| T.R | Title | User | Personal
Name | Date | Lines |
|---|
| 91.1 | WHY NOT TRY-S.I.�! | DPDMAI::AUTRY | | Thu May 14 1992 09:53 | 24 |
| > S.I. PROGRAM ROADMAP
In reference to your question about the program roadmap, there should
be a person in DCSS (OSS) who should be familiar with the roadmap. I
am in DS and I have been through several program reviews to determine
if an opportunity was worth going after and I found it to be a valuable
experience.
One thing to remember is that DEC is new in the S.I. space and most
sales/sales support are not use to the process of qualifying an
opportunity to determine if any time is going to be spent on it. The
good news is there is a formal training course SELLING SYSTEMS
INTEGRATION: A BUSINESS WORKSHOP that is 5 days. I have attended the
training twice, "yes twice" and it the best class that I have taken in
my 9 years at DEC. It is taught by Dave Gorka @ALF.
The S.I. course is a simulation on how to manage an S.I. opportunity
from Opportunity creation to delivery. I just joined the Telecom unit
in Dallas as a ASR "Account Support Rep" and I believe that there are
numerous S.I. opportunities in Telecom.
Hope this helps!!!
Todd
|
| 91.2 | Another endorsement | OFFPLS::GRAY | | Thu May 14 1992 11:04 | 6 |
| Dave Gorka's 2 hour overview was one of the most popular and highly
rated sessions at the January Manufacturing Symposium. His methods
could lead to significant SI wins for DEC in an Account Group where
management supported the methodology. His aggressive and creative
have considerable merit for solid profitable business. I support the
previous note.
|
| 91.3 | | ALOSWS::KOZAKIEWICZ | Shoes for industry | Thu May 14 1992 20:20 | 13 |
| With all due respect to Dave, his sweeping pronouncements of how we
should sell SI and what motivates customers to buy leave me wondering
if:
a. Dave has actually ever sold anything using the techniques he
espouses.
b. Albany, NY is, in reality, a suburb of the planet Pluto, thus
explaining the lack of sucess in applying said techniques to our
customer base.
Al
|
| 91.4 | Yes it works | DLOPAS::DLO22::GUSTAFSON | | Tue May 19 1992 14:32 | 8 |
| One thing Dave teaches is starting an engagement with a management
consultant that is billable no later than the second call.
I wrote the letter of engagement that had our management consultant
billable when he arrived. One of his tasks (in the workstatement) is to
write workstatements for other projects for Digital Services to deliver.
It works in Tulsa. It ought to work in Albany.
|
| 91.5 | | DENVER::DAVISGB | I'd rather be driving my Jag | Wed May 20 1992 14:03 | 12 |
| Dave also is one of the few who have begun to recognize that we run
software projects like we are designing and building a piece of
hardware. We try to predict what the final product will look like
months in advance (via functional/design spec). Change upsets our
applecart. Digital doesn't know how to manage change in a project to
our advantage. Other companies do (EDS, etc).
This is but one of the messages that Dave has.
He's right.
Gil
|