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Text File  |  1993-01-29  |  4KB  |  64 lines
  1. DEC Table of Contents
  2.  
  3. What's new                                                            1
  4. Corporate overview                                                    2
  5. Key executives                                                        2
  6. Financials                                                            3
  7. Sales strategies                                                      4
  8. Major marketing programs and sales tactics                            4
  9. Strategic goals/major claims                                          6
  10. DEC software strategies                                               7
  11. System positioning                                                   15
  12. Competitive performance positioning                                  15
  13. Competitive sales strategy                                           23
  14. HP versus DEC strengths and weaknesses                               24
  15. Selling HP strengths                                                 25
  16. Handling objections                                                  31
  17. Quotes                                                               41
  18.  
  19. Figures
  20. DEC financials                                                        3
  21. DEC's integrated software environment                                 7
  22. NAS server products                                                   8
  23. Low-end systems performance positioning                              15
  24. High-end systems performance positioning                             15
  25. HP 3000 performance positioning                                      16
  26.  
  27. Appendix
  28. Alpha AXP systems comparison chart                                    1
  29. VAX systems comparison chart                                          2
  30. DECsystems comparison chart                                           6
  31. Entry-level grayscale system comparisons                              7
  32. Mid-range desktop system comparisons                                  8
  33. High-performance desktop system comparisons                           9
  34. High-performance expandable system comparisons                       10
  35. DECstation graphics comparisons                                      11
  36. PA7100 versus EV4 Alpha chip comparison                              14
  37. VAXcluster configuration overview                                    19
  38. NetBase clustering solution for the HP 3000                          26
  39. RISC architecture overview and competitive comparison                36
  40. Cost of ownership comparisons                                        41
  41.  
  42. Appendix Figures
  43. NAS 200 contents                                                     12
  44. NAS 300 contents                                                     12
  45. NAS 400 contents                                                     13
  46. NAS 250 runtime client package contents                              13
  47. Ethernet-based VAXcluster system                                     20
  48. DSSI VAXcluster system                                               21
  49. CI VAXcluster system                                                 22
  50. FDDI VAXcluster system                                               23
  51. Shared disk farm configuration                                       29
  52. NetBase transparent database access                                  30
  53. Cost of ownership comparisons                                        43
  54.  
  55. Support
  56. Service mission target market                                         1
  57. Service offerings                                                     2
  58. Service delivery                                                      4
  59.  
  60. From Selling Against the Competition Competitive Binder, 5091-6465E,
  61. 9301
  62. Associated files:  dectoc.doc
  63. DEC Table of Contents
  64.