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OS/2 Shareware BBS: 16 Announce
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1992-03-19
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IBM ANNOUNCES HELPWARE FOR PS/2 AND OS/2
On March 18, 1992, IBM announced HelpWare*, a new era of
personal computing. In this highly competitive world of personal
computers, HelpWare will be THE PS/2 DIFFERENTIATOR, offering a
wide array of service and support programs unparalleled in the
industry. End user surveys reflect that customer satisfaction in
the PC industry has declined in 1991. While prices have
significantly dropped (i.e. 386/SX down 25%), it is obvious that
low price is not the key to customer satisfaction. We're
certainly concerned with this. Our objective is to be the
undisputed leader of service and support in the industry and we
are totally committed to this goal.
No other vendor has such a vast collection of these kinds of
offerings. HelpWare continues to extend the IBM heritage of
service to our customers. IBM has always been known for our
quality hardware services. For example, we've had a 2 hour
maintenance service for years. We currently have over 50 service
and support offerings, just for PS/2 and OS/2, alone. No other
vendor can match this breadth of programs. Quite frankly, many
of our customers did not know where to go to get information
about these offerings - even our own IBM reps had difficulty
locating it. That's all changing today with our HelpWare
announcement. In addition to a host of existing service and
support offerings, we're introducing a number of new and exciting
programs which fall under the HelpWare "umbrella"; HelpCenter*,
HelpBuy*, and HelpLearn* which are highlighted below:
- HelpCenter
- The HelpCenter is just what the name implies; it's
there to help customers. It has been piloted for
several months and attained a satisfaction rating of
97%.
- It offers a 1-800 line, staffed by experienced IBMers,
who are obsessed with delighting the customer, and are
available to answer any customer or prospect question
pertaining to an IBM PS/2 or OS/2. The questions range
from where and what to buy, to technical assistance.
- The call taker will not take another call until the
customer is completely satisfied. The quality and level
of support at the HelpCenter is unequaled by any other
vendor.
- HelpBuy
- 30 Day Money Back Guarantee - We've always
guaranteed our products from a reliability and quality
standpoint. Today we're announcing what no other
PC vendor who sells through business partners
has: a 30 day money back guarantee - quibble free,
no questions asked. If our customer isn't satisfied
for any reason whatsoever, he/she may bring it back
to the place of purchase with proof of purchase, within
30 days. (Products must be obtained directly from IBM,
IBM Business Partners or Eduquest). This new and exciting
program was not part of previous disclosures or the
2/12 FTN.
- Trade-in Program - Trade-in selected IBM and competitive
personal computer products and receive credit towards a
new PS/2 system.
- IBM Credit Corp. - Enhancements to our current ICC
offerings including financing purchases from $750.
- Loan for Learning - Attractive financing rates/terms
available to college students, faculty and staff,
meeting eligibility requirements.
- HelpLearn
- IBM Licensed Education Centers - High quality PS/2 and
OS/2 education provided by certified Business Partners.
- Customer Education Business Unit - Education provided by
IBM on PS/2 products, as well as related professional,
industry and I/S management techniques.
Incorporated in our HelpWare offerings are all of our existing
PS/2 and OS/2 support programs including; SystemXtra for Personal
Systems, OS/2 Support Line, FTN, Technical Coordinator Program,
Anti Virus Services, etc. There is also a customer brochure
available (order #G326-0215-00), which highlights the key components
of HelpWare.
In addition to the press conference on March 18, HelpWare will
be backed by a national advertising campaign.
Following is a list of questions and answers for the Helpware
announcement:
GENERAL
Q: What is HelpWare?
A: HelpWare is a set of the most comprehensive service and
support offerings in the personal computing industry. The
sole objective of HelpWare is to provide total customer
satisfaction to the PS/2 end-users. An IBM trademark
program, HelpWare continues to extend IBM's heritage of
service and support with new and improved programs for
end-users.
Q: Why HelpWare? Why now?
A: We have spent the past 18 months in extensive customer
research. Surveys tell us 85 percent of end-users list
service and support as one of the most important
requirements in personal computer selection. We believe
service and support will be the brand differentiator for the
1990's -- and no one will offer as much as we will through
HelpWare.
Q: What are the components of HelpWare?
A: Today we are launching HelpWare with four main elements,
with plans to extend more offerings over time:
o HelpCenter -- a new nationwide toll-free number with
IBM staff dedicated to complete Personal System
customer satisfaction - (1-800-PS2-2227).
o HelpBuy -- financing/leasing programs and extension of
the PC trade-in program
o HelpLearn -- a new education/training program with
sites across the nation, focusing on the PS/2 end-users
o HelpWare programs -- a host of additional offerings
for Personal Systems and OS/2 customers.
HelpWare
Q: Why are you here in Atlanta?
A: This is the home of HelpCenter, the customer satisfaction
center for Personal Systems, a very important component of
HelpWare.
Also, Atlanta is home to more than 6,000 IBMers and ranks in
the top of 20 personal computer markets.
Q: Is HelpWare part of your direct or mail-order sales program?
A: We cannot speculate on what may or may not be our
distribution plans. (HelpCenter Marketing Service
Representatives will offer pre-sale information to
interested callers.)
Q: Is HelpWare a response to clones toll-free service and
support?
A: HelpWare is a response to extensive end-user research that
has indicated the demand and need for this type of service.
HelpWare is much more than toll-free telephone service. It
is a unique program in the industry offering comprehensive
programs for customer service and support. No one in the
industry has anything close to it.
Q: Is HelpWare a response to the low customer satisfaction
rankings -- such as the J.D. Power report?
A: IBM PS/2s have consistently ranked high in customer
satisfaction polls. Some polls have data collection
criteria that may skew results.
Q: How will PC users use HelpWare?
A: HelpWare will offer a host of services to the end-users or
potential users of IBM PS/2s. No matter what kind of support
a customer requires: Anti-viral service, technical support
for OS/2, or the IBM Field Television Network, we have a
HelpWare offering to meet that need.
If the end-user does not know the particular HelpWare
program he or she needs they may call the HelpCenter to get
any of their questions answered.
Q: What are the future plans for HelpWare?
A: This is just the beginning for HelpWare, we will expand and
adjust our offerings as the end-user demands. Whatever
the need of the end-user may be, we will support them
to achieve our commitment to complete customer satisfaction.
HelpBuy
Q: What is HelpBuy?
A: HelpBuy has four programs:
- 30 Day Money Back Guarantee -- quibble free return
policy.
- IBM Trade-In Program -- announced in November 1991 the
trade-in program accepts selected PCs including IBM,
Compaq, and Apple products for cash credit toward the
purchase of a PS/2. Trade-in values depend on specific
make and model.
- IBM PS/2 Loan for Learning -- eligible college
students, faculty and/or staff members may qualify
for $1,500 to $8,000 of financing toward the purchase
of a PS/2.
- PS/2 Lease program -- An IBM Credit Corporation leasing
program for customers who want any quantity of PS/2s
from one to thousands.
HelpCenter
Q: How many people work at the HelpCenter?
A: Nearly 75 people work at the Atlanta-based HelpCenter with
hundreds more IBM service and support people in Tampa,
Dallas and other sites across the country.
Q: How many callers can the HelpCenter handle a day?
A: HelpCenter is prepared to handle thousands of calls a day,
no matter what the subject matter and ensure that all
callers are satisfied with an answer.
Q: What kind of information will the HelpCenter provide?
A: HelpCenter will answer any question related to any Personal
System product. The HelpCenter will find the appropriate
information -- technical, marketing, or service to ensure
customer satisfaction.
Q: Is the HelpCenter the single clearing-house number for IBM
(Personal Systems)?
A: Most end-users will likely be aware of their specific needs,
and may reach the appropriate IBM function directly. If
however, they are uncertain where to call, then the
HelpCenter will be there to answer their questions.
Q: Will users get technical support? What about service/repair
and support?
A: Various HelpWare programs will offer technical service and
support and those programs are listed in the HelpWare
brochure. HelpCenter operators will ensure those callers
requesting technical service will receive a solution to
their particular problem by taking ownership of the call
until the customer is satisfied. Even if that necessitates
that the Marketing Support Representative contact other
appropriate functions within IBM.
Q: Who do you expect to call the HelpCenter?
A: We expect a wide range of callers each with their own needs.
From the novice to the expert in personal computing,
whatever their requests, we intend to achieve complete
customer satisfaction.
Q: Is this an end-run around the dealers?
A: Not at all. In fact, the dealers we've consulted on
HelpWare are very enthusiastic about all the programs. They
tell us it will support and complement their efforts in
service and support and ultimately lead to more satisfied
customers.
Q: How will MIS react to this? Doesn't this undermine their
efforts?
A: No, not at all. MIS see this as a value add to the IBM PS/2
line that complements their efforts.
Q: What's IBM warranty? How do you compete with clones that
have three-year warranty?
A: IBM has a one-year manufacturers warranty on all parts.
Many of our dealers offer extended warranty programs. With
the quality of our PS/2 line and the addition of all the
HelpWare services, we believe we compare favorably with
anyone in the industry.
Q: Will IBM offer direct on-site service/technical support?
A: Specific HelpWare programs will offer on-site technical
support 24 hours a day, 7 days a week.
Q: Will IBM offer preconfigured, preloaded software through
HelpCenter?
A: No.
Q: Dell recently announced (2/3/92) a two-hour on site service
plan, does IBM have any similar plans?
A: I can't speak to specific competitor plans. IBM offers many
plans to suit the needs of our customers either direct or
through the customers' dealers.
Q: Several clone-makers offer 24 hour, seven day a week
service. Why is IBM offering only 9-5 service?
A: We have not found an overwhelming need for telephone support
beyond normal working hours. However, if a clear need
from end-users is demonstrated, we would consider
flexibility in our hours.
HelpLearn
Q: What is HelpLearn?
A: HelpLearn is a new end-user education and training program
provided by IBM Licensed Education Centers, through our IBM
Business Partners. In addition, IBM will also continue to
offer IBM education courses to end-users at our existing
IBM customers locations.
Q: Where are HelpLearn Centers?
A: IBM Licensed education centers have been piloted nationwide:
Currently there are 11 centers: Atlanta, Edison, N.J., Troy,
Mich., Indianapolis, Ind., Canton, Mass., Hartford, Conn.,
Chicago, Ill., Plymouth, Minn., Cincinnati, Ohio, Exton,
Penn. and Lancaster, Penn. But this is just a beginning;
IBM plans to roll out nearly 200 by year end.
Q: Does IBM own these centers? If not who does?
A: No, these are licensed centers owned by our Business
Partners -- IBM sets and approves the course content and
instructors and continually surveys for customer
satisfaction.
Q: Do you have dealer/education center owner names?
A: JWP, MicroAge, Valcom, Fourth Wave Technologies, The Future
Now -- are some of the pilot participants in the licensed
education centers.
Q: Who will take these courses? Who are these courses intended
for?
A: Anyone from novice to experienced users will take courses.
We expect a focus on OS/2 after general availability this
spring with introduction courses to networking integration
offerings.
* IBM, Personal System/2 and PS/2; HelpWare, HelpBuy and
HelpLearn are registered trademarks of the International
Business Machines Corporation.
6/18/92