Competitive Update - Volume 6 Number 5

This document is a "Competitive Update" publication from Digital Equipment Corporation (DEC), dated November 10, 1986. It is an internal sales and marketing tool intended to help DEC personnel understand and compete against key industry rivals.

The document features four primary analytical sections:

1. Burroughs/Sperry Merger: Analyzes the strategic implications of the merger, noting that while the two companies aim to become a stronger alternative to IBM, their incompatible product lines and operating systems pose significant integration challenges.
2. Computer-Aided Software Engineering (CASE): Positions DEC’s VAXset environment and VAXstation family as superior to offerings from Apollo and Sun Microsystems, emphasizing Digital's integrated tools and broader language compiler support.
3. Alliant, Convex, and Sequent: Examines these "minisupercomputer" startups. It argues that while these vendors target scientific niche markets with high peak-performance claims, their systems are often difficult to optimize, possess limited product sets, and lack the integrated networking, support, and software stability offered by Digital.
4. Data General (DG): Discusses the decline of Data General’s market position, specifically critiquing the MV/7800. It suggests that DG’s lack of a strong installed base, weak networking, and poor upgrade paths provide DEC with a competitive advantage.
5. AT&T and ISDN: Critiques AT&T’s "Information Systems Architecture" (ISA) and their push into ISDN. The document characterizes AT&T’s approach as a marketing concept rather than a true architecture, arguing that their hardware/software solutions lack integration and that their PBX-centric strategy is not an ideal fit for users needing robust data processing.

Additionally, the document includes a program update regarding Digital's new "Application Center for Technology" (ACT) facilities, which are designed to demonstrate integrated solutions to customers.