Apparently-To: dectei-l@ubvm.bitnet
Newsgroups: bit.listserv.dectei-l
Date:         Mon, 4 Jan 1993 11:55:10 PST
              <DECTEI-L@UBVM.BITNET>
From:         ELLEN MINTER * 297-2461 * EDUCATION MARKETING
              <minter@MR4DEC.ENET.DEC.COM>
Subject:      RESEND - DECUS Presentation 1

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

                                        Date:      EST
                                        From:     Ellen Minter @MRO
                                                  MINTER.ELLEN
                                        Dept:     Worldwide Education IBU
                                        Tel No:   297-2461

TO:  Remote Addressee                     ( _decwrl::"dectei-l%ubvm.bitnet" )


Subject: RESEND - DECUS Presentation

Sorry, the message bounced back from the gateway.

Regards,
Ellen




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

                                        Date:     21-Dec-1992 07:59am EST
                                        From:     Ellen Minter @MRO
                                                  MINTER.ELLEN
                                        Dept:     Worldwide Education IBU
                                        Tel No:   297-2461

TO:  Remote Addressee                     ( _decwrl::"dectei-l%ubvm.bitnet" )


Subject: TEI Presentation Slides from U.S. DECUS 12/92
 1

DECTEI-L,

The following are my slides from the TEI presentation at U.S. DECUS.  I will
follow the slides with a summary of the rogram announcement of the new CSLG and
ESL Programs that will be announced formally in January with implementation in
July.  Please note that this is a U.S. presentation and only applies to the
TEI programs in the U.S.

Happy Holidays!
Ellen Minter


The Education Initiative - DECUS - December 9, 1992



THE EDUCATION INITIATIVE


TEI

Ellen Minter
Worldwide Education Business Group




THE EDUCATION INITIATIVE

Introduced in 1988

Commitment to Education

Market Share

Listen to Customers

Reduce Costs and Reduce Prices

Partnership Programs

Choices

Competitive Business Practices and Policies






THE EDUCATION INITIATIVE

ACCOMPLISHMENTS

o o   Competitive Programs and Business Practices

o o   Over 1500 Schools using $850M in software

o o   Granted over $23B in software

o o   Heart Share not Market Share





THE EDUCATION INITIATIVE

GOALS FOR EVOLVING TEI FOR THE FUTURE:

o o   Simplify for Customer

o o   Simplify for Digital

o o   Choices

o o   Automate

o o   Channels

o o   Competitive




The Campuswide Software License Grant Program (CSLG)

o o   Annually grants license and RTNV 400 Products

    Contracts, Management Plans, Renewals, Reports

o o   Almost 1000 contracts

o o   Over 1500 schools

o o   FY92 granted over $850M; potential $23B





Campuswide Software License Grant Program Issues

o o   Profitability

o o   Contract negotiations and renewals

o o   Customer Resources

o o   Digital Resources

o o   Customer perception

o o   More than competitive

o o   Heart Share






CSLG Goals for New Program

o o   Charge for VALUE
o o   Profitable
o o   Competitive
o o   Simplify CSLG Business Rules
    Replaces: CSLG Agreement, CSLG Management Plan
o o   Annual CSLG Survey
    Replaces: CSLG Semiannual Reports
o o   Allow "personal" use on "personal" systems
o o   Flexibility
    Portfolios updated Quarterly
o o   Allow VMS flexibility and upgrading
o o   Announce in January for July 93 Implementation






SCHOOLWIDE SOFTWARE PROGRAM

EDUCATION VMS PORTFOLIO:

         VMS, OpenVMS, HP, SUN, DOS

EDUCATION OSF PORTFOLIO:

         ULTRIX, OSF/1, HP, SUN, DOS

EDUCATION NT PORTFOLIO:

         NT, HP, SUN, DOS

Purchase minimum of one portfolio per year:

    Each Education Portfolio                                $

Membership Fees:

    Workstations and PC'S                                   $
    Systems and Servers                                     $




CAMPUSWIDE SOFTWARE PROGRAM

o o   Annual Licenses and Rights to New Versions

o o   Centralized Technical Software Support - 3 or 6 contacts

o o   Access to Digital's Software Information Network

o o   Pricing:  A system = VAX, RISC, SUN, HP, (10) PC's

o o   Two levels of support

    Operating Systems, System Integrated, Network and User Interface Products

    Layered Products




CAMPUSWIDE SOFTWARE PROGRAM PRICING STRUCTURE

Annual Membership Fees:
    1-25 Systems                                              $
    26-100 Systems                                            $
    101+ Systems                                              $
    Statewide or Systemwide                                   $

Education Software Portfolios
    OpenVMS, OSF/ULTRIX, NT                                   $

Optional Layered Product Support
    1-25 Systems                                              $
    26-100 Systems                                            $
    101+ Systems                                              $
    Statewide or Systemwide

Optional Support Contact (unlimited)                      $2400





CSLG Grants

California State University                                      $177,493,900
Colorado Community Colleges                                        $6,471,200
Iowa State University                                             $14,755,280
Mohawk Valley Comm. College                                       $19,890,900
University of California, Davis                                   $21,370,000
Saddleback CC District                                             $4,718,000
Anchorage School District                                            $919,100
Idaho Falls School District #9                                       $712,690
Neshaminy School District                                            $494,000




CSLG Partner Program

o o   Campuswide Licenses for Royalty Products

o o   Prerequisite CSLG Portfolio

    CSLG All-in-1                                                $700

    CSLG WPS+                                                    $400

    CSLG Grammar Checker                                         $200

    CSLG DECwrite                                                $600

    CSLG DECpresent                                              $500

o o   NO CSLG Partner Licenses for: C++, VMS DECwindows Motif, Pathworks





EDUCATION SOFTWARE LIBRARY

o o   Centralized Technical Software Support - 3 Contacts

o o   Access to Digital's Software Information Network

o o   Pricing: A system = VAX, RISC, PC, SUN using CSLG Software

    1-25 Systems                                            $13,920
    26-100 Systems                                          $20,400
    101 + Systems                                           $30,324

o o   Optional Additional Contacts $2400

o o   Customize with Commercial Services





CAMPUS SERVICE AGREEMENT

Compliments our existing maintenance offerings by providing an integrated,
cost-effective self-maintenance program

Monthly Fee:

    Diagnostics
    Documentation
    Board Repair
    Field Change Orders
    Customer Support Center Access
    Service Delivery Tools

Additional Options:

    Spare Parts
    Training
    Backup Support




TEI GRANT PROGRAM

o o   TEI Desktop Price List

o o   Education Grant 13%

o o   Education Market Basket 50%

o o   Self Paced Instruction 35%

o o   Digital Press 30%

o o   TEI DECdirect Add-ons 30%

o o   DESKtop Direct 9%




TEI GRANT PROGRAM TO EDUCATION PRICING PROGRAM

GOALS FOR EDUCATION PRICING PROGRAM:

o o   Simplify!!!

o o   Automate

o o   Channels

o o   Reduce Costs and Resources

o o   Flexibility

o o   Competitive




EDUCATION PRICING PROGRAM

o o   Education Price vs. % Discount Off

o o   Education Pricing Program

o o   "Education Pricing" within Digital's Pricing Program

o o   Automated Pricing

o o   TEI Desktop Price List

o o   Education Pricing Committee




EDUCATION PRICING PROGRAM

o o   Implementation November

o o   Automate and simplify "Education Pricing"

o o   Future automation of TEI Desktop Price List

o o   Simplify buying process

o o   Lower purchasing costs

o o   Optimize channels

o o   Competitive Pricing

o o   Flexibility





EDUCATION PRICING PROGRAM PHASE 1

o o   Education Grant 13% CANCELLED

o o   TEI Desktop Price List

o o   DBA or 10% on Discountable

o o   7% on Non-discountable

o o   Education Pricing
    Desktop Direct
    DECdirect
    End-User

o o   50% Licenses, 35% Courseware, 30% Digital Press, H-kits, SW CDROMs, SW
    Documentation






TEI Customer Support

o o   TEI Hotline

o o   BITNET Conference

    DECTEI-L@UBVM.BITNET

o o   TEI Customer Guide

o o   DECNEWS Newsletter




TEI FUTURES

o o   Internet Electronic Store

o o   900 Software Support

o o   Surveys

o o   Digital's Software Information Network - DSIN - Internet
Comments: Gated by NETNEWS@AUVM.AMERICAN.EDU