Conference nsic00::eis_dw

Subj:	BASF Ludwigshafen, Data Warehousing, Germany 
    (RFW005SC.TXT, English Language, ASCII document)

                                     REFERENCE
    
    CUSTOMER ACCOUNT NAME                : BASF Ludwigschafen 
    CUSTOMER ACCOUNT DIVISION            : Pharmaceutical Division
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Ludwigschafen
    CUSTOMER ACCOUNT COUNTRY             : Germany
    
    PRIMARY INDUSTRY OF CUSTOMER         : Chemical Industry
    INDUSTRY REPRESENTED BY REFERENCE    : Pharmaceutical
    
    DIGITAL SALES CONTACT NAME, TITLE    : Axel Schuetz-Wiessner
    DIGITAL SALES CONTACT DTN            : 861-3378
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +49 61033830
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @FRS
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISTRATION             : Reference Admin@REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER
    
    REFERENCE HIGHLIGHTS: 

        Another useful reference site for DIGITAL 64-bit computing
        Data Warehousing, with the pharmaceutical division of a major 
        international chemical company.

        BASF Ludwigschafen was looking for a solution which would fulfil
        its complete process needs, from the development of new products
        to their approval for marketing. DIGITAL initially provided 
        SOP Consulting, and then implemented two AlphaServer 8200s with
        Gigaswitch, DECswitches and FDDI StorageWorks Server. The 
        solution is running OpenVMS and Pathworks with Oracle software.
        The competition came from HP.
       
    CUSTOMER'S BUSINESS: 
    
        BASF Ludwigshafen is part of a market leader in the chemical 
        industry, which has interests worldwide. It has a turnover of
        $30 million per year and has employs 106,000 people. Its main
        markets are Europe, North America and, increasingly, East Asia.

        The pharmaceutical division is involved in the development of new
        products which it must then submit for approval before these can
        reach the market.

    CUSTOMER'S BUSINESS NEEDS: 
    
        The pharmaceutical division was looking for a solution which would
        fulfil completely its process needs, from the development of
        new products to the administration procedures necessary to obtain
        official approval.
 
    BUSINESS SOLUTION IMPLEMENTED: 
    
        DIGITAL initially implemented Standard Operations Procedures (SOP)
        consulting, which made up a third of the overall business. It 
        then installed two AlphaServer 8200s running OpenVMS with Pathworks
        and Oracle software. Also included were Gigaswitch, DECswitches
        and FDDI StorageWorks Server. Services include consulting, systems
        integration and project management.

        Third party applications in use include Oracle Database, Oracle
        Clinical and RS/1. The SAS application software PH-Clinical will
        be installed in 1997.

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

    BUSINESS BENEFITS: 

        The solution allows the customer to runs its operations on a much
        more cost-effective basis. Its hardware runs much quicker, which
        allows it to develop its products in a much shorter time.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 2 * AlphaServer 8200
        DIGITAL OPERATING SYSTEMS        : OpenVMS
        DIGITAL NETWORKING PRODUCTS      : Gigaswitch
                                         : DECswitches
                                         : FDDI StorageWorks Server
                                         : POLYCENTER
        DIGITAL PERIPHERALS              : StorageWorks
        DIGITAL SOFTWARE                 : Pathworks
        DIGITAL APPLICATIONS             : Data Warehousing
        DIGITAL SERVICES                 : SOP Consulting
                                         : Implementation
                                         : Systems Integration
                                         : Project Management                              

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : Oracle
                                         : SAS
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : Oracle RS/2
                                         : Oracle RS/1
                                         : Oracle Clinical
                                         : PH-Clinical
                                         : Clintrace
                                         : Tech (Tox-System)
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        DIGITAL won because it was able to provide a complete solution,
        not only hardware but also consulting and project management.
        Also, the customer was convinced by the technical capabilities
        of the Alpha equipment offered by DIGITAL.

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : HP
        THIRD-PARTY HARDWARE             : UNIX Systems
        THIRD-PARTY OPERATING SYSTEMS    : UNIX
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 

        250 network connections.
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : Y
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y

    ANY SENSITIVITIES: 
    
        Please contact the account manager before using this reference.

    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

        DIGITAL only.

From:	NAME: Werner Feld
	FUNC: Global Business Manager SAG
	TEL: 49-6103-383662 DTN 861-3662     <FELD.WERNER AT A1 at FRAIS1 
at FRS>
To:     See Below
CC:     See Below



In a joint sales effort, Software AG and Digital closed another CRIS 
project
at the State of Ohio. Digital's System Integration organization was the 
Prime
Contrator.

CRIS, "Client Rehabilitation Information System" originally developed for 
the
State of Washington is now available on Digital UNIX and Windows NT 
platforms. 

The state of Ohio deploys CRIS in a true Client/Server environment 
consisting
of an Alpha Server 8400 (TurboLaser) with Digital UNIX  connected with 
about
300 PCs.

The SI portion of the order to Digital is for $ 2.3M of which $ 1.5M is
subcontracted to Software AG.  The license revenue was just over $ 1M and 
Prof.
Services was about $500K. State of Ohio budgeted a further $1.2M of SI work 
for
July.

In additon to that, State of Ohio is planning to purchase 2 Alpha Server 
4100
in mid 97 and intends to replace the existing 300 PCs at a later day.
 
The CRIS application uses Oracle as database and is written in Software 
AG's
4GL NATURAL Lightstorm using as middleware ENTIRE BROKER  plus ESPERANT as
graphical query and reporting tool.

Many thanks to 

- Mark Dennis @ cso (Sales rep.),
- Jan McKinney @ cyo (SI Mgr.),
- Chuck Eichenlaub (SAG Account Manager)

 and the people from Software AG of North America: 

- Martia Espenschied - Sales Mgr.,
- Min Chai - Tech. Support, 
- Jim Loyd - Mgr. Prof. Serv's,
- Mike Runci - Dir., Mktg Support Services. 

You all did an excellent job.

CRIS is good example of how well an application, originally developped for 
Mainframes can be deployed with the help of NATURAL 4GL  to Digital UNIX. 

Kind regards
Werner Feld

Subject: Data Warehouse Win at Dalian City Cooperative Bank              

          			   WIN
    
    CUSTOMER ACCOUNT NAME                : Dalian City Cooperative Bank 
    CUSTOMER ACCOUNT DIVISION            :  
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Dalian, Liaoning province 
    CUSTOMER ACCOUNT COUNTRY             : PRC
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Banking
    
    DIGITAL SALES CONTACT NAME, TITLE    : Benjamin Lee, Account Manager
    DIGITAL SALES CONTACT DTN            : 86-83-7193
    DIGITAL SALES CONTACT EXTERNAL PHONE#: (8610)6849 2888 ext 7193
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @BEJ
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    DO NOT USE THIS WIN WITHOUT PERMISSION OF THE ACCOUNT MANAGER.

    WIN HIGHLIGHTS: 

    	Dalian City Cooperative Bank is the largest local bank in Liaoning
        province with 36 branches and 170 business sites. The customer need to 
        improve their Retail and Accounting systems to offer better services to

        their customers. IBM has been promoting their RS6000 G/40 for a long 
        time for the customer and we got the order with one AS8400 5/300 and 
        one AS4100 5/300 TruCluster as the Database sever and one AS1000A as 
        development machine and one AlphaStation 500 as network management  
        machine.

    CUSTOMER'S BUSINESS: 

    	Dalian City Cooperative Bank is a provincial bank of Dalian which is
        the second largest bank in Dalian in terms of business profit. It is 
        also one of the first banks implementing large DW. Their whole retail 
        account business will be based on this cluster and this TruCluster 
        offers them high availability and performance.
  
    CUSTOMER'S BUSINESS NEEDS: 
    
    	In order to be more competitive with other banks, the whole banking 
        solution need to be improved including MIS, retail-banking and 
        accounting. The digital machines will be the computing center.
    
    BUSINESS SOLUTION IMPLEMENTED: 
    
    	This solution consists of a Informix database residing on two UNIX 
    	TruClustered AlphaServer 8400 5/350 and 4100 5/300 systems.  The 
        cluster has 2 GB of memory, 4-350 MHz Alpha processors and 24Gb of 
        StorageWorks disk arrays. One AlphaServer 1000 were purchased for
        development tasks.  Systems integration services were provided by 
        one of our VAR's,  Beijing Method Electronic Tech.Co. Ltd. who also 
	provided Network services with digital network products and one 
	AlphaStation as network management machine.
     
    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE 
    INVOLVEMENT:

        Beijing Method Electronic Tech. Co. Ltd. is Digital's authorized 
        solution var in the banking field. They will jointly development 
        the applications with the customer. 
        
    BUSINESS BENEFITS: 

    	This solution will greatly enhance the customer's competion  ablity
        in provinding more and better services to customers. The bank will
        win more business and thus be more profitable. "Using the the most 
        powerful Unix machine" is the customer proud.  

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 1 AlphaServer 8400
    					   1 AlphaServer 4100
                                           1 AlphaServer 1000
                                           ! Alphastation500	
        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX
     					   UNIX TruClustering

        DIGITAL PERIPHERALS              : StorageWorks

        DIGITAL SERVICES                 : MCS

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY APPLICATIONS         : Informix Database system
    	
        THIRD-PARTY SERVICES             : System Integration Services
    	
    WHY DIGITAL: 

    	The DIGITAL solution won based, significantly, on the superior 
    	price/performance of Alpha technologies.  DIGITAL's VLM 
    	capabilities allow the customer to address more data in memory, 
    	maximizing the superior performance of Alpha.  UNIX TruClustering 
    	technology from DIGITAL ensures availability and disaster recovery 
    	for the customer.  This combination of technologies and 
    	capabilities demonstrated DIGITAL's strength in data warehousing.

    COMPETITORS: 

    	DIGITAL was in competition with IBM in this project. IBM'S RS6000
        G40 was defeated here.
        
    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 

    	Unlimited Unix concurrent user Lics were ordered. First Layer branches
        40 and second layer Business sites some 200. Third Layer undecided.
     
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Yes 
        IN CUSTOMER PRESENTATIONS                : Yes
        CUSTOMER-TO-CUSTOMER CONTACT             : Yes
        HAVING THE PRESS CONTACT THEM            : Later
        IN A CUSTOMER LIST     (release required): Yes
        TESTIMONIAL/CASE STUDY (release required): Yes

    ANY SENSITIVITIES: 

    	The customer plan to roll out the total solution by the end of June
1997.
        Before the date, Pls contact the account manager if reference needed.
    
    INTENDED AUDIENCE (Digital only, Partners, Public via Internet): 

    	Digital and Parteners.

Subj:	Siemens, Continuous Computing, United Kingdom 
    (RFA0RWSC.TXT, English Language, ASCII document)

                                     REFERENCE
    
    CUSTOMER ACCOUNT NAME                : Siemens 
    CUSTOMER ACCOUNT DIVISION            : Wafer Manufacturing
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Newcastle-upon-Tyne
    CUSTOMER ACCOUNT COUNTRY             : United Kingdom
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Electronics Industry
    
    DIGITAL SALES CONTACT NAME, TITLE    : John Tetley, Account Manager
    DIGITAL SALES CONTACT DTN            : 830-4173
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +44 1734 868711
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @REO
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISRATION              : Reference Admin@REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER

    REFERENCE HIGHLIGHTS: 

        Siemens, a major international company, is setting up a new plant
        in the United Kingdom for the manufacturing of semi-conductor
        wafers. This is a �1.26 billion investment by Siemens which will
        eventually employ 1200 people.

        DIGITAL has implemented the industry-essential software CELLworks
        from FASTech running on a series of UNIX Systems. It has also provided
        Windows NT AlphaServer and Prioris systems with StorageWorks products. 
        Third party products include Microsoft Exchange and an Oracle database 
        application. This reference goes to the heart of the 1-3-9 strategy for 
        64-bit UNIX and Windows NT.

    CUSTOMER'S BUSINESS: 

        Siemens, a major international company, has decided to set up a 
        new semi-conductor wafer manufacturing plant in Newcastle-upon-Tyne,
        in the United Kingdom. This is a �1.26 billion investment by
        Siemens and will eventually employ 1200 people. Testing will start
        in February 1997, with production due to begin in August.

        The plant will produce 16 and 64 MB chips, moving on to also 
        produce ASIC chips.
    
    CUSTOMER'S BUSINESS NEEDS: 
    
        The customer was looking for manufacturing control and management
        information systems. It wanted a computer system to control the
        manufacturing process of its silicon wafers, and needed to 
        implement CELLworks software to do this. It also wanted a data 
        warehousing/data mining application for yield analysis, and needed 
        continuous computing.

    BUSINESS SOLUTION IMPLEMENTED: 
    
        DIGITAL implemented a total of 18 Servers running NT and UNIX. 
        These consist of six clustered AlphaServer 4100s on UNIX, six
        AlphaServer 4100s on Windows NT, and eight Prioris Intel Servers.
        The solution is running CELLworks software from FASTech, along
        with Microsoft Exchange and Oracle Database.

        CELLworks is designed for use by manufacturing and process
        engineers. Because it features a graphical logic layout tool
        and English-like commands and syntax, it requires no prior
        programming experience.

        The solution is vital to the customer's business operations, as
        it needs to maintain accurate control of its manufacturing
        processes. The tiniest flaw can render a chip useless.

        DIGITAL helped with the implementation of Exchange, and will also
        provided installation and round-the-clock maintenance services. 
 
        StorageWorks products include SW800 and TZ887. The NT servers
        have a total of 108 4GB disks, and the UNIX servers, which are
        running the CELLworks software, have 50 4GB disks.

        Also included in the solution are DECsafe and POLYCENTER. 

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

        Microsoft provided Microsoft Exchange, and Oracle provided the
        database application. FASTech supplied the CELLworks software.

    BUSINESS BENEFITS: 

        The CELLworks software is essential to this kind of business,
        and so is something which the customer simply couldn't do 
        without. The customer also benefits from the reliability of
        DIGITAL equipment, and from the scalability which will allow
        it to meet its future needs.

        The various CELLworks modules allow the customer to seamlessly
        manage the diverse mix of equipment, controllers and processes
        on the shop floor and to optimize the company's manufacturing
        operation. The end results are greater control, improved
        product quality, lower costs and shorter time-to-market.

        The Continuous Computing is also a vital benefit to the customer,
        because it cannot afford to be without the system at any time.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 10 * AlphaServer 4100
                                         : 8 * Prioris Intel Server
        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX
                                         : Windows NT
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              : 7 * StorageWorks SW800
                                         : 12 * DLT TZ887
        DIGITAL SOFTWARE                 : DECsafe
                                         : POLYCENTER Save and Restore
        DIGITAL APPLICATIONS             : Continuous Computing
                                         : Data Warehousing
        DIGITAL SERVICES                 : Installation Services
                                         : Maintenance Services                     

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : Microsoft
                                         : FASTech
                                         : Oracle
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : CELLworks
                                         : Microsoft Exchange
        THIRD-PARTY APPLICATIONS         : Oracle Database Application
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        DIGITAL won because it was there at the very beginning of the
        project. The account manager met the Siemens project manager
        shortly after the new plant was announced to immediately
        discuss the requirements. Also important was the fact that
        the customer had very good experience of using DIGITAL products.

        This was a very good success for DIGITAL because a similar Siemens
        plant in Dresden, Germany had implemented a HP solution, and there
        was pressure to install the same solution here.

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : Hewlett-Packard
                                         : Siemens Nixdorf 
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 

        Currently 500 employees. This will eventually grow to 1200.
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : Y
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y

    ANY SENSITIVITIES: 

        There is some sensitivity, because Siemens Nixdorf was one of the
        competitors for this account. Any use of this reference must be
        made through the account manager.  
  
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

        Any.

Subj:	PacifiCare Health Systems, USA (Data Warehouse) 
    (WI009OSC.TXT, English Language, ASCII document)

    				  WIN

    CUSTOMER ACCOUNT NAME                : PacifiCare Health Systems 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Cypress, CA  
    CUSTOMER ACCOUNT COUNTRY             : USA
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Healthcare
    
    DIGITAL SALES CONTACT NAME, TITLE    : Don Reiner, Account Executive
    DIGITAL SALES CONTACT DTN            : 
    DIGITAL SALES CONTACT EXTERNAL PHONE#: 714-581-9164 
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @IVO
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    DO NOT USE THIS WIN WITHOUT PERMISSION OF ACCOUNT MANAGER.

    WIN HIGHLIGHTS:

    	PacifiCare Health Systems in one of the largest HMOs in the 
    	country with 2 million members.  PacifiCare has built divisions 
    	in Washington, Oregon, California, Texas, Oklahoma, Florida, and is 
    	in a joint venture with Tufts in Massachusetts.  The customer 
    	needed the ability to manage large amounts of data and process it 
    	according to various criteria.  To support this powerful database a 
    	new platform was needed.	

    	PacifiCare Health Systems implemented the Oracle7 RDBMS on the 
    	DIGITAL AlphaServer 8400 running OpenVMS. 	 

    CUSTOMER'S BUSINESS: 
    
    	PacifiCare Health Systems is one of the largest HMOs in the 
    	country with annual revenues of $4.7 billion and 2 million members.  
    	In business for about 15 years, PacifiCare has built divisions in 
     	Washington, Oregon, California, Texas, Oklahoma, Florida, and is 
    	in a joint venture in Massachusetts with Tufts.  They currently 
    	have 6,000 employees servicing their members. 
    
    CUSTOMER'S BUSINESS NEEDS: 
    
    	PacifiCare needed the ability to manage large amounts of data and 
    	process it, according to various criteria, in a timely manner.  
    	They required a database that would query against their data, 
    	utilizing information from combined sources, and give them the 
    	capability to model the business using different scenarios.  To 
    	support this powerful database a new platform was needed for 
    	implementation.

    BUSINESS SOLUTION IMPLEMENTED: 

    	PacifiCare implemented the Oracle7 Relational Data Base Management 
    	System (RDBMS) on a 4-GB, 6-processor AlphaServer 8400 running 
    	OpenVMS. Storage in this solution included TL 826 Storage 
    	subsystem and .5 Terabyte DIGITAL Storageworks disk.  Consulting 
    	was provided for the analysis and definition of needs as well as 
    	capacity planning for the solution.  DIGITAL NSIS was the 
    	installer for this solution.    

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE 
    INVOLVEMENT: 
    
    	DIGITAL sold the solution and Avnet Computer served as the 
    	fulfillment channel for Pacificare.

    BUSINESS BENEFITS:

    	The DIGITAL AlphaServer 8400 will give PacifiCare the powerful 
    	platform they need to run the Oracle7 RDBMS in an efficient manner.  
    	They will be able to extract data from numerous sources, using 
    	multiple queries, in one search.  This will save PacifiCare an 
    	enormous amount of time in a market which is becoming more 
    	competitive and service driven.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 1 6-processor AlphaServer 8400 
     					     with 4 GB of memory

        DIGITAL OPERATING SYSTEMS        :  OpenVMS
 
        DIGITAL PERIPHERALS              : .5 Terabyte StorageWorks Disk
    					   TL 826 Tape storage subsystem	

        DIGITAL SERVICES                 : NSIS installation services
    				  	   Capacity Planning
    					   Consulting services for needs 
     					     analysis and definition 

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY SOFTWARE             : Oracle7 RDBMS

    WHY DIGITAL: 

    	PacifiCare is a DIGITAL shop.  Their previous experience with 
    	DIGITAL products have made a strong impression with the company.  
    	In addition, the price/performance combination of the 
    	AlphaServer 8400 could not be touched by the competition.  The 
    	solution's scaleability will allow PacifiCare the ability to grow 
    	and change without a complete overhaul of this solution.   	   

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : Sequent
    					   MTI

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 
    
    	This win is worth $1.5 million in revenue to DIGITAL.
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : No 
        IN CUSTOMER PRESENTATIONS                : No 
        CUSTOMER-TO-CUSTOMER CONTACT             : No
        HAVING THE PRESS CONTACT THEM            : No
        IN A CUSTOMER LIST     (release required): No
        TESTIMONIAL/CASE STUDY (release required): No

    ANY SENSITIVITIES: 

    	Please contact Don Reiner if you wish to use this account as 
     	a reference. 
    
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

    	DIGITAL Only

                                  WIN
    
    CUSTOMER ACCOUNT NAME                : ADT Security Systems
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Boca Raton, Florida
    CUSTOMER ACCOUNT COUNTRY             : USA
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Professional Services/Security
    
    DIGITAL SALES CONTACT NAME, TITLE    : Susan Tommers
    DIGITAL SALES CONTACT DTN            : 655-6805
    DIGITAL SALES CONTACT EXTERNAL PHONE#: 954-785-5900
    DIGITAL SALES CONTACT E-MAIL ADDRESS : [email protected], @LAC  
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 
 
   	Dewey Jackson, NPB sales, 954-783-8928 
     	Emerson Parker, Network Systems Engineer, 813-895-4179
        Ken Moreau, ODIXIE::MOREAU, of the SBU, who is NPB certified, put 
     	   together the configuration. 
     	Deborah Miller, Americas SBU vice president, is the executive 
     	   partner.
        TNPUBS::BURUM
 
    DO NOT USE THIS WIN WITHOUT PERMISSION OF THE ACCOUNT MANAGER.

    WIN HIGHLIGHTS: 

     	ADT is spending $17 million on DIGITAL equipment (about $2,400,000 
     	in networking gear) for its corporate infrastructure, which
     	includes its headquarters, five customer care centers around the 
     	country and one data warehouse as well as 140 nationwide account 
     	support centers for installers, technicians and other support people. 
     	The sale includes dual shadowed AlphaServer 8400 systems, 
     	StorageWorks disks, and high performance networking products, 
     	including GIGAswitch/FDDI systems. 

    CUSTOMER'S BUSINESS: 

     	ADT Security Systems is an international organization known for 
     	developing and utilizing the most advanced security technology for 
     	residential and commercial buildings. It is #1 in the industry with 
     	only 7 percent of the market, so it expects substantial growth. 
     	Today it is a $1 billion company. 
    
    CUSTOMER'S BUSINESS NEEDS: 

     	Build corporate network infrastructure, including headquarters, 
     	five customer care centers, 140 support centers and one data 
     	warehouse.
    
    BUSINESS SOLUTION IMPLEMENTED: 

     	The headquarters and each data center will have two GIGAswitch/FDDI 
  	systems, three fully loaded and redundant DEChub 900 MultiSwitches 
     	with EFs and EEs and VNswitches (for switched Ethernet and FDDI)
     	and RouteAbout routers.  Dual AlphaServer 8400 systems will be 
     	totally shadowed. Negotiations are still in progress for PCs. The 
     	configuration for the 140 support centers is still being finalized. 
     	It may include a RoamAbout wireless solution and a dialup router 
     	through an Internet center. 
    
    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

     	MCI Systems House 

    BUSINESS BENEFITS: 

     	64-bit architecture provides investment protection 
     	Reliable, never-go-down networking
     	Outstanding price/performance
     	Single-vendor solution     	

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

     	GIGAswitch/FDDI, DEChub 900s, StorageWorks disks, AlphaServer 8400
        systems

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

    WHY DIGITAL: 

     	ADT thought DIGITAL was foundering and was planning to go with an 
     	HP and CISCO solution. Through Systems House, DIGITAL convinced ADT 
     	to take a look at DIGITAL because they needed high-end computing and 
     	backbones. A four-hour conversation with one ADT representative 
     	convinced him that if they didn't go with 64-bit computing now, they 
     	would have to switch to it within a year.  On the networking side, 
     	the GIGAswitch/FDDI systems' ability to provide reliable, never-go-
     	down networking was a key consideration. A corporate visit with 
     	DIGITAL's CFO convinced ADT of DIGITAL's financial viability. 

     	Also important: an RFP that was outstanding in price and performance, 
     	and the fact that it was a single-vendor solution. 

    COMPETITORS: IBM, Hewlett-Packard and CISCO

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Check with rep
        IN CUSTOMER PRESENTATIONS                : Check with rep
        CUSTOMER-TO-CUSTOMER CONTACT             : Check with rep
        HAVING THE PRESS CONTACT THEM            : Check with rep
        IN A CUSTOMER LIST     (release required): Check with rep
        TESTIMONIAL/CASE STUDY (release required): Check with rep

    ANY SENSITIVITIES: 

     	PLEASE check with sales rep before using this win!
    
    INTENDED AUDIENCE (Digital only, Partners, Public via Internet): 

10 February 1997

World's largest financial institution turns to Digital for data 
warehouse solution

The world's largest financial institution has inaugurated a data
warehouse based on an Alpha-based computer system from Digital
Equipment Corporation to help collect, validate, organise and analyse
information about its loans, borrowers, customers and properties.

The Federal National Mortgage Association - universally known as Fannie Mae 
- is not only the largest financial institution in the world but the 
largest issuer of debt after the United States Treasury. More than 11 
million American families live in homes that Fannie Mae helped finance and 
the institution manages more than US$600 billion in assets - with just 
3,300 employees.

The new data warehouse is built on a Digital UNIX-based AlphaServer
8400 system running the Oracle7 database and SAS System software.

"We have data on 20 million loans with historical information going
back to 1979 - plus data from nearly 70 external sources," explained
Mary Ann Francis, Director of Database Systems Development at Fannie
Mae. "In the past, this data resided on mainframes and was not easily
accessible to our economists and policy makers. On the AlphaServer,
we're able to put as much of this data on line as we want. For
researchers, this means faster, more-flexible SAS System queries - and
the ability to easily look across multiple databases.

"The most striking benefit is the speed of database administration,
thanks to the parallel-processing features of Alpha and Oracle. Files
that we once had to load overnight on the mainframe now load in 2 to 3
minutes during the day on the AlphaServer. We load 60-million-row
source files into our database table in 28 minutes. The overall speed
of the environment is great. It has truly changed our world."

Fannie Mae's search for an alternative to its mainframe focused on
three key criteria: performance, availability and affordability. "Our
new system had to support parallel processing and relational
databases," said Francis. " For the database, we did a structured
competitive benchmark and Oracle won based on company strengths and
test execution.

"After that, Digital did a benchmark for us of Oracle on Alpha. In
some cases, the AlphaServer produced results that were an order of
magnitude faster than the other platform we considered. Also, we felt
confident that the AlphaServer's SMP architecture and Digital's
TruCluster technology could keep up with our growth. We have 500 GB of
raw data today and generate an additional 10 GB per month for new
loans."

To help manage risk, Fannie Mae uses the SAS System and its Alpha data
warehouse to explore the relationships between every possible feature
of a mortgage and characteristic of the borrower, including factors
such as the amount of down payment, the borrower's credit history and
the likelihood of default. These factors are also considered against
regional economic conditions, housing markets, interest rates, pricing
trends and owner-income levels.

The SAS System also plays an important role in loading data on to the
AlphaServer.  Researchers and IS staff use the base SAS system to
ensure data integrity as files are loaded into the data warehouse and
then use other SAS utilities to "scrub" the data - eliminate
inconsistencies in data or convert values among different data types.
Fannie Mae has already moved about one-third of its data to the
AlphaServer.

Because SAS code is highly portable from platform to platform, more
than 95% of Fannie Mae's code was migrated without change from the
mainframe to the AlphaServer, leaving relatively minor tweaking to
complete the move.

Implementation followed swiftly on the purchase decision, according to
Francis. "We needed to have a working system fast," she said. "With
the AlphaServer, it took just three months to get the system running
and integrated into our environment, our systems people trained and
the data loaded and accessible to users.

"The AlphaServer 8400 has proven to be both a  cost-effective platform
for data warehousing - and a powerful engine for decision-support
tools."

Digital Equipment Corporation is a world leader in open client/server
solutions from personal computing to integrated worldwide information
systems.  Digital's scalable Alpha and Intel platforms, storage,
networking, software and services, together with industry-focused
solutions from business partners, help organisations compete and win
in today's global marketplace. Digital's World Wide Web site is at
www.digital.com.

 Issued on behalf of Digital Equipment Hong Kong Ltd
 by Euan Barty Associates

 For further information please contact:
 Linda Yung (Digital): 2805 3100
 (email: [email protected])
 Euan Barty: 2537 8022 (email: [email protected])

Subj:	Monoprix, Data Warehousing, France 
(WI00ABSC.TXT, English Language, ASCII document)

                                        WIN
    
    CUSTOMER ACCOUNT NAME                : Monoprix 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Paris
    CUSTOMER ACCOUNT COUNTRY             : France
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Retail Industry
    
    DIGITAL SALES CONTACT NAME, TITLE    : Gerard David, Account Manager
    DIGITAL SALES CONTACT DTN            : 858-1481
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +33 169875111
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @ATY
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISTRATION             : Reference Admin @REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS WIN WITHOUT PERMISSION OF THE ACCOUNT MANAGER
    
    WIN HIGHLIGHTS: 

        Monoprix is a major French retail chain with around 240 department
        stores across the country. It was looking for a Data Warehousing
        application which would provide it with a clear overview of sales
        patterns and stock rotation.

        DIGITAL was selected to provide the hardware platform, which is
        based on two AlphaServers running DIGITAL UNIX and Oracle/Express
        database applications. The solution will provide a largest database
        of 60-100 GB. Competition came from SUN.

    CUSTOMER'S BUSINESS: 
    
        Monoprix is a retail chain in France with approximately 240 stores
        throughout the country. These are large department stores, generally
        over 10,000 square meters in size and located in the central areas
        of major towns and cities. The stores sell everything from clothes 
        and food to electrical household goods.

    CUSTOMER'S BUSINESS NEEDS: 
    
        Monoprix wanted to improve its stock analysis procedures by
        implementing a system which would allow it to know at any given
        time what was selling and in what quantities. It wanted to be able
        to use this analysis of stock rotation to make better informed
        decisions about its stock levels and sales strategies. It expected
        to be able to access information which say clearly what was selling
        in each individual store, as well as providing a general overview
        of the profits in each store.

    BUSINESS SOLUTION IMPLEMENTED: 
    
        A Data Warehousing solution was implemented based on DIGITAL 
        Alpha hardware and Oracle/Express database applications. As well
        as providing the hardware platform, DIGITAL is also delivering
        services which help to optimize the potential of the database,
        such as systems integration and help with UNIX.

        The solution provides the customer with an active Data Warehouse
        which allows it to access, at any given time, information about
        stock levels, sales figures and profits for each of its many
        individual stores. It can then use this information to improve
        its sales strategies by analysing patterns and trends. It also
        allows the customer greater and more informed control of its 
        stock rotation.

        Initially, there is one AlphaServer 2100 as development server,
        and one AlphaServer 4100 as production server. The customer may
        add an AlphaServer 8000 at a later stage for an accounting
        application.

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT:
 
        Valoris provided the Application Development.

    BUSINESS BENEFITS: 

        The solution provides valuable benefits to the customer's sales
        strategies and effectiveness. Easily accessible information about
        its profit margins provides great improvements to the way it runs 
        its business.

        The implementation of this key management design tool is the first
        time that Monoprix has had a tool which can provide an overview of
        sales in real-time. This is important, because it means that the
        customer can actively access information at any time, not just via
        sales reports published at the end of the month.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 1 * AlphaServer 4100
                                         : 2 * AlphaServer 2100
        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              :
        DIGITAL SOFTWARE                 :
        DIGITAL APPLICATIONS             :
        DIGITAL SERVICES                 : System Integration
                                         : UNIX Competency Training
                                       
    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : Oracle/Express
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : Oracle7
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        The decision to choose DIGITAL was based largely on trust. Monoprix
        had been using VAX systems for a long time in its warehouses, 
        although DIGITAL had had no contact with the customer for a number
        of years. However, when it came to selecting the Data Warehousing
        platform, this good experience of using DIGITAL products was the
        key factor in overcoming competition from SUN. As there was no
        benchmark, and little difference in the ability of the hardware,
        a good relationship was the deciding factor.

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : SUN
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 

        The largest database will be 60-100 GB.
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y *
        IN CUSTOMER PRESENTATIONS                : Y *
        CUSTOMER-TO-CUSTOMER CONTACT             : Y *
        HAVING THE PRESS CONTACT THEM            : Y *
        IN A CUSTOMER LIST     (release required): Y *
        TESTIMONIAL/CASE STUDY (release required): Y *

        * This can not be used as a reference site until some time after
          April 1997, when the system goes into production.
 
    ANY SENSITIVITIES: 

        This can not be used as a reference until the system is in production.
        Please contact the account manager for details.
    
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

         Any (*)

Subj:	Lego, Europe Account Overview, Denmark 
    (RFA0AZSC.TXT, English Language, ASCII document)

    				  REFERENCE
    
    CUSTOMER ACCOUNT NAME                : Lego
    CUSTOMER ACCOUNT DIVISION            : European Account Overview
    CUSTOMER ACCOUNT PARENT COMPANY      : Lego
    CUSTOMER ACCOUNT CITY, STATE         : Billund
    CUSTOMER ACCOUNT COUNTRY             : Denmark
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Consumer Packaged Goods
    
    DIGITAL SALES CONTACT NAME, TITLE    : Dann Skou Andersen
					   Account Manager
    DIGITAL SALES CONTACT DTN            : 857-3506
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +45 86109655
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @DMA
   
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISTRATION	         : Reference Admin@REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER

    REFERENCE HIGHLIGHTS:

	Lego is globally known for the manufacture of a small plastic 
	"brick" which children and adults have played with for over 40 
	years. This small toy has given rise to annual revenues exceeding 
	$1 billion. Lego was under internal and external pressure to 
	change the way in which its IT infrastructure operated.

	DIGITAL and SAP AG have delivered a total solution to all the 
	individual Lego sales sites across Europe. The systems are based 
	upon AXP/UNIX systems with a minimum of 20GB of storage per site 
	running R/3 modules in finance, sales and distribution.

    CUSTOMER'S BUSINESS:

	Lego's core business is the production of a children's building 
	system, the Lego "brick" is renowned across the globe by child 
	and adult alike. Based in Billund, Denmark, Lego has over 9000 
	employees spread across three continents. Lego regularly has an 
	annual turnover of over $1 billion. 

	Lego has an extensive manufacturing organisation also 
	geographically based and has been a strong DIGITAL customer for 
	many years.
  
    CUSTOMER'S BUSINESS NEEDS: 

	Lego was under pressure from internal and external forces to 
	expand and improve existing solutions within the company. 

	Internal pressure came from key areas of the company not happy 
	with the existing bespoke systems, which were becoming unreliable 
	and costly to maintain. 

	The external forces were from rival companies in the toy market 
	encroaching on Lego's domain.

	A new set of solutions from a specialist software house were 
	required to maintain market place presence and internal morale.    
	
    BUSINESS SOLUTION IMPLEMENTED: 

	Although the Headquarters are in Billund, the solutions DIGITAL 
	have supplied to Lego are spread across fifteen subsidiary sales 
	companies around Europe. The eight sales companies which are now
	operational with the new solution include Austria, Denmark, UK, 
	Sweden, Norway and Switzerland. The other seven will be 
	operational by the end of 1997. 

	Due to the differing needs and resources of the varying outlets 
	across Europe different products are implemented into them. The 
	storage facilities also vary from one location to another, but 
	each site must have a minimum of 20GB for optimum SAP 
	performance.

	The majority of the solutions run on a single Alpha platform with 
	TCP/IP and PATHWORKS, in the UK the solution is based around a 
	Database Server and 2 Application Servers linked with FDDI and 
	networked with TCP/IP and PATHWORKS.

	The SAP modules Lego have installed for the 450 total users are 
	FI-CO-SD and MM, these run on AXP2000s and AXP2100s linked to 
	Oracle databases and displayed on Compaq PCs. 

	Lego has implemented the DEC/EDI SAP integration kit in 
	Denmark and Sweden. The rest of the sales companies are expected 
	to implemented this in 1997. Lego is also implementing Lego 
	PC, which is based on Windows NT and MS Office 97 with DIGITAL as 
	the PC utility provider. DIGITAL is also providing full project
        management and consultancy services.

        In 1997, Lego is planning to migrate from a decentralised to a 
        centralised environment, and is looking to do this by adding an
        AlphaServer 8400 and an AlphaServer 4100 to the configuration.
        It has also ran a successful pilot for a Data Warehousing application
        and is now moving into the operational phase.

    BUSINESS BENEFITS:

	For DIGITAL the installations within Lego have triggered many 
	opportunities for further expansion inside the company. A number
        of further projects have been initiated, including an 
	Archiving solution for SAP R/3, the migration of Lego's 
	Engineering's Unigraphics UG10 environment from VAX/VMS to 
	AXP/UNIX and the implementation of a Lego PC, based on 
	Windows NT and MS Office 97. DIGITAL is the PC utility provider.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION:

	DIGITAL CPUS AND VAXCLUSTERS   	 : AlphaServer 2100 AXP Series
					 : DEC 2000 AXP Series

	DIGITAL OPERATING SYSTEMS    	 : OpenVMS
					 : DIGITAL UNIX
					 : Windows NT
	DIGITAL NETWORKING PRODUCTS  	 : TCP/IP
					 : FDDI
 					 : PATHWORKS
					 : GIGAswitch	
	DIGITAL PERIPHERALS          	 : StorageWorks Series
       	DIGITAL APPLICATIONS         	 : Teamlinks
					 : DEC/EDI SAP Integration Kit
	DIGITAL SERVICES             	 : Consultancy
					 : Early Watch Services
					 : PC Utility
					 : Project Management

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

	THIRD-PARTY COMPANIES        	 : SAP AG
					 : Oracle
					 : Compaq
					 : Microsoft
	THIRD-PARTY PERIPHERALS        	 : Compaq PCs
	THIRD-PARTY APPLICATIONS     	 : Oracle 7
					 : MS Office
					 : SAP R/3
	THIRD-PARTY SERVICES         	 : 

    SAP INFORMATION:

		MODULES.	No. USERS.	TRANSACTIONS PER DAY

	FI	x
	CO	x
	SD	x
	MM	x
	-----
	TOTAL	4		450


    SAP CONSULTING COMPANY INVOLVED  :
	
	Andersen Consulting was initially used by Lego when the decision 
	was made to change from bespoke applications to a specialist 
	package. After the first implementation of SAP, Lego decided to 
	invest in training and now has in-house SAP experts who Lego 
	consult with.

    SIZE INDICATORS (# of concurrent users, # of network connections, 
		     TPS, largest database in gigabytes): 

	Min 20GB Per Site
	Expected total numbers users is 450 in all sales companies
	9000 Staff
	$1 Billion revenue per year

    HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?
        IN PROPOSALS                             : Y
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : Y
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y
    
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet):

	All.

    ANY SENSITIVITIES:

	Contact the account manager before any use of this reference.

Subj:	Schweizerische Krankenkasse Helvetia, DataWarehousing, Switzerland 
    (RFA02KSC.TXT, English Language, ASCII document)

                                REFERENCE
    
    CUSTOMER ACCOUNT NAME                : Schweizerische Krankenkasse 
        				   Helvetia 
    CUSTOMER ACCOUNT DIVISION            : IT
    CUSTOMER ACCOUNT CITY                : Duebendorf
    CUSTOMER ACCOUNT STATE               : Zurich
    CUSTOMER ACCOUNT COUNTRY             : Switzerland
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Healthcare 
    
    DIGITAL SALES CONTACT NAME           : Pius C Haas 
    DIGITAL SALES CONTACT TITLE          : Account Consultant 
    DIGITAL SALES CONTACT DTN            : 760-3268 
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +41 1 8013268 
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @ZUO 
    DIGITAL SALES CONTACT SITE CODE      : ZUO 
    
    OTHER DIGITAL CONTACTS (Marketing, Technical contacts, etc.): 
    
    REFERENCE ADMINISTRATION 		 : Reference Admin @REO
    REFERENCE ADMINISTRATION TEL#	 : DTN 830-2018

    DO NOT USE REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER

    REFERENCE HIGHLIGHTS:

	Schweizerische Krankenkasse Helvetia is Switzerlands major health 
	insurer with annual returns of $2 billion. The customer wanted to 
	exploit new sources of business compiled by data kept on it's IBM 
	mainframes.

	DIGITAL implemented a data-warehouse solution into the insurance 
	company. An Alphaserver 8400 Turbolaser with 190GB of Disk Space 
	on a Storage Works cluster was installed onto the IBM system to 
	act as the Enterprise Data Server. A complete range of DIGITAL 
	network and database applications were also implemented.

    CUSTOMER'S BUSINESS: 
    
	Schweizerische Krankenkasse Helvetia is the major health insurer 
	in Switzerland. It represents nearly 20% of the total market with 
	over 1.4 million clients and a return of over $2 billion.

	The company is actively involved in all health insurance related 
	areas such as different health insurance offerings, individual as 
	well as collective insurances offerings, initiatives to defend 
	the health cost explosion, cash management, preventive medicine 
	and rehabilitation etc. 

	The Schweizerische Krankenkasse Helvetia is also affiliated with 
	Swisscare, an organisation that operates mainly in the area of 
	managed health, for the common interest to get control of the 
	rising increase of health costs. 

	It does this by buying shares of health infrastructure and also 
	has its own surgeons and other personnel. Those are then shared 
	by the different HMO members. Based on that, efficiency can be 
	increased for most routine medical treatments.
    
    CUSTOMER'S BUSINESS NEEDS: 
    
	All the insurance business applications are on IBM3090 ESA 
	mainframes. The applications maintain approx. 400 GB of data.
	This data represents a very detailed description of the business 
	and its relationships. 

	It was evident to the customer that this data, used in 
	combination with the insurance professional's knowledge 
	represents a valuable combined resource that could be utilised to 
	manage the company in a very prosperous way. 
	
	This knowledge base was assumed to be the source for new 
	product(referred to as "offerings" elsewhere) development and 
	programs. While initial work has been done using Microsoft Access 
	and direct terminal to host data access from the mainframe from 
	within the statistical and mathematical services department, its 
	limitations became obvious. 

	The process took so long, that the gathered information was not 
	perceived as appropriate when the study or research was finished. 
	Therefore the value of the data for strategic guidance was lost.
    
    BUSINESS SOLUTION IMPLEMENTED: 

	Our strategy was to benefit from the investments we did in the 
	account previously and the trusted relationship that has been 
	built over time. The customer asked us for support.
 	
	Our answer was an offer for a pilot project for the known 
	purpose	in the statistical and mathematical services department. 
	Although the pilot equipment was limited to a VAX 4000 Model 90, 
	the effect was a reduction of the process time by a factor of 10 
	for the tested scenarios. 

	The refinement based on the pilot experience has led to a 
	data-warehouse concept, where the distributed power of the IBM, 
	DEC and PC environment can fully be explored. This means, that 
	without putting additional load onto the IBM mainframe which 
	already has high support costs, a significant effect for the user 
	and the enterprise could be achieved. 

	The major success is that the platform is now considered an 
	Enterprise Data Server. This led to an initial order of a DEC 
	7000 Model 710 AXP with 50 GB, recently this has been upgraded to 
	an Alphaserver 8400 Dual CPU, with 1 GB Memory, and 190 GB of 
	StorageWorks Cluster System building Blocks.    

	The operation of the system is done through OMS. In addition, 
	there are strong signs, that all new statistical or mathematical 
	subsystems also for the new major insurance application will be 
	implemented on the Enterprise Data Server. 

	This will need additional investments into storage and I/O 
	controllers. As more and more business relevant information gets 
	onto the Enterprise Data Server, a site replication via an FDDI 
	Cluster could become required.

    BUSINESS BENEFITS:

	It is strategic, for the customer, as it is not willing to 
	further invest into IBM in terms of additional load. The only 
	investments in IBM are in the areas of maintaining the operation.
	
	The Accessworks server is considered the alternative to building 
	up an Enterprise Data Warehouse while off loading the host and at 
	the same time only causing a fraction of the cost.

	Further to this, it is considered an investment into three tier 
	client-server computing.

	A Health Insurer keeps sensitive information, and the 
	Accessworks concept allows additional security capabilities while 
	reducing complexity of user administration on the mainframe.

	The solution is considered strategic for DIGITAL as it 
	represents a major win in an account that in the past only 
	purchased IBM. It is also in one of the most sensitive areas of 
	the customer's business; re-engineering to a data warehouse. 
	Finally, it will form the base for MIS as well as for EIS.
    
    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 
	
	DIGITAL CPUS AND VAXCLUSTERS 	 : Alphaserver 8400 

        DIGITAL OPERATING SYSTEMS    	 : OpenVMS
 
        DIGITAL NETWORKING PRODUCTS   	 : DECNET and TCP/IP via DIGITAL 
					   UNIX Connection (UCX)
 
        DIGITAL PERIPHERALS          	 : SW800 StorageWorks Expansion 
				       	   Cabinet 
					 : 190GB StorageWorks Cluster
        
        DIGITAL SOFTWARE/APPLICATIONS	 : DEC DB Integrator Development 
					   Licence        
					 : DEC DB Integrator RT Licence
				     	 : DEC DB Integrator Gateway for 
        			           RMS/VSAM
				     	 : NAS300 (Incl. DIGITAL UNIX 
					   Connection and DEC RDB RT)
			 	     	 : DEC SNA DTF Facility, Host SW 
					   and Utilities
				     	 : DEC GSE
				     	 : Excersion for Windows
					 : Data-Warehouseing
			 
        DIGITAL SERVICES             	 : SI services for Accessworks 
				       	   Products
				     	 : Installation and DB Warehouse 
				           Design
				     	 : Software Installation
				     	 : OMS Facility Management for 
        			       	   Operational Services

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 
	
	THIRD-PARTY COMPANIES        	 : Fides Informatik AG for 
        			       	   Data-warehouse Implementation 
					   and Analysis 
        
	THIRD-PARTY SOFTWARE         	 : Information Builders Inc. 

    WHY DIGITAL:

        The DIGITAL solution won because of strong partner support with 
	FIDES.

    COMPETITORS: 

	IBM
	
    SIZE INDICATORS (# of concurrent users, # of network connections, 
	TPS, largest database in gigabytes): 

	1.4 million clients 
	annual sales of $2.2 billion (CHF2.5 billion). 
	10 regional centres 
	50 regional offices
	2000 employees. 
	700 PC Users 
	1000 3270 Terminal users.  
	190GB in StorageWorks Cluster.

    HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?
        IN PROPOSALS                             : N
        IN CUSTOMER PRESENTATIONS                : N
        CUSTOMER-TO-CUSTOMER CONTACT             : N
        HAVING THE PRESS CONTACT THEM            : N
        IN A CUSTOMER LIST     (release required): N
        TESTIMONIAL/CASE STUDY (release required): N

    ANY SENSITIVITIES:

                	This Reference is for internal use only.

	At a later time, the customer is willing to have some 
	publicity, but at this time, privacy is very much appreciated. 
	The customer is not giving strong commitments in public to DEC in 
	order to not cause a political counter reaction by the hundreds 
	of IBM customer internal loyalists at the account.

	March 1996 - The account is in a critical phase. DBI product 
	state or ownership might change soon. For OLAP, VLM and usage 
	reasons,we might have to change many, or most, of original sold 
	and used tools.

	We are currently offering a Development System and try to 
	convince the customer of the benefits of the second node in the 
	cluster (to make the cluster real) and get most out of it.
    
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 
	
	DIGITAL Internal only

Subj:	Bancaja, Data Warehouse, Spain (RFA0T6SC.TXT, English Language, ASCII document)

                                   REFERENCE
    
    CUSTOMER ACCOUNT NAME                : Bancaja 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE         : Valencia 
    CUSTOMER ACCOUNT COUNTRY             : Spain 
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Banking 
    
    DIGITAL SALES CONTACT NAME, TITLE    : Pedro Munoz 
    DIGITAL SALES CONTACT DTN            : 874-4393 
    DIGITAL SALES CONTACT EXTERNAL PHONE#: 
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @SQO 

    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISTRATION		 : Reference Admin @REO
    REFERENCE ADMINISTRATION DTN	 : 830-2018	
    
    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER

    REFERENCE HIGHLIGHTS: 

	This is an excellent, highly visible Data Warehouse reference for
        DIGITAL in the Spanish banking market.

	Bancaja is a medium sized Spanish retail bank with operations based 
        in the Valencia region. It required a solution which would provide 
        it with speed and efficiency and also increase the level of business 
	support in order to sustain its business expansion. DIGITAL will 
        supply and install an Alphaserver 8400 with 4 CPUs, running on 
        DIGITAL UNIX and utilising an Oracle database and an Alphaserver 2000
        to support the banks home-written applications. 

    CUSTOMER'S BUSINESS: 
    
	Bancaja is a medium sized Spanish retail bank with total assets 
	totalling around $10 billion.

	The bank's Head quarters are situated in Valencia. It has around
	700 branches, employing 4,000 staff, mainly based in the eastern,
	Valencia region of Spain.

    CUSTOMER'S BUSINESS NEEDS: 

	The Bank were experiencing performance problems with their IBM MVS
	mainframe system. A new solution was required which would enhance 
        their client/server environment and provide adequate business support
        for the steady expansion of their business operations. 
	
	The solution required would assist the bank in quick and easy 
        retrieval of management information, support their marketing 
        department's needs, allow them to assess and control risks and 
        also assist in the recovery of debtors' arrears.
    
    BUSINESS SOLUTION IMPLEMENTED: 
	
	DIGITAL has supplied and installed an Alphaserver 8400 with 4 CPUs 
        running on DIGITAL UNIX and utilising an Oracle database. Some banking 
	applications will be ported from the main frame, with the management 
	applications being supported by the Alphaserver and the client 
	applications being supported by existing client PCs. The Applications 
	are being developed in-house, in collaboration with a local third 
        party company.

	DIGITAL will provide support and training services, together with some 
	Systems Integration and project management to ensure a smooth 
	implementation.

	The solution will be rolled out in two phases, with the first being
        the implementation encompassing central services only which will 
        support around 200 users (This phase was successfully launched in
        June 96). The second phase will connect 700 branches throughout
	Valencia using the public X.25 WAN (This second phase will be
        launched in June 97). 
	
    BUSINESS BENEFITS: 
    
	The solution provides the Bank with a scalable platform that 
        provides maximum business support for their mission critical 
        management systems. 

	This highly visible installation will be one of the first large
        Data Warehouse implementations in Spain, worth around $2m to DIGITAL.
        The installation is attracting a lot of attention from the Spanish
        banking community, who are closely monitoring the performance and
        efficiency of the Data Warehouse solution.   

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

	DIGITAL CPUS & VAXCLUSTERS	 : Alphaserver 8400
					 : 4 * CPU
					 : Alphaserver 2000

	DIGITAL OPERATING SYSTEMS	 : DIGITAL UNIX

	DIGITAL NETWORKING PRODUCTS	 :
	DIGITAL PERIPHERALS	 	 :
	DIGITAL SOFTWARE		 :
	DIGITAL APPLICATIONS		 :
	DIGITAL SERVICES		 : Installation 
					 : Learning Services
					 : Project Management
					 : Systems Integration 

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

	THIRD-PARTY COMPANIES		 :
	THIRD-PARTY HARDWARE 		 : Grau Tape Library
	THIRD-PARTY OPERATING SYSTEMS	 :
	THIRD-PARTY NETWORKING		 : Tuxedo
                                         : SNA Peer Server
	THIRD-PARTY SOFTWARE		 : Oracle
	THIRD-PARTY APPLICATIONS	 : Business Objects
	THIRD-PARTY SERVICES		 :

    WHY DIGITAL: 

	The DIGITAL solution was chosen due to superb benchmark test results 
	demonstrated at Valbonne in June 1995.

	Bancaja had taken a technical decision to invest in SMP architecture
	as it was felt that this would provide the requisite level of 
	performance as opposed to the performance offered by MPP (Parallel 
	Processing) architecture. 

    COMPETITORS: 

	DIGITAL received an Invitation to Tender along with 8 other hardware
	vendors. The shortlist included IBM's SP2, SNI's Pyramid, Bull's (the
	incumbent vendor) Escala, as well as the DIGITAL Turbolaser.

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 

	2GB main memory
	250GB disk storage

    HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y 
        CUSTOMER-TO-CUSTOMER CONTACT             : Y 
        HAVING THE PRESS CONTACT THEM            : Y 
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y 

    ANY SENSITIVITIES:
    
	All contact to be through the Account Manager in the first instance.

    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

	DIGITAL only

Subj:	R.W. Johnson Pharmaceutical Research Institute, USA 
    (WI0088SC.TXT, English Language, ASCII document)

					WIN

    CUSTOMER ACCOUNT NAME                : R.W. Johnson Pharmaceutical Research 
					   Institute
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : Johnson & Johnson
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Raritan, NJ
    CUSTOMER ACCOUNT COUNTRY             : USA

    INDUSTRY THE ACCOUNT REPRESENTS      : Pharmaceutical

    DIGITAL SALES CONTACT NAME, TITLE    : Rich Weiss, Account Executive
    DIGITAL SALES CONTACT DTN            : 
    DIGITAL SALES CONTACT EXTERNAL PHONE#: (215) 337-9207
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @KYO

    DO NOT USE WIN WITHOUT PERMISSION OF THE ACCOUNT MANAGER.

    WIN HIGHLIGHTS: 

     	R.W. Johnson Pharmaceutical is the largest research arm of
        Johnson & Johnson. It needed to speed the process of drug discovery
     	and bring compounds to market more quickly.  To do so, DIGITAL
     	provided a database solution called high-throughput screening, along
     	with an application from Molecular Design Labs (MDL) and the Oracle
 	7 DBMS to develop a very large, very fast genetics database that runs
     	on AlphaServer machines.  Value-added Integration Services (VIS) were
     	also provided with this win.  With this win, DIGITAL gains a 
     	significant opportunity for future expansion, upgrade, and add-on
     	business in the account, as well as a large presence in a new area of
     	Johnson & Johnson's business.
     	
    CUSTOMER'S BUSINESS: 

	R.W. Johnson Pharmaceutical Research Institute is the largest 
	research arm of Johnson & Johnson.  The Institute's primary focus 
	is drug development, discovery, pre-clinical and clinical work for 
	various Johnson & Johnson entities.  Johnson & Johnson is the world's
	leading healthcare products corporation with interests in consumer, 
	pharmaceutical and professional healthcare products.  While R.W. 
	Johnson Pharmaceutical Research Institute is not a profit-and-loss 
	operation, Johnson & Johnson is an $18 billion per year company.

	CUSTOMER'S BUSINESS NEEDS: 

	Drug discovery is one of the most important areas of pharmaceutical 
	research today.  The ability to move a drug compound from research 
	to market in the shortest time period possible is the key to success 
	in this competitive industry.  Bioinformatics, the discipline of 
	marrying technology to the latest genetic and biological data in 
	order to make that information available to other researchers, is 
	critical to drug discovery.  The sheer amount of information available
	is doubling every six to eight months and the average size of bioin-
	formatics databases is expected to be measured in terabytes within the
	next five years.  In order to compete more effectively, companies must
	have these databases available to their researchers to increase the 
	speed and efficiency of drug discovery.  Johnson & Johnson perceived 
	that it was not a leader in bioinformatics and set out on a course
	to change that.

    BUSINESS SOLUTION IMPLEMENTED: 

	DIGITAL provided a database solution called High-Throughput Screening 
	along with an application from Molecular Design Labs (MDL) and the 
	Oracle 7 DBMS to develop a very large, very fast genetics database.  
	An AlphaServer 8400 is the central database server for the solution, 
	with three AlphaServer 2100 systems at remote locations.  The 8400 is 
     	outfitted with four 350MHz processors, but the institute has already 
     	upgraded to the 440MHz models.  The AlphaServer 8400 system has 4GB 
     	of main memory and 400GB of disk space that will grow to 1 terabyte 
     	within three years.  The MDL application only runs on OpenVMS at this 
     	time, which determined the choice of operating system. Value added 
     	Integration Services (VIS) were also provided in the solution.

    BUSINESS BENEFITS: 

	Drug discovery is a mission-critical business at Johnson & Johnson 
	and the Discovery Department at R.W. Johnson Research Institute is 
	investing heavily in personnel and infrastructure in order to build 
	the capability to produce 70,000 compounds a year. The ability of 
	the Alpha based database solution to cross-reference data from 
	Johnson database with the databases of the Human Genome Project and 
	other organizations, publishing their findings on the World Wide Web, 
	helps Johnson save time and money by helping them to determine if
	they are pursuing a compound that has already been patented or is being
	developed by another company.  The system maximizes the capabilities 
	of the institute's scientists, helping them to develop and discover 
	compounds more quickly, giving them an edge in time to market.  

	DIGITAL gains a significant presence in a new area of Johnson & 
	Johnson's business.  The rapid expansion of biological and genetic 
	databases, coupled with the importance of this to Johnson's business, 
	also provides significant opportunity for future expansion, upgrade 
	and add-on business in the account.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

	AlphaServer 8400 w/ upgrade
	OpenVMS
	Oracle VLM module
	High Throughput Screening
	Value-added Implementation Services (VIS)

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

	MDL database application (central product)
	Oracle 7 DBMS
	MDL biological database application
	ISIS application
	MAXIM application

    WHY DIGITAL: 

	Johnson & Johnson was looking for the fastest, most powerful solution 
	in the industry
	MDL sold the customer on the idea that if they purchased the MDL/
	DIGITAL solution, they would receive the highest performance in the 
	industry 
	When the customer realized that the MDL/Alpha solution could do two 
	times the compounds than they had originally envisioned, they became 
	confident that they had made the right decision

    COMPETITORS:  

	Hewlett-Packard

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS,
    largest database in gigabytes):   

	$1.4 million

    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
	IN PROPOSALS                             : Contact Rich Weiss
	IN CUSTOMER PRESENTATIONS                : Contact Rich Weiss
	CUSTOMER-TO-CUSTOMER CONTACT             : Contact Rich Weiss
	HAVING THE PRESS CONTACT THEM            : Contact Rich Weiss
	IN A CUSTOMER LIST     (release required): Contact Rich Weiss
	TESTIMONIAL/CASE STUDY (release required): Contact Rich Weiss

    ANY SENSITIVITIES: 

     	***PLEASE CONTACT SALES REP BEFORE USING THIS WIN***

    INTENDED AUDIENCE: 

	DIGITAL Only

Subj:	Source Informatics, USA 
    (RFA0TQSC.TXT, English Language, ASCII document)

                                   REFERENCE
    
    CUSTOMER ACCOUNT NAME                : Source Informatics
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Phoenix, Arizona
    CUSTOMER ACCOUNT COUNTRY             : USA
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Health Care
    
    DIGITAL SALES CONTACT NAME, TITLE    : George Zoyiopoulos, Sales Rep. 
    DIGITAL SALES CONTACT DTN            : DTN: 566-3565
    DIGITAL SALES CONTACT EXTERNAL PHONE#: 602-894-3565
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @phx
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    	Robert Shannon, SBU Territory Manager; 
     	DTN 540-3904; 208-342-0772; @BQO
  
    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER.

    REFERENCE HIGHLIGHTS: 

     	Source Informatics is a world-class supplier of pharmaceutical 
     	marketing data, data warehouses, and decision support systems (DSS) 
     	for health care industry clients. In their support of Rhone Poulenc 
     	Rorer they needed a solution that would deliver a one-terabyte data 
     	warehouse to provide RPR with timely marketing data, and the tools to 
     	make business-actionable decisions, quickly and flexibly. Servers and 
     	enterprise storage from DIGITAL combined with an Oracle data warehouse 
     	make it all possible. 

    CUSTOMER'S BUSINESS: 

     	Supplying data, data warehouses, and decision support systems for 
     	health care industry clients.
    
    CUSTOMER'S BUSINESS NEEDS: 

     	Source Informatics' customers all need powerful solutions for 
     	managing vast amounts of data. In their formerly mainframe-centric 
     	environment, raw marketing data as hard to leverage. They wanted to 
     	be able to offer micro-marketing capabilities to their end users, 
     	with data warehousing and decision support capabilities.

    BUSINESS SOLUTION IMPLEMENTED: 

     	For Source Informatics' customer Rhone Poulenc Rorer, the solution 
     	required VLM64 capabilities to provide the needed performance and 
     	depth. They decided on the tight integration of AlphaServer 8400 
     	systems, running DIGITAL UNIX with a suite of products from Oracle
	Corp. to meet their needs.

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

	Oracle Corp. was the partner.

    BUSINESS BENEFITS: 

     	With the DIGITAL/Oracle platform, Source Informatics is able to 
     	provide a solution to RPR that makes it possible for them to quickly 
     	and easily rotate and drill down data, look for anomalies, make 
     	corrections in sales/promotion strategies to optimize performance, 
     	and, ultimately, improve their bottom line.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

	The solution included AlphaServer 8400 systems running DIGITAL UNIX, 
	and StorageWorks.

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

	The solution also includes Oracle7, Oracle Express, Oracle 
     	Application Data Warehouse, and Oracle Sales Analyzer from Oracle 
     	Corp., and Windows 95 from Microsoft.

    WHY DIGITAL: 

     	DIGITAL, with its industry-leading AlphaServer systems is the only 
     	supplier of VLM64 technology. Price/performance is as important as 
     	performance is to Source Informatics. Even more important is the 
     	strong working relationship between DIGITAL and Oracle, and the 
     	harmony of the two product sets.

    COMPETITORS: 

     	Another vendor considered was HP, but in this situation
	moving to 64-bit computing now was key. 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 

     	The database is a one-terabyte database.
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Yes
        IN CUSTOMER PRESENTATIONS                : Yes
        CUSTOMER-TO-CUSTOMER CONTACT             : Yes
        HAVING THE PRESS CONTACT THEM            : No
        IN A CUSTOMER LIST     (release required): Yes
        TESTIMONIAL/CASE STUDY (release required): Yes (Completed)

    ANY SENSITIVITIES: 

     	None
    
    INTENDED AUDIENCE (Digital only, Partners, Public via Internet): 
	Public, via Internet

    FORMAT FOR ASSOCIATED DOCUMENT (Postscript, MS Word, HTML, PowerPoint, 
    Excel): .doc and .pdf

Subj:	Repsol SA, Oil Company, Spain 
    (RF2KPISC.TXT, English Language, ASCII document)

                
    SUBCATEGORY                  	 : REFERENCE
                    
    CUSTOMER ACCOUNT NAME 		 : Repsol SA 
    CUSTOMER ACCOUNT PARENT COMPANY	 : 
    CUSTOMER ACCOUNT CITY		 : Madrid
    CUSTOMER ACCOUNT COUNTRY		 : Spain
            
    INDUSTRY THE ACCOUNT REPRESENTS	 : Oil and Gas Industry
            
    DIGITAL SALES CONTACT NAME		 : Juan Pedro Solis
    DIGITAL SALES CONTACT TITLE		 : Sales Rep
    DIGITAL SALES CONTACT DTN		 : 874-4353
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +34 1 5834100
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @SQO
    DIGITAL SALES CONTACT SITE CODE	 : SQO
            
    MANAGER'S NAME			 : Jesus Moreno
    E-MAIL ADDRESS			 : @SQO
    SITE CODE				 : SQO
            
    OTHER DIGITAL CONTACTS:
    
    SOFTWARE SERVICES			 : Guillermo Castilla @SQO
    SOFTWARE SERVICES DTN		 : 874-4338
    
    REFERENCE ADMINISTRATION 		 : Reference Admin @REO
    REFERENCE ADMINISTRATION DTN	 : 830-2018	

    DO NOT USE REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER

    REFERENCE HIGHLIGHTS:

	Repsol SA is Spain's largest private petrochemical company.
	We have implemented a large infrastructure, especially in the
	Refinery, Intranet, Data Warehouse and Office areas.

	The systems are networked mainly by DIGITAL products and they 
	use a broad range of services from Systems Integration to Data
	Warehouse Architecture Design.
         
    CUSTOMER'S BUSINESS :
            
	Repsol SA is involved in the petrochemical industry and is one
        of the largest companies in Spain. Repsol carries out oil 
	exploration in 18 countries, has five oil refineries, six 
	petrochemical plants and over 3000 petrol stations in Spain, and 
	over 700 petrol stations in the UK, France and Portugal. 

	It also has interests in LPG manufacturing and distribution, 
	lubricants and the hotel business. Repsol SA has over 18,800 
	employees world-wide and annual sales of US$ 19,600 million.
            
    CUSTOMER'S BUSINESS NEEDS :
        
	The production system in Repsol is based mainly on DIGITAL
	products.  We also maintain a large multi-vendor desktop 
	computing environment with Windows NT.

	Repsol needed to improve vital IT areas inside their 
	business.  These included the designing and implementation of a 
	networked refinery information system, an order entry system, a 
	centralised data warehouse and the integration of the desktop.

        In September 1995, we supplied for the main building of the Group,
        the new office servers, Alpha Windows NT based, and the new FDDI
	network using a double GigaSwitch configuration with 30 FDDI-
	Ethernet Switches, giving a maximum of 25 PCs connected in each      
	Ethernet.  This project, won against IBM and ATT, is one of the
        largest Windows NT installations in one site (1800 PCs).  This
	has been expanded to the refineries, and the different companies
	of the Group with Alpha and Prioris Servers.
      
    SOLUTION DIGITAL PROVIDED :
	
	DIGITAL has supplied Repsol SA with a range of platforms from 
	VAX 4000s to Alphaserver 4100s running OpenVMS, DIGITAL UNIX, or
	Windows NT.  The various systems were networked with DECnet and
	TCP/IP.  DECmessageQ was used to establish message lines between
	the refinery production computers and the central system.
                      
	The areas for which DIGITAL supplies equipment include:  Corporate 
	network in the refineries and Corporate Buildings, Refining
	information system, PC integration, VTX based Order Entry, Central
	dispatching for oil pipelines, Advanced plant control systems and
	Data Warehouse.
        
    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 
    
        DIGITAL CPUS AND VAXCLUSTERS	 : 24 * VAX 4000 Series 
    					   (5 Dual 4000 - 705 DSSI 
					   Clusters as central servers)
    					 : 10 * VAX 3100/4100
    					 : 2 * Alpha 3000
    					 : 3 * Alpha 2100
    					 : 30 * AlphaServer 2000 WNT
					 :  (some with WNT cluster)
					 : 4 * AlphaServer 4000/4100
					 : 100 * Prioris XL/HX/ZX
                                         
	DIGITAL OPERATING SYSTEMS    	 : OpenVMS
					 : DIGITAL UNIX
					 : Windows NT
    
        DIGITAL NETWORKING PRODUCTS 	 : HUB900 Based Networks
                                         : GigaSwitch FDDI (4)
					 : DECnet
					 : TCP/IP

	DIGITAL PERIPHERALS		 : StorageWorks
      						  																									       	       	       	                                              DIGITAL PERIPHERALS            : STORAGEWORKS
        DIGITAL SOFTWARE		 : DEC VTX
   					 : DECMessageQ
    					 : SNA Peer Server
    
    	DIGITAL APPLICATIONS		 : Data Warehouse
					 : Laboratory Automation
    					 : Process Engineering
    					 : Manufacturing Decision Support
    					 : Process Control
    					 : Process Monitoring
    					 : Networks 
    					 : WNT Computing
    					 : PC Networking
    					 
        DIGITAL SERVICES	    	 : DECSite Services
					 : Systems Integration
    					 : Consulting Services
   					 : BPR and Architecture Services
            
    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

	THIRD-PARTY COMPANIES        	 : Oracle
					 : Software AG
					 : Informix
					 : Perkin Elmer 
					 : Setpoint Inc.
                                         : SD Scicon/EDS
                                         : Microsoft

	THIRD-PARTY HARDWARE         	 : TDC Honeywell

	THIRD-PARTY SOFTWARE         	 : Oracle 
					 : Adabas
					 : Informix 
					 : SQL*LIMS
					 : Teroman
					 : Setcim
					 : Setcon
                                                     
    IF THERE WAS STRONG COMPETITION FOR THE SALE, PLEASE IDENTIFY.  
    
	IBM (Refineries)
        ATT, IBM (Office)
	HP (Data Warehouse)
                        
    SIZE INDICATORS:
            
    	19,600 Annual Sales ($ Millions)
        18,800 Employees
        5,000 PC Network Connections

    HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?
        IN PROPOSALS                             : Y
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : N
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y
    
    ANY SENSITIVITIES:

	Please contact the Account Manager before using this reference.

    INTENDED AUDIENCE:

	DIGITAL only.

Subj:	The Royal Liverpool & Broadgreen University Hospitals NHS Trust, UK 
    (RFA0MDSC.TXT, English Language, ASCII document)

                                REFERENCE
    
    CUSTOMER ACCOUNT NAME                : The Royal Liverpool & 
					   Broadgreen University 
					   Hospitals NHS Trust 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE         : Liverpool
    CUSTOMER ACCOUNT COUNTRY             : United Kingdom 
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Healthcare Industry 
    
    DIGITAL SALES CONTACT NAME, TITLE    : Neil Cook
					 : Account Manager 
    DIGITAL SALES CONTACT DTN            : 851-1756 
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +44 1707372536 
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @OLO 

    OTHER CONTACTS: 

    REFERENCE ADMINISTRATION		 : Reference Admin @REO
    REFERENCE ADMINISTRATION DTN	 : 830-2018	
    
    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER

    REFERENCE HIGHLIGHTS:

	The Alpha is the platform of choice for healthcare Software House 
	SMS. The company has many modules which are used in the health 
	service throughout the UK, including the extremely popular 
	Patient Administration System.

	The Royal Liverpool & Broadgreen University Hospitals NHS Trust,
	or RLBUHT for short, is one of the largest teaching hospitals
	in Europe and is using several modules from SMS on DIGITAL kit. 

    CUSTOMER'S BUSINESS:

	The Royal Liverpool & Broadgreen University Hospitals NHS Trust, 
	or RLBUHT, is probably the largest teaching hospital in Britain, 
	It is certainly one of the largest in Europe.

	It has 5,000 staff who manage 1,250 in-patient beds and over 
	500,000 out-patients annually.

	The Trust has always treated Information Technology as 
	strategically important. In 1989, it outsourced its Hospital 
	Information Support System and IT facilities management to 
	DIGITAL's partner SMS. A remote DIGITAL VAX cluster situated at 
	British Nuclear Fuels in Warrington serves as the hospital's 
	data centre.

	The hospital uses most of SMS' healthcare modules, including the 
	Patient Administration System. This information system enables 
	authorised staff in most department to rack patients, waiting 
	lists, case notes and orders. 

	There are over 25,000 separate orders per month to meet the needs 
	of the in-patients alone. These	are administered via the 
	information system with staff using 2,000 networked PCs and 
	terminals. There are over 250 GP fundholding practices which send 
	patients to the Trust and need to be kept informed of the 
	treatments given to their patients, and their outcomes.
    
    CUSTOMER'S BUSINESS NEEDS: 
    
	In 1994 staff wanted to be able to extract data from any 
	electronic source in the Trust, then combine it with other data 
	and compare it however they chose. They also wanted to be able to 
	get further information from sources such as the Internet and 
	JANET (Joint Academic Network) and combine it in a database.

    BUSINESS SOLUTION IMPLEMENTED:

	DIGITAL's partner SMS has a data warehousing application, INFoCOM 
	which exactly meets the above requirements. It runs on DIGITAL's
	AlphaServers with DIGITAL UNIX. 

	It has an easily navigable interface, Microsoft Access, which 
	allows users to drill for information. Sybase acts as the back 
	end. 
    
    BUSINESS BENEFITS:
	
	A consultant in the Renal Medicine Directorate, for example, can 
	draw together information on the result of a new clinical 
	process, the age and demographic profile of the patients, and the 
	relevant costs of the different medications.

	A manager can ascertain whether money spent on the in-patient 
	diet has any outcome on patients' long-term recovery. Users can 
	drill down to further levels - from summary data to patient 
	records, for example. 
    
    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

	DIGITAL CPUS & VAXCLUSTERS	 : AlphaServer
	DIGITAL OPERATING SYSTEMS	 : DIGITAL UNIX
	DIGITAL NETWORKING PRODUCTS	 :
	DIGITAL PERIPHERALS	 	 :
	DIGITAL SOFTWARE		 :
	DIGITAL APPLICATIONS		 :
	DIGITAL SERVICES		 :

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 


	THIRD-PARTY COMPANIES		 : SMS
	THIRD-PARTY HARDWARE 		 :
	THIRD-PARTY OPERATING SYSTEMS	 :
	THIRD-PARTY NETWORKING		 :
	THIRD-PARTY SOFTWARE		 : Most healthcare models 
					 : including the Patient 
					 : Administration System
	THIRD-PARTY APPLICATIONS	 : INFoCOM
	THIRD-PARTY SERVICES		 :

    WHY DIGITAL:

	SMS chose DIGITAL's AlphaServers as the platform of choice 
	because it needed fast processing power and scalability. 

    COMPETITORS:

    SIZE INDICATORS: 

    HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y 
        CUSTOMER-TO-CUSTOMER CONTACT             : Y 
        HAVING THE PRESS CONTACT THEM            : Y 
        IN A CUSTOMER LIST     (release required): Y 
        TESTIMONIAL/CASE STUDY (release required): Y 

    ANY SENSITIVITIES:

	Please contact the Account Manager before using this reference.
    
    INTENDED AUDIENCE:

	DIGITAL only. 

Subj:	Banco Pastor, Data Warehousing, Spain 
    (RFW00ZSC.TXT, English Language, ASCII document)

                                     REFERENCE
    
    CUSTOMER ACCOUNT NAME                : Banco Pastor 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: La Coruna
    CUSTOMER ACCOUNT COUNTRY             : Spain
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Banking
    
    DIGITAL SALES CONTACT NAME, TITLE    : Jaime Alvarez-Cascos, 
                                           Account Manager
    DIGITAL SALES CONTACT DTN            : 874-4532
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +34 15834100
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @SQO
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISTRATION             : Reference Admin@REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER
    
    REFERENCE HIGHLIGHTS: 

        Banco Pastor, a commercial bank in Northern Spain, was looking
        for an information warehouse which would allows it to 
        analyse its customers' needs and consumer trends.

        DIGITAL was selected ahead of competition from IBM, HP and SUN 
        to provide an AlphaServer 8400 (UNIX) running the Oracle7 database 
        application. A key aspect of the solution is that DIGITAL is 
        providing project management and systems integration for a total 
        solution.   

    CUSTOMER'S BUSINESS: 
   
        Banco Pastor is a commercial bank based in Northern Spain, with
        branches all over the country. It is a medium-sized bank, and
        has its headquarters in La Coruna (north-east Spain).

        The bank has 3,500 employees in its 433 branches. It has an
        annual revenue of 1,188,945 million Spanish pesetas, which
        places it 13th in the Spanish banking industry.
 
    CUSTOMER'S BUSINESS NEEDS: 

        The bank wanted to create an information warehouse which would 
        allow it to obtain information about its customers' needs. It
        wanted to be able to analyse consumer trends in order to make
        its sales strategies more effective. 
 
        A RFP (Request For Proposal) was put out to DIGITAL, IBM, SUN
        and Hewlett-Packard. From this, a series of benchmarks was 
        implemented for DIGITAL, IBM and HP. These were very specific in
        terms of the customer's needs for the amount of data it wanted
        to be able to store. 
    
    BUSINESS SOLUTION IMPLEMENTED: 
    
        The RFP was sent in July 1995, and the benchmark implemented
        by DIGITAL in Valbonne in January 1996. The decision to choose 
        DIGITAL was made in May 1996.

        The DIGITAL solution is based around one AlphaServer 8400
        Turbolaser (UNIX) which is running the Oracle7 database application. 
        The largest database is 100 GB, and there are around 50 users. 
        DIGITAL has also provided some POLYCENTER tools for system management.

        A key aspect of the DIGITAL solution is the provision of support
        and services as well as the hardware. DIGITAL is providing
        services such as project management and systems integration for 
        third party products, which was a key reason for the customer
        choosing DIGITAL ahead of the competition.

        The solution provides the customer with a robust Data Warehousing
        application that allows it to analyse large amounts of data 
        such as sales trends.

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

    BUSINESS BENEFITS: 

        The customer benefits from the DIGITAL solution because it allows
        users to perform processes much more quickly. In the past, it
        would take several hours to access certain information and
        carry out related tasks. Now, it is possible to get this 
        information within minutes. This means that the bank is able
        to react very quickly to market demands.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 1 * AlphaServer 8400
        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              :
        DIGITAL SOFTWARE                 : POLYCENTER Scheduler
                                         : SNA Peer Server
                                         : Microfocus Cobol
                                         : DTF
        DIGITAL APPLICATIONS             :
        DIGITAL SERVICES                 : Project Management
                                         : Systems Integration
                                         : Installation Services                             

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : Oracle Corp
                                         : PRISM
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : Oracle7
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        DIGITAL won because of good benchmark performance and because
        of superior price/performance. The key reason, however, for 
        this success was that DIGITAL was able to offer a total solution,
        not just boxes of hardware. DIGITAL was able to offer support
        services such as project management and systems integration, 
        which appealed to the customer.

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : IBM
                                         : Hewlett-Packard
                                         : SUN
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 

        50 users. 100 gigabytes.
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : N
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y

    ANY SENSITIVITIES: 

        Please contact the account manager before using this reference.
    
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

        DIGITAL only.

Subj:	Castorama, Data Warehousing, France 
    (RFA0U0SC.TXT, English Language, ASCII document)

                                   REFERENCE
    
    CUSTOMER ACCOUNT NAME                : Castorama 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Lille 
    CUSTOMER ACCOUNT COUNTRY             : France 
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Retail Industry 
    
    DIGITAL SALES CONTACT NAME, TITLE    : Frederic Terme
					   Account Manager 
    DIGITAL SALES CONTACT DTN            : 897-5123 
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +33 320 43 51 11 
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @LFO 
    
    OTHER CONTACTS :

    DIGITAL PROJECT MANAGER		 : Bertin Delaire
    DIGITAL PROJECT MANAGER DTN		 : 897-5130
    DIGITAL PROJECT MANAGER E-MAIL ADDRESS: @LFO

    REFERENCE ADMINISTRATION		 : Reference Admin @REO
    REFERENCE ADMINISTRATION DTN	 : 830-2018 

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER
     
    REFERENCE HIGHLIGHTS:

	DIGITAL has overcome strong competition to secure a significant
	contract to provide Data Warehousing for Castorama, France's
	Number One Do-It-Yourself chain.

	DIGITAL will provide 135 Alpha 800 Servers, running DIGITAL
	UNIX and ORACLE applications, with a Storageworks solution to
	improve storage capacity.  We will also provide an AlphaServer
	4100 for Data Warehousing at Castorama's Headquarters in Lille. 

    CUSTOMER'S BUSINESS:

	Castorama specialises in Do-It-Yourself and Gardening; its stores
	provide everything necessary for the home and garden.  The stores
	are large; approximately 14,000 square metres each.  Castorama
	has its main Headquarters in Lille, with 12 other regional
	Headquarters throughout France, as well as one each in Germany,
	Italy and Belgium.  The customer is the Number One business of its
	kind in France, and ranks fourth in the world. 
    
    CUSTOMER'S BUSINESS NEEDS:

	The customer had a series of VAXs in each store which had become
	too small to hold all their records.  They wanted to migrate to
	Open Systems, using ORACLE applications.  The move would involve
	the whole business, including accounting, payroll, and inventory
	management. 
    
    BUSINESS SOLUTION IMPLEMENTED:

	DIGITAL will provide Castorama with 135 Alpha 800 Servers, running
	DIGITAL UNIX and ORACLE applications, with a StorageWorks solution
	to improve storage capacity, as well as an AlphaServer 4100 for
	Data Warehousing at the Lille Headquarters.

	CSS will install the software directly into Castorama's factories,
	and then the Alpha Servers will be installed in the stores ready
	for immediate deployment.

	The customer has no prior knowledge of DIGITAL UNIX or Alphas, and
	therefore DIGITAL will provide facility management for the first
	six months.  We will also train personnel in DIGITAL UNIX and
	Management Solutions.  DIGITAL has contracted to provide hardware
	and software maintenance for the next five years.

	The contract, including services, is worth US$ 12 million. 
    
    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

    BUSINESS BENEFITS:

	In contrast with Compaq, the main competitor for the contract,
	DIGITAL was able to provide Castorama with an homogenous, secure
	solution.  That is to say that the customer does not have to deal
	with several different departments to get what it needs.

	Also, the DIGITAL solution performs better than Compaq's, for
	the same price. 

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 135 Alpha 800 Servers
					   1 AlphaServer 4100

        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              :
        DIGITAL SOFTWARE                 :
        DIGITAL APPLICATIONS             : StorageWorks
					   ORACLE

        DIGITAL SERVICES                 : Maintenance
					   Facility Management
					   Training
					   Installation and Deployment
					   Migration                                        

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            :
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : 
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL:

	DIGITAL succeeded in convincing the customer that we were better
	than our competitors.  Their original perception of DIGITAL was
	a proprietory one; that we only operated well in the VAX/VMS arena.
	Benchmark tests proved that the DIGITAL solution was the best
	performer, at the best price, as well as being the most secure. 

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : HP, IBM, Sun and Compaq
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS :
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y 
        CUSTOMER-TO-CUSTOMER CONTACT             : Y 
        HAVING THE PRESS CONTACT THEM            : Y 
        IN A CUSTOMER LIST     (release required): Y 
        TESTIMONIAL/CASE STUDY (release required): Y 

    ANY SENSITIVITIES:

	The customer is happy for articles to appear in the Press, but
	would like to read and approve them first.
	Please contact the Account Manager before using this reference. 
    
    INTENDED AUDIENCE : 

    	DIGITAL only.

Subj:	Diario El Mundo, Data Warehousing, Spain 
    (RFW00YSC.TXT, English Language, ASCII document)

                                     REFERENCE
    
    CUSTOMER ACCOUNT NAME                : Diario El Mundo 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : El Mundo
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Madrid
    CUSTOMER ACCOUNT COUNTRY             : Spain
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Media
    
    DIGITAL SALES CONTACT NAME, TITLE    : Rafael Antoranz, Account Manager
    DIGITAL SALES CONTACT DTN            : 874-4396 
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +34 15834100
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @SQO
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    DIGITAL MARKETING CONTACT            : Javier Perez
    DIGITAL MARKETING CONTACT DTN        : 874-4512
    DIGITAL MARKETING CONTACT E-MAIL     : @SQO

    REFERENCE ADMINISTRATION             : Reference Admin@REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER
    
    REFERENCE HIGHLIGHTS: 

        Diario El Mundo is the second biggest newspaper in Spain and
        sells around 300,000 copies per day. It was looking for a 
        Data Warehousing solution which would compliment its IBM-based
        central applications (such as Human Resources).

        DIGITAL was chosen to provide an AlphaServer 1000 on UNIX for
        the SAS Data Warehouse package. The deal was won ahead of competition
        from IBM, largely because of the superior support consultancy
        services which DIGITAL was able to offer.

    CUSTOMER'S BUSINESS: 

        Diario El Mundo is the second biggest newspaper in Spain and
        sells around 300,000 copies per day. It is part of the El Mundo
        group, which is itself part of UNEDISA (Unidad Editorial SA), a
        Spanish company with Italian stockholders.
    
    CUSTOMER'S BUSINESS NEEDS: 
    
        The customer was using IBM systems for its central applications
        in a multivendor environment. It wanted to implement a Data
        Warehousing application to compliment these central applications,
        such as Human Resources and Marketing. 

        For example, the Marketing department wanted to be able to access
        data quickly which would tell it how its campaigns were going.
        The customer's central need was to be able to access data 
        quickly and easily without fixed transactions.

    BUSINESS SOLUTION IMPLEMENTED: 

        DIGITAL was selected to provide an AlphaServer 1000 running 
        DIGITAL UNIX and the SAS database package. The solution allows
        the various departments within the newspaper to access 
        information quickly and easily without fixed transactions. 
        The Data Warehouse compliments these central applications (HR,  
        Sales etc) which are IBM-based.
    
    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

    BUSINESS BENEFITS: 

        The solution allows the various departments within the customer
        to access information without the need for fixed transactions.
        This allows different departments to compliment their presentation
        without the need for lots of forms and papers. Another important
        benefit is that the customer's distribution department is able
        to monitor sales and stock in real-time, which allows it to
        control its processes more efficiently.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 1 * AlphaServer 1000
        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              :
        DIGITAL SOFTWARE                 :
        DIGITAL APPLICATIONS             :
        DIGITAL SERVICES                 : IT Consultancy                           

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : SAS
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : SAS Data Warehouse
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        DIGITAL won because of the quality of consultancy services 
        which it was able to offer the customer. The customer felt that
        in terms of hardware, there was little to choose between DIGITAL 
        and IBM. However, with the support of NSIS, DIGITAL was able
        to offer detailed management consultancy to analyse the 
        processes needed to complete the solution.

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : IBM
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : Y
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y

    ANY SENSITIVITIES: 

        Please contact the account manager before using this reference.
    
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

        DIGITAL only.

Subj:	Cruzcampo, Data Warehousing, Spain 
    (RFW01ASC.TXT, English Language, ASCII document)

                                     REFERENCE
    
    CUSTOMER ACCOUNT NAME                : Cruzcampo 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : United Distillers
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Seville
    CUSTOMER ACCOUNT COUNTRY             : Spain
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Consumer Packaged Goods
    
    DIGITAL SALES CONTACT NAME, TITLE    : Miguel Ignacio Herreros De Tejada,
                                           Account Manager
    DIGITAL SALES CONTACT DTN            : 874-4329
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +34 15834100
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @SQO
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    DIGITAL MARKETING CONTACT            : Juan Carlos Martin-Guirado
    DIGITAL MARKETING CONTACT DTN        : 874-4270
    DIGITAL MARKETING CONTACT E-MAIL     : Jcarlos MartinGuirado@SQO

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER
    
    REFERENCE HIGHLIGHTS: 

        Cruzcampo (Guinness), part of United Distillers, was a previous
        customer of DIGITAL, having run its SAP R/3 implementation 
        project on AlphaServers (1993-95). It was now looking to replace
        its ageing AS/400 data system with a new Data Warehouse.

        DIGITAL has provided full project management as prime 
        contractor for the Data Warehouse implementation. The project
        has been installed on an AlphaServer 4100 platform (UNIX), with
        the SAS Data Warehouse, the C/S application and Windows 95 for
        clients. The initial competition for the application development
        was Oracle.
    
    CUSTOMER'S BUSINESS: 
    
        Cruzcampo (Guinness) is ranked first in the beer market in Spain,
        enjoying 24% of the market share. It has an annual revenue of
        $400 million, which represents a profit of $30 million. It has
        17 branches around the country, and seven manufacturing plants.
   
        In recent years, Cruzcampo has taken over four fifths of local
        beer manufacturers. It is a former customer of DIGITAL, having
        previously purchased a SAP R/3 implementation project running
        on AlphaServer 8400s (1993-95).

    CUSTOMER'S BUSINESS NEEDS: 

        Cruzcampo was using an IBM AS/400 computer for its STATISTICS
        system. This system was fed by SAP R/3 and an old VAX-billing system.
        The STATISTICS system was written in RPG and most of the source
        code was either outdated or without specifications. The computed
        and summarised data was only made available to users one week after
        the process was started. Also, this system required for file
        transfers to be made to PCs in order to perform data analysis,
        making for a very inflexible process.

        Cruzcampo decided to replace the A/S 400 with a new
        Data Warehouse running on AlphaServers, to gather information and
        manipulate it.
    
    BUSINESS SOLUTION IMPLEMENTED: 
    
        The Data Warehouse solution has been built on an AlphaServer 4100
        and DIGITAL UNIX. The application for the project is C/S, with
        Windows 95 for clients. The STATISTICS system provides information
        on customers, products, distributors, branches etc. The AlphaServer
        has 100GB of storage, and the Data Warehouse software is from SAS.

        DIGITAL acts as Prime Contractor, and provides full project 
        management. This includes the provision of the technical 
        infrastructure for the C/S application, and of operational 
        implementation and procedures. There is also a contract for
        MCS services, featuring guarantee extensions and coverage
        extensions. The project is worth $0.25 to SBU and $0.45 to NSIS.

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

        SAS is the Data Warehouse partner.

    BUSINESS BENEFITS: 

        The customer benefits from:

         * centralised information availability
         * faster data availability (reduced from one week to one day)
         * reduced processing times
         * improved accuracy of information
         * dynamic access to data
         * OLAP processes
         * n-dimensional data analysis 

         The customer is very satisfied with this project, and DIGITAL is
         now planning to start the next project (FORECASTING).

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : AlphaServer 4100 2 CPU, 2 GB Memory,
                                           100 GB Storage
        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              :
        DIGITAL SOFTWARE                 :
        DIGITAL APPLICATIONS             :
        DIGITAL SERVICES                 : Project Management
                                         : Installation
                                         : Maintenance
                                         : Application Services
                                         : Client/Server Technology
                                         : Systems Integration                           

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : SAS
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : SAS Data Warehouse
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        Cruzcampo was a previous DIGITAL customer, having already
        installed its SAP R/3 project on an Alpha platform.

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : Oracle
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : Y
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y

    ANY SENSITIVITIES: 

        This is initially for internal use only. Please contact the
        account manager before using this reference in any way.
    
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

        DIGITAL only.

    					REFERENCE

                    

    CUSTOMER ACCOUNT NAME 		 : North West Health Board (NWHB)

    CUSTOMER ACCOUNT DIVISION		 : Health Board

    CUSTOMER ACCOUNT CITY		 : Co. Leitrim

    CUSTOMER ACCOUNT COUNTRY		 : Ireland

            

    INDUSTRY THE ACCOUNT REPRESENTS	 : Healthcare Industry

            

    DIGITAL SALES CONTACT NAME,TITLE	 : Mark Kelly

    					   Account Manager

    DIGITAL SALES CONTACT DTN		 : 827-2225

    DIGITAL SALES CONTACT EXTERNAL PHONE#: +353 1 8385433

    DIGITAL SALES CONTACT E-MAIL ADDRESS : @DBO

    DIGITAL SALES CONTACT SITE CODE	 : DBO

            

    OTHER DIGITAL CONTACTS:

    

    REFERENCE ADMINISTRATION 		 : Reference Admin @REO

    REFERENCE ADMINISTRATION DTN	 : 830-2018	

         

    DO NOT USE REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER



    REFERENCE HIGHLIGHTS:



 	The North West Health Board (NWHB) manages healthcare in

	north-west Ireland.  They have over 70 computer-based

	applications, from those that run the operation (eg. Patient

	Administration System) to those that support the business

	(eg. Payroll).



	The NWHB continues to develop applications.  For example, a

	Data Warehouse solution using Oracle and Business Objects is

	undergoing development and pilot testing at the moment for

	MIS in the NWHB.

	

    DESCRIPTION OF THE CUSTOMER'S BUSINESS:

            

    	The North West Health Board is the body that manages and controls 

        the hospitals and community health care within north-west Ireland.

    

    DESCRIPTION OF THE CUSTOMER'S BUSINESS NEEDS:

   

	The NWHB business objective was initially to move from manual

	based processes to computerised systems, whilst maintaining

	cost control and providing a more efficient and effective

	service in the primary focus of patient management and care.    																						       	       	       	                                                                   

    

    SOLUTION DIGITAL PROVIDED:

    

    	DIGITAL was the prime contractor and managed the entire project,

	supplying all hardware (two VAX 6000 series), networking and 

        integrating the third party software with the home-grown hospital 

        system.

     

        The Hospital Information System was provided by Keane International, 

        formerly Ferranti Healthcare.  The NWHB has over 70 computer

	applications (from PAS, HIS, Lab, Maternity, Financials, Nurse

	Management etc) in an integrated VAX and Alpha network environment.

         

    WHAT ABOUT THE SALE IS STRATEGIC TO THE CUSTOMER OR DIGITAL?

                   

    LIST THE KEY PRODUCTS REQUIRED FOR THE CUSTOMER'S SUCCESS IN THIS 

    APPLICATION.

    

        DIGITAL CPUS AND VAXCLUSTERS	 : 2 * VAX 6000 Series

					   AlphaServers 2100, 1000a

					   MicroVAXs

    

        DIGITAL SOFTWARE		 : OpenVMS

					   FMS, Cdd, POLYCENTER products

						COBOL etc.

					   PathWorks

        

    	DIGITAL SERVICES	    	 : Consulting Services

    					   Learning Services (as was)

    					   Project Management Services

    					   NSIS Services

    

    	APPLICATION AREAS		 : Hospital Administration

    					   Hospital Information Systems

    					   Hospitals

    					   PC Networking 

    					   Patient Records

    					   Project Management

					   Data Warehousing (pilot)

					   LAB

					   Maternity

					   Financial

					   Oracle based applications

						(eg. Theater, Nurse

						Management)

                    

    IF THERE WAS STRONG COMPETITION FOR THE SALE, PLEASE IDENTIFY.  

        

    	THIRD-PARTY COMPANIES	    	 : ICL

    					   WANG Laboratories



    HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?

	IN PROPOSALS					: Y

	IN CUSTOMER PRESENTATIONS			: Y

	CUSTOMER-TO-CUSTOMER CONTACT			: Y

	HAVING THE PRESS CONTACT THEM			: N

	IN A CUSTOMER LIST	     (release required)	: N

	TESTIMONIAL/CASE STUDY	     (release required)	: N



    ANY SENSITIVITIES:



	Please contact the Account Manager before using this reference.



    INTENDED AUDIENCE:



	DIGITAL only.    

    

                                     REFERENCE
    
    CUSTOMER ACCOUNT NAME                : Krediet Bank Luxembourg SA 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: 
    CUSTOMER ACCOUNT COUNTRY             : Luxembourg
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Banking
    
    DIGITAL SALES CONTACT NAME, TITLE    : Jean-Claude Thiltges, Account Manager
    DIGITAL SALES CONTACT DTN            : 820-6223
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +352 499261
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @LVG
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISTRATION             : Reference Admin@REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE SALES MANAGER
    
    REFERENCE HIGHLIGHTS: 

        Krediet Bank, the fifth largest bank in Luxembourg, wanted to
        experiment with a Data Warehousing application to see what
        benefits this could bring to its business.

        DIGITAL responded to the needs of the customer by offering the
        lease of a dual CPU AlphaServer on which to run Oracle and Business
        Objects applications. The pilot terminated successfully in 
        April and an RFQ will be issued soon for the production system.

    CUSTOMER'S BUSINESS: 
  
        Krediet Bank Luxembourg SA is the fifth largest bank in Luxembourg, 
        and has approximately 1500 employees. It operates in the private 
        banking and corporate banking sectors, but has no retail outlets.
  
    CUSTOMER'S BUSINESS NEEDS: 

        Data Warehousing has become a 'buzz phrase' in the banking sector,
        and Krediet Bank was keen to experiment with this application to
        see what use it could be to its business operations. It wanted
        to learn how to understand the technology and to assess the
        benefits of Data Warehousing, but was not yet ready to commit
        itself to a full implementation.
    
    BUSINESS SOLUTION IMPLEMENTED: 

        DIGITAL leased a dual CPU AlphaServer 2100 on DIGITAL UNIX to the 
        customer, on which it planned to experiment with Data Warehousing
        in order to assess how much use this would be to its business.
        It began using database applications from Oracle and Business 
        Objects in the private banking department.
    
    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

    BUSINESS BENEFITS: 

        The customer benefited from being able to learn about Data
        Warehousing without having to commit itself to buying the
        hardware. 

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : AlphaServer 2100
        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              :
        DIGITAL SOFTWARE                 :
        DIGITAL APPLICATIONS             :
        DIGITAL SERVICES                 :                                        

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : Oracle
                                         : Business Objects
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : Oracle version 5
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        The main reason was that DIGITAL was able to understand the 
        specific needs of the customer, which wanted to experiment 
        with Data Warehousing without commitment. The leasing solution
        offered by DIGITAL met the customer's business needs perfectly.
        Another important factor was the excellent image of DIGITAL in
        the Data Warehousing field. 

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : Hewlett-Packard
                                         : IBM
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : N 
        IN CUSTOMER PRESENTATIONS                : N
        CUSTOMER-TO-CUSTOMER CONTACT             : N
        HAVING THE PRESS CONTACT THEM            : N
        IN A CUSTOMER LIST     (release required): N
        TESTIMONIAL/CASE STUDY (release required): N

    ANY SENSITIVITIES: 

        The pilot has been finished successfully, and the RFQ for the
        production system is in progress.
    
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

        DIGITAL only.

                                         REFERENCE
    
    CUSTOMER ACCOUNT NAME                : South African Breweries 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Johannesburg
    CUSTOMER ACCOUNT COUNTRY             : South Africa
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Process Manufacturing
    
    DIGITAL SALES CONTACT NAME, TITLE    : Simon Griffiths, Account Manager
    DIGITAL SALES CONTACT DTN            : 756-4369
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +27 836004356
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @JHB
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISTRATION             : Reference Admin@REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER
    
    REFERENCE HIGHLIGHTS: 

        South African Breweries is the fourth largest brewer in the
        world, and a key player in the African brewing industry with
        operations across the continent. It was looking for a Data
        Warehouse solution which would be used to measure how credit
        managers were performing and provide better analysis of debtors
        and distributors.

        DIGITAL has implemented the Data Warehouse on an Alpha NT 
        platform with the SQL Server database. This may move to Oracle, 
        which is the corporate database. Also included in the solution
        are Bachman CASE and BusinessObjects. 

    CUSTOMER'S BUSINESS: 
    
        South African Breweries is one of the largest breweries in the 
        world, and one of the largest companies of any type in South
        Africa. It has assets of over $4 billion, and an annual turnover
        of $6 billion. The number of employees is in excess of 110,000.

        SA Breweries acts as a holding company responsible for a portfolio
        of businesses which aim at meeting mass consumer needs in South
        Africa. The company is listed on the JSE. As the fourth largest
        brewer in the world, SAB is also a key player in the African
        brewing industry, with operations across the continent. It draws
        70% of its revenue from beer.

    CUSTOMER'S BUSINESS NEEDS: 
    
        South African Breweries was looking to implement a Data
        Warehouse project. This was to be used for Marketing Debtors
        and Account Management. It was to be a financial-oriented Data
        Warehouse, used to measure how credit managers were performing
        and to provide better analysis of debtors and distributors.

    BUSINESS SOLUTION IMPLEMENTED: 

        DIGITAL has implemented the Data Warehouse on an Alpha Windows
        NT platform, using the SQL Server database. Currently the
        database is SQL Server 4.2.1, but this is moving to 6.5 and
        may eventually change to Oracle, as this is the corporate
        database. Also included are Bachman CASE and BusinessObjects.
     
        The Data Warehouse is accessed by credit managers, distributors
        and sales people. The database is 80 MB, 1 GB (growing to 5 GB),
        and stores line item detail, which is loaded daily. It stores
        approximately 100K records per month per region. The type of
        data stored includes statements, accounts, journals, payments,
        terms of trade, outlet sales figures and marketing information.         

        Data quality is handled by automated procedures, and more
        significantly by appointing users as "data stewards" to be
        responsible for the data they create and use.

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

        The data extraction and management has been outsourced to IOS.

    BUSINESS BENEFITS: 

        The solution has an "Enterprise Knowledge Co-Ordination" system
        based on Bachman to hold data and business rules. This enables
        SAB to be DBMS independent and use open architecture.

        Other business benefits have not yet been identified, but a 
        project is in place to do this.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 5 * AlphaServer 2100
        DIGITAL OPERATING SYSTEMS        : Windows NT
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              :
        DIGITAL SOFTWARE                 :
        DIGITAL APPLICATIONS             : Data Warehouse
                                         : Data Mart
        DIGITAL SERVICES                 :                                        

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : SQL
                                         : Bachman
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : SQL Server 4.2.1
                                         : Bachman CASE
                                         : BusinessObjects
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        The DIGITAL account team spent several months manipulating the
        data, which gave them a better understanding of the data issues
        involved, and therefore placed DIGITAL in a better position to
        meet the customer's business needs. They were able to point to 
        benefits of a Data Warehouse - low transaction volumes but high
        Rand values per transaction.

    COMPETITORS: 

        THIRD-PARTY COMPANIES            :
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 

        Database 1 GB (will grow to 5 GB).
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : Y
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y

    ANY SENSITIVITIES: 

        Please contact the account manager before using this reference
        in any way.

    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

        Any.

                                REFERENCE

    

    CUSTOMER ACCOUNT NAME                : IKEA 

    CUSTOMER ACCOUNT DIVISION            : 

    CUSTOMER ACCOUNT PARENT COMPANY      : 

    CUSTOMER ACCOUNT CITY, STATE         :  

    CUSTOMER ACCOUNT COUNTRY             : Sweden 

    

    INDUSTRY THE ACCOUNT REPRESENTS      : Consumer Packaged Goods Industry 

    

    DIGITAL SALES CONTACT NAME, TITLE    : Tommy Olsen

					   Account Manager 

    DIGITAL SALES CONTACT DTN            : 868-2941 

    DIGITAL SALES CONTACT EXTERNAL PHONE#: +46 40362900 

    DIGITAL SALES CONTACT E-MAIL ADDRESS : @UGO 



    OTHER CONTACTS: 



    REFERENCE ADMINISTRATION		 : Reference Admin @REO

    REFERENCE ADMINISTRATION DTN	 : 830-2018	

    

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER



    REFERENCE HIGHLIGHTS: 



	This reference is an excellent example of DIGITAL's ability to 

	use the strength of Alpha technology to displace competition from 

	IBM.



	IKEA has 2 preferred hardware vendors, Digital and IBM. 

	IBM has previously controlled the bulk of the customer's 

	business. DIGITAL has replaced the IBM supply-chain systems with 

	DEC products.  When IKEA was looking to implement a new 

	client/server environment, DIGITAL proposed a TurboLaser running 

	Oracle. Benchmark tests demonstrated to the customer the 

	superiority of Alpha technology over IBM.



    CUSTOMER'S BUSINESS: 

    

	IKEA is a world-wide manufacturer and retailer of household items.



	IKEA first became a DIGITAL customer approximately 10 years ago

	by installing back-office systems in all of its locations around

	the world.



	They use 2 preferred hardware vendors in order to keep 

	competition keen and to produce the best results for themselves. 

	IBM was the first vendor to produce transaction data world-wide.



	DIGITAL has been successful in this account and has been able to 

	increase its business share.  As IBM viewed DIGITAL as a 

	decentralised computing vendor, they did not consider DIGITAL to 

	be a threat and permitted DIGITAL to increase its portion of the 

	business.  



	By adopting a careful approach, DIGITAL has been able to 

	influence IKEA to convert all of its disparate systems, 

	within the supply-chain, to VAX/VMS. The two IBM 3090s in 

	Southern Europe were also downsized to VAX. The only remaining 

	IBM was situated in Sweden, in the Corporate IT Department, and 

	all the applications which could not be run on VAX were moved to 

	this machine. 



    CUSTOMER'S BUSINESS NEEDS: 

    

	The customer wanted to create a client/server environment in 

	order to deal with ad-hoc queries and to support business 

	management. The IBM 3090, however, was not able to support the 

	customer in this requirement.



    BUSINESS SOLUTION IMPLEMENTED: 



	DIGITAL proposed to copy their database once a week and run it on 

	a separate database environment; Alpha/Oracle/VLM.



	IKEA developed a PC Client with an excellent Graphical User

	Interface (GUI). SQL statements were designed to illicit 

	responses from the database.

 

	DIGITAL supplied an AlphaServer 8200, with 2 CPUs and 1Gb of 

	memory, to contain the database. Oracle7 will be installed to 

	ensure that the database operates at maximum performance levels. 

	The platform, itself, will be able to grow as demand for the 

	database increases.

    

	As this is the first DIGITAL UNIX installation at this site, 

	DIGITAL will provide some learning support.



    BUSINESS BENEFITS: 

    

	IKEA now has a scalable platform which will easily 

	support its client/server environment.



	DIGITAL has vastly increased its share of this customer's 

	business and is now the main supplier of its IT needs. 

	

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 



	DIGITAL CPUS & VAXCLUSTERS	 : 1 * AlphaServer 8200

					       with two CPU's



	DIGITAL OPERATING SYSTEMS	 : DIGITAL Unix



	DIGITAL SERVICES		 : Learning Services



	APPLICATIONS			 : Data Warehousing



    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 



	THIRD-PARTY APPLICATIONS	 : Oracle7



    WHY DIGITAL: 



	To find the best price/performance, benchmark tests were 

	conducted in Ayr for DIGITAL, and London for IBM. The DIGITAL 

	results were shown to be superior to those of IBM.



	The customer informed DIGITAL that none of the Alpha test results 

	were less than twelve times better than those provided by IBM.



	The customer named the IBM configuration "Bugatti" and the Alpha 

	"Ferrari".



    COMPETITORS: 



	Competition for the sale came only from IBM.



    SIZE INDICATORS: 



	2 GB



    HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?

        IN PROPOSALS                             : N

        IN CUSTOMER PRESENTATIONS                : N 

        CUSTOMER-TO-CUSTOMER CONTACT             : N 

        HAVING THE PRESS CONTACT THEM            : N 

        IN A CUSTOMER LIST     (release required): N 

        TESTIMONIAL/CASE STUDY (release required): N 

    

    ANY SENSITIVITIES:



	Please contact the Account Manager before using this reference.

	This reference MUST remain for INTERNAL DIGITAL use only.



    INTENDED AUDIENCE: 



	DIGITAL only.

                                REFERENCE

                    

    CUSTOMER ACCOUNT NAME 		 : Casademont

    CUSTOMER ACCOUNT CITY		 : Gerona

    CUSTOMER ACCOUNT COUNTRY		 : Spain

            

    INDUSTRY THE ACCOUNT REPRESENTS	 : Consumer Packaged Goods

            

    DIGITAL SALES CONTACT NAME		 : Cels Sais

    DIGITAL SALES CONTACT TITLE		 : Account Manager

    DIGITAL SALES CONTACT DTN		 : 757-2177

    DIGITAL SALES CONTACT EXTERNAL PHONE#: +34 34012100

    DIGITAL SALES CONTACT E-MAIL ADDRESS : @ZQO 

    DIGITAL SALES CONTACT SITE CODE	 : ZQO        

            

    OTHER DIGITAL CONTACTS (Marketing, Technical contacts, etc.):

    

    REFERENCE ADMINISTRATION 		 : Reference Admin @REO

    REFERENCE ADMINISTRATION TEL#	 : DTN 830-2018	

         

    DO NOT USE REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER



    REFERENCE HIGHLIGHTS:



	This is an excellent example of DIGITAL beating strong 

	competition from HP and NCR. The team ousted the existing 

	platform and converted the whole company to DIGITAL.



	The company needed a new architecture. DIGITAL implemented a 

	VAX/VMS and AXP platform with applications ranging from general 

	office use to Network Management. Oracle Rdb and Windows 3.1 with 

	Oracle tools are now running on the 2000 series.



    DESCRIPTION OF THE CUSTOMER'S BUSINESS:

    

    	Casademont is one of Spain's leading processed meat companies. 

        It has 430 employees, one factory in Gerona and several sales and 

	distribution centres throughout the country. 

    

    DESCRIPTION OF THE CUSTOMER'S BUSINESS NEEDS:

    

    	Casademont was unhappy with its present vendor, NCR, because 

        of its decision to abandon the IPX operating system and the 

	support it had been receiving. 	

    

    	Casademont decided to change its computing architecture and move 

	to a new supplier.

    

    SOLUTION DIGITAL PROVIDED (identify new or add-on business):

            

    	A complete VAX/VMS architecture was supplied for the client's 22 

        locations, based on VAX 4000 and VAX 3000 series machines. The 

        entire system is networked and has around 120 users. This 

	solution covers all the customer's main application areas 

    	

    	Casademont has also recently brought an Alpha 2000 running 

	OpenVMS and Oracle to act as a data warehouse and apply a client/

	server function using Oracle tools in Windows 3.1.   

    

    WHAT ABOUT THE SALE IS STRATEGIC TO THE CUSTOMER OR DIGITAL?:

           

    	This is a good reference for a medium-sized enterprise using 

	100 per cent DIGITAL equipment, and for the displacing of NCR. 

    

    LIST THE KEY PRODUCTS REQUIRED FOR THE CUSTOMER'S SUCCESS IN THIS 

    APPLICATION.

    

        DIGITAL CPUS AND VAXCLUSTERS	 :  1 * VAX 4000 Series

    					 : 21 * VAX 3000 Series

    					 :  1 * Alpha 2000 Series    

        DIGITAL SOFTWARE		 : OpenVMS    

        DIGITAL SERVICES	    	 : Consulting Services

    					 : Learning Services

    					 : Network Services   

    	APPLICATION AREAS		 : Accounting

    					 : Sales

    					 : Marketing

    					 : Personnel

    					 : Distribution

    					 : Purchasing

    					 : Administration

    					 : Budgeting

    					 : Treasury

    					 : Wide Area Networks

    					 : Network Management            

            

    DID WE DISPLACE ANOTHER VENDOR'S SOLUTION?  PLEASE SPECIFY:

            

    	NCR

    

    IF THERE WAS STRONG COMPETITION FOR THE SALE, PLEASE IDENTIFY.  

    

        THIRD-PARTY COMPANIES	    	 : Hewlett-Packard

    					 : NCR

            

    WHY DID THE DIGITAL SOLUTION WIN?:

    

    	DIGITAL's main competitors for the order were NCR and 

	Hewlett-Packard.



    SIZE INDICATORS (Number of concurrent users, number of network 

    connections, TPS, largest database in gigabytes):



    HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?

	IN PROPOSALS				  : Y

	IN CUSTOMER PRESENTATIONS		  : Y

	CUSTOMER-TO-CUSTOMER CONTACT		  : Y

	HAVING THE PRESS CONTACT THEM		  : N

	IN A CUSTOMER LIST	(release required): N

	TESTIMONIAL/CASE STUDY	(release required): N

            

    ANY SENSITIVITIES:

    

    	Please contact the account manager before using this reference.



    INTENDED AUDIENCE:



	DIGITAL only.

                                        WIN
    
    CUSTOMER ACCOUNT NAME                : FDB 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Copenhagen
    CUSTOMER ACCOUNT COUNTRY             : Denmark
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Retail Industry
    
    DIGITAL SALES CONTACT NAME, TITLE    : Kenneth Petersen, Account Manager
    DIGITAL SALES CONTACT DTN            : 857-2425
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +45 45769666
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @DMO
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISTRATION             : Reference Admin@REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS WIN WITHOUT PERMISSION OF THE ACCOUNT MANAGER
    
    WIN HIGHLIGHTS: 

        FDB, a food retail organization with various subsidiaries
        throughout Denmark, was looking for a Data Warehousing project
        to establish how this kind of application could be of benefit
        to its business. 

        DIGITAL originally rented an AlphaServer to run alongside Intel
        servers in the pilot project, but the customer then decided
        to purchase the Alpha hardware. The application is run from
        the SQL Server product, but FDB is considering moving to Oracle
        or Informix.
    
    CUSTOMER'S BUSINESS: 
    
        FDB is a producer, marketer and distributor of differentiated
        perishable food products including pizza toppings, appetisers,
        international foods, hams and pork. It has various subsidiaries
        in Denmark which operate autonomously. The corporate headquarters
        is in Oklahoma, in the United States. In 1996, corporate sales
        rose by 33% to $605 million.

    CUSTOMER'S BUSINESS NEEDS: 

        FDB was looking for a Data Warehousing project which would allow
        it to assess what benefits this might have for the business. It
        wanted to implement the project on Windows NT, because it saw this
        as the least expensive operating system. What was needed was a
        large Data Warehouse system which could be developed to run
        alongside cash register systems and store data on stock levels
        and sales patterns.
    
    BUSINESS SOLUTION IMPLEMENTED: 
    
        Initially, FDB decided to run the Data Warehouse as a pilot
        project. It was already using Intel servers, and ran the project
        on these, but also rented a DIGITAL AlphaServer to run alongside.
        A few months into the pilot, the customer decided to move
        the project entirely to the AlphaServer, and was also persuaded
        to purchase the Alpha hardware.

        The Data Warehouse is currently run on Windows NT and SQL Server
        alongside DSS-Agent. There have been problems with the SQL Server,
        which have lead to FDB exploring the possible option of moving
        the application to Oracle or Informix. The AlphaServer was
        upgraded to double memory and double CPU, which lead to an 80%
        performance improvement. 

        For the moment, the project is run on Windows NT. However, if
        the customer decides to create a large Data Warehouse then it
        may be necessary to move to DIGITAL UNIX.

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

    BUSINESS BENEFITS: 

        The solution allows the customer to monitor its stock levels and
        sales patterns across the various autonomous organizations. As well
        as helping with stock control, this also allows FDB to analyse
        the data in order to see what products are selling in different
        parts of the country and at different times of the year. This
        information can then be used to create a more focused advertising
        campaign, particularly on television.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 1 * AlphaServer 2000
        DIGITAL OPERATING SYSTEMS        : Windows NT
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              :
        DIGITAL SOFTWARE                 :
        DIGITAL APPLICATIONS             : Data Warehouse
        DIGITAL SERVICES                 :                                        

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : Microsoft
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : SQL Server
                                         : DSS-Agent
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        DIGITAL originally rented the AlphaServer to run alongside the 
        Intel servers as part of the pilot project, but superior 
        performance lead to the customer choosing to purchase the 
        Alpha equipment for the continuation of the project.

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : Hewlett-Packard
                                         : Intel
                                         : Terradata
                                         : AT&T
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : Y
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y

    ANY SENSITIVITIES: 
    
        Please contact the account manager before using this win in any
        way. Any external use must be agreed in advance with the customer.

    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

        DIGITAL only.

                                     REFERENCE

    CUSTOMER ACCOUNT NAME                : Bundesversicherungsanstalt Fur
                                           Angestellte - BFA
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE         : Berlin 
    CUSTOMER ACCOUNT COUNTRY             : Germany 
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Government 
    
    DIGITAL SALES CONTACT NAME, TITLE    : Tobias Foester
					   Account Manager 
    DIGITAL SALES CONTACT DTN            : 859-3187 
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +49 30390830 
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @BEO 

    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISTRATION             : Reference Admin@REO       
    REFERENCE ADMINISTRATION DTN         : 830-2018	
    
    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER

    REFERENCE HIGHLIGHTS: 

	This is an excellent strategic win for DIGITAL, in partnership 
	with Informix, in the provision of client-server architecture to 
	the German Federal Social Security agency.

	The BFA required a solution for their Berlin headquarters which 
	would enable them to implement a client-server environment, using 
	an Informix database whilst still retaining their existing SNI 
	BS2000 mainframe to be used as a data-warehousing facility. The 
	scalability of the DIGITAL Alpha architecture along with the 
	ability to work with Informix ensured that DIGITAL was successful 
	in this instance.

    CUSTOMER'S BUSINESS: 
    
	The BFA is the German Federal Social Security agency and is 
	based in Berlin. 
	
	It is responsible for the administration of all employee 
	state pensions and as such is one of Germany's largest IT users, 
	with 22,000 employees in Berlin and 2-3,000 employees deployed 
	over the rest of Germany.

    CUSTOMER'S BUSINESS NEEDS: 
    
	BFA required a solution which would enable it to replace its
	SNI BS2000 mainframe with a state of the art client-server 
	architecture, thus freeing the mainframe to behave as a 
	data-warehouse.

    BUSINESS SOLUTION IMPLEMENTED: 
    
	This is a joint DIGITAL/Informix win, with DIGITAL solely 
	providing the hardware platform.

	The BFA designed the solution and employed Informix and DIGITAL 
	in the facilitation of it. They decided to use an Informix 
	database, with self-written applications, using standard tools, 
	for the client-server environment.

	The host mainframe, SNI BS2000, using an ADABAS database, will 
	provide the data to the AlphaServers, running on DIGITAL UNIX, 
	to permit the PC users to update individual records prior to 
	storage on the host.  
	
	DIGITAL supplied a total of 2800 PCs to the customer, a number 
        which is increasing all the time. 800 of these PCs feature Flat
        Panel Displays. 

    BUSINESS BENEFITS: 
    
	The BFA now has an open, scalable system which will allow them 
	to more easily meet the intrinsic demands of a large pensions 
	organisation.

	The initial order of more than 30 large AlphaServers, 1200 PCs, Project 
	Management and installation services is worth in the region of 
	$10 million. The number of AlphaServers continues to increase 
        and by April 1997 had reached 85. The number of PCs had reached
        2800 by this time.

	This success in the public service market is clearly strategic in 
	that it will clearly strengthen our position in East Germany.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

	DIGITAL CPUS & VAXCLUSTERS	 : 85 * AlphaServers
					 : 2800 * DECPC
 
	DIGITAL OPERATING SYSTEMS	 : DIGITAL UNIX

	DIGITAL SERVICES		 : Project Management
					 : PC Site Preparation
					 : Installation
 					 : Warranty
					
    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

	THIRD-PARTY COMPANIES		 : Informix
					 : Hewlett-Packard

	THIRD-PARTY HARDWARE 		 : HP LaserPrinters
					   600 LaserPrinters

	THIRD-PARTY NETWORK PRODUCTS	 : Cisco

	THIRD-PARTY OPERATING SYSTEMS	 : MS DOS
	
	THIRD-PARTY NETWORKING		 : Alantec

	THIRD-PARTY APPLICATIONS	 : Online

    WHY DIGITAL: 

	The BFA decided that it wished to use 2 suppliers to provide 
	the solution, and as it had already decided to use Informix it was 
	looking for a supplier of the hardware platform.

	DIGITAL was chosen to supply the hardware platform as we had 
	demonstrated our ability, by benchmark tests, to run the 
	applications required by BFA.

	The BFA decided to run benchmark tests for Hewlett-Packard, IBM 
	and DIGITAL platforms, SUN and ICL had been previously considered 
	but were not invited to participate in this instance. The tests 
	included the porting of the self-written applications and the 
	DIGITAL platform was shown to be the best.	

    COMPETITORS: 

	Competition for the sale came from Hewlett-Packard and IBM as 
	well as the incumbent PC supplier SNI.

    HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y 
        CUSTOMER-TO-CUSTOMER CONTACT             : Y 
        HAVING THE PRESS CONTACT THEM            : Y 
        IN A CUSTOMER LIST     (release required): Y 
        TESTIMONIAL/CASE STUDY (release required): Y 
    
    ANY SENSITIVITIES:

	If in any doubt regarding the use of this reference please 
	contact the Account Manager.

    INTENDED AUDIENCE (DIGITAL Only, Partners, Public via Internet):

	DIGITAL and Partners.

                                     REFERENCE
    
    CUSTOMER ACCOUNT NAME                : Deutsche Bank 
    CUSTOMER ACCOUNT DIVISION            : Securities Trading
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Frankfurt
    CUSTOMER ACCOUNT COUNTRY             : Germany
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Banking
    
    DIGITAL SALES CONTACT NAME, TITLE    : Stefan Bagus, Account Manager
    DIGITAL SALES CONTACT DTN            : 861-3457
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +49 61033830
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @FRS
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISTRATION             : Reference Admin@REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER
    
    REFERENCE HIGHLIGHTS: 

        Deutsche Bank, one of the major banks in Europe, was 
        experiencing problems with availability, capacity and performance
        in its Securities Trading Area. It also wanted to set up a 
        small Data Warehouse for a Management Information System.

        The bank is almost entirely IBM oriented, with only small niches
        penetrated by other hardware vendors. DIGITAL was selected to
        supply three AlphaServer 8400s in a UNIX TruCluster with 
        Oracle involved as the partner for the Data Warehouse.   

    CUSTOMER'S BUSINESS: 
   
        Deutsche Bank, as a universal bank with its group companies and
        affiliates, offers the full range of modern banking services. 
        Apart from deposit taking and lending and issue business, this
        includes numerous forms of corporate finance, securities and
        asset management business and trading in foreign exchange and
        derivatives. 
 
        Additionally, the bank offers advisory services for small and
        medium-sized companies, the products of a building loan
        association and a wide variety of insurance products, in
        particular life insurance. By building its network of offices,
        Deutsche Bank readied itself at an early stage for the single
        European market. It sees its domestic market as extending beyond
        Germany to include the rest of Europe, and is also represented
        worldwide at all the main financial locations.
 
    CUSTOMER'S BUSINESS NEEDS: 

        Deutsche Bank wanted to alleviate poor availability problems
        in its securities trading area. It was also experiencing
        difficulties in terms of capacity and overall bad
        performance in this division. A major IBM customer, the 
        bank decided to consider solutions from alternative vendors.
 
        In addition, Deutsche Bank also wanted to install a Management
        Information System. It was looking for a high level of
        availability with VLM and powerful price/performance.
    
    BUSINESS SOLUTION IMPLEMENTED: 
    
        DIGITAL has supplied a solution based around powerful Alpha
        64-bit technology, consisting of three AlphaServer 8400s. The
        AlphaServers are clustered into a UNIX TruCluster for
        the Continuous Computing which was one of the most important
        needs of the bank.

        As well as UNIX, the customer is also using OpenVMS. In addition,
        there is a small data warehouse with Oracle7 for the Management
        Information System. This allows managers to access data easily
        and quickly.

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

        Oracle was involved for the Data Warehouse.

    BUSINESS BENEFITS: 

        The customer benefits from the high level of availability of
        the TruCluster solution, and from the 64-bit performance of
        Alpha.

        For DIGITAL, this sale generated DM 2.5 million. Deutsche Bank
        is almost totally IBM oriented, with only small niches within
        the bank penetrated by other hardware vendors. DIGITAL has 
        started in the trading area and is now building up its position.
 
    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 3 * AlphaServer 8400
        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX
                                         : OpenVMS
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              : VLM
                                         : TruCluster
        DIGITAL SOFTWARE                 :
        DIGITAL APPLICATIONS             : Continuous Computing
                                         : Data Warehouse
        DIGITAL SERVICES                 :                                        

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : Oracle
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : Oracle7
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        DIGITAL won because of the high availability of all of its
        systems. Also important was the 64-bit technology with OpenVMS,
        VLM and DIGITAL UNIX TruCluster, all of which provided a good
        level of price/performance.

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : IBM
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : Y
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y

    ANY SENSITIVITIES: 

        Please contact the account manager before using this reference
        in any way.
    
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

        DIGITAL only.

    				 REFERENCE 

    

    CUSTOMER ACCOUNT NAME                : American Stock Exchange

    CUSTOMER ACCOUNT DIVISION            : 

    CUSTOMER ACCOUNT PARENT COMPANY      : 

    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: New York, New York 

    CUSTOMER ACCOUNT COUNTRY             : USA

    

    INDUSTRY THE ACCOUNT REPRESENTS      : Trading 

    

    DIGITAL SALES CONTACT NAME, TITLE    : Barbara Shaw 

    DIGITAL SALES CONTACT DTN            : 352-2319 

    DIGITAL SALES CONTACT EXTERNAL PHONE#: 

    DIGITAL SALES CONTACT E-MAIL ADDRESS : NYO 

    

    DO NOT USE REFERENCE WITHOUT PERMISSION OF ACCOUNT MANAGER



    SEE TESTIMONIAL FOR CUSTOMER QUOTES.



    REFERENCE HIGHLIGHTS: 

    

	The American Stock Exchange needed a system for a new application

	designed to avoid the use of paper on the trading floor.  The 

	American Stock Exchange is the second largest stock exchange and 

	the only primary marketplace for stocks and derivative securities.



	DIGITAL provided the American Stock Exchange with varoius 

	combinations of VAXCLUSTERS, VAXSYSTEMS, and VAXSTATIONS, and

	AlphaServers in order to deliver the system the American Stock

	Exchange desired.



    CUSTOMER'S BUSINESS: 



	The American Stock Exchange is the nation's second-largest stock 

	exchange, and the only primary marketplace for stocks and 

	derivative securities.  Trading volume on the exchange is growing 

	-- in early 1996, daily volume averaged in excess of 23 million 

	shares traded and 238,000 options contracts executed.  



    CUSTOMER'S BUSINESS NEEDS:  



	The American Stock Exchange needed a pilot system for a new 

	application designed to electronically accept, display, and 

	process option orders of all types, and thus avoid the use 

	of paper on the trading floor.  

    

    BUSINESS SOLUTION IMPLEMENTED: 



	See STRATEGIC PRODUCTS/SERVICES, ETC... 

    

    BUSINESS BENEFITS: 



	The system speeds up the process tenfold, resulting in an error-free 

	environment for processing orders and executions.    



    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

    

	DIGITAL CPUS AND VAX CLUSTERS		: 4 * VAX 6620

						  6 * VAX 4000

						  2 * VAX 4100

						 

	DIGITAL OPERATING SYSTEMS		: Open VMS, ORACLE Financials,

						  Windows NT, PATHWORKS

	DIGITAL NETWORKING PRODUCTS		: 2 * AlphaServer 2100

	DIGITAL PERIPHERALS			: Datawarehousing

	DIGITAL SOFTWARE			:

	DIGITAL APPLICATIONS			: AMEX Order File and Equities

						  Display Book, Options Display	

						  Book based on CLICK software, 

						  by OM Systems

	DIGITAL SERVICES			: 

    

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

    	

	THIRD-PARTY COMPANIES			: ORACLE

	THIRD-PARTY HARDWARE			:

	THIRD-PARTY OPERATING SYSTEMS		:

	THIRD-PARTY NETWORKING 			:

	THIRD-PARTY SOFTWARE			: Lotus Notes

	THIRD-PARTY APPLICATIONS		:

	THIRD-PARTY SERVICES			:



    WHY DIGITAL: 



	The exchange's positive experience with DIGITAL platforms for its 

	mission-critical trading applications led it to choose the DIGITAL 

    	AlphaServer systems for numerous in-house applications, including 

	finance and accounting, and PC networking. The exchange recently 

	chose to go to a Windows NT environment because it has more growth 

	capabliities than other operating systems. 



    COMPETITORS: 



	Contact Barbara Shaw.



    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 

    largest database in gigabytes): 

    

    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED

        IN PROPOSALS                             : Y 

        IN CUSTOMER PRESENTATIONS                : Y 

        CUSTOMER-TO-CUSTOMER CONTACT             : Y

        HAVING THE PRESS CONTACT THEM            : Y

        IN A CUSTOMER LIST     (release required): Y 

        TESTIMONIAL/CASE STUDY (release required): Complete 



    ANY SENSITIVITIES: 



	None 

    

    

                               REFERENCE

    CUSTOMER ACCOUNT NAME                : Texas Southern University
    CUSTOMER ACCOUNT DIVISION            : Administrative Computing
    CUSTOMER ACCOUNT PARENT COMPANY      :
    CUSTOMER ACCOUNT CITY, STATE         : Houston, Texas
    CUSTOMER ACCOUNT COUNTRY             : USA

    INDUSTRY THE ACCOUNT REPRESENTS      : Education

    DIGITAL SALES CONTACT NAME, TITLE    : Patsy Wheelock, Sales Rep
    DIGITAL SALES CONTACT DTN            : 713-240-6892
    DIGITAL SALES CONTACT EXTERNAL PHONE#:
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @HSO
    DIGITAL SALES CONTACT SITE CODE      : HSO

    OTHER CONTACTS (Marketing, Technical contacts, etc.):

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER.

    REFERENCE HIGHLIGHTS:

        Once implementation takes place, Texas Southern University
        will be data warehouse using:

        o 2 AlphaServer 8400s
        o Oracle database
        o SCT Corp's Banner Student System

        o Competition was IBM and Hewlett Packard

    KEY SEARCH TERMS: AlphaServer 8400
                      OpenVMS
                      Oracle

    CUSTOMER'S BUSINESS:

        Texas Southern University (TSU), founded in 1947, is a state-supported
        institution offering undergraduate programs in arts and sciences,
        education and behavioral sciences, pharmacy and health science,
        business and technology.

    CUSTOMER'S BUSINESS NEEDS:

        TSU's administrative computing department needed more computer
        power, higher availability and room for expansion for
        student registration program.

    BUSINESS SOLUTION IMPLEMENTED:

        TSU's total solution was provided by three companies: Digital
        Equipment Corporation and Le Tigre providing 2 AlphaServer 8400s,
        StorageWorks and the OpenVMS operating system, and SCT Co.
        providing the software, "Banner Register Package" and Webworks

    BUSINESS BENEFITS:

        Immediate results to TSU will be a decrease in the time it
        takes to register students; future effects will be a monetary
        savings in administration costs and an increase in the amount of
        students attending the university.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION:

        Digital Operating Systems    : OpenVMS
        Digital Networking Products  : TCP/IP
        Digital Services             : MCS

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION:

        Third-party Hardware         : Oracle Corp
                                       SCT Corp.
        Third-party Software         :Banner Student System - SCT Corp.
                                      Webworks - SCT Corp.
        Third-party Services         : SCT Corp - SI

    WHY DIGITAL:

        The key strategic reason for TSU was the ability to migrate
        from the VAX 6000 to the Alpha technology.  Other strategic
        reasons was the price/performance, 64-bit technology, VLM/VLDB,
        and the speed.

    COMPETITORS:

        o Hewlett Packard Power Challender
        o IBM

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS,
    largest database in gigabytes):

    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : N
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): N

    ANY SENSITIVITIES:

    INTENDED AUDIENCE (Digital only, Partners, Public via Internet):

        Digital Only

                                 REFERENCE

    CUSTOMER ACCOUNT NAME                  : Dow Chemical Co.
    CUSTOMER ACCOUNT DIVISION              :
    CUSTOMER ACCOUNT PARENT COMPANY        :
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE  : Midland, Mich.
    CUSTOMER ACCOUNT COUNTRY               : USA

    INDUSTRY THE ACCOUNT REPRESENTS        : Chemical

    DIGITAL SALES CONTACT NAME, TITLE      : Dave Morrison
    DIGITAL SALES CONTACT DTN              :
    DIGITAL SALES CONTACT EXTERNAL PHONE#  : 603-881-0924
    DIGITAL SALES CONTACT E-MAIL ADDRESS   : [email protected]

    OTHER CONTACTS (Marketing, Technical contacts, etc.):

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER.

    REFERENCE HIGHLIGHTS:

        Dow Chemical Co., a longtime DIGITAL customer, chose OpenVMS
        running on DIGITAL's Alpha platform, a single large Oracle
        database and the BusinessObjects query language to power its
        new global data warehouse.  A leading chemical company, Dow
        Chemical wanted the ability to allow users anywhere in the
        world to generate reports that employ data from previously
        separate applications scattered throughout the company.

    CUSTOMER'S BUSINESS:

        Dow manufactures and supplies more than 2,500 products, including
        chemicals and performance products, plastics, hydrocarbons and energy,
        and consumer specialties. Dow operates 130 manufacturing sites
        in 30 countries, and employs about 53,700 people around the world.

    CUSTOMER'S BUSINESS NEEDS:

        To allow users anywhere in the world to generate reports that
        employ data from previously separate applications throughout
        the company.

    BUSINESS SOLUTION IMPLEMENTED:

        A global data warehouse using OpenVMS and Oracle database
        software on the AlphaServer 8400 platform

    BUSINESS BENEFITS:

        With OpenVMS, Dow is able to support a single image as the data
        warehouse grows. Network usage and costs are lower because the
        data are centrally located. Another benefit is that potentially
        costly discrepancies in record keeping have been eliminated.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION:

        AlphaServer 8400
        OpenVMS

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION:

        BusinessObjects query language
        Oracle database

    WHY DIGITAL:

        Established base, price/performance, satisfied customer,
        "OpenVMS and Alpha can do the job!"

    COMPETITORS:

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS,
    largest database in gigabytes):

    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS :  N
        IN CUSTOMER PRESENTATIONS:  N
        CUSTOMER-TO-CUSTOMER CONTACT:  N
        HAVING THE PRESS CONTACT THEM:  N
        IN A CUSTOMER LIST     (release required):  N
        TESTIMONIAL/CASE STUDY (release required): Y

    ANY SENSITIVITIES:

        Please contact Dave Morrison before using this reference.

    INTENDED AUDIENCE (Digital only, Partners, Public via Internet):

        Public

                                REFERENCE

    CUSTOMER ACCOUNT NAME                : Comviq
    CUSTOMER ACCOUNT DIVISION            :
    CUSTOMER ACCOUNT PARENT COMPANY      :
    CUSTOMER ACCOUNT CITY, STATE         : Stockholm
    CUSTOMER ACCOUNT COUNTRY             : Sweden

    INDUSTRY THE ACCOUNT REPRESENTS      : Telecommunications

    PRIMARY SALES CONTACT NAME, TITLE    : Johan Letterstal
    PRIMARY SALES CONTACT DTN            : 876-7127
    PRIMARY SALES CONTACT EXTERNAL PHONE#: +46 86298000
    PRIMARY SALES CONTACT E-MAIL ADDRESS : @SOO

    OTHER CONTACTS (Marketing, Technical contacts, etc.):

    REFERENCE ADMINISTRATION             : Reference Admin @REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER

    REFERENCE HIGHLIGHTS:

        DIGITAL is providing AlphaServers to cope with the demands of a
        Swedish mobile phone company serving 400,000 subscribers.
        Market-leading Comviq had already been using DIGITAL VAXes since
        1992. During this time, it upgraded from VAX 4000 to VAX 7000.

        Sema Group, which had provided a Customer Care and Billings
        system for the network, suggested that it should upgrade again,
        but this time to AlphaServers. DIGITAL had already built up a
        good global reputation in telecommunications and Sema was very
        impressed with the speed and processing power of the Alpha.

    CUSTOMER'S BUSINESS:

        Comviq is one of three mobile phone network providers in Sweden
        but it has 50% of the market with 450,000+ subscribers.

        DIGITAL first became involved with Comviq in 1992 when it
        provided two VAX 4000 to run the network. These were upgraded to
        two VAX 7000 in a cluster as demand increased. Digital provided
        the systems integration which enabled the network to run
        efficiently.

        Comviq upgraded to DIGITAL's AlphaServer 8400 in May 1996 and also
        invested heavily in StorageWorks products.

    CUSTOMER'S BUSINESS NEEDS:

        Comviq needed a Customer Care and Billing System to run on its
        network. It chose Sema Group's CABS2000 system to meet this need.
        This system needed to run on a fast, efficient processor which
        would ensure reliability of data and wouldn't break down when
        dealing with high data volumes and real-time processing.

    SOLUTION DIGITAL PROVIDED:

        The Sema Group suggested to Comviq that DIGITAL should provide
        the hardware for the system. DIGITAL had already provided the VAX
        system since 1992 which had guaranteed the reliability of the
        network and Comviq was impressed by its reputation in
        telecommunications.

        DIGITAL agreed to upgrade the VAXes to an AlphaServer 8400. The
        machines were delivered in May 1996 and the sale was worth
        $1.2 million.

   CUSTOMER BENEFITS:

        Comviq is so confident of the reliability of the AlphaServer
        running OpenVMS that Sema is to integrate the machine into the
        system. The company is pleased to have found an open systems
        solution which will run swiftly with its older equipment.

        The Sema Group believes that its partnership with DIGITAL has been
        an important factor in the significant increase in the growth
        rate of its business.

    WHAT IS SIGNIFICANT ABOUT THE SALE ?:

    IS THIS A NEW CUSTOMER FOR SERVICES?:
                            FOR DIGITAL?:

    MULTINATIONAL OPPORTUNITY?  (yes or no) :
    COUNTRIES INVOLVED (if yes)             :

    LIST THE KEY SERVICES SOLD:

        : Migration Services

    LIST OTHER KEY PRODUCTS SOLD:
                        HARDWARE: 2 * VAX 7000
                                : 2 * AlphaServer 8400
                        SOFTWARE: OpenVMS

    LIST PARTNERS INVOLVED AND THEIR PRODUCTS/SERVICES:

        : SEMA Group

    SERVICES REVENUE              :
       ANNUAL CONTRACT VALUE (US$):
       LENGTH (YEARS) OF CONTRACT :

                OR

       PROJECT VALUE (US $)       :
       CURRENT FISCAL YEAR VALUE  :

    DATE DELIVERY BEGINS          :

    WAS THERE COMPETITION FOR THE SALE:

    DID WE DISPLACE ANOTHER VENDORS SOLUTION:

    WHY DID DIGITAL WIN:

        The speed and processing power of the Alpha, plus a global
        reputation in communications, helped DIGITAL to win the sale.

        Sema Group recommended to Comviq that DIGITAL should provide the
        hardware for the project. DIGITAL had already provided the VAXes
        in the beginning, and the upgrade to the AlphaServers was a
        natural progression.

    SIZE INDICATORS:

        Comviq has 450,000+ subscribers, all of whom have access to the
        network.  DataWarehousing is also run in the AlphaCluster (SAS).

    HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?
        IN PROPOSALS                             : Y
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : N
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y
        TESTIMONIAL LETTER                       :

    ISSUES TO BE AWARE OF WITH CUSTOMER:

        Please contact the account manager before using this reference.

    INTENDED AUDIENCE:

        DIGITAL only.

                                 REFERENCE

    CUSTOMER ACCOUNT NAME                : Oesterreichische Lotterien
                                           GmbH
    CUSTOMER ACCOUNT CITY                : Vienna
    CUSTOMER ACCOUNT COUNTRY             : Austria

    INDUSTRY THE ACCOUNT REPRESENTS      : Media

    DIGITAL SALES CONTACT NAME           : Wolfgang Januska
    DIGITAL SALES CONTACT TITLE          : Account Manager
    DIGITAL SALES CONTACT DTN            : 754-2218
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +43 1 866300
    DIGITAL SALES CONTACT E-MAIL ADDRESS : [email protected]
    DIGITAL SALES CONTACT SITE CODE      : AUI

    DIGITAL SALES MANAGER NAME           : Wolfgang Januska
    DIGITAL SALES MANAGER E-MAIL ADDRESS : @AUI
    DIGITAL SALES MANAGER SITE CODE      : AUI

    OTHER DIGITAL CONTACTS (Marketing, Technical contacts, etc.):

    REFERENCE ADMINISTRATION             : Reference Admin @REO
    REFERENCE ADMINISTRATION TEL#        : DTN 830-2018

    DO NOT USE REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER

    REFERENCE HIGHLIGHTS:

        This reference demonstrates the excellent benefits derived from a
        close working relationship with a major DIGITAL customer. DIGITAL's
        relationship with this customer has existed since 1985.

        The Austrian National Lottery was looking to increase the number of
        subscribers and increase the number of games available to the
        public. It needed a platform on which to run its gambling and EM
        applications. DIGITAL was able to work, in partnership, with
        TELECONTROL to provide Vaxes and a consultancy service as a
        solution to the Lotteries needs.

        Currently the second generation of the central transaction-processing
        business application is going to be developed. Austrian Lotteries
        strategic platform in the backend server systems is ALPHA and Open VMS.
        With the support of DIGITAL NSIS the Austrian Lotteries develop with
        the FORTE application environment their next generation central business
        process application. The targeted start of the production of the new
        system is the end of 1998.

    DESCRIPTION OF THE CUSTOMER'S BUSINESS (Maximum 15 lines text):

        The National Lottery of Austria is a major, legal gambling
        operation with well over one million subscribers every week basis
        and a jackpot of As40 million. It operates all over the country.

        Ownership of the National Lottery is divided between Casinos
        Austria (37%), Oesterreichische Postsparkasse (Postal Savings
        Banks, 37%) and 26% is divided among Banks and other institutional
        investors.

    DESCRIPTION OF THE CUSTOMER'S BUSINESS NEEDS:

        The Austrian National Lottery was looking to increase the number
        of subscribers to the games and also to increase the amount of
        games available to the public with a view to slowly augment the
        number of times the lottery is played on a weekly basis.

        The organsiation was looking for a vendor who could supply it with
        the right platform on which to run its own gambling application as
        well as OEM applications. The Vendor also needed to be a reliable
        and competent partner for this project.

    SOLUTION DIGITAL PROVIDED (identify new or add-on business):

        Through a combination of Vaxes in cluster and double
        configuration, MDCF tools, consulting services, software
        development consultancy and working in close partnership with
        TELECONTROL, DIGITAL was able to help Austrian National
        Lotteries address their needs. On-line gambling terminals
        (4600 PCs) and G-TEC hardware, located over the whole country,
        are used.

    LIST THE KEY PRODUCTS REQUIRED FOR THE CUSTOMER'S SUCCESS IN THIS
    APPLICATION.

        DIGITAL CPUS AND VAXCLUSTERS     :  1 * Alpha Turbolaser 8/400
                                         :  4 * AlphaServer 4100
                                         :  4 * Vax 7000 Model 610
                                         : 12 * Vax 4000 Model 100
                                         : 15 * Vaxstation Series
                                         : 20 * AlphaStations VMS
                                         :  6 * Prioris PC Server
                                         : 250 * DIGITAL Desktops and Laptops
                                         : Storageworks: SW800, HSJ40, ..
                                         : 2x TL826 Tapelibrary
                                         : DIGITAL 3 Tier Firewall Solution
                                         : DIGITAL UNIX Web Server

        DIGITAL NETWORKING PRODUCTS      : DEC FDDI Controller Series
                                         : DECNET/OSI
                                         : GIGASWITCH

        DIGITAL SERVICES                 : Consulting Services
                                           Network,
                                           Application Development

        APPLICATION AREAS                : Software Development
                                         : Games
                                         : Disaster Tolerant Computing
                                         : ORACLE RdB Data Warehouse

        THIRD-PARTY HARDWARE             : G-TEC
        THIRD-PARTY SOFTWARE/APPLICATIONS: Forte

    IF THERE WAS STRONG COMPETITION FOR THE SALE, PLEASE IDENTIFY.

        THIRD-PARTY COMPANIES            : IBM
                                         : Siemens AG


    HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?
        IN PROPOSALS                             : Y
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : Y
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y

    ANY SENSITIVITIES:

    INTENDED AUDIENCE:

        DIGITAL only.

                                   REFERENCE

   

   CUSTOMER ACCOUNT NAME                : American Home Products

   CUSTOMER ACCOUNT DIVISION            : Wyeth-Ayerst Laboratories

   CUSTOMER ACCOUNT PARENT COMPANY      : American Home Products

   CUSTOMER ACCOUNT CITY, STATE/PROVINCE: 555 Lancaster Avenue,St. 

   					  Davids, PA  19087

   CUSTOMER ACCOUNT COUNTRY             : USA

       

   INDUSTRY THE ACCOUNT REPRESENTS      : Pharmaceutical

       

   DIGITAL SALES CONTACT NAME, TITLE    : Clint Cuny, Account Manager

   DIGITAL SALES CONTACT DTN            : 201-333-4948

   DIGITAL SALES CONTACT EXTERNAL PHONE#: 201-233-4948

   DIGITAL SALES CONTACT E-MAIL ADDRESS : @kyo

       

   OTHER CONTACTS (Marketing, Technical contacts, etc.): 

   

       Beth Uschmann@CHO - Account Manager

       Joe Yancone - Sales Support

       

   DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF ACCOUNT MANAGER

   

   REFERENCE HIGHLIGHTS: 

   

       Wyeth-Ayerst Laboratories, a division of American Home Products is a 

       premier global Pharmaceutical company and a leader in women's 

       healthcare products.  To retain their competitive position in the 

       marketplace and keep pace with the many changes in the Pharmaceutical 

       Industry, Wyeth-Ayerst needed to provide more timely and accurate 

       sales information data to their sales management and field sales 

       force of 3000.

   

       With two Alpha 8400's, Unix, Oracle, EMC, and SIA, Wyeth-Ayerst will 

       reduce the dollars spent in marketing for new product launches 

       because the investment in samples and sales contact will be better 

       focused.  

   

   CUSTOMER'S BUSINESS: 

   

       Wyeth-Ayerst Laboratories, a division of American Home Products is a 

       premier global Pharmaceutical company and a leader in women's 

       healthcare products.  Wyeth-Ayerst is the largest provider of hormone 

       replacement therapy and hormonal contraceptive products worldwide.  

       They rank number 1 in the U.S. for ethical prescriptions. 

   

   CUSTOMER'S BUSINESS NEEDS: 

   

       To retain their competitive position in the marketplace and keep pace 

       with the many changes in the Pharmaceutical Industry, Wyeth-Ayerst 

       needed to provide more timely and accurate sales information data to 

       their sales management and field sales force of 3000.

   

       The average turnaround time for information queries to target 

       physician calls was 2 months.  This process was tedious and 

       cumbersome because it integrated information from internal systems 

       and purchased databases.     

         

   BUSINESS SOLUTION IMPLEMENTED: 

   

       2 * Alpha 8400's 

       2 * Alpha 8200's

       Unix

       Oracle

       EMC

       SIA, Strategic Information Associates

   

       This business solution will reduce the dollars spent in marketing for 

       new product launches because the investment in samples and sales 

       contact will be better focused.  In addition, high prescribers will 

       be targeted to increase revenue flow.

       

   BUSINESS BENEFITS: 

   

       This was a very competitive situation with H.P.  The pilot was 

       implemented on H.P.  The Alpha architecture was a competitive 

       advantage. It's flexibility in growing into a Data mall, warehouse or 

       mart gave Wyeth the agility they needed.  Our strong relationship 

       with Oracle was also significant.

   

   

   STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

   

       DIGITAL CPUS AND VAXCLUSTERS	: 2 * AlphaServer 8400	

       					  4 * CPUs

       DIGITAL OPERATING SYSTEMS	: UNIX

       DIGITAL NETWORKING PRODUCTS	:

       DIGITAL PERIPHERALS		: 1 GB Memory

       DIGITAL SOFTWARE			: 

       DIGITAL APPLICATIONS		: POLYCENTER

       DIGITAL SERVICES			:

   

   STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 



       THIRD-PARTY COMPANIES		:

       THIRD-PARTY HARDWARE		: EMC DISKS

       THIRD-PARTY OPERATING SYSTEMS	: ORACLE

       THIRD-PARTY NETWORKING		: 

       THIRD-PARTY SOFTWARE		: SIA

       THIRD-PARTY APPLICATIONS		:

       THIRD-PARTY SERVICES		:

   

   WHY DIGITAL: 

   

       DIGITAL won becasue of price performance and the "Whatever it takes"

       attitude and behavior of sales team.  A value proposition selling 

       approach and strategy was used.

   

   COMPETITORS: 

   

       THIRD-PARTY COMPANIES		: HP

       THIRD-PARTY HARDWARE		: T500

       THIRD-PARTY OPERATING SYSTEMS	: 

       THIRD-PARTY NETWORKING		: 

       THIRD-PARTY SOFTWARE		: 

       THIRD-PARTY APPLICATIONS		:

       THIRD-PARTY SERVICES		:

   

   SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 

   largest database in gigabytes): 

       

   CAN THE ACCOUNT'S NAME AND APPLICATION BE USED

       IN PROPOSALS                             : Y

       IN CUSTOMER PRESENTATIONS                : Y

       CUSTOMER-TO-CUSTOMER CONTACT             : Y

       HAVING THE PRESS CONTACT THEM            : Y

       IN A CUSTOMER LIST     (release required): Y

       TESTIMONIAL/CASE STUDY (release required): Y

   

   ANY SENSITIVITIES: 

       

   INTENDED AUDIENCE (Digital only, Partners, Public via Internet): 

   

   	Digital only

   

				       WIN

CUSTOMER ACCOUNT NAME			: Marui-Imai
CUSTOMER ACCOUNT DIVISION		: 
CUSTOMER ACCOUNT PARENT COMPANY		:
CUSTOMER ACCOUNT CITY, STATE/PROVINCE	: Sapporo, Hokkaido 
CUSTOMER ACCOUNT COUNTRY		: Japan

INDUSTRY THE ACCOUNT REPRESENTS		: Retail

DIGITAL SALES CONTACT NAME, TITLE	: Kazuhiko Hinata
DIGITAL SALES CONTACT DTN		: 
DIGITAL SALES CONTACT EXTERNAL PHONE #	: 81-11-271-6681
DIGITAL SALES CONTACT E-MAIL ADDRESS	: @TBJ

REFERENCE ADMINISTRATION		: Reference Admin @ZPO
REFERENCE ADMINISTRATION DTN		: 8-675-2948

DO NOT USE THIS WIN WITHOUT THE PERMISSION OF THE ACCOUNT MANAGER.

WIN HIGHLIGHTS:

    Marui-Imai is a major domestic department store with a chain of 0
    seven stores and has an annual sales revenue of over $1.0 billion.
    They needed a new system to implement their new data-mart, which is a
    critical component of their micro-marketing strategy, also known as
    database marketing (one-to-one marketing). The new system would replace
    their older system, NCR 3600, which was too slow, even for a single user,
    and too expensive to run and be upgraded.
    

CUSTOMER'S BUSINESS:

    Marui-Imai was founded in 1872 and is considered the oldest store in 
    Hokkaido, Japan. It is a major domestic department store with a chain
    of seven stores and its annual sales revenue is over $1.0 billion.

CUSTOMER'S BUSINESS NEEDS:

    Marui-Imai wanted to increase its competitive edge and to do this, they
    required the ability to allow their managers fast access to in-depth
    information about sales, budgets, merchandises and customer information.
    They needed a new system to implement their new data-mart, which is a
    critical component of their micro-marketing strategy, also known as
    database marketing (one-to-one marketing). The new system would replace
    their older system, NCR 3600, which was too slow, even for a single user,
    and too expensive to run and be upgraded.

BUSINESS SOLUTION IMPLEMENTED:

    Using a customised GUI front end running on Microsoft Windows 95 client
    systems, managers can focus on receiving data, sales, budget, merchandise
    tracking and customer information. Sybase IQ system provides the ability
    for managers to run concurrent fixed form unique analysis queries at 
    high speed, and to do adhoc queries against in-depth levels of 
    information, getting the data they need when they want it. Digital's
    AlphaServer 8200 was implemented, together with Digital UNIX, FDDI,
    RAID Controllers and StorageWorks.

IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT:

    Hudson, which is a famous game maker in Japan, was choiced, integrated 
    and customised Digital's 64-bit AlphaServer system and Sybase IQ adhoc
    query engine and the client system. 

BUSINESS BENEFITS:

    Due to the high speed and ease of access to information, managers at 
    Marui-Imai can now capitalise on the who, when, where and what of 
    customer buying behaviour and target their markets very specifically.
    Using Sybase IQ, Marui-Imai managers will now be able to analyse point
    of sale and customer data in ways not possible before. Overall, the new
    Digital AlphaServer system/Sybase IQ data-mart is going to work to
    enable managers to make flexible, timely, business-actionable decisions,
    thus giving them an important edge over the competition.

    This solution will also provide a foundation for success in the data-mart
    area. Hudson will migrate a client system to SAS system from a customised 
    system to allow it to be more flexible, deliverable and scaleable.

STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION:

    DIGITAL CPUS AND VAXCLUSTERS	: 1 x AlphaServer 8200
    DIGITAL OPERATING SYSTEMS		: Digital UNIX
    DIGITAL NETWORKING SYSTEMS		: FDDI (Ethernet Connection with the	
						Fujitsu-mainframe Machine)
    DIGITAL PERIPHERALS			: StorageWorks RAID Controllers
    DIGITAL SOFTWARE			:
    DIGITAL APPLICATIONS		:
    DIGITAL SERVICES			: MCS Warranty Uplifts (Sybase)

STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION:

    THIRD-PARTY COMPANIES		: Hudson
					  Sybase Inc.
    THIRD-PARTY HARDWARE		:
    THIRD-PARTY OPERATING SYSTEMS	:
    THIRD-PARTY NETWORKING		:
    THIRD-PARTY SOFTWARE		:
    THIRD-PARTY APPLICATIONS		: Sybase IQ
    THIRD-PARTY SERVICES		:

WHY DIGITAL:

    Digital, Sybase and Hudson worked together to demonstrate the value 
    placed on Marui-Imai's business. Hudson had the direct experience for
    the customer's system since 1990. Hudson selected Digital/Sybase IQ as 
    it provided the fastest combination for Marui-Imai's requirements.

COMPETITORS:

    THIRD-PARTY COMPANIES		: Teredata Corp.
    THIRD-PARTY HARDWARE		: NCR5100
    THIRD-PARTY OPERATING SYSTEMS	:
    THIRD-PARTY NETWORKING		:
    THIRD-PARTY SOFTWARE		:
    THIRD-PARTY APPLICATIONS		:
    THIRD-PARTY SERVICES		:

SIZE INDICATORS (# of concurrent users, # of network connections, TPS,
largest database in gigabytes):


CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
    IN PROPOSALS				: No
    IN CUSTOMER PRESENTATIONS			: No
    CUSTOMER-TO-CUSTOMER CONTACT		: No
    HAVING THE PRESS CONTACT THEM		: No
    IN A CUSTOMER LIST (release required)	: No
    TESTIMONIAL/CASE STUDY (release required)	: No

ANY SENSITIVITIES:

    Still working on additional customised performance at Marui-Imai.

INTENDED AUDIENCE (Digital only, Partners, Public via Internet):

    Digital only

                                        WIN
    
    CUSTOMER ACCOUNT NAME                : Tnuva 
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: 
    CUSTOMER ACCOUNT COUNTRY             : Israel
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Agriculture Industry
    
    DIGITAL SALES CONTACT NAME, TITLE    : Joshua Behar, Account Manager
    DIGITAL SALES CONTACT DTN            : 882-3119
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +972 9 593119
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @ISO
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    REFERENCE ADMINISTRATION             : Reference Admin@REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS WIN WITHOUT PERMISSION OF THE ACCOUNT MANAGER
    
    WIN HIGHLIGHTS: 

        Tnuva is the second largest company in Israel, and is involved 
        in the agricultural areas of dairy products, vegetables and 
        meat products, with a monopoly for buying and selling milk in
        Israel. It was looking for a Data Warehouse solution which would
        provide it with access to better financial and marketing
        information.

        DIGITAL implemented a solution which would allow the customer
        access to ASCII type information from all Tnuva sources, all 
        pooled into a 60 GB database based on SAS. The solution is built
        on an AlphaServer 4100 with DIGITAL UNIX and StorageWorks products.    

    CUSTOMER'S BUSINESS: 
    
        Tnuva is the second largest industrial company in Israel, with 
        turnover of $1.5 billion in 1995. The company is owned by all
        the Kibbutzim and Moshavim in Israel (meaning almost all the
        farmers in Israel).

        Tnuva has three divisions: 

        a) Dairy products - $800 million business. Tnuva is a monopoly for
        buying and selling milk in Israel.

        b) Vegetables - Tnuva sells 50% of the fruit and vegetables in Israel.

        c) Meat, eggs and fish. $150 million business.

        Tnuva has 7 dairies, 9 marketing centres for milk products, 9
        marketing centres for meat and eggs, 8 marketing warehouses for fish.

    CUSTOMER'S BUSINESS NEEDS: 

        Tnuva gets all IT services from the Tnuva Computers company, which is
        fully owned by Tnuva. Tnuva Computers employs 105 workers.
        Tnuva was looking to for an improvement in the quality of the
        financial information it had access to. Later, this project was
        expanded to also include marketing information.
    
    BUSINESS SOLUTION IMPLEMENTED: 

        A solution was implemented which would ensure that Tnuva would
        have access to ASCII type information from all Tnuva sources,
        with all information pooled into a 60 GB database.

        The local SAS partner was used to develop the financial model. 
        Later, the same partner expanded the solution to the marketing
        and distribution departments. This was done with various tools
        from SAS, including SAS EIS, and from Oracle.

        Within the dairy products division, the Data Warehouse was 
        implemented throughout three departments. Along with the server
        platform, DIGITAL also provided technical support and consulting
        both in UNIX and Data Warehouse design.
    
    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

    BUSINESS BENEFITS: 

        The solution allows the customer to have access to reliable
        financial information from many different sources. It also 
        presents the ability to offer and evaluate specific marketing
        programmes. Another key benefit is the advantage of easy 
        manipulation of data, not dependent on the mainframe.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 1 * AlphaServer 4100 (466 MHZ, 1 GB)
        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              : StorageWorks (60 GB)
                                         : RAID
                                         : DLT
        DIGITAL SOFTWARE                 :
        DIGITAL APPLICATIONS             :
        DIGITAL SERVICES                 : IT Consulting
                                         : Technical Support                                    

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : SAS
                                         : Oracle
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : SAS EIS
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        DIGITAL had a strong technical team, and operated a Data
        Warehouse centre in the local ACT. DIGITAL was also the only
        vendor to promise and deliver a powerful benchmark. 

        DIGITAL offered a single-ownership solution backed by many DEC
        specialists. Other important factors included a strong and long
        relationship with this customer, and the fact that DIGITAL owned
        most Wins in the Data Warehouse market.

    COMPETITORS: 

        THIRD-PARTY COMPANIES            : Hewlett-Packard
                                         : IBM
                                         : SUN
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             :
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             : 

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : N 
        IN CUSTOMER PRESENTATIONS                : N
        CUSTOMER-TO-CUSTOMER CONTACT             : N
        HAVING THE PRESS CONTACT THEM            : N
        IN A CUSTOMER LIST     (release required): N
        TESTIMONIAL/CASE STUDY (release required): N

    ANY SENSITIVITIES: 

        This is not yet a full reference site. Please contact the
        account manager for details.
    
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

        DIGITAL only.

				  REFERENCE



   CUSTOMER ACCOUNT NAME                : U.S. Surgical, USA

   CUSTOMER ACCOUNT DIVISION            : 

   CUSTOMER ACCOUNT PARENT COMPANY      : 

   CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Norwalk, CT

   CUSTOMER ACCOUNT COUNTRY             : USA



   INDUSTRY THE ACCOUNT REPRESENTS      : Discrete Manufacturing



   DIGITAL SALES CONTACT NAME, TITLE    : Dee Miranda, Account Manager 

   DIGITAL SALES CONTACT DTN            : 

   DIGITAL SALES CONTACT EXTERNAL PHONE#: 860-399-6640

   DIGITAL SALES CONTACT E-MAIL ADDRESS : @RCH



   OTHER CONTACTS 			: 



	Sandra Eddy, @RCH, Consulting Sales, 203-271-3204

	Eric Reich @ LEX, Senior Consultant, 508 348-1140



   DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER.



   REFERENCE HIGHLIGHTS: 



	As a world leader in surgical staple manufacture, U.S. Surgical 

	Corp. required a major rewrite of their corporate systems to ac-

	commodate the fiscal year 2000. The customer also faced upgrade 

	decisions to address existing, non-integrated, multi-vendor appli-

	cations portfolios.



	DIGITAL implemented an SSA complete ERP package which successfully 

	met the demands of the 21st century, increasing efficiency of order 

	processing, inventory management and distribution, manufacturing and 

	financial reporting.  The scalability of Alpha systems are integral

	to quality assurance and quality control.



   CUSTOMER'S BUSINESS: 



	U.S. Surgical was founded in 1964 to provide innovative and cost 

	effective technologies for surgery.  A pioneer in the field of 

	developing and manufacturing innovative surgical devices, U.S. 

	Surgical is the world leader in surgical staple manufacturing, 

	pioneering the development of a stapling process for minimally 

	invasive, laproscopic surgery.  U.S. Surgical has also entered  

	the suture manufacturing business.



   CUSTOMER'S BUSINESS NEEDS: 



	U.S. Surgical needed to perform a major rewrite of their corp-

	orate systems in order to compensate for the fiscal year 2000. 

	They also needed to upgrade their existing, non-integrated, 

	multivendor applications portfolio with a new Enterprise Resource 

	Planning (ERP) application to increase the efficiency of their 

	order processing, inventory management and distribution, manufac-

	turing and financial reporting functions.



   BUSINESS SOLUTION IMPLEMENTED: 



	DIGITAL's Systems Integration Organization implemented an SSA 

	complete ERP package on three TruClustered AlphaServer 2100 systems 

	running DIGITAL UNIX.  The various departments will be broken 

	down onto six AlphaServer 1000s running Windows NT in a Microsoft 

	BackOffice and Exchange environment.  Two additional AlphaServer 

	2100s are currently being used for prototyping the U.S. implementa-

	tion.  



	The system went online in October 1996, implemented on two Tru-

	Clustered AlphaServer 8200s.  One additional AlphaServer 8400 is 

	being used for a separate data warehousing project that will be 

	integrated with the manufacturing environment in the future.  

	Further enhancements of the system will include the implementation 

	of TruClustered AlphaServer 4100s in U.S. Surgical plants in Japan 

	and France. 



   IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT:



   BUSINESS BENEFITS: 



	By moving to an integrated ERP system, U.S. Surgical will make 

	information from all areas of their operation more available to 

	decision makers, increase the accuracy/speed of important production 

	decisions and provide a single vendor for application software sup-

	port.  These benefits reduce operating costs and sharpen U.S. 

	Surgical's competitive edge.



	DIGITAL's alliance with SSA has the potential of capturing worldwide

	integration and implementation marketshare worth $4-5 million.



   STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 



	DIGITAL CPUS AND VAXCLUSTERS	: 5 AlphaServer 2100

					  6 AlphaServer 1000

	DIGITAL OPERATING SYSTEMS	: DIGITAL UNIX 

	DIGITAL NETWORKING PRODUCTS	:

	DIGITAL PERIPHERALS		:

	DIGITAL SOFTWARE		: POLYCENTER and DECsafe tools

					  DIGITAL TruClustering

	DIGITAL APPLICATIONS		:

	DIGITAL SERVICES		: DIGITAL Systems Integration



   STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 



	THIRD-PARTY COMPANIES		:

	THIRD-PARTY HARDWARE		:

	THIRD-PARTY OPERATING SYSTEMS	: MICROSOFT WINDOWS NT

	THIRD-PARTY NETWORKING		:

	THIRD-PARTY SOFTWARE		:

	THIRD-PARTY APPLICATIONS	: MICROSOFT EXCHANGE

					  MICROSOFT BACKOFFICE

					  SSA Enterprise Resource Planning

	THIRD-PARTY SERVICES		: Pioneer Reselling Services



   WHY DIGITAL: 



	DIGITAL has enjoyed a long standing relationship with this client.

	It was U.S. Surgical's belief that SSA would perform best on an 

	Alpha platform.



	In addition, price/performance was ahead of its competitors. 



   COMPETITORS:  



	THIRD-PARTY COMPANIES			: HP

	THIRD-PARTY HARDWARE			:

	THIRD-PARTY OPERATING SYSTEMS		:

	THIRD-PARTY NETWORKING			:

	THIRD-PARTY SOFTWARE			:

	THIRD-PARTY APPLICATIONS		:

	THIRD-PARTY SERVICES			:



   SIZE INDICATORS: 



	3 major hubs in France, Tokyo and USA.

	3000 users  



   CAN THE ACCOUNT'S NAME AND APPLICATION BE USED

	IN PROPOSALS                             : *

	IN CUSTOMER PRESENTATIONS                : *

	CUSTOMER-TO-CUSTOMER CONTACT             : *

	HAVING THE PRESS CONTACT THEM            : *

	IN A CUSTOMER LIST     (release required): *

	TESTIMONIAL/CASE STUDY (release required): *



   ANY SENSITIVITIES: 



	*Contact Account Manager

	

   INTENDED AUDIENCE :  



	DIGITAL only

                                  REFERENCE

    

    CUSTOMER ACCOUNT NAME                : Colorado Department of 

     					   Transportation

    CUSTOMER ACCOUNT DIVISION            : 

    CUSTOMER ACCOUNT PARENT COMPANY      :    

    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Colorado

    CUSTOMER ACCOUNT COUNTRY             : USA

    

    INDUSTRY THE ACCOUNT REPRESENTS      : Government/Transportation

    

    DIGITAL SALES CONTACT NAME, TITLE    : Ron Washburn, NSIS

    DIGITAL SALES CONTACT DTN            : 

    DIGITAL SALES CONTACT EXTERNAL PHONE#: 303-757-9478

    DIGITAL SALES CONTACT E-MAIL ADDRESS : [email protected]  or @dvo

    

    OTHER CONTACTS (Marketing, Technical contacts, etc.): 



 	NPB: Gary Snow 303-793-0741 ([email protected]) 

        Jeff Riggen [email protected]

     	Belinda Burum [email protected]



    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANGER.



    REFERENCE HIGHLIGHTS:



     	A flexible, end-to-end solution from DIGITAL gives the Colorado

     	Department of Transportation (CDOT) the distributed, enterprise

     	computing, data warehousing, Internet and intranet access and

     	platforms it needs to keep highway and business traffic flowing.

     	The solution includes OpenVMS, Windows NT products and migration,

     	DIGITAL Services involvement and DIGITAL networking, StorageWorks,

     	and AlphaServer products.



    CUSTOMER'S BUSINESS:



     	CDOT is responsible for the construction and maintenance of state

     	roads, tunnels, bridges, and some airport maintenance functions.



    CUSTOMER'S BUSINESS NEEDS:



     	A flexible, high-performance network that enables CDOT to adapt

     	to changing staff locations and needs, to share large files, and

     	to warehouse data.



    BUSINESS SOLUTION IMPLEMENTED:



     	DIGITAL implemented a decentralized, routed network with three-

     	tiered computing environment using Windows NT clusters on Alpha

     	systems for redundancy.  A central VAXcluster running OpenVMS

     	serves as the enterprise system/server and manages the corporate

     	database.  Windows NT servers are LAN servers for network 

     	control functions, especially addressing.  Clients are Windows

     	95 and Windows NT.



    BUSINESS BENEFITS:



     	The customer is easily able to keep up with the department's

     	business requirements for file and information transfer and

     	can quickly accommidate changing locations and needs.



    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION:



     	AlphaServer 4000 systems

     	AlphaServer 7610 systems

     	AlphaServer 8200 systems

     	StorageWorks 800 cabinet with 120 GB of storage

     	FDDI HS241 Storage Server

     	GIGAswitch/FDDI

     	DEChub 900 MultiSwitch

     	DEChub 90

     	DIGITAL NetRider

     	DECbrouter



     	Services:  NT migration services

     		   Network and systems integration

     		   Design

     		   Consulting

     		   Assessment

     		   Support



    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION:



     	Windows NT Server 

     	Microsoft Systems Management Server

     	Microsoft Exchange

     	Microsoft Office

     	Microsoft BackOffice

     	Microsoft SQL Server

     	Internet Information Server

     	GIS mapping system

     	Moss 3D terrain modeling



    PARTNER INVOLVEMENT:  N/A



    WHY DIGITAL:



     	Longstanding relation with the account



    COMPETITORS:  N/A



    SIZE INDICATORS (# of concurrent users, # of network connections, TPS,

    largest database in gigabytes):



     	50 statewide offices

     	550 ad hoc sites

     	1200 PCs



    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED

     	IN PROPOSALS				 : Y

     	IN CUSTOMER PRESENTATIONS		 : Y

     	CUSTOMER-TO-CUSTOMER CONTACT		 : Y

     	HAVING THE PRESS CONTACT THEM   	 : Possibly - contact 

     						   account manager

     	IN A CUSTOMER LIST (release required)    : Y

     	TESTIMONIAL/CASE STUDY (release required): Y (Completed) 

     

     ANY SENSITIVITIES:  N/A



     SIGNIFICANCE:



     INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet):



     	Public



     FORMAT FOR ASSOCIATED DOCUMENT (PostScript, MS Word, HTML, 

     PowerPoint, Excel):  MS Word     	

     CUSTOMER ACCOUNT NAME                : Univ� Verzekeringen
     CUSTOMER ACCOUNT DIVISION            : Univ� Car/Home insurance
     CUSTOMER ACCOUNT PARENT COMPANY      : 
     CUSTOMER ACCOUNT CITY, STATE         : Jan Bommerstraat 4
                                            9402 NR Assen
     CUSTOMER ACCOUNT COUNTRY             : The Netherlands
 
     INDUSTRY THE ACCOUNT REPRESENTS      : Insurance
     
     DIGITAL SALES CONTACT NAME, TITLE    : John Schaap (account mgr 
finance)
     DIGITAL SALES CONTACT DTN            : 838 2022
     DIGITAL SALES CONTACT EXTERNAL PHONES: +31 30 2832022 
     DIGITAL SALES CONTACT E-MAIL ADDRESS : [email protected]
     DIGITAL SALES CONTACT SITE CODE      : UTO
     
     OTHER DIGITAL CONTACTS (Marketing, Technical contacts, etc.)
 

     DESCRIPTION OF THE CUSTOMER'S BUSINESS (Maximum 15 lines text)
      
     Middlesize insurance company with product specific business divisions
     (health, life, car/home, ..) with 80 regional sales outlets (called
     'onderlingen')
         

     DESCRIPTION OF THE CUSTOMER'S BUSINESS NEEDS

     Needed better management information for specificically risk 
management
     for the car/home division. The solution was an implementation of the
     Data Warehousing concept.
 

     SOLUTION DIGITAL PROVIDED TO CUSTOMER (List hardware, software
     and services; also include Partner software or hardware that is
     a part of this solution.)

     DEC Alpha 4100 with 2 CPUs as a database server for the central
     Oracle 7.2/7.3 database.     
 

         a. What kind of business is this?
            1. New, Digital had no presence within company? X
            2. New business within an existing account? _____
            3. Upgrade or Add-on of existing Digital systems? ______
 

    WHAT ABOUT THE SALE IS STRATEGIC TO THE CUSTOMER OR DIGITAL?> 
      (For example was it: 64-BIT, VLM, VLDB, Memory channel, Speed, 
       Price/Performance or...)
 
    DIGITAL Alpha servers are the strategic choice for all coming new
    projects within the account.
 
         a)Are they using Oracles's VLM Module?   Yes/No
         b) Is this a Data Warehouse project?      Yes/No YES
 
 
     IS THE CUSTOMER TAKING ADVANTAGE OF ALPHA'S 64-BIT ARCHITECTURE?
     IF SO HOW?
 
 
    HOW WILL THE SUCCESS OF THIS BUSINESS SOLUTION AFFECT THE CUSTOMER'S
    BOTTOMLINE OR GOALS?
 
    The new Data Warehouse will become the main instrument for managing the
    organization in the future. The existing systems could not give
    sufficient information, leading to problems in product and customer
    management and strategies.
 
 
         a) Is there competitive data on this business impact?: NO
 
 
     WAS A BENCHMARK REQUESTED?  : NO
     WAS A BENCHMARK REQUESTED PERFORMED? : NA
 
 
       DO YOU HAVE ANY COMPETITOR RESULTS COMPARED TO OURS THAT YOU CAN
       SHARE PUBLICLY OR PRIVATELY? NO
 
       (If yes to either we will follow up separately)

           # ALPHASERVER 8x00 SYSTEMS
           AMOUNT MEMORY: 
           AMOUNT DISK: 
           # of CPU's:
           # of Clusters needed:
 
           # ALPHASERVER 4x000 SYSTEMS: 4100
           AMOUNT MEMORY:
           AMOUNT DISK: 8 * 4.3, 6 * 2.1
           # of CPU's: 2 at 300 Mhz
           # of Clusters needed:

           STORAGEWORKS(NO)         TOTAL STORAGE: 42 GB
 
           TOTAL REVENUE: $250,000
 
         Quarter Sale was made: Q3 FY97
           Scheduled Ship date: Q3 FY97
           Implementation Date: Q3 FY97
 
                                       
         DIGITAL OPERATING SYSTEMS    : Unix V3.2, upgrade to 4.0B
         DIGITAL NETWORKING PRODUCTS  :
         DIGITAL PERIPHERALS          :
         DIGITAL SOFTWARE             :
         DIGITAL APPLICATIONS         :
         DIGITAL SERVICES             : 
 
         DATABASE SOFTWARE            : ORACLE
          (ORACLE, SYBASE, INFORMIX, SOFTWARE AG, INGRES, ETC)
 
         THIRD-PARTY HARDWARE         : 
         THIRD-PARTY SOFTWARE         : MicroFocus COBOL
                                        Prism Warehouse Executive
                                        Cognos Impromptu and Powerplay 
         THIRD-PARTY APPLICATIONS     :
         THIRD-PARTY SERVICES         : 
     

     IF WE DISPLACED ANOTHER VENDOR'S SOLUTION, PLEASE SPECIFY: 
     
     PLEASE IDENTIFY THE COMPETITION FOR THIS SALE, PRIORITIZE.  
 
         COMPANY NAME    > 
           HARDWARE      >
           SOFTWARE      > 
           APPLICATIONS  >
           SERVICES      > 
           RESELLERS     > 
 
 
     
     WHY DID THE DIGITAL SOLUTION WIN?>
     (What were the decisive factors in the decision to purchase from 
      Digital.)

     Univ� wanted a strategic partner that would take them into the next
     century. The platform choice for this particular project was a
     consequence of that decision.


     WHAT SELLING STRATEGY WAS USED?> 
      
 
 
     METHOD OF SALE:
         
         Digital Direct Sales   [X]
 
         NAME and LOCATION of VAR, Integrator, ISV, Master 
         Reseller, Tiered VAR, Distributor, OEM, or Other 
 
 
         a.) If customer is using a 3rd Party System Integrator was
             it one of the top 6; if not who?
 
                 o Anderson Consulting   ______
                 o Coopers & Lybrand     ______
                 o ICS Deloitte          ______
                 o Ernst & Young         ______
                 o KPMG                  ______
                 o Price Waterhouse      ______
 
                 o Other __________________________
 
 
     WHAT ISSUES DID SALES OR THE CUSTOMER ENCOUNTER DURING THIS SALE?>
 
 
 
 
 
 
        What suggestions can you give us to improve these issues?>
 
 

 
     HOW CAN THE ACCOUNT'S NAME AND APPLICATION BE USED (yes=Y)?
     (NOTE: We require that the Account Manager be contacted first
            before account's name is used. A Yes or No answer means
            that the customer is open to their name being used in
            the following situations.  Yes or No answers only.)
 
         IN PROPOSALS                                     : NO
         IN CUSTOMER PRESENTATIONS                        : NO
         CUSTOMER-TO-CUSTOMER CONTACT                     : YES
         HAVING THE PRESS CONTACT THEM                    : NO
         TESTIMONIAL/SUCCESS STORY                        : NO


         PUT PROFILE ON WINS DB (Wins DB is not a         : YES
         reference database it is for Digital Internal
         use only.)
 
         CUSTOMERS ACCOUNT NAME (only) on a List that     : NO
         will be used publicly. You can find this list
         on VTX IR in the WINS database.
 
         INTENDED AUDIENCE OF THIS PROFILE
         (Digital only, Partners, Public, Public via Internet): Digital +
                                                                Partners

                               WIN
                    
    CUSTOMER ACCOUNT NAME 		 : Boeing  
    CUSTOMER ACCOUNT DIVISION		 : Commercial Airplanes
    CUSTOMER ACCOUNT PARENT COMPANY	 : Boeing
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Seattle, WA
    CUSTOMER ACCOUNT COUNTRY		 : USA
            
    INDUSTRY THE ACCOUNT REPRESENTS	 : Aerospace Manufacturing
            
    DIGITAL SALES CONTACT NAME		 : Matt Parlow, Account Executive
    DIGITAL SALES CONTACT DTN		 : 
    DIGITAL SALES CONTACT EXTERNAL PHONE#: (425) 227-0306
    DIGITAL SALES CONTACT E-MAIL ADDRESS : [email protected]
    DIGITAL SALES CONTACT SITE CODE	 : SEO
      
    OTHER DIGITAL CONTACTS (Marketing, Technical contacts, etc.):      
 
	Lisa DeCarlo, Storage Corporate Marketing, DTN 297-2456,
	[email protected]
    	Carol Potts, Storage Specialist, DTN 521-4543, [email protected]
    	Greg Duda, Sales Support - Boeing, DTN 548-6415, Greg Duda @SEO
           
    DO NOT USE WIN WITHOUT PERMISSION OF THE ACCOUNT MANAGER

    WIN HIGHLIGHTS:

	The Boeing Company, with headquarters in Seattle, Washington, is the
	world's leading manufacturer of commercial airplanes and one of the
	nation's largest exporters.  Boeing needed to build a data warehouse in
	support of a new project entitled BRIDGE (Boeing Repository for
	Information Gathering Exchange).  This data warehouse would bring in
	primarily engineering data from multiple sources and put it all in one
	central location.

	Boeing purchased an AlphaServer 8400 with 500gb of storage in two
	StorageWorks SW800 cabinets and  have recently requested another two 
	cabinets with an additional 500GB of storage, bringing this project 
	to one terabyte.

    CUSTOMER'S BUSINESS:

	The Boeing Company, with headquarters in Seattle, Washington, is the 
	world's leading manufacturer of commercial airplanes and one of the
	nation's largest exporters.  The company is a major U.S. government 
	contractor, with capabilities in space systems, helicopters, 
	military airplanes, missile systems, electronic products and 
	information systems and software products.  
	
	Boeing Commercial Airplanes is the division involved in this 
	particular sale.  The Commercial Airplanes division maunfactures 
	airplanes intended for commercial use such as the 737, 747, 757, 
	767, and 777.  In 1996, Boeing Commercial Airplanes had orders for
	717 airplanes and produced 220.  This division of Boeing employs 
	89,710 people.

    CUSTOMER'S BUSINESS NEEDS:

	Boeing needed to build a data warehouse in support of a new 
	project entitled BRIDGE (Boeing Repository for Information 
	Gathering Exchange).  This data warehouse would bring in primarily 
	engineering data from multiple sources and put it all in one central 
	location.  BRIDGE, sponsored by Boeing's customer services, would 
	supply internal engineers or outside customers specific information 
	within seconds.  This mission critical environment had to have 
	high performance and high availability.  It also had to have open
	storage in case Boeing made changes to the initial system at a later 
	date. Clustering capability was also a requirement.

    BUSINESS SOLUTION IMPLEMENTED:

	Boeing purchased an AlphaServer 8400 with 500gb of storage in two
	StorageWorks SW800 cabinets and have recently requested another 
	two cabinets with an additional 500GB of storage, bringing this 
	project to one terabyte.  When Boeing moves to the production 
	element of this project, they fully intend to expand to a cluster 
	of two AlphaServer 8400 systems running Oracle.

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT:

	It took Boeing several months to decide to do this project, and 
	after the decision was made they wanted the equipment right away.  
	Avnet, the partner, was able to deliver the hardware in two weeks, 
	making Boeing very happy.  

    BUSINESS BENEFITS:

	Boeing purchased a complete solution that would provide them with 
	the performance, high availability and technology that they needed 
	to make this project work.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION:

        DIGITAL CPUS AND VAXCLUSTERS	 : AlphaServer 8400 w/4GB memory
                                           and multiprocessors  
        DIGITAL OPERATING SYSTEMS   	 : DIGITAL UNIX
        DIGITAL NETWORKING PRODUCTS 	 : 
        DIGITAL STORAGE PRODUCTS	 : 2 * SW800 cabinets full of shelves
                                           with redundancy, 3 * TZ877's,
                                           10 * HSZ50 controllers,
                                           122 * 4.3gb disk drives
        DIGITAL SOFTWARE		 : POLYCENTER
	DIGITAL APPLICATIONS		 :
	DIGITAL SERVICES	    	 : SI Consulting, on-site consultant
   
 
    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 
	
	THIRD-PARTY COMPANIES		  : 
	THIRD-PARTY HARDWARE              : 
	THIRD-PARTY OPERATING SYSTEMS     : 
	THIRD-PARTY NETWORKING            :
	THIRD-PARTY SOFTWARE		  :
	THIRD-PARTY APPLICATIONS          :
	THIRD-PARTY SERVICES              :
             
    WHY DIGITAL:

	DIGITAL won from the server point-of-view, because of the performance,
	scalability and size of DIGITAL 64-bit computing technology. Very 
	Large Memory (VLM) and Very Large Databases (VLDB) made the sale.  

	From the storage point-of-view, multi-platform, clustering capability, 
	scalability and the technology made StorageWorks the easy choice.
  

    COMPETITORS:

	THIRD-PARTY COMPANIES		 : Sun, IBM, EMC
	THIRD-PARTY HARDWARE		 : Sun SparcStation 10000
	THIRD-PARTY OPERATING SYSTEMS    :
	THIRD-PARTY NETWORKING           :
	THIRD-PARTY SOFTWARE             :
	THIRD-PARTY APPLICATIONS         :
	THIRD-PARTY SERVICES             :

    SIZE INDICATORS:

	Boeing Commercial Airplanes division employs 89,710 people.
	They had orders for a total of 717 planes in 1996, and produced 220.
	Boeing company-wide 1996 sales totalled $22.7 billion.
  
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED?
        IN PROPOSALS 		    	: Yes
        IN CUSTOMER PRESENTATIONS 	: Yes	
        CUSTOMER-TO-CUSTOMER CONTACT 	: No (against Boeing policy)
        HAVING THE PRESS CONTACT THEM	: No
        IN A CUSTOMER LIST		: No
        TESTIMONIAL/SUCCESS STORY    	: No

    ANY SENSITIVITIES:

	Please contact account manager before using this account.
           
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet):

	DIGITAL only.

                                     REFERENCE

    

    CUSTOMER ACCOUNT NAME                : Acxiom UK Ltd

    CUSTOMER ACCOUNT DIVISION            : International Services Group

    CUSTOMER ACCOUNT PARENT COMPANY      : Acxiom Corporation

    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: London

    CUSTOMER ACCOUNT COUNTRY             : United Kingdom

    

    INDUSTRY THE ACCOUNT REPRESENTS      : Data Marketing

    

    DIGITAL SALES CONTACT NAME, TITLE    : Jonathan Charles, New Business Sales

    DIGITAL SALES CONTACT DTN            : 850-3254

    DIGITAL SALES CONTACT EXTERNAL PHONE#: +44 1638 673311

    DIGITAL SALES CONTACT E-MAIL ADDRESS : @EOL

    

    OTHER CONTACTS (Marketing, Technical contacts, etc.): 



    DIGITAL TECHNICAL CONSULTANT         : John Gleave

    DIGITAL TECHNICAL CONTACT TELEPHONE  : 841-3111

    DIGITAL TECHNICAL CONTACT E-MAIL     : @BBP



    REFERENCE ADMINISTRATION             : Reference Admin@REO

    REFERENCE ADMINISTRATION DTN         : 830-2018

    

    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER

    

    REFERENCE HIGHLIGHTS: 



        This is a key strategic reference for DIGITAL's Data Warehousing 

        sales initiative. DIGITAL implemented a total solution of six 

        AlphaServers running UNIX and Windows NT. The customer, which

        had previously dealt exlusively with IBM, was able to utilise

        DIGITAL's 64-bit capabilities and Alpha performance standards

        to install a Data Warehousing system capable of hosting extremely

        large files.



        The reference is indicative of DIGITAL's proven ability to succeed

        in its selected strategic marketing intiative of Data Warehousing.



    CUSTOMER'S BUSINESS: 



        Acxiom is an international data marketing company which provides

        information concerning companies and individuals to Blue Chip

        companies for data marketing purposes.



        This service is provided as either a bureau service, or on a

        project-by-project basis. In addition, Acxiom hosts customer

        data bases and provides a wide range of added value marketing

        sevices on clients' behalf.



        The customer's clients are mainly very large Blue Chip companies

        and multi-nationals.

    

    CUSTOMER'S BUSINESS NEEDS:



        The customer required a reliable, cost-effective platform which

        could provide high-performing levels of service suitable for

        high-speed, highly demanding processing. It needed a flexible

        environment which could change according to project requirements.

        The services were previously provided by two IBM 3090 Mainframes,

        which were to be replaced by Alpha. 

    

    BUSINESS SOLUTION IMPLEMENTED: 



        DIGITAL replaced the existing IBM solution with AlphaServer

        2100s running DIGITAL UNIX and Windows NT, and two AlphaServer 

        2000s for finance and ACD call centre systems.

        Two of the Alpha 2100s were implemented to run UNIX for data

        warehousing applications, and two to run Windows NT for Decision

        Support.



        Backend systems are a Cluster of 4100 (Data Warehouse) and 8200

        (Data Sorting/Cleaning), with plans to create a TruCluster ASE.

        The Oracle database will be extended from 80Gb to 150Gb.

    

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 



        Hawke Systems was involved as Hardware Reseller. Also involved were

        SAS, SyncSort and CBL (Computer Bridgend Ltd.). The solution was 

        implemented with the Oracle data warehouse, but not the VLM capability, 

        as the customer already had its own tools for data analysis.



    BUSINESS BENEFITS: 



        The new system will support Acxiom's business needs into the next

        decade. As an information marketing company, Acxiom are totally

        dependent on these systems. In addition to being more effective,

        allowing Acxiom to win more business, this solution will replace

        the mainframes and reduce cost, thus making the business more

        profitable.



        For DIGITAL, this account is a key strategic achievement as part

        of its Data Warehousing initiative.



    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 



        DIGITAL CPUS AND VAXCLUSTERS     : 1 * AlphaServer 8200 5/440

                                         : 1 * AlphaServer 4100 5/400

                                         : 4 * AlphaServer 2100

                                         : 2 * AlphaServer 2000

        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX

                                           Windows NT

        DIGITAL NETWORKING PRODUCTS      : FDDI

        DIGITAL PERIPHERALS              : StorageWorks 400GB

        DIGITAL SOFTWARE                 : DEC C

                                         : DEC++

        DIGITAL APPLICATIONS             : ASE

        DIGITAL SERVICES                 : BPS Services                                  



    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 



        THIRD-PARTY COMPANIES            : Oracle, SAS, SyncSort

        THIRD-PARTY HARDWARE             :

        THIRD-PARTY OPERATING SYSTEMS    :

        THIRD-PARTY NETWORKING           :

        THIRD-PARTY SOFTWARE             : SyncSort

                                         : SAS

        THIRD-PARTY APPLICATIONS         : Rapidus DSS

        THIRD-PARTY SERVICES             :



    WHY DIGITAL:



        DIGITAL impressed the customer with its 64-bit architecture and

        its strong relationship with Microsoft. In addition, the Alpha

        price/performance ratio perfectly suited the customer's 

        requirements, as did the dedicated work of the account team.

        DIGITAL's Data Warehousing capabilities were seen to be efficient

        and effective.



    COMPETITORS: 



        THIRD-PARTY COMPANIES            : IBM

        THIRD-PARTY HARDWARE             : SP2

        THIRD-PARTY OPERATING SYSTEMS    :

        THIRD-PARTY NETWORKING           :

        THIRD-PARTY SOFTWARE             : AIX

        THIRD-PARTY APPLICATIONS         : 

        THIRD-PARTY SERVICES             : 



    SIZE INDICATORS:



    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED

        IN PROPOSALS                             : Y

        IN CUSTOMER PRESENTATIONS                : Y

        CUSTOMER-TO-CUSTOMER CONTACT             : Y

        HAVING THE PRESS CONTACT THEM            : Y

        IN A CUSTOMER LIST     (release required): Y

        TESTIMONIAL/CASE STUDY (release required): Y



    ANY SENSITIVITIES: 



        The account manager should be contacted before this reference 

        can be used in any way.

    

    INTENDED AUDIENCE:



        DIGITAL only.



    

                                   REFERENCE

    

    CUSTOMER ACCOUNT NAME                : Dutch PTT Telecom 

    CUSTOMER ACCOUNT DIVISION            : Network Operations

    CUSTOMER ACCOUNT PARENT COMPANY      : KPN (Royal PTT Netherlands)

    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: The Hague

    CUSTOMER ACCOUNT COUNTRY             : The Netherlands

    

    INDUSTRY THE ACCOUNT REPRESENTS      : Telecommunications

    

    DIGITAL SALES CONTACT NAME, TITLE    : Richard Morssink, Account Manager

    DIGITAL SALES CONTACT DTN            : 838-3015

    DIGITAL SALES CONTACT EXTERNAL PHONE#: +31 30 283 3015

    DIGITAL SALES CONTACT E-MAIL ADDRESS : @UTO

    

    OTHER CONTACTS (Marketing, Technical contacts, etc.): 



    DIGITAL TECHNOLOGY CONSULTANT        : Ad De Groot @UTO

    DIGITAL TECHNOLOGY CONSULTANT DTN    : 838-2473



    REFERENCE ADMINISTRATION             : Reference Admin@REO

    REFERENCE ADMINISTRATION DTN         : 830-2018



    DO NOT USE THIS REFERENCE WITHOUT PERMISSION OF THE ACCOUNT MANAGER



    REFERENCE HIGHLIGHTS: 



       Another success for DIGITAL in its strategic initiative of Data 

       Warehousing is marked by this reference for Dutch PTT Telecom.



       Dutch PTT Telecom is a telecommunications operator, with its main

       base in The Netherlands, which has alliances in Spain, Switzerland

       and Sweden. It operates a CDRstore project which stores information 

       on completed and non-completed telephone calls. It wanted to extend

       this system to store more information for longer periods in order

       to provide its Marketing Department with Call-behaviour information.

       DIGITAL implemented an AlphaServer 8400 running DIGITAL UNIX with

       the 3rd party Red Brick database.



    CUSTOMER'S BUSINESS: 



       Dutch PTT Telecom is a telecommunications operator which has its 

       main base in The Netherlands. It has alliances with AT&T (Uniworld)

       and operators in Spain, Switzerland and Sweden (Unisource is the

       alliance between these 3 countries and The Netherlands).



       The customer runs a project called CDRstore, which stores the

       'Call Detail Records', each record containing information on

       completed and non-completed telephone calls. 40 million records

       per day are stored and kept for 2 years, resulting in a 1 Terabyte

       database online and 3 Terabytes on a slower storage device (tape).

    

    CUSTOMER'S BUSINESS NEEDS: 



       CDRs were previously used only for the billing process, and were

       deleted after a customer had been pilled and had paid for the

       services. With the upcoming free market for telecommunications

       in The Netherlands, and the entrance of other Network Operators

       into that market, CDRs are now seen as an asset. 



       With the information that CDRs provide, the Marketing Department

       can analyze call-behaviour of its customers and perform Customer

       Profiling/Segmentation activities, which are the basis for offering

       new services or programmes. The customer therefore needed a Data

       Warehousing solution to store the information for this purpose.

    

    BUSINESS SOLUTION IMPLEMENTED: 



       DIGITAL implemented a solution consisting of an AlphaServer 8400

       5/350 with 4 CPU. Initially this has 2 GB of main memory but there

       are plans to extend this to 4 GB. The storage facility consists of

       1 Terabyte of main storage provided by EMC2 and 3 Terabytes of

       capacity. The system runs DIGITAL UNIX and the 3rd party database

       from Red Brick.

    

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 



    BUSINESS BENEFITS:



       For DIGITAL, this is the first sale in a dominantly TANDEM

       environment.



       For the customer, the solution allows it to maintain market-share

       in a competitive environment. This is the first real marketing

       database within Dutch PTT Telecom, and makes it possible for them

       to analyze call behaviour and offer 'Friends and Family' services

       to Dutch customers. This will allow it to stay competitive when

       there are new entrants into the market place after June 1997. 



    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 



        DIGITAL CPUS AND VAXCLUSTERS     : AlphaServer 8400 5/350

        DIGITAL OPERATING SYSTEMS        : DIGITAL UNIX

        DIGITAL NETWORKING PRODUCTS      :

        DIGITAL PERIPHERALS              :

        DIGITAL SOFTWARE                 :

        DIGITAL APPLICATIONS             :

        DIGITAL SERVICES                 :                                        



    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 



        THIRD-PARTY COMPANIES            : Red Brick, EMC

        THIRD-PARTY HARDWARE             :

        THIRD-PARTY OPERATING SYSTEMS    :

        THIRD-PARTY NETWORKING           :

        THIRD-PARTY SOFTWARE             : Red Brick database

        THIRD-PARTY APPLICATIONS         : EMC2 storage

        THIRD-PARTY SERVICES             :



    WHY DIGITAL: 



        DIGITAL provided the most innovative approach and was best at 

        exactly matching the customer's requirements. The solution had

        the best performance, specifically in the loading of 40 million

        records. It also provided the most reliable and impressive

        potential to offer the customer future growth and support.



    COMPETITORS: 



        THIRD-PARTY COMPANIES            : TANDEM

        THIRD-PARTY HARDWARE             :

        THIRD-PARTY OPERATING SYSTEMS    :

        THIRD-PARTY NETWORKING           :

        THIRD-PARTY SOFTWARE             :

        THIRD-PARTY APPLICATIONS         : 

        THIRD-PARTY SERVICES             : 



    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 

    largest database in gigabytes): 



        The AlphaServer offers 2 GB of main memory, which will be upgraded

        to 4 GB. The EMC2 storage facility is for 1 Terabyte of main

        storage and 3 Terabytes of capacity. 40 million records per day 

        are stored.

    

    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED

        IN PROPOSALS                             : N

        IN CUSTOMER PRESENTATIONS                : N

        CUSTOMER-TO-CUSTOMER CONTACT             : N

        HAVING THE PRESS CONTACT THEM            : N

        IN A CUSTOMER LIST     (release required): N

        TESTIMONIAL/CASE STUDY (release required): N



    ANY SENSITIVITIES: 



        Contact the account manager and/or technology consultant for an

        explanation of the sales process. See also the report of

        Klaus Grupe (Data Warehouse Centre, Munich) which details the

        benchmark and some subsequent tests performed on the raw data.

    

    INTENDED AUDIENCE: 

 

        DIGITAL only.

                                        WIN
    
    CUSTOMER ACCOUNT NAME                : Israel Credit Cards (ICC)
    CUSTOMER ACCOUNT DIVISION            : 
    CUSTOMER ACCOUNT PARENT COMPANY      : 
    CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Tel Aviv
    CUSTOMER ACCOUNT COUNTRY             : Israel
    
    INDUSTRY THE ACCOUNT REPRESENTS      : Financial Services
    
    DIGITAL SALES CONTACT NAME, TITLE    : Yochai Gal, Account Consultant
    DIGITAL SALES CONTACT DTN            : 882-3406
    DIGITAL SALES CONTACT EXTERNAL PHONE#: +972 9593222
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @ISO
    
    OTHER CONTACTS (Marketing, Technical contacts, etc.): 

    DIGITAL SALES CONTACT NAME, TITLE    : Meir Moskovich, Account Manager
    DIGITAL SALES CONTACT DTN            : 882-3203
    DIGITAL SALES CONTACT E-MAIL ADDRESS : @ISO

    REFERENCE ADMINISTRATION             : Reference Admin@REO
    REFERENCE ADMINISTRATION DTN         : 830-2018

    DO NOT USE THIS WIN WITHOUT PERMISSION OF THE ACCOUNT MANAGER
    
    WIN HIGHLIGHTS: 

        Israel Credit Cards (ICC) is the largest credit card issuer
        in Israel, with more than a million customers. It was looking
        for a Data Warehouse solution which would allow it to access
        more focused marketing information, and hence allow it to be
        more competitive in the Israeli credit cards market.

        DIGITAL provided a solution of an AlphaServer 4100 running
        OpenVMS with Oracle RDB and SAS Data Warehouse. ICC has been
        a DIGITAL customer since 1990, and a DIGITAL consultant is
        involved in all IT decision-making that the company takes.
    
    CUSTOMER'S BUSINESS: 
    
        The customer is the largest Credit Card issuer in Israel. It 
        represents VISA and DINERS credit cards and has more than a
        million customers. The customer runs a large production system
        on a VMS cluster of (soon to be) three AlphaServer 8400s with
        4 processors and 4 GB each, in a Disaster Tolerant configuration.

    CUSTOMER'S BUSINESS NEEDS: 

        The customer was looking for a Data Warehouse solution, mainly
        for its marketing department. It expected to be able to get 
        added value from the Data Warehouse which would enable it to 
        be more competitive in the Israeli Credit Cards market. The
        Data Warehouse would be designed to answer questions such as:

        * Which are the "best" customers?
        * Which are the "best" stores?
        * What are the buying patterns of customers?
    
    BUSINESS SOLUTION IMPLEMENTED: 
    
        A Data Warehouse AlphaServer, running OpenVMS, RDB and 
        probably SAS, will hold about 200GB of detailed data in a 
        "Star Scheme" data model. Users will use a variety of
        analysis tools to analyse the data.

    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT: 

    BUSINESS BENEFITS: 

        The Data Warehouse will enable the customer to issue more
        profitable and more focused promotional information to 
        its customers and stores.

    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION: 

        DIGITAL CPUS AND VAXCLUSTERS     : 1 * AlphaServer 4100
        DIGITAL OPERATING SYSTEMS        : OpenVMS
        DIGITAL NETWORKING PRODUCTS      :
        DIGITAL PERIPHERALS              :
        DIGITAL SOFTWARE                 :
        DIGITAL APPLICATIONS             :
        DIGITAL SERVICES                 :                                        

    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION: 

        THIRD-PARTY COMPANIES            : Oracle
                                         : SAS
        THIRD-PARTY HARDWARE             :
        THIRD-PARTY OPERATING SYSTEMS    :
        THIRD-PARTY NETWORKING           :
        THIRD-PARTY SOFTWARE             : RDB7
                                         : SAS Data Warehouse
        THIRD-PARTY APPLICATIONS         : 
        THIRD-PARTY SERVICES             :

    WHY DIGITAL: 

        From the beginning of its involvement with the ICC account
        (1990), DIGITAL has been giving this customer an excellent
        level of service and IT consultancy A DIGITAL consultant is
        involved in any new IT direction that ICC is pursuing.

    COMPETITORS: 

        DIGITAL managed to keep the competition out of the customer
        site, by helping the customer to architect the right solution.

    SIZE INDICATORS (# of concurrent users, # of network connections, TPS, 
    largest database in gigabytes): 

        The Operational RDB database is about 600GB.
        The Data Warehouse database is about 100GB, will increase in a
        short time period.
    
    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED
        IN PROPOSALS                             : Y 
        IN CUSTOMER PRESENTATIONS                : Y
        CUSTOMER-TO-CUSTOMER CONTACT             : Y
        HAVING THE PRESS CONTACT THEM            : Y
        IN A CUSTOMER LIST     (release required): Y
        TESTIMONIAL/CASE STUDY (release required): Y

    ANY SENSITIVITIES: 

        Any use of this Win must be authorised by the Account Manager.
    
    INTENDED AUDIENCE (DIGITAL only, Partners, Public via Internet): 

        DIGITAL only.

                                 REFERENCE



     CUSTOMER ACCOUNT NAME                : State Industrial Insurance System

     CUSTOMER ACCOUNT DIVISION            : Information Systems

     CUSTOMER ACCOUNT PARENT COMPANY      :

     CUSTOMER ACCOUNT CITY, STATE/PROVINCE: Carson City, NV

     CUSTOMER ACCOUNT COUNTRY             : USA

 

     INDUSTRY THE ACCOUNT REPRESENTS      : Processing Insurance Claims



     DIGITAL SALES CONTACT NAME, TITLE    : Rich Bruso  Sales Executive

     DIGITAL SALES CONTACT DTN            : 544-3115

     DIGITAL SALES CONTACT EXTERNAL PHONES: (702) 270-9166

     DIGITAL SALES CONTACT E-MAIL ADDRESS : SLO



    OTHER CONTACTS:



	Ron Matviya, IBI Americas

	Chuck Eichenlaub, Software AG Partner Manager



	REFERENCE ADMINISTRATION	 : [email protected]

	REFERENCE ADMINISTRATION PHONE#  : 716-586-5757 ext 6249



    REFERENCE HIGHLIGHTS: 



	Data Warehouse Win.



    CUSTOMER'S BUSINESS: 



	This is the Nevada State Worker's Compensation System, financials 

	and data mining.



    CUSTOMER'S BUSINESS NEEDS: 



	The insurance industry will be deregulated within three years.  

	State Industrial Insurance System (SIIS) needs to reengineer it's 

	systems to provide the processing power to meet the needs of it's 

	customers.



    BUSINESS SOLUTION IMPLEMENTED: 



	An AlphaServer 8400 was sold as well as an upgrade to 8400 from an 

	existing VAX 7630.  Software AG is providing their ADABASE on one 

	system as well as implementing a Data Warehouse utilizing the 

	Oracle Database.  There are also an AlphaServer 4100 for development,

	and Oracle financials on an AlphaServer 2100.



    BUSINESS BENEFITS: 



	The ability to provide a Data Warehouse utilizing 64-bit 

	technology/VLM will provide SIIS with the increased processing

	power necessary to develop and implement their systems.



	When the industry is completely deregulated, SIIS will be able to

   	offer a competitive product.  Up to now, there has been no ability

	to collect competitive date.  Data mining on their data will provide

    	competitive profiles needed.



    IF A PARTNER WAS INVOLVED, NAME THE PARTNER AND DESCRIBE THE INVOLVEMENT:



    STRATEGIC PRODUCTS/SERVICES/APPLICATIONS REQUIRED FOR THE SOLUTION:



	DIGITAL CPUS AND VAXCLUSTERS	: AlphaServer 8400 

					  AlphaServer 8200

	DIGITAL OPERATING SYSYEMS	: OpenVMS

	DIGITAL NETWORKING PRODUCTS	:

	DIGITAL PERIPHERALS		: 2GB memory

					  100GB disk storage

	DIGITAL SOFTWARE		: POLYCENTER

	DIGITAL APPLICATIONS		:

	DIGITAL SERVICES		: Integration consulting



    STRATEGIC 3RD PARTY PRODUCTS/SERVICES/APPLICATIONS WITH THE SOLUTION:       



	THIRD-PARTY COMPANIES		: Oracle

					  Software AG

	THIRD-PARTY HARDWARE		:

	THIRD-PARTY OPERATING SYSTEMS	:

	THIRD-PARTY NETWORKING 		:

	THIRD-PARTY SOFTWARE		: Oracle Rdb

	THIRD-PARTY APPLICATIONS	:

	THIRD-PARTY SERVICES		: 



    WHY DIGITAL: 



	Price/Performance, 64-bit technology.  The ability to provide

	a data warehouse solution utilizing 64-bit technology which increased

	processing power necessary to develop and implement their systems.

    	Competitive benchmark data kept the competition from being seriously

        considered.



    COMPETITORS: 



	THIRD-PARTY COMPANIES		: Hewlett Packard

	THIRD-PARTY HARDWARE		:

	THIRD-PARTY OPERATING SYSTEMS	:

	THIRD-PARTY NETWORKING		:

	THIRD-PARTY SOFTWARE		:

	THIRD-PARTY APPLICATIONS	:

	THIRD-PARTY SERVICES		:



    SIZE INDICATORS:



    CAN THE ACCOUNT'S NAME AND APPLICATION BE USED

        IN PROPOSALS                             : y

        IN CUSTOMER PRESENTATIONS                : y

        CUSTOMER-TO-CUSTOMER CONTACT             : y

        HAVING THE PRESS CONTACT THEM            : y

        IN A CUSTOMER LIST     (release required): y

        TESTIMONIAL/CASE STUDY (release required): y



    ANY SENSITIVITIES:



    INTENDED AUDIENCE 



	DIGITAL only