TitleTimesharing and Remote Processing Services Meeting Session #3: Marketing and Sales: Initial Market Opportunities
|Bayles, Dick, participant|
|Belvin, Frank, participant|
|Brook, Chris, participant|
|Crandall, Rick, participant|
|Grad, Burt, moderator|
|Haigh, Thomas, historian|
|Hardy, Ann, participant|
|Humphries, Mike, participant|
|Jerger, Doug, SI SIG member|
|Johnson, Luanne, SI SIG co-chair; editor|
|McDonald, Chris, historian|
|Myers, Gary, participant|
|Orenstein, Dick, participant|
|Rawlings, Nicholas, participant|
|Ross, Ken, participant|
|Schmidt, Dave, participant|
|Stein, Jeffery, participant|
|Wyman, Mike, participant|
PublisherComputer History Museum
Place of PublicationMountain View, California
Copyright HolderComputer History Museum
DescriptionThe participants in this session described how each of the TS/RPS companies tackled specific markets and presented its capabilities so as to get customers to use this new service and to win against their competitors. Topics covered include:
• What were the economics of timesharing and remote processing services versus in-house operations?
• Who were the first customers and why did they use these services?
• What were the in-house MIS practices which opened the door to the use of outside services?
• What were the particular language compilers, applications and usages which were most likely to make a sale?
• Was there a formal marketing organization and, if so, what functions did it perform?
• How were sales organized and how were sales representatives compensated?
• What were the most serious marketing and sales challenges and how were they overcome?
• Who were the primary competitors?