DEC, which finally gave up on trying to make it with its own personal computers at the Rainbow’s end, now reckons that it can perhaps make more money out of the things by supporting and servicing them, and in has introduced a series of new services (CI No 1,202). On the service side, a range of four new Desktop Service Solutions, which will be offered worldwide. These include an integration service covering local area networks from the likes of Novell Inc and 3Com Corp as well as its own, with prices from $100 per installation up. The company will also offer software advisory support and maintenance. The US-based Distribution Programme will consist of a product-specific advertising campaign, sales tools and training materials for DEC’s Authorised Distributors, which range from those with national coverage to those with regional or local coverage, and represent local network market segments that industry specialists have identified as the fastest growth areas. The company is also adding Toshiba Corp, Tokyo to its Strategic Vendor Alliance with an agreement under which specific models of Toshiba’s lap-top personal computers will be certified as compatible with Digital’s Network Application Support programme. DEC already has similar arrangements with Compaq Computer, Tandy, Olivetti and other major manufacturers.
