIT will continue to address the 
following key issues and areas:

        o   Our customers must be able to change rapidly, maintain product 
            quality, and shorten design cycles to be competitive in 
            today's market.
        
        o   The EDCS/STEP/EXPRESS product sets manage data related to 
            product development and are deemed strategic agents for our 
            customer's and Digital's mutual success.
        
        o   Our service organization provides the knowledge and expertise 
            to implement these agents and the specific changes required to 
            be competitive in today's environment.





Within the PC APPLICATIONS -- DEVELOPER SUPPORT AND DISTRIBUTION area, the 
emphasis is on improved service and greater efficiency.  As Digital Equipment 
Corporation has been re-evaluating its corporate strategic focus, working 
partnerships with third party software providers has been an important part of 
our recent strategy.  This is likely to become increasingly so in the future.  
However, we fully expect that there will be consolidation and internal 
re-structuring of some of the myriad third party developer support activities 
with an aim towards improved service and improved efficiency.

In the interim period there is a clear committment to continuity in our
committments to both customers and to third party partners.  The large number
of PC Applications from third parties will continue to be available via Digital
channels.  Digital will continue to expand our offerings in the U.S. through 
our recently acquired subsidiary, 800-Software, Inc.  Program activities to 
provide similar capabilities on a worldwide basis are also planned to 
continue.  

The PC Developer Support Program, which has championed the use of PATHWORKS
over the past few years, also is planned to continue.  As part of the
consolidation process it is likely to go beyond just PATHWORKS and provide
support for a variety of emerging Digital APIs and technologies such as
NT/Alpha-AXP.

Our request of you is that you continue to actively sell any and all of the
software products that we distribute, both Digital-built and Third Party-
provided.  Your customers should be assured that we are committed to meet their
PC application needs.



 
Digital has re-evaluated its strategic focus, and is moving 
quickly to re-gain our leadership in the market.  This means change, in our 
organizations and in our product strategy.  All of these changes are aimed at
securing a strong future for our company and for our customers.  These new 
areas of focus are in the most exciting parts of the growth area of our 
industry and represent great opportunity for all of us.   Software 
engineering is committed to delivering the information necessary to 
assist you in answering questions from our customers.

 
*** NEXT COMMUNICATION FROM SOFTWARE ENGINEERING -- FRIDAY, NOVEMBER 23-27 ***


    CONTACT INFORMATION --- FOR QUESTIONS FROM THE FIELD

    Software Engineering Public Directory
    -------------------------------------

    Overview SLIDE, "Digital's Software Strategy", .PS file - copy from 
    $ copy ssgv01::disk$user11:[osc$public]SOFTWARE_STRATEGY_SLIDE.PS *

    This message and future SOFTWARE ENGINEERING COMMUNICATIONS will be
    stored in this directory, as well.    

    Software Development Technologies
    ---------------------------------
    If you have questions,  please contact the CASE Partner in your area. 
    If you do not know who your CASE Partner is or need additional information, 
    feel free to contact Van Smick (SDTMKT:: or @ZKO).

    For Press inquiries, contact: SSGV01::PUGLIANO, LINDA PUGLIANO @ZKO,
    DTN 381-0811.

    Concurrent Engineering/CALS Business Unit
    -----------------------------------------
    Vern Poulter, DTN 297-2071, CALS::POULTER, VERN POULTER @MRO
        
        
    NAS Integrated Products and Program
    ------------------------------------------
        
    If you have more questions about the status of the NAS 
    program, please contact your local NAS Partner.  If you do not 
    know who your local NAS partner is please contact Bruce Dishman 
    (DTN 264-5184 or MRKTNG::DISHMAN).  If you have questions that 
    the NAS Partners cannot answer please contact Rick Forberg (DTN 
    264-0896 or  MRKTNG::FORBERG), Dennis Phelan (DTN 264-2030 of  
    MRKTNG::PHELAN), or Craig Jones (381-1220 or NASZKO::JONES).
       
      
    Office Products
    ---------------

    For questions from Digital employees (sales, sales support, etc.) and
    customers, please direct the person to the following for the products 
    noted:
    
  Product        Contact             Telephone              Node
                              
  ALL-IN-1/      Steve Martin        DTN:  264-1817         MRKTNG::MARTIN
    TeamLinks                        EXTL: (603)884-1817 

  Mail           Audrey Augun        DTN:  381-0491         A1VAX::AUGUN
                                     EXTL: (603)881-0491

  DECquery/      Howard Dresner      DTN:  264-0522         MRKTNG::DRESNER
    DECreport                        EXTL: (603)884-0522

  VTX/VaxNotes   Ken Walker          DTN:  264-3711         MRKTNG::WALKER_K
                                     EXTL: (603)884-3711

  Teamdata/      Steve Martin        DTN:  264-1817         MRKTNG::MARTIN
    DECdecision                      EXTL: (603)884-1817

  DECwrite       Bob Lehmenkuler     DTN:  264-2060         MRKTNG::LEHMENKULER
                                     EXTL: (603)884-2060

  DECpresent     Lindsay MacFarlane  DTN:  381-2248         EPIK::MACFARLANE
                                     EXTL: (603)881-2248

  WPS+           Cathy St. Martin    DTN:  264-5304         MRKTNG::STMARTIN
                                     EXTL: (603)884-5304


  For any questions from consultants, analysts or the press for any of our 
  products please refer them to: 
         
              Ken McDonnell   DTN: 264-3765   EXTL: (603)884-3765 



    PC Applications
    ---------------
    
    PC Applications Group -- Developer Support and Distribution 
    MAIL ACCOUNT to which the field can direct questions.  
    To be monitored daily and responded to by one of the managers 
    in the group.  Includes 3rd party ISV and PCAE DEC-built applications.

    From VAXMAIL --- CREATV::PCAPPS
    From All-In-1 --- PCAPPS @LTN


    GIA Software Business Group 
    ----------------------------
    David Hughes @AKO or HUGHES::AKOCOA.


    International Systems Engineering (ISE)
    ---------------------------------------
    If you have any questions concerning the status of a localization 
    effort for a particular product, please contact one of the following 
    people, depending on your geography: 
    
    Name                Location         Node               Telephone (DTN)
    ====                ========         ====               ===============
    Mimi Chen           Hong Kong        HGRD01::MChen      662-2375
    Yoshinori Ishii     Japan            JRDV04::Ishii      686-5356
    Jean-Jacques Creux  Valbonne         Ulysse::Creux      828-5435
    Aharon Goldman      Israel           Taveng::Goldman    882-3236
    Sonja Israel        US               Akocoa::Israel     244-6238
    Mohammed Siddiqui   US               Akocoa::MSiddiqui  244-6401
    Tony Viola          US               Akocoa::AViola     244-6405
    John Bruce          US               Akocoa::JBruce     244-6270

    Alternatively, you can send a note to AKOCOA::Hotline

     
*** Please note:  requests for information about the company and its employees
    received from newspapers, television, radio, industry publications, 
    magazines and local community officials must be directed to Corporate 
    Public Relations.  Please direct all media contacts to Chuck Malkiel, 
    Public/Analyst Relations Manager, DTN 381-0684. 

    If you have read the list of contacts and cannot find the appropriate 
    person, call Pat Carney, Sales & Customer Communications Manager, 
    DTN 381-0438.






From:	BUFFER::KEILLOR "13-Nov-1992 2135" 13-NOV-1992 21:44:03.36
To:	@SAK_STAFF,@DIST
CC:	KEILLOR
Subj:	COMMUNICATIONS FROM SOFTWARE ENGINEERING


FROM: Sharon A. Keillor
TO:   Digital Sales Force, Internal Partners Program members, 
      Geography Managers
DATE: November 13, 1992


		COMMUNICATIONS FROM SOFTWARE ENGINEERING

As you know, many changes are underway within Digital.  Like you, I want to 
be informed as to what the changes are and their impact.

Over the next few days you will be receiving a number of communications 
from me that will assist in supporting our field people who deal with
customer questions and concerns.   Work is in process in many of these areas 
and results will be communicated to you as they become available.  The schedule 
for these communications is as follows:

	o by Monday, November 16 -- Initial statements of direction from
          all Software Engineering Expertise Centers  

	o by the end of November -- Statements of direction from the Expertise 
          Centers, areas of investment, plans, and support requirements 

	o Future -- Dissemination of all Bill Strecker and Dennis Roberson 
          statements relating to the sofware product portfolio and its 
          support for company-wide initiatives.

It is imperative and for the good of Digital, that you support our efforts 
in stopping the distribution of any unfocused, misleading, possibly incorrect 
information.   I will do my best to support your need for timely, accurate 
information on the future of our software products and services.   

While it is true that engineering is evaluating and trying to provide clarity
and focus around products that meet customer needs, it is important that you
do not make statements based on non-verified information.  You should use this 
office to verify the accuracy of information that you receive.

Digital has both an intention and an obligation to stand behind its products.  
To that end, we will continue to provide customers with support and service.   
Our present focus should be on meeting customer needs using current products 
and on supporting the previously-stated company directions.

Please distribute this message widely.

    I really can't remember when I have read an official Digital 
    communication that used so many words to say so little.
    
    I think what everybody is asking for, is simplicity and clarity.
    The communication did not achieve that. Talking about
    intent,comittement,gestures of faith,hopes etc when asked directly
    whats happening ? is as good as as saying we don't know yet.
    
    Perhaps it was best assumed but not confirmed.
    
    This is not a negative criticism of Software Engineering, I am sure,
    above all others, they to wish to know the detail behind the 
    words.
    
    We need data,facts,decisions,clarity.. In that way we may all serve 
    Digital in a clear,concise,consistent manner... With that comes 
    credibility. With credibilty we have again, a chance, but not a right
    for success.
    
    
    Chris
    

    re: .27   Right on!!
    
    re: .26   A precis...  "Look, look, look.  Look at me.
                            Boss, Boss Boss.  Look at me!
                            I am doing 'right things'.  
                            Right things, boss.  Right things.
                            But I don't do any actual things.
                            Make me a VP!!"
    
              Sorry for the sarcasm, but... which products will live,
              which will die.  What were the criteria in SIMPLE ENGLISH?
              Who do we kiss/kill for the decisions?
    
              Sorry, but amount of communications = volume of large words. 
                                        NOT!!
    
    

    Too bad Sharon Keillor won't get the "short is sweet" or KISS
    message...
    
    Bruce

	So are they going to toast a bunch of software or what ?

	Regards,
	rcs

    	It's probably not appropriate to name projects here. However, it
    looks like approximately 20% of software engineering will be gone on
    December 7th. Kind of an interesting way to break into the software
    world. In some areas, actual work is going away. In others, the work
    remains. In fact, we're being asked to do even more work after they
    hack away at us. Not to worry though... Engineering is going to be fun
    again starting next year. I can hardly wait...assuming I'm here to
    party with everyone.

    >> In fact, we're being asked to do even more work after they
    >> hack away at us
    
    When I read the above line, for some reason the following line
    from an old "Star Trek" episode popped into my head:
    
    
    "No doubt you will reassemble after I have hacked you to bits!"
    
    		- A Famous Klingon Manager, I mean Commander
    
    
    As for the Software News Tome, I stopped reading it less than
    halfway through, in fact probably less than a quarter of the way
    through.  I couldn't stand it anymore.  And it's my own organization.
    For all I know, my name is in there on a "chop" list.  :-)
    
    Well, let 'em tell me in twenty-five words or less...
    
    Chris

    Hi,
    
    Almost two years ago I started this string about digitals (lack of)
    software stategy, especially in the Messaging/Office/Workgroup area.
    
    Looks like things start to change.
    
    Hereby BP's announcement of a seperate Software Business Group
    and the announcement of ONE Mail server.
    
    Regards,
    
    Jan 
    
================================================================================

		  Software Business Group Announcement

	In today's competitive computer market the need for a strong software
	focus is paramount.  To address this priority the Software Business
	Group, previously part of the SBU, will become a separate business
	group within CSD reporting directly to me.

	Bill Strecker has agreed to be the acting head of the Software
	Business Group reporting to me.  He will continue to advance the 
	excellent work initiated over the past year by Bill Demmer and his 
	strong software management team as they collectively work toward the 
	rollout of our software strategy.

	Bill Strecker has been the company's most visible advocate of a strong 
	software presence for Digital. His experience and knowledge will
	add value to the work of this group.  Bill will continue in
	his role as Digital's Chief Technical Officer and head of Digital's 
	Advanced Technology Group reporting to Bob Palmer.

	I appreciate Bill taking on this added role and look forward to
	his participation as a member of the CSD staff and the important work 
	of the software team.

================================================================================
            
            Digital's Electronic Mail and Office Products Strategy
            

Steve Jenkins                           Meg Lustig               
Vice President,                         Director,
Commercial Software Products Segment    Enterprise Groupware Products
            
Summary
-------

For the past 15 years Digital has provided leadership products for electronic
mail and integrated office systems. In that time Digital has successfully
delivered and implemented reliable and scalable enterprise messaging systems
for thousands of customers world-wide, providing over 7,000,000 mailbox
connections. Digital's record of delivering dependable electronic mail products
is undisputed.  The technology used in these products is modern, complies with
international standards, and is based on true client/server implementations. 
            
Digital currently offers several electronic mail products, each of which is
designed to meet different  requirements. The MailWorks products (on OpenVMS
and UNIX) are designed as high-throughput  electronic mail servers offering a
range of PC (TeamLinks, Lotus cc:Mail, and Microsoft Mail) as well  as
traditional (VT and workstation) clients. ALL-IN-1 (for OpenVMS) offers
massively scalable mail  server capabilities along with additional
functionality in terms of a suite of workgroup applications,  enhanced
electronic messaging, a distributed, networked, and shareable file cabinet and
well-integrated  system management. Each of these servers share a common
messaging backbone in the MAILbus product set.
            
Digital has decided that the next generation of office servers will be built as
a single integrated product for  multiple platforms and will offer a graceful
evolution from today's ALL-IN-1 and MailWorks base.  A  single server,
codenamed "OfficeServer", is being designed and built to operate on multiple
platforms,  serving Digital's own clients as well as many of the industry's
leading desktop electronic mail  applications. The OfficeServer platforms are:
            
*     OpenVMS (Alpha)
*     Digital UNIX (Alpha)
*     Windows NT (Intel and Alpha)
           
Clients include:
            
*     TeamLinks for Windows, Windows 95, Windows NT, OS/2, and Apple Macintosh
*     Microsoft Mail
*     Microsoft Windows 95 and NT client
*     Lotus cc:Mail
*     Lotus Notes
*     Motif
            
The target market for the new server is the customer who needs to go beyond a
LAN mail solution to a large scale enterprise mail/messaging solution.  Most
of these target customers are struggling to sort out  how to control the
proliferation of different mail clients and  servers.  The OfficeServer is
designed to  extend the customer's existing capabilities by immediately
allowing existing  mail clients  the ability to  use our mail services as well
continuing to be able to correspond with (send/receive mail) from  non-Digital
mail servers. 
            
The OfficeServer will have MAPI (Microsoft's Messaging Application Programming
interface) support built in. This means that a MAPI compliant client or
desktop application will be able to connect to any  OfficeServer and utilize
the full range of services available to clients.
            
            Page:   1
            Revision: 1.0  Date: 14-Jul-1995

            Digital's Electronic Mail and Office Products Strategy
            
In designing and building the OfficeServer Digital is utilizing the many years
of experience embodied in our  current products. Parts of the technology base
will be used as a platform for the new server and all of the existing features
and functionality that have proven popular with our customer base will be
preserved.  In  addition, many new innovative capabilities necessary to achieve
leadership in today's market place will be  built into the OfficeServer.
            
OfficeServer will ship on Windows NT first,  followed by an OpenVMS release
shortly afterwards and then  a UNIX version shortly after that.  When
OfficeServer is available, existing ALL-IN-1 and MailWorks  customers will have
an option to move to OfficeServer or continue using their current product.  A 
comprehensive set of migration tools will be provided to existing ALL-IN-1 and
MailWorks customers  who want to move to OfficeServer. Those who want to stay
with the current ALL-IN-1 and MailWorks  servers(2) may do so, as these
products will be  maintained over the long term.
            
Customer Benefits 
----------------- 

Customers will benefit from the OfficeServer program by:
            
*  Being able to upgrade existing different Digital and non-Digital messaging
   systems to a single, unified  environment available on the platform of their
   choice.
           
*  Being able to upgrade LAN-based PC mail systems that have outgrown their
   capabilities.
           
*  Being able to plan for growth from workgroup level systems serving tens
   of users up to campus-wide  clusters serving thousands of users, and all 
   based on a single integrated architecture.
           
*  Being able to establish a reliable, secure, and scalable messaging
   backbone, one capable of delivering  messages world-wide within minutes 
   rather than hours.
           
*  Protecting existing customer investment in Digital messaging systems by
   offering a graceful evolution to OfficeServer.
           
*  Complying with the important international and de facto messaging standards
   and interfaces and be  able to integrate desktop applications of choice 
   without worrying about interoperability with the enterprise messaging 
   system
            
OfficeServer delivers on Digital's commitment to provide enterprise-quality
messaging systems to our  customers and partners.
            
Features and Capabilities of OfficeServer 
-----------------------------------------
The major subsystems of the OfficeServer are:
            
* Mail Server, a full X.400 (1992) compliant server that also supports
  MAPI, allowing a wide range of  clients. The mail server also supports 
  Internet access with SMTP, MIME, and POP functionality.
           
* File Cabinet Server, allows users to share information on a personal,
  group, or public basis. The File  Cabinet Server is able to manage any type of
  information (file format) generated in the form of  documents or messages(1)
            
* X.500 Directory Services.
           
* Personal Services including nicknames (personal address book) and
  distribution lists.
            
In addition to out-of-the-box functionality the OfficeServer will be created on
a set of callable interfaces  designed to allow easy integration.  The overall
goal is to create the most robust, reliable, and scalable  mail server in the
industry, offering customers the lowest cost of ownership in the industry.
            
Channel-readiness
-----------------

OfficeServers will be designed to be channel-ready.  The installation goal is
to have the server up and  running in many customer environments in under five
minutes. Digital business partners, VARs, and  resellers will be equipped to
support OfficeServer when the products are introduced, and Digital SI and  MCS
organizations will be ready to provide the same level of consulting and support
for OfficeServer as  available for ALL-IN-1 and MailWorks today.
            
Ease of management
------------------

A separate Windows-based management utility will be used to manage one or more
systems.  All user  account and profile management, system housekeeping, and
setup and maintenance of the mail and file  cabinet servers can be carried out
through the management utility. 
            
Unified messaging environment
-----------------------------

OfficeServer will use Digital's MAILbus 400 as its messaging backbone, and
Digital X.500 for shared  directory services.  MAILbus 400 allows all
OfficeServer systems to dispatch and receive messages  between each other as
well as other systems via a wide range of gateways such as SNADS, SMTP, and 
PROFS.  ALL-IN-1 and MailWorks systems using the Message Router technology can
communicate with  MAILbus 400 via the Message Router XMR gateway.  All
OfficeServer users are registered in the X.500  directory and entries can be
queried and viewed from any client.
    

    A nit, perhaps: the announcement of the Software Business Group comes
    from Enrico Pesatori.  (.33 said "BP's announcement")
    
    Cheers,
    Chuck

      
      >A nit, perhaps: the announcement of the Software Business Group comes
      >from Enrico Pesatori.  (.33 said "BP's announcement")
      
      When I receive these kinds of announcements, they have been
      edited / forwarded / compiled a zillion times, so I
      had to make a guess about the author.
      
      Regards,
      
      Jan
                                              

    I agree about the "not serious" comment.  As a recent field
    practitioner I was asked for marketing input prior to this 
    announcement and I specifically discussed the multiple-UNIX platform 
    issue.  The point does not seem to have got through.
    
    Add to this the poor manner in which the organization has been
    announced and the potential for conflict (with our new partner
    Microsoft) of our first declared product family 
    on our first declared OS (WNT) and I reckon its looking shaky.
    
    I would dearly love to be proved wrong on this and have asked 
    Bob Palmer in 4031.6 to clarify it for us.
    
    

>    Add to this the poor manner in which the organization has been
>    announced and the potential for conflict (with our new partner
>    Microsoft) of our first declared product family 
>    on our first declared OS (WNT) and I reckon its looking shaky.

This problem has been solved. Officeserver on NT is replaced by
Exchange. 

The strategy history lookes like

31-JUL-1995 : Announcement: OfficeServer (will ship on Windows NT first)
9-AUG-1995  : Clarification : one product / full range (OVMS, NT, and Unix)
30-AUG-1995 : Update : OfficeServer OpenVMS and Digital UNIX . NT : Exchange

Now I understand why we MCS support specialists are send you
a Change Forum program. No one can cope we this speed of change
without proper training.