820906 Office Systems

This document, an internal "Competitive Update" from Digital Equipment Corporation (DEC) dated September 6, 1982, provides a detailed competitive analysis of Digital's office systems, primarily ALL-IN-1, against major rivals, specifically IBM's PROFS and Wang's ALLIANCE.

Key Takeaways:

1. Overall Digital Positioning: Digital asserts it is winning against Wang and IBM in office automation sales, offering "more functionality" at a "lower cost per terminal," with superior ease of use, integration, and a more comprehensive product strategy across personal, departmental, and corporate needs.

2. Digital ALL-IN-1 vs. IBM PROFS:

   • ALL-IN-1 Strengths: Offers significantly more functions than PROFS (86% vs 56% feature match), including Computer-Based Instruction (CBI) for easy learning, user-controlled document folders, a full-screen word-wrapping editor with a "good human interface," professional word processing usable by all office workers with a consistent interface (DECmail, DECmate, DECword), integration with standalone Digital word processors, ability to embed data from query/graphics/calculators into documents, and automatic meeting scheduling with better privacy. It is flexible and customizable.
   • PROFS Weaknesses: Requires multiple expensive IBM program products. Its operating system (VM/CMS) is not mainstream, lacks basic file/record sharing, and has performance issues. Its editor (XEDIT) is complex, does not support full-screen editing or word-wrapping, and is deemed "hard to use" for busy professionals and secretaries. Its communication system (RSCS) is old (BISYNC only) and not integrated with IBM's SNA. Its 3270 terminals are expensive, polled, and lack the necessary interactive user interface. Meeting scheduling is manual and can lead to privacy violations.

3. Digital ALL-IN-1 vs. Wang ALLIANCE:

   • ALL-IN-1 Strengths: Offers substantially higher functionality (86% vs 56% for VS ALLIANCE, 39% for ALLIANCE 250). It is also more cost-effective per terminal, especially when combined with DECmates or VT100s. Digital's DECmates offer 20-30% lower cost with high functionality, CPU redundancy, and document privacy. ALL-IN-1 boasts strong networking capabilities, robust data processing, and superior integration.
   • Wang ALLIANCE Weaknesses: It is not fully deliverable or integrated (VS ALLIANCE announced for Dec 1982 but delivery date "too optimistic," ALLIANCE 250 not shipping in volume). It is functionally limited compared to ALL-IN-1, particularly in areas like automatic meeting scheduling, database/filing capabilities, graphics, and communications (Wang's Mailway is batch-oriented, networking is disjointed). Its voice messaging is expensive and not yet fully integrated. Wang's personal computers are generally higher priced and less functional than Digital's. ALLIANCE also lacks flexibility for user-created menus and has limited software support in the field.

4. IBM Series/1 Analysis:

   • Deficiencies: The Series/1's EDX operating system is described as "deficient" and "outdated," lacking dynamic file extending, dynamic memory allocation, true multi-tasking, adequate security (easily broken), and a good user interface. Its screen editor ($FSEDIT) is limited. There is no clear upward migration path for applications. Data query and robust backup capabilities are poor.
   • IBM's Selling Points: IBM primarily sells the Series/1 based on its brand name and extensive communications/networking capabilities, despite its software limitations.

Competitive Strategy for Digital: The document advises Digital sales representatives to stress ALL-IN-1's ease of use (CBI, intuitive editors), superior functionality (automatic scheduling, integrated data access), cost-effectiveness, and proven track record with installed bases. It recommends aggressive demonstrations that highlight Digital's strengths where competitors are weak, emphasizing that Digital delivers a complete, integrated office automation solution that is available today.