CONTACTS 
0201 - IBM Desktop Software Mrktg                                                                                                                                         O-00000497 0101
020101 - Ms. Carol D. Stafford; Business Unit Executive
0202 - IBM USA, Chicago                                                                                                                                                   O-00000542 0201
020201 - Mr. Michael W. Sommers; Senior Systems Engineer

SUBJECTS
IBM Pathways to Growth, Jun 29 - 30, 1994
Computer Shows/Seminars
Send demo disk and product info
Attend seminars, and other product demos to

0706 -
0706 -    ..
0707 - Summary/Objective
0708 -
070801 - Follow up ref SDS 13 0000, ref SDS 16 0000.
070802 -
070803 - Attended IBM's conference at the Fairmont in San Francisco...
070804 -
070805 -                      Pathways to Growth
070807 -  ..
070808 - IBM's personnel, were very talented and a real credit to the nation,
070809 - as well as to IBM.
070810 -
070811 -
070813 -  ..
0709 -
0710 -
0711 - Agenda
0712 -
071201 - Original agenda is at ref DRP 1 line 76.  Received a new agenda after
071202 - registration, at ref DRT 3 line 10, which differs from that on which
071203 - the decision to attend was predicated in the following ways:
071204 -
071205 -     Informal Dinner at ref DRP 1 line 84, to
071206 -
071207 -          ...instead we got:
071209 -      ..
071210 -     Buffet at ref DRT 3 line 20
071211 -
071212 -         This change is more a matter of professionalism than sub-
071213 -         stance.  Those expecting to sit at a table to eat and hear a
071214 -         speaker, might have been mildly annoyed, particularly if they
071215 -         played tennis earlier in the day and had sore knees and ankles
071216 -         after standing for several hours.
071217 -
071218 -     ..
071219 -     Blending Today's Technologies to Create the High Performance
071220 -     Company, ref DRP 1 line 111
071221 -
071222 -          ...instead we got:
071224 -      ..
071225 -     Driving Entrepreneurship Down Through the Ranks, ref DRT 3 line
071226 -     46.
071227 -
071228 -         Wilson Harrell did a great job, but the substituted topic is
071229 -         not as important as learning about "automated integration," as
071230 -         suggested by the original agenda, and IBM's expertise.  Since
071231 -         AI is an essential predicate to implementing TQM, Information
071232 -         Highway and all the other stuff, this was a material change in
071233 -         the agenda.
071234 -         ..
071235 -         It appears Wilson's scope was originally to have been
071236 -         part of the Panel Discussion at 10:00, ref DRP 1 line 121.
071237 -
071239 -      ..
071240 -     CEO Spotlight Presentations & Panel Discussion:
071241 -
071242 -        New Wave Management for High-Output Results, ref DRP 1 line
071243 -        124, and ...
071244 -
071245 -        Beyond Reengineering .. . Managing Continuous Change
071246 -
071247 -            The panel did not discuss these current subjects shown in
071248 -            the original agenda (see for example review at ref SDS 9
071249 -            line 110 on "New Age..." and at ref SDS 11 line 76).  This
071250 -            omission may have been mildly annoying for those seeking
071251 -            insight and perhaps to exchange views.
071253 -             ..
071254 -            Since "New Age..." and "Reengineering" are of minimal
071255 -            importance to management productivity, this is not a
071256 -            material change relative to the importance of the
071257 -            conference.
071258 -
071260 -      ..
071261 -     Taking the Quantum Leap with IBM on the Information Highway
071262 -     ref DRP 1 6H4M and ref DRP 1 GG6J
071263 -
071264 -        This explains how IBM's expertise in computer technology can
071265 -        help CEO's step over the rubicon (the proverbial "paradigm
071266 -        shift") from conventional reliance on conversation, to
071267 -        integrate a critical mass of professional tasks that empower
071268 -        executives by lifting capacity to think, remember and
071269 -        communicate through the power of knowledge on the Information
071270 -        Highway. (see ref DRP 1 0333)
071271 -
071272 -             On 920402 discussed helping Ross take Quantum Leap at IBM
071273 -             to improve management. ref SDS 1 468F  If IBM cannot take
071274 -             such a leap, how can its customers?
071276 -              ..
071277 -             [On 940706 another example of the challenge is at Sandia
071278 -             Labs, which is reportedly a forward thinking enterprise.
071279 -             SDS 19 0001 0001
071281 -              ..
071282 -             [On 941114 IBM examined SDS and considered taking the
071283 -             Quantum Leap based on observation of added value.
071284 -             ref SDS 22 5380
071286 -              ..
071287 -             [On 950607 IBM changed course and tried to take a Quantum
071288 -             Leap into KM with Lotus Notes. ref SDS 25 6006
071290 -              ..
071291 -             [On 001130 IBM discovered Lotus Notes cannot accomplish
071292 -             SDS capability to support KM. ref SDS 27 F26K
071294 -         ..
071295 -        IBM can offer a solution to the central challenge of the New
071296 -        World Order:  avoiding information gridlock created by the
071297 -        Information Highway.  IBM has the talent, the energy and the
071298 -        vision to empower its customers to convert unending mountains
071299 -        of information into what CEOs really need: KNOWLEDGE and IDEAS.
071301 -         ..
071302 -        IBM's customers wait to hear about "Taking the Quantum Leap."
071303 -        Accordingly, this was a material change in the agenda.
071304 -
071305 -             [This was followed up at ref SDS 20 line 159.]
071306 -
071307 -             [Reason for cancellation is at ref SDS 23 line 93.]
071309 -              ..
071310 -             [On 950927 met with Intel about participating in a PMI
071311 -             event on the theme of "Taking the Quantum Leap" to apply
071312 -             technology that makes the Information Highway productive.
071313 -             ref SDS 26 2742, ref SDS 26]
071314 -
071315 -
071316 -
071318 -  ..
0714 -
0715 -
0716 - Documents
0717 -
071701 - While registering we received a carrying case with printed materials,
071702 - including the:
071703 -
071704 -                Official Conference Program (OCP)
071706 -  ..
071707 - An expanded version is at ref DRT 1 line 10, of the conference notice
071708 - and agenda received at ref SDS 13 line 27, via ref DRP 1 line 21.
071710 -  ..
071712 -  ..
071713 - Objectives of the conference include:
071714 -
071715 -    •  IBM wants to show it can support small business. ref DRT 1 L117
071716 -
071717 -    •  Conferees can explain how IBM can help the growing company,
071718 -       ref DRT 1 LE7N
071720 -        ..
071721 -    •  Dynamic CEOs will share their ideas on selecting winners,
071722 -       building winning teams and for spotting opportunities for
071723 -       growth. ref DRT 1 L069
071725 -        ..
071726 -    •  Solutions Center will show...
071727 -
071728 -          a.  ...managers how they can see results of their
071729 -              actions in real time, ref DRT 1 L189
071730 -
071731 -          b.  ...how today's proven systems are helping people do their
071732 -              jobs more confidently and more effectively in companies
071733 -              just like yours. ref DRT 1 ZY6L
071735 -        ..
071736 -    •  Ask how IBM can help us on our Pathway to Growth,
071737 -       ref DRT 1 414G
071738 -
071739 -
071741 -  ..
071742 - Integration
071743 -
071744 - IBM recognizes it not enough to have a great product...or a terrific
071745 - service...or a marvelous image...or a super sales force. Today, to be
071746 - competitive, to build customer loyalty and market leadership, you need
071747 - all of these and more!, ref DRT 1 4PUS
071748 -
071749 -      This reflects the POIMS concept that successful management re-
071750 -      quires a critical mass of support in order to improve perform-
071751 -      ance, ref OF 1 line 29, and at ref OF 1 line 51 and ref OF 1 line
071752 -      72.
071754 -       ..
071755 -      Greater "integration" is also recognized in the IBM executive
071756 -      survey as a need in computer applications, ref OF 4 line 494.
071758 -           ..
071759 -          My guess is though executives have a fuzzy notion of
071760 -          achieving the "Enterprise Workflow" concept reviewed at
071761 -          ref SDS 10 line 74.
071762 -
071764 -  ..
071765 - Council of Growing Companies
071766 -
071767 - Received in the IBM carrying case ref DRT 2 line 30, which explains
071768 - and solicits attendees to join a national organization to support
071769 - CEOs.  Membership is to CEOs whose firms have $3M is sales and
071770 - cumulative 40% growth past 3 years, ref DRT 2 line 74.
071771 -
071772 -            Council of Growing Companies
071773 -            7910 Woodmont Avenue, #1206
071774 -            Bethesda, MD  20814
071775 -            301 951 1138 fax 7104  800 929 3165
071776 -
071778 -      ..
071779 -     Mission
071780 -
071781 -     To share with follow CEOs the passion and challenges of growing a
071782 -     company by providing value to each other through education,
071783 -     support for common concerns and greater awareness of our
071784 -     collective contributions to the U.S. economy.
071786 -  ..
071788 -      ..
071789 -     Objectives
071790 -
071791 -     •  Managing growth without losing sight of the reason you started
071792 -        the business in the first place, ref DRT 1 line 49.
071793 -
071794 -        This shows recognition that people loose sight of goals and
071795 -        reasons for work in progress, which SDS tracks, per ref OF 1
071796 -        line 112, ref  23 line 304, ref OF 1 line 237,
071797 -
071798 -     •  Meet other CEOs, share ideas, ref DRT 2 line 104, ref DRT 2
071799 -        line 115.
071800 -
071801 -     •  Gives political visibility to small firms, ref DRT 2 line 119,
071802 -        ref DRT 2 line 140, ref DRT 2 line 170.
071803 -
071804 -     •  <V64X Seems to be sponsored by large companies, ref DRT 2 line
071805 -        172.
071806 -
071807 -
071809 -  ..
0719 -
0720 -
0721 - Solutions Center
0722 -
072201 - After registering, we went into a room with computers arranged on the
072202 - perimeter and food on tables in the center.  Drinks were served
072203 - at two locations.
072205 -  ..
072206 - This seems to be IBM's "...cost-effective information management to
072207 - improve performance in companies..." per the agenda at ref DRP 1 line
072208 - 146.
072209 -    ..
072210 -    Did not meet Nick Centifonti, or Lee Reiswig to show them
072211 -    SDS.  I sent a follow up proposal to Nick at ref SDS 14 line 88,
072212 -    via ref DIP 1 line 32.  An IBM representative said that technical
072213 -    people did not attend, because IBM is trying to market solutions.
072214 -
072215 -
072217 -  ..
072219 -  ..
072220 - Met Carol Stafford by accident.  Millie and I had left the main IBM
072221 - area, and were sitting upstairs in the lobby to rest my knees and
072222 - ankles from standing for several hours.  Carol simply came up and
072223 - introduced herself as working at 425 Market.  I asked if she knows
072224 - Cindy Wight.
072226 -  ..
072227 - Carol said she is Judy Song's boss, and that Cindy who worked for
072228 - Judy, has left IBM. I explained the background and need for follow up
072229 - on marketing initiatives begun with Cindy, per ref SDS 6 line 44.
072230 -
072231 -    I asked if Cindy was ever able to create a Lotus Notes application
072232 -    as Cindy had indicated she intended to do, per ref SDS 2 line 155.
072233 -    Carol said that was not done, per ref SDS 7 line 31.
072234 -
072235 -        [See follow up at ref SDS 24 line 41.]
072236 - ..
072237 - Carol asked me to re-submit information on SDS and POIMS to her.
072238 - She will contact us to schedule a demonstration next week.
072240 -  ..
072241 - I will do this tomorrow.
072242 -
072243 -    This evening I prepared ref DIT 1 line 32 for Carol.  Included the
072244 -    letter to Nick explaining why SDS is a good marketing opportunity
072245 -    for IBM, per ref SDS 14 line 99.  Submitted report on work with
072246 -    Cindy, and the explanation of SDS & POIMS, ref OF 1 line 10 and
072247 -    ref OF 2 line 10.
072248 -
072249 -         [Followed up at ref SDS 20 line 57.]
072250 -
072252 -  ..
072253 - We also met Robert Bjorkquist while discussing SDS with an IBM rep
072254 - who was explaining how their radio transmission works instead of a
072255 - modem.  Robert asked me to call him, but instead I am sending him
072256 - information on SDS and asking him to call me.
072257 -      ..
072258 -      Submitted ref DIT 1 line 30.
072259 -
072260 -
0723 -

SUBJECTS
Voice Data Entry
Pictures & Text
Correlation to accepted practice and
Executive Work Practices
Making more money
IBM Pathways to Growth, Jun 29 - 30, 1994

1308 -
130901 -  ..
130902 - Lou Does not use Computers to Make Money, He Sells Them
130903 -
130904 - IBM's "Solutions" room had about 20 sales stations showing various
130905 - computer applications to improve productivity.
130907 -      ..
130908 -     What Tools Does Lou Use
130909 -
130910 -     I asked an IBM representative for the workstation and program that
130911 -     Lou Gerstner uses to manage IBM, per analysis at ref SDS 12 line
130912 -     132?   [This question was submitted to IBM at ref SDS 14 line 145;
130913 -     see also another event at ref SDS 21 line 174.]
130914 -
130915 -         [Later applied at ref SDS 26 line 339.]
130916 - ..
130917 - The IBM rep introduced Millie and me to Mike, who has developed
130918 - an application to support hospital management.  Mike said he formerly
130919 - worked in areas that involved studying how the brain functions, before
130920 - joining IBM to develop the hospital management program.  I asked Mike
130921 - if Lou Gerstner uses his program to make money for IBM?
130923 -  ..
130924 - Mike said he did not understand my question.
130925 -
130926 -     I explained the POIMS concept of "converting information into
130927 -     knowledge" at ref OF 1 line 287, and the theory of the correlation
130928 -     between time and information that causes hidden confusion commonly
130929 -     called "Murphy's Law" of management mistakes, ref OF 2 line 221,
130930 -     which executives would like to reduce.
130932 -      ..
130933 -     Mike requested information on these concepts, so I gave him copies
130934 -     of ref OF 1 line 10 and ref OF 2 line 10.  Another gentleman
130935 -     listening to our discussion requested information, so I gave him a
130936 -     copy as well.
130937 -
130938 -         [When I returned the next day to see a demonstration of the
130939 -         voice data entry feature (discussed below), Mike said the
130940 -         articles on POIMS and NWO were missing, so I gave him another
130941 -         set, ref SDS 18 line 222.]
130942 -
130943 - ..
130944 - Mike demonstrated the program for hospital management.  It is
130945 - intended to help a hospital manager learn about work progress after
130946 - being out the office for a period of time, without having to meet and
130947 - discuss it with staff.  He said the program organizes hospital
130948 - management into 12 categories.  He gave an example of:
130949 -
130950 -                          Top Doc
130951 -
130952 -    ...this showed which doctor has admitted the most patients, or the
130953 -    generated the most revenue during a particular period.
130955 -     ..
130956 -    Other program functions showed similar performance metrics.  This
130957 -    program had none of the SDS management features, ref SDS 4 line
130958 -    160.
130959 -
130961 -  ..
130962 - Speech Recognition
130963 -
130964 - I asked if the program supports speech data entry.  Mike said it does,
130965 - but we did not see this work.  Mike will send us information on the
130966 - IBM program does this, when he returns to his office in Chicago, day
130967 - after tomorrow.
130968 -
130969 -      OS2 Professional reported on this capability at ref SDS 5 line
130970 -      194, indicating it doesn't work very well.  So I need to see
130971 -      this.  It would be a significant help to executives using SDS.
130973 -       ..
130974 -      [IBM later said they would demonstrate this, then did not do so,
130975 -      then said they would -- see ref SDS 21 line 121.]
130976 -
130978 -  ..
130979 - Pictures On-Line
130980 -
130981 - There is another program that shows pictures.  We saw this and it was
130982 - impressive.  He had a camera set up that captured and showed pictures
130983 - on the screen in real-time.  It is a Windows program.  I explained how
130984 - SDS enables an executive to adequately interpret a picture and inte-
130985 - grate it with other knowledge, in order to avoid the malady of false
130986 - impressions caused by reliance on pictures and conversation.  Mike
130987 - seemed to appreciate this point.
130988 -
130989 -     In any case, this is a strong marketing vehicle, and so we need to
130990 -     investigate, per considerations raised by Honeywell rep at ref
130991 -     SDS 7 line 70.
130993 -      ..
130994 -     [This was followed up at ref SDS 21 line 134.]
130995 -
130996 -
130997 -
1310 -

SUBJECTS
SDS Marketing, Sales, Surveys
Information Highway, IBM Survey
Marketing survey questionnaire
Information Management
Automation Trends
Automation, Implementing
Computers not used for management
IBM Pathways to Growth, Jun 29 - 30, 1994

2010 -
201101 -  ..
201102 - Received ref OF 4 line 15 which is a publication by IBM that surveys
201103 - small business executives about the Information Highway, ref OF 4 line
201104 - 569.  It shows automation trends and so indicates SDS market potent-
201105 - ial, as well as resistance.
201106 - ..
201107 - This is a diagnostic measuring awareness and expectations by
201108 - executives of the:
201109 -
201110 -                       Information Highway
201111 -
201112 -    ...it supports the Van Kasper article on the Information Revolution
201113 -    at ref SDS 3 2526.
201114 -
201115 -        [On 950927 met with Intel about a presentation to PMI on using
201116 -        technology for improving management productivity, that covered
201117 -        the Information Highway. ref SDS 26 4106]
201118 -
201120 -     ..
201121 -    Comparison findings from 1993 to 1994 are not reliable because the
201122 -    sampling methodologies were different, ref OF 4 line 48.
201123 -
201125 -  ..
201126 - Findings
201127 -
201128 - Nearly half of all executives had heard of the "Information Highway"
201129 - as of Jan 21, 1994, ref OF 4 line
201130 -
201131 -    [I expect that if the survey were taken again today, the percentage
201132 -    would be closer to 99%.]
201134 -  ..
201135 - Executives do not "understand" the scope and advantages of the
201136 - Information Highway, ref OF 4 line 95.
201137 -
201138 -    The survey uses this term to refer to "telecommunications" like
201139 -    fax, E-mail, public services like Internet, Compuserve, etc., ref
201140 -    OF 4 line 550.
201141 -
201142 - ..
201143 - Executives do not list "automated management" to improve their
201144 - work as a benefit of Information Highway, ref OF 4 line 258.
201145 -
201146 -     This shows "paradigm" of computers as not used for management.
201147 -     Managers just talk.
201148 -
201150 -  ..
201151 - Nearly 78% of executives view technology as "absolutely essential" to
201152 - their business success, ref OF 4 line 318
201153 -
201154 -    What "technology" is "essential"?
201155 -
201156 -    82% of businesses use desktop computers, 51% use workstations or
201157 -    minicomputers.
201158 -
201159 - ..
201160 - PCs are mostly used for "office automation and wordprocessing,"
201161 - 88%, ref OF 4 line 344.
201162 -
201163 -    What does "office automation" mean?
201164 -
201165 -
201166 -
201167 -
2012 -