CONTACTS 
0201 - Digital Equipment Corporation      415 882 3600 fax or 800...
020101 - Mr. Merrill Malvini Jr.
020102 - Sales Executive =415 882 3592 car 415 269 0733
020103 - Multivendor Customer Service Sales

SUBJECTS
SDS Marketing, Perceived Value
Developing Leads
Management productivity & Teamwork
Subject Index, 910906
Contacts Data Base

0807 -    ..
0808 - Summary/Objective
0809 -
080901 - Set tennis for tomorrow at 1400.
080902 -
080903 - Discussed the E-Mail system Merril is using at Digital and set a
080904 - meeting tomorrow at 1000 for me to see how it works.
080905 -
080906 -
0810 -
0811 -
0812 - Discussion
0813 -
081301 - I asked Merril for his opinion on the advantages of the automated
081302 - management support available for his sales work at Digital Equipment.
081303 -
081304 - He said the main tool he uses along these lines is an E-Mail system,
081305 - which now has about 2,500 documents he generated for 1993.  Merril
081306 - said some of his colleagues feel DE's system is "outdated", but he has
081307 - found it a big improvement relative to his prior job with Intelogic
081308 - Trace.
081309 -
081310 - Merril says he saves a lot of time by being able to generate internal
081311 - memos and letters over the E-Mail system.  Formerly he had to draft
081312 - the document, give it to a secretary for typing or wordprocessing,
081313 - then proof it.  Now he can write it directly, and it is automatically
081314 - addressed.  He can store it for retrieval under a contact name or a
081315 - "subject."
081316 -
081317 -     This sounds like he is a candidate for SDS.
081318 -
081319 - To research "customer perceived value" and develop SDS produce scope,
081320 - I would like to see:
081321 -
081322 -                 •   Subject indexing system.
081323 -                 •   Retrieval procedures and speed.
081324 -                 •   Document log format and features
081325 -                 •   How is follow up handled?
081326 -
081327 -
081328 - Merril agreed to meet tomorrow at 1000 in his office.
081329 -
081330 - We have to go to the 6th floor and ring the last four digits of his
081331 - phone number, to get into his office.
081332 -
081333 -                      3592
081334 -
081335 -
081336 -
0814 -