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Subject:
From:
Jeff Burns <[log in to unmask]>
Reply To:
Jeff Burns <[log in to unmask]>
Date:
Tue, 15 Dec 1998 10:50:01 -0500
Content-Type:
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Tucker,

This looks really good to me.

I just read an interesting article that said the best marketing
campaigns answer customers' questions in the order they ask them until
all their questions have been answered satisfactorily.  This is a
process that removes barriers to sale.

Of course, most of the time one cannot do this in a single
communication piece.  It takes several messages and lots of
repetition.

I think the ARA draft answers several customer questions effectively.

The questions I think that might remain with a customer include:

Is Ada difficult to learn?

Am I going to be able to find engineers who know Ada?

Will it be difficult to cross-train our current engineers?

Am I going to have problems maintaining Ada code?

Also, there is a perception among some people that Ada is a dead DOD
language and this will be tough to overcome.  Their question may be:
am I betting my career on a declining language?  It may take answering
this with testimonials from managers who made the tough choice to go
with Ada, succeeded, and it helped advance their careers.

Again, I realize you can't answer every question in a single flyer.

---

You guys are doing a great job gleaning the various view points and
suggestions we've all been throwing around.

Jeff

-----------------------------
Jeff Burns, Director of Marketing
GrammaTech, Inc.
One Hopkins Place
Ithaca, NY  14850
ph: 607-273-7340
fax: 607-273-8752
e-mail:  [log in to unmask]
www:  http://www.grammatech.com
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