Digital Equipment Corporation Partners with Microsoft and Lotus for Volume Purchasing and Upgrade Programs

Digital Equipment Corporation has announced its participation in both the Microsoft and Lotus volume purchasing and upgrade programs, enhancing its capability to provide large corporate users with a cost-effective and flexible way to make volume purchases of industry-leading software. This partnership is part of Digital's Software Utility program, which aims to help customers leverage their software budgets and achieve the most efficient use of their staff and software assets throughout the software life cycle. Digital's agreements with Microsoft and Lotus will give customers access to attractive volume-based pricing with Digital's proven software management experience and expertise.

Key Takeaways:

• Digital Equipment Corporation has partnered with Microsoft and Lotus to participate in their volume purchasing and upgrade programs, known as "Select" and "Passport" respectively.
• The partnership aims to provide large corporate users with a cost-effective and flexible way to make volume purchases of industry-leading software.
• Digital's Software Utility program includes three components: Software Acquisition Programs, Asset Management offerings, and Support Service.
• Digital's 10-year record of serving customers' increasingly complex support needs, combined with Microsoft Select's strategy to help customers efficiently acquire all the software they need, positions Digital as an ideal partner to participate in the Select program.
• Lotus is committing to supporting customers' enterprises on a worldwide basis, and Digital's experience in working with Lotus products will bring high-quality service and support to customers regardless of their geographical composition.
• Analysts estimate that the direct and "hidden" software support and maintenance costs users incur over the life of their PCs can run into the tens of millions of dollars for large corporations over a five-year period.
• The partnership will allow customers to leverage their savings by buying software for their entire global organization, saving on administrative costs and reducing distribution costs.
• Both the Microsoft Select and Lotus Passport programs include a variety of licensing and maintenance options, available now to customers in 25 countries, but will be expanded by Digital over the next year.
• The programs can be purchased directly through Digital, with costs varying depending on program options and volumes selected.

Statistics:

• 10 years: Digital Equipment Corporation's record of serving customers' increasingly complex support needs.
• $10s of millions: Estimated direct and "hidden" software support and maintenance costs users incur over the life of their PCs for large corporations over a five-year period.
• 25 countries: Availability of the Microsoft Select and Lotus Passport programs.
• 5 years: Timeframe in which analysts estimate large corporations incur tens of millions of dollars in direct and "hidden" software support and maintenance costs.

Sources:

• "Digital Equipment Corporation Announces Participation in Both Microsoft and Lotus Volume Purchasing and Upgrade Programs," Digital Equipment Corporation, February 3, 1995.
• "Microsoft Select Group Marketing Manager Eliza Ward Statement," Microsoft Corporation.
• "Lotus Senior Vice President of Worldwide Sales and Marketing Bob Weiler Statement," Lotus Development Corporation.
• "Digital Vice President of Worldwide Multivendor Customer Services John Rando Statement," Digital Equipment Corporation.