| Title: | US_SALES_SERVICE |
| Notice: | Please register in note 2; DVNs in note 31 |
| Moderator: | MCIS3::JDAIGNEAULT |
| Created: | Thu May 16 1991 |
| Last Modified: | Tue Sep 03 1996 |
| Last Successful Update: | Fri Jun 06 1997 |
| Number of topics: | 226 |
| Total number of notes: | 1486 |
=========================================================
Digital signs Interleaf Distribution Agreement
Contact: Jeff Black, EPUBS Practice DTN: 339-5760
Janet Bobb, EPUBS Practice DTN: 339-5755
or contact your 3rd Party Business Manager
Highlights
o Digital signs MIDAS agreement to resell Interleaf, Inc.'s entire
product line of Document Information Software products.
o Interleaf Inc. has market proven, high quality solutions for
every phase of the document life cycle: creation and revision;
document management; and distribution.
o Digital Sales receives full CERTS credit for Interleaf products,
training and services.
o Interleaf MIDAS agreement provides Digital with substantial
discounts on all Interleaf products and services, resulting in
high profit margins for account team.
o Interleaf is current porting to Alpha AXP.
Introduction
Interleaf Inc., headquartered in Waltham Massachusetts, has been a
market leader in Document Information software products, since
1981. The company currently has 800 employees and offices located
throughout the US and Europe. They also have training centers
located throughout the US. Currently a $125 million company,
Interleaf has been experiencing tremendous growth, with 8
successive quarters of growth in excess of 20% and has over
150,000 licenses installed worldwide.
Their product line provides high quality solutions for every phase
of the document information life cycle:
Document Creation and Revision ...... Interleaf5
Document Management ...... RDM
On-line or CD-ROM Distribution ...... WorldView
They also have Standard Generalized Markup Language (SGML)
products, bi-directional filtering technologies and a programming
language (Lisp) interface that allows for special customization.
[More details on products are provided later in this article.]
In December 1992, Digital and Interleaf Inc. signed a Master
Integrated Distribution and Services (MIDAS) Agreement which
allows Digital to resell Interleaf's entire product line and
services. The agreement is intended to drive large Systems
Integration (SI) projects and open new markets for Digital's Sales
force. The MIDAS agreement allows Digital to buy products from
Interleaf at substantial discounts and then resell them to our
accounts. The account team receives full CERTS credit for the
sale, and has products that can be sold that return a profit
margin back to Digital -- all this is available TODAY.
In order to qualify for Interleaf MIDAS discounts or quote
Interleaf part numbers, you must contact your 3rd Party Business
Manager (listed at the end of this article) and register your
opportunity.
Where would you sell Interleaf Document Information Products?
Information is everywhere today. Studies show that approximately
one billion documents are created every day in corporate America.
These documents contain information that is vital to a
Corporation. A lost document can have a severe impact to a
company, if that document contained a critical piece of data. Many
industries have government regulations requiring adherence to
certain standards, with substantial penalties for the company if
they are not in compliance.
The Process Industry has many requirements for up-to-date plant
documentation. There have been several cases over the past few
years where a plant has been shutdown until the plant maintenance
documentation is brought up to date. Document Management systems
are critical to maintain this information. With Interleaf's RDM
product to organize the information and the WorldView product to
make the information easily available on-line or on CD-ROM
distribution, you have a solution for your customer, today.
In the Aerospace market, documentation also plays a critical role.
Regulations requires that every aircraft must be accompanied by a
complex documentation set that complies with rigorous Air
Transport Association (ATA) regulations. Accuracy and ease-of-use
are critical because airline personnel rely on this documentation
to safely perform all repair and maintenance operations. For
example, Interleaf's RDM and WorldView products were just chosen
to provide Saab Aircraft AB's electronic distribution system for
delivering online ATA documentation to airlines. Using Interleaf's
WorldView technology, Saab Aircraft's documentation is converted
into the appropriate format for online viewing and delivered to
customers on a CD-ROM. It is the first and only such system to be
approved for the distribution of aircraft documentation in Sweden.
Improving documentation in the Pharmaceutical industry is becoming
one of the ways the drug companies can stay competitive.
Organizing and presenting the massive amounts of data collected
during the research cycle is critical to expediting the review
process. Creating on-line documentation for regulatory review is
the direction of the industry.
Almost any industry or enterprise has a need for document
creation, document management or on-line distribution of
information. Using Interleaf's product solutions and services from
Digital, you can provide a complete solution to your customer.
PRODUCT DESCRIPTION
Interleaf 5
One of the most powerful and popular tools for document creation
and revision, Interleaf 5 is designed for workgroups and
individuals who produce a wide range of high quality printed
materials.
Designed with full inter-operability for electronic distribution,
Interleaf 5 features:
- powerful WYSIWYG document composition
- sophisticated graphics capabilities
- standard text and graphics filters, including MacWrite,
Microsoft Word RTF, WordPerfect v4.2 and v5.1 and Opsfilt
supporting DCA RFT, DX, Generic ASCII, Multimate v3.6,
CalComp 925 & CalComp 960, MacDraw & MacDraw II (PICT &
PICT2), MacPaint v1.9.5, and TIFF v5.0 (compressed
TIFF-CCITT G-3/4, LZW, & Macintosh Packbits and
uncompressed)
- interactive equation building
- sophisticated tables
- automatic document and book assembly
- workgroup revision tracking
- chart editor
Interleaf 5 is available on the following platforms:
Digital VMS
Digital ULTRIX
MS/DOS (native)
IBM RS6000
Sun SPARCstation
HP/Apollo
Relational Document Manager (RDM)
Interleaf's Relational Document Manager provides a Document
Repository including; configuration management, secure library
services and the ability to define and manage a document workflow
through all stages of production. RDM is application-independent,
allowing users to build a unified shared library of documents and
files from multiple applications.
A complete RDM solution provides:
- Easy-to-use library services for finding and sharing
information
- Shared but controlled access to the latest documentation,
even work-in-progress, at all times
- Enforced security restrictions, such as multilevel security
check-in & check-out.
- Elimination of redundant information
- Automated tools for document workflow management
- Efficient automated revision, review and release of
documents
- Guaranteed accuracy and version integrity
- Extensible architecture, custom tailored to the user's
environment
RDM is an object-oriented information management system based on
state-of-the-art relational database management technology. RDM
provides an electronic librarian, complete with card catalogs and
check-in & check-out procedures.
RDM's configuration management capabilities allows establishment
of relationships among objects. Revision histories, bill of
materials, "where used" lists, and version control ensures using
the right information at all times.
WorldView
Combines WYSIWYG viewing with hypertext navigation and full-text
retrieval capabilities. It provides a robust, low cost
environment for online viewing and search and retrieval of
compound documents.
WorldView, Interleaf's newest document distribution product line,
is reshaping the way information can be delivered, viewed and
retrieved. WorldView users benefit from increased productivity and
information access as well as the ability to distribute
information quickly using a cost-effective solution.
WorldView allows customers to take files from a wide range of
sources and distribute them to thousands of users across a
network, or through CD-ROM or floppy diskette for use on a variety
of computers.
With the Viewer, a user can easily navigate through files and
access information using powerful hypertext and full-text
technology. Full-text retrieval allows a user to search across
volumes of documents using routines based on word, phrase,
proximity, wildcard and boolean expressions.
WorldView Press is used to reformat, compress and index files into
a read-only format for on-line viewing. The WorldView Press allows
customers to prepare their own document collections in-house.
The WorldView product line includes software, services, and tools.
A WorldView software license is purchased for each user authorized
to access WorldView files.
Standard Generalized Markup Language <SGML>
SGML provides organizations with an effective means of protecting
their investment in their information. Interleaf users are
equipped with a complete set of products and services to manage
all aspects of building a document systems solution with an SGML
backbone. This means that organizations have the full benefits of
the Interleaf publishing solution and are able to share this
information with any other SGML system.
Interleaf 5<SGML> is a WYSIWYG publishing tool which meets the
complete publishing requirements of an organization involved in
creating and publishing complex information. It is an extended
version of Interleaf 5 with embedded SGML support. This means the
customers are able to create traditional Interleaf documents or
structured SGML documents which comply with ISO 8879, using this
one product.
Interleaf 5<SGML> is a native SGML system with an embedded
context-sensitive editor. The software informs users which SGML
elements are valid at each point in the document. The SGML tags
are hidden from the user but can be easily accessed when desired.
The user can validate the structure of the document at any point
to ensure a portion or the entire document is structurally valid.
Interleaf 5 <SGML> Toolkit is a comprehensive set of tools for
creating, tailoring and implementing SGML-based systems that meet
specific applications requirements, e.g.. AECMA, J2008, and
ATA-100, etc.
CALS application
Interleaf offers a comprehensive suite of software tools which
equips organizations to meet the challenges of CALS. Interleaf
offers a flexible packaging scheme which enables customers to
purchase the appropriate capability for their particular
requirements.
The Interleaf CALS Application is the end-user environment which
enables users to import, process and export CALS documents. The
CALS Application requires Interleaf 5<SGML>.
The associated Interleaf 5 CALS Toolkit provides customers with a
do-it-yourself toolkit to create or customize CALS DTDs and tailor
the processing of the DTDs within Interleaf. The resulting
applications may then be installed on the Interleaf 5<SGML> user
environment.
Benefits
o Interleaf 5 runs on many platforms, providing Digital Account
teams with a single application solution to customer's
multi-platform environments.
o Interleaf's document system solutions allow users to automate the
entire publishing process -- from accessing information from
multiple sources, to creating and revising text and graphics, to
managing and distributing documents in hardcopy and electronic
formats.
o Interleaf is porting to the Alpha AXP platform for future
expansion and migration.
o Interleaf products can provide additional functionality to a
customer already using other document creation packages. Filters
are available for popular Word processing packages, such as MS
Word and WordPerfect. RDM can manage documents and files created
by multiple applications, whether it is text, graphics or images.
o The Interleaf MIDAS agreement allows you to provide a single
source delivery vehicle for Document Information solutions.
o Interleaf provides Digital's Sales and Support organizations with
FREE loaner software licenses for pre-sales qualified
opportunities.
Consulting Services
Interleaf Startup Services Provided by Digital Consultants
===========================================================
Digital's Information Design and Consulting (IDC) organization
leverages the experience and expertise of over 900 documentation
and training professionals to help customers implement publishing,
document management, and online documentation systems. IDC
produces the vast majority of Digital's documentation and courses.
IDC has helped Digital play a leading role in the publishing
industry with its innovative, cost-effective methods for managing
and producing documents. IDC consultants have extensive experience
implementing custom solutions for Digital customers.
IDC consultants can provide the following Interleaf startup
services:
* Business Needs Analysis
* Online Documentation Consulting (for WorldView
opportunities)
* Document Management Consulting (for RDM opportunities)
* Conversion services
* Template design and customization
* Custom training on all Interleaf products
For more information, contact DAN DUBE @MKO, DTN 264-0506.
PRICING/ORDERING INFORMATION
Interleaf products are available with multiple license agreements. The
customer can purchase by number of seats, by number of users, or using
a site license. Licensing is flexible, to adapt to the needs of your
customer.
Pricing varies depending on the type of license and platform.
Contact your 3rd Party Business Manager (listed below) for more
details.
U.S. Third Party Mgrs Area Supported DTN
WESTERN STATES:
Joanne Dion-Kendrick @WRO Santa Clara, San Francisco 521-3494
David Toperosky @SEO Northwest, Oregon, Boeing 548-8592
Gail Phillips @SEO 548-8560
EASTERN STATES:
Barbara MacKinnon @WAO New England, Boston-Sub 221-5805
Sally McGuire @WAO Boston-Metro, NY, CT 221-5181
Jane Wickert NY Financial/Banking, NJ 323-4407
Ed Debs @WAO 221-5788
CENTRAL STATES:
Kristi Boyer @ACI Chicago 474-5070
Ceil Vellier @SCA 483-4355
SOUTHERN STATES:
Gene Frantz @COP MCI, MARVA, Pennsylvania 339-5570
Dave Samsky @ALF Florida, Mid-South, Southeast 385-7240
John Scarduzio @PHH Allegheny, Phil., Carolinas 328-3035
Debbie Sine @ALF 385-2395
GOVERNMENT:
Michael Rich @FOR Civilian & Defense Agency, DOD 378-6728
Gregg Evans @IVO Southwest 535-4533
Shirley Hingston @FOR Southwest, Gulf States 378-6733
Dave Emus @CXN L.A. 523-2551
Norm Robinson @IVO L.A. 535-4231
Ralph Panella @WRO South Central 521-4174
RESOURCES:
Electronic Publishing Resource Center (EPS/RC)
Responsible for Contract Implementation and technical support
Jeff Black @COP dtn 339-5760
Janet Bobb @COP dtn 339-5755
US Software Product Marketing Contacts
Responsible for Marketing Campaigns:
KP Lyons @ALF dtn: 385-2096
Marilyn Thompson @WRO dtn: 521-3067
Interleaf Contact: (Digital Relationship Manager at Interleaf)
Brian Zanghi Outside:617-290-0710 x2121
Sales Support and Consulting Resources:
DAN DUBE @MKO, DTN 264-0506.
Interleaf Notes File
(IOSG::INTERLEAF)
==========================================================================
| T.R | Title | User | Personal Name | Date | Lines |
|---|---|---|---|---|---|
| 184.1 | 3rd party certs credit | SUBSJF::LANDRIGAN | Mon Feb 15 1993 11:43 | 8 | |
I believe your information is out-of-date. A recent communique from Steve Mahoney indicated that 3rd party business would now only net sales reps 50% certs credit, not 100% as you indicated. Can you please confirm that? thx, bl | |||||
| 184.2 | I'll send it to someone who knows more... | PUBS::DUBE | Dan Dube 264-0506 | Wed Feb 17 1993 15:02 | 5 |
Sorry, I can't confirm that. I'll forward your note to Jeff Black...he's really the one running the program. I'm only providing the resources to do the service delivery. -Dan | |||||
| 184.3 | Q3/Q4 Crediting Programs | SISDA::CHERNACK | Good documentation equals peace | Tue Feb 23 1993 16:07 | 204 |
re. .1 Hope the attached US Communications memo helps clarifies this
topic.
From: NAME: U.S. Communications
FUNC: U.S. Communications
TEL: 297-2318 <NOTIFICATION AT A1 at SALES at MRO>
Date: 05-Feb-1993
Posted-date: 05-Feb-1993
Precedence: 1
Subject: Q3/Q4 CREDITING PROGRAMS 1
To: See Below
CC: See Below
Management Notification #288 - From STEVE MAHONEY, DTN 264-5155, @MKO
==============================================================================
Recently, six FY93 Target Incentive Programs were introduced to you --
programs created to offer additional compensation opportunities and
leverage Q3 and Q4 revenues.
In addition to these incentive programs, two complementary
measurements credit programs have also been designed for the Q3/Q4
time frame. The programs -- one featuring Bonus Credits, the other
focusing on Third-party Products -- affects the crediting of specific
products and services.
Attached are the policies for both new measurements credit programs.
Please review the document and ensure you understand the programs
completely.
Q3/Q4 CREDITING PROGRAMS
As part of the overall direction for the U.S. Sales organization, two
separate programs affecting the crediting of specific products and
services are being introduced. In both programs, credits for specific
products and services are being adjusted to better align them to the
U.S. Sales goal of Q3/Q4.
These crediting programs are:
o Bonus Credits Program for orders which include:
- Line item software
- New SPS contracts
- Professional Services
o Third-party Products Program
Both programs are effective for Q3 and Q4 of FY93. Therefore, all
orders since the start of Q3 (December 27, 1992) which include these
eligible products and services will be impacted by these programs.
These programs affect measurements credits only and have no impact on
the certification process for the booking of orders (e.g., CAS, OMS,
DECdirect).
IMPLEMENTATION OF PROGRAMS:
The crediting done for both programs will be integrated into SMRS
automatically, with no impact on the normal certification process for
the booking of orders. All credits will be generated through SMRS and
automatically calculated for all orders from December 27, 1992, so
there will be no manual entering of credits. The system's crediting
enhancement is in development and will be integrated into SMRS
shortly.
No bonus credits or third-party adjustments will be seen in any
systems that handle the actual booking of orders (e.g., CAS or OMS),
only in SMRS.
Certification policies under both programs will remain unchanged from
the standard policies already in place. For example, multi-year
services orders will continue to be certed in OMS for the value of 12
months service, unless the contract is prepaid. Therefore, bonus
credits for any multi-year Professional Services orders will be
credited for the 12-month period only, unless the contract is prepaid.
These crediting programs will not be reflected in P&L reporting.
Bonus credits do not effect P&Ls. The Third-party Program credit
adjustments will impact final P&L measurement results for Account
Managers.
BONUS CREDITS PROGRAM
PROGRAM OBJECTIVE: In order to increase the focus and order rate on
selected products and services, a Bonus Credits Program is being
introduced for Q3 and Q4.
PROGRAM DESCRIPTION: All orders for line item software, new SPS
orders (there are no Bonus Credits for renewals of SPS contracts), and
Professional Services will be credited at 150% of their net
certification value. For example, a Sales Representative will receive
a measurements credit of $150 for a software license with a net dollar
value of $100 ($100 net credit value and a $50 Bonus Credit).
This program will focus on specific segmentation codes for line item
software, new SPS contracts, and Professional Services. Eligible
segmentation codes are as follows:
o Line item software -- codes 076, 077, and 078
o New SPS contracts -- codes 037 and 071
o Professional Services -- as follows:
Line of business Seg Codes
NIS 004, 014, 024, 025, 013
DCSS 005
BPS 015, 278
FMS 032
DCS 040, 041, 042, 043, 044, 059, 072
APS 045, 046, 073, 079
CT 002, 003, 920
PARTICIPATION: Those Sales Representatives who directly book orders
from their customers -- End-user, Government, Channels, and
Distribution -- are affected by this program. Sub-account goaled
Sales Representatives and all L1 and L2 Sales Managers -- Account Set
Managers (AMs), Account Group Managers (AGMg), Specialty Sales
Managers (SSM, SVM, SSG, and SGM), and all L1 and L2 Account Managers
-- are not affected by this program and will not receive incremental
measurements credit.
BASIS FOR CREDIT: Credits will be based on direct orders that are
consistent with the Sales Representative's measurement criteria --
certs for End-user and Government Sales Representatives, ships for
Channels and Distribution Sales Representatives. Credit will be
awarded for direct orders only; duplicate bonus credits for
sub-account or indirect orders will not be awarded.
CREDIT ACCRUAL: For line item software and new SPS contracts, credits
will accrue immediately to all eligible Sales Representatives.
Eligible Sales Representatives do not have to achieve DEC100 before
receiving the incremental measurements credit for line item software
and SPS contracts. These credits will count towards DEC100 and will
positively impact Sales Performance Incentive (SPI) earnings.
For Professional Services orders, Sales Representatives must have
achieved DEC100 to receive any additional credits (the additional 50%
Bonus Credit) earned through this program. Until they achieve DEC100,
Sales Representatives will receive only the actual value of the
Professional Services certification. Bonus credits for Professional
Services orders in Q3 and Q4 will be posted as part of year-end SMRS
processing to those eligible Sales Representatives who have achieved
> 100% of their Quantitative Goal.
These additional bonus credits will positively impact Sales
Performance Incentive (SPI) earnings. These additional bonus credits
do not effect the order value of programs in the previously announced
Target Incentive Programs.
Subject to the participation rules outlined above, the crediting
process that a Sales person follows normally -- personally,
joint-goaled, or splits; certs or ships -- applies to this program.
THIRD-PARTY PRODUCTS PROGRAM
PROGRAM DESCRIPTION: Under this program, orders for specific
third-party products will be credited at 50% of their net
certification value (i.e., there will be a 50% decrement of the order
value). For example, a Sales Representative who sells a third-party
product with a net dollar value of $100 will have that order
decremented 50% and will receive measurements credit of $50 only.
This program includes all third-party products certified with specific
segmentation codes -- codes 060, 065, 067, and 095. It does not
include third-party products that are embedded in fixed-price systems
integration projects.
PARTICIPATION: Any member of the Sales organization who receives
credit for these codes -- i.e., End-user, Government, Channels, and
Distribution Sales Representatives, L1 and L2 (AMs and AGMg) Sales
Managers, Account Managers, Sales Specialists and Sub-account Goaled
Representatives and their managers -- are affected by this program.
BASIS FOR CREDIT: For Account Sales Representatives, credits will be
based on direct orders that are consistent with the Sales
Representative's measurement criteria -- certs for End-user and
Government Sales Representatives, ships for Channels and Distribution
Sales Representatives. Credit impacts their direct orders only;
indirect orders (CoOp credit for Channels, Distribution or Primes
orders to End-User or Government accounts) are not impacted.
Additionally, Sales Specialists or Sales Representatives who are
Sub-account goaled and L1 and L2 managers to whom the credit rolls up
will also receive the decrement. Account P&Ls measurement results for
Account Managers will be adjusted manually at the end of the year.
Distribution: deleted
| |||||