Conference ilbbak::us_sales_service

175.0. "Operation Upside and Program Sigma" by FSOA::KCHERNACK (Unmanaged data will never be info) Tue Dec 29 1992 15:00

                  I N T E R O F F I C E   M E M O R A N D U M

                                        Date:     29-Dec-1992 02:11pm EDT
                                        From:     U.S. Communications
                                                  NOTIFICATION AT A1 at SALES at MRO
                                        Dept:     U.S. Communications
                                        Tel No:   297-2318

TO: See Below
 
Subject: OPERATION UPSIDE AND PROGRAM SIGMA!!!                                  

Management Notification #267
==============================================================================
    
                     Announcing Operation Upside
                        and Program Sigma!!!
    
    
    Operation Upside is the overarching campaign designed to help 
    U.S. personnel achieve our U.S. Revenue and Profitability 
    goals for second half FY93.
    
    Operation Upside will integrate all our marketing and sales 
    efforts.  It is designed to build momentum and enthusiasm for 
    achieving our challenging Product, Services, and Profit 
    goals.
    
    Operation Upside will encompass the continued roll out of the 
    existing Six Integrated U.S. Campaigns.
    
	 o	Alpha Campaign
	 o	Existing Customer Campaign
	 o	New Account Development Campaign
	 o	Repeatable Industry Solution Campaign
	 o	Emerging Technologies Campaign
	 o	Computer Downsizing Campaign

    In addition, today we are announcing Program Sigma.  The 
    intent of this program is to enlist the support and strengths 
    of all our people -- headquarters, field, corporate -- in 
    achieving the U.S. goals. Program Sigma, a new component 
    under Operation Upside, offers you a way to submit your 
    revenue generation ideas to territory management across the 
    U.S. for their review, support and execution.
    
    U.S. Marketing, the field-based Business Development 
    Managers, and all the resources available to the U.S. Team 
    are committed to Operation Upside.  
    
    The goal of Operation Upside is our mutual success in '93.  
    An aggressive communications plan will be launched to build 
    enthusiasm and focus all our efforts on profitable growth.  
    
    Attached are instructions for submitting your revenue 
    generating proposals through Program Sigma.
        
    Good Selling and Success in 1993! 
        
    Best Regards, 


                      PROGRAM SIGMA INSTRUCTIONS 
    
    PROGRAM SIGMA is simple.  Our goal is to be quick, direct and 
    to remove any obstacles in the way of our success!  Don't 
    restrict your thinking.  Good ideas will be approved and 
    funded based on their impact to U.S. profitability. 
    
    In order to participate in PROGRAM SIGMA, follow the four 
    steps outlined below: 
    
    1.  Send your PROGRAM SIGMA idea to your Organization's 
    Manager (Tom Colatosti @OFO, Al Hall @COP, Frank Bowden @SCA, 
    Cecil Dye @WRO, or Jack MacKeen @MRO). 
    
    In order to qualify for PROGRAM SIGMA, your idea should 
    impact a minimum of $1 million revenue and should be focused 
    on results in Q3/Q4 of this fiscal year.  An easy to use, one 
    page form is attached for your submission. 
    
    A team on each of your manager's staffs, made up of business 
    development, sales management and finance will review your 
    proposal, run a simple financial return analysis, and provide 
    you with a response within two working days of your 
    submission. 
        
    2.  Approved programs will be sent by the ATM team to 
    Headquarters where they will be reviewed to insure that there 
    is no duplication or conflict with existing or planned 
    customer focused initiatives from U.S. Marketing, Services 
    Marketing or the Industry Business Units. 
    
    3.  Approved programs will be executed by the approving Field 
    organizations.
    
    4.  Approved programs will be shared across all Business     
    Units in the U.S. 


                       FY93 REVENUE ENHANCEMENT PROPOSAL
                   (Send to your Local Business Unit Manager)
    
    
    
        YOUR NAME: 
    
    	YOUR DTN AND NODE:			U.S. TERRITORY (circle) 
    
    						East, South, Central, West,
    						ADEG 
         
        PLAN/PROPOSAL CONCEPT TITLE: 
    
    	     
         
         
    	ONE PARAGRAPH DESCRIPTION: 
        
     
         
        
    
    	OBJECTIVE OF PLAN/PROPOSAL: 
    
    
        
    	RESOURCES REQUIRED FOR EXECUTION: 
       
        
    	 
        RESPONSIBLE PERSON OR TEAM: 
    
         
    
    	MEASURABLE OUTCOME: 
         
                 
       (Product Type, Certs, Revenue, Services Revenue, etc.) 
    
    	PLEASE PROVIDE ENOUGH INFORMATION FOR A BASIC FINANCIAL ANALYSIS) 
    
        MILESTONES/CHECKPOINTS: 		(DATES WHERE APPLICABLE) 
         
    	1. 
        
    	2. 
        
    	3. 
        
    	ETC. 
         	    
     
    	HOW DOES THIS PROPOSAL QUALIFY AS INCREMENTAL COMMITMENT?: