CONTACTS 
0201 - IBM Desktop Software Mrktg         415 545 2000 fax or 800...
020101 - Ms. Cindy Wight; Marketing Specialist for N. Calif. =415 545 4015
020102 - Desktop Software Marketing

SUBJECTS
Franchising/licensing
Sales discussions
Demonstrations
Trial Installations
Lotus Notes & IBM, 910625

0807 -    ..
0808 - Summary/Objective
0809 -
080901 - Followed up call at ref SDS 11 line 50, and letter at ref DIP 3 line
080902 - 35.
080903 -
080904 - Cindy affirmed her opinion that SDS provides very useful management
080905 - features which Lotus Notes does not offer and which IBM's existing
080906 - management tools are unable to accomplish.  She feels SDS should be
080907 - tried to evaluate effectiveness, but she needs approval from IBM
080908 - senior management to do this.  For now she wants to continue trying
080909 - to apply Lotus Notes, since that is already approved by IBM.
080910 -
080911 - Follow Up
080912 -
080913 - I will call back in a month or so to hear about Cindy's progress on
080914 - improving productivity with Lotus Notes and other IBM tools, for her
080915 - marketing group.
080916 -
080917 -
080918 -
0810 -
0811 -
0812 - ë0C75 Discussion
0813 -
081301 - Cindy apologized for not returning prior phone calls, ref SDS 5 line
081302 - 39 to ref SDS 11 line 50, and responding to correspondence, ref DIP 2
081303 - line 33 and ref DIP 3 line 35.
081304 -
081305 -
081306 -  ..
081307 - SDS Evaluation Report to Judy
081308 -
081309 - Cindy said she has not written a report to Judy, contrary to Judy's
081310 - understanding in our discussion at ref SDS 6 line 55.  She has briefly
081311 - discussed SDS with Judy and advised that since it is not an OS2 PM
081312 - program, it is not a good candidate for IBM marketing efforts.  Cindy
081313 - feels it is easier to sell products that look good graphically, than
081314 - it is to sell improved productivity.  Hopefully one would like to do
081315 - both, but appearance sells better than performance.
081316 -
081317 -      Comment
081318 -
081319 -      The failure to produce a written report has denied IBM and Cindy
081320 -      adequate consideration of this opportuity, ref OF 3 line 557.
081321 -      While writing a report does not guarentee good analysis, it
081322 -      increases the chances to discover gaps in reasoning, and to
081323 -      consider the full range of related issues (explained at ref OF 2
081324 -      line 30, ref OF 2 line 132, ref SDS 1 line 213 and ref SDS 1ref OF 2 line
081326 -      89 and at ref SDS 1 line 355.
081327 -
081328 -
081329 -
081330 -  ..
081331 - SDS Demo Installation
081332 -
081333 - Need Cindy's reaction to SDS demo and next step in getting SDS evalu-
081334 - ated at IBM, per ref SDS 3 line 369.  Follow up her voice mail message
081335 - at ref SDS 8 line 34.
081336 -
081337 -      Cindy said SDS integrated scheduling and reporting looks helpful,
081338 -      but she is concerned that IBM management needs their schedule
081339 -      with them when they are away from their workstation.
081340 -
081341 -      She feels using a notebook computer, as I do, is not a practical
081342 -      solution for most IBM managers, because IBM does not make note-
081343 -      book computers available on a wide basis to its managers.
081344 -           ..
081345 -           Comment ------- I did not point out that if IBM had a
081346 -           tool that improved productivity of its managers by a factor
081347 -           of 10, then it would likley provide the notebook computers,
081348 -           necessary to attain that result.
081349 -
081350 -           Nobody at IBM has experience using SDS on a notebook, and so
081351 -           they are unable to reasonably determine that increased prod-
081352 -           uctivity of IBM executives would greatly exceed the cost of
081353 -           these new tools, and would further provide a base of experi-
081354 -           ence to sell more IBM notebook computers.  This requires a
081355 -           trial to evaluate SDS effectiveness.
081356 -
081357 -
081358 -
081359 - I asked about installing a demo version of SDS?
081360 -      ..
081361 -      Cindy initially indicated that IBM has a lot of internal
081362 -      tools that do what SDS does.  Upon discussion, she indicated IBM
081363 -      management support programs do not provide a diary of events by
081364 -      subject, nor instantly access citations to other records and
081365 -      sources, nor do they integrate what has been done with a personal
081366 -      schedule of what needs to be done, as SDS does.  She said IBM's
081367 -      management programs require a lot of duplicate data entry that
081368 -      take a lot of time, so if she used SDS, this would add to the
081369 -      burden of "reporting."  She feels SDS record linkage would save
081370 -      time, but she isn't sure how effective it would be without trying
081371 -      it, and this requires approval of IBM senior management.
081372 -
081373 -
081374 -  ..
081375 - Lotus Notes Application
081376 -
081377 - Cindy said her group will shortly begin using Lotus Notes to replicate
081378 - communications between various IBM offices.
081379 -
081380 -      I asked if she could refer me to the people who will be develop-
081381 -      ing the Lotus Notes application she intends to use.
081382 -
081383 -      Cindy said she will be developing the Lotus Notes application to
081384 -      "improve communications" within her work group.
081385 -
081386 -      I asked if she realizes that merely increasing information flow
081387 -      actually reduces communication and consequently management
081388 -      productivity, per ref OF 3 line 100, submitted to her at ref SDS
081389 -      2 line 43; whereas SDS improves the ability to "think",
081390 -      "remember" and "communicate" through POIMS technology, per ref OF
081391 -      3 line 289.
081392 -      ..
081393 -      Cindy said IBM has no experience with POIMS; so, she feels
081394 -      getting more information is the priority in her group.
081395 -
081396 -      I explained the advantages of having a means to quickly organize
081397 -      information so it can be used effectivley when needed to
081398 -      implement MBO practices by identifying and associating informa-
081399 -      tion with organizational objectives (i.e. subjects), plus con-
081400 -      tacts, documents, publications and analysis.  I explained that
081401 -      most of the information in a communication is not needed at the
081402 -      time it is communicated.  We only need bits and pieces of it at
081403 -      different times.  That's why merely improving the flow of
081404 -      information does not improve "communications" nor improve
081405 -      productivity.  Only SDS can segment and associate information so
081406 -      users can assemble chains of related events on specified subjects
081407 -      when needed.
081408 -      ..
081409 -      Cindy recalled being favorably impressed by SDS unique
081410 -      ability to instantly link and assemble records (shown at the
081411 -      demonstration, ref SDS 3 line 366).  She said that since IBM has
081412 -      no experience with this feature, it would require an IBM senior
081413 -      executive to approve trying it.
081414 -
081415 -
081416 -
081417 -  ..
081418 - Credibility
081419 -
081420 - I asked that since she has no experience with Lotus Notes, why she
081421 - feels something that has yet to be designed and developed will improve
081422 - productivity at IBM, more than SDS?  She said they have customers
081423 - using Lotus Notes who feel it has improved their productivity.
081424 -
081425 -      This suggests Cindy has no direct experience with Lotus Notes
081426 -      trying to do the stuff she found helpful in SDS.
081427 -
081428 -      Cindy's interest in Lotus Notes is predicated on belief in the
081429 -      credibility of Lotus Corp, because it once created a useful
081430 -      spreadsheet program.  When she begins trying to create something
081431 -      useful with Lotus Notes, it will become more clear how much more
081432 -      challenging it is to automate the practice of management.
081433 -
081434 -           [On 930926 article in Computer Currents, indicates Lotus
081435 -           Notes has not improved productivity. ref SDS 10 LA8K
081436 -
081437 -           [On 940504 people have difficulty implementing LN; many have
081438 -           given up. ref SDS 13 0001
081439 -
081440 -           [On 940504 LN has effective sales presentation; it is hard
081441 -           to use LN for daily work in the manner shown in the
081442 -           presentation. ref SDS 13 SE8N
081443 -
081444 -           [On 940714 IBM having difficulty developing effective
081445 -           application of LN. ref SDS 14 4885
081446 -
081447 -           [On 950422 Polaroid has abandoned LN. ref SDS 15 5996
081448 -      ..
081449 -      Need a pilot program to test this concern.  It seems likely
081450 -      that most of IBM's "reporting" needs could be accomplished
081451 -      directly through SDS.
081452 -
081453 -      Will present this after first of year, after they try Lotus
081454 -      Notes.
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0815 -