As indicated on Monday (CI No 2,338), Digital Equipment Corp plans a reorganisation of its sales and marketing, adding that the plan should be announced within two weeks, but it insists that the reorganisation will be minimal, and is is still evolving… we’re in the midst of planning, it told Reuter. The changes are characterised as the second step in a plan begun a year ago, and involves providing putting more sales and marketing muscle behind DEC products. DEC will organise sales and marketing teams behind company products by industry groups, with aerospace and pharmaceuticals being key targets. Earlier, the Wall Street Journal suggested that the reorganisation would reduce the influence of four top executives that run groups organised around major customer industries such as banking and finance, and would reassign five to run new units based on DEC products, with the new strategic business units reporting directly to Ed Lucente.
