Digital Equipment Corporation

This document, titled 'Digital Equipment Corporation Sales Plan' and dated February 6, 1963, serves as a formal documentation of DEC's marketing strategy, principles, and philosophy. It outlines several key assumptions, including an annual growth rate of approximately 30%, a focus on self-financing, and an emphasis on developing products using in-house engineering capabilities. The plan stresses the importance of profitability, a preference for 'carriage trade' market sectors that prioritize quality and performance over price, and a commitment to long-term customer loyalty. It also identifies specific market areas for evaluation and details plans for personnel expansion and the establishment of new branch offices to support the company's growth.