CONTACTS 
0201 - IBM Desktop Software Mrktg         415 545 2000 fax or 800...
020101 - Ms. Carol D. Stafford; Business Unit Executive =415 545 6819

SUBJECTS
IBM Pathways to Growth, Jun 29 - 30, 1994
Sales discussions, Ambassadors for Change
Event Ideas, Scope, Methods
Market Potential, Selling Points, Experience
Lotus Notes & IBM, 910625

1107 -    ..
1108 - Summary/Objective
1109 -
110901 - Follow up ref SDS 12 0000, ref SDS 11 0000.
110902 -
110903 - Carol will call back today to schedule demonstration of SDS for the
110904 - os2 marketing group.
110905 -
110906 -      [This was followed up at ref SDS 13 line 48.]
110907 -
110908 -
1110 -
1111 -
1112 - Discussion
1113 -
111301 - What is status of Carol's review of SDS information she requested, per
111302 - ref SDS 9 line 310, submitted at ref DIP 2 line 30.
111303 -    ..
111304 -    Does she see why SDS is a good marketing opportunity for IBM,
111305 -    per ref SDS 8 line 99, the report on work with Cindy, and the
111306 -    explana- tion of SDS & POIMS, ref OF 2 line 10 and ref OF 3 line
111307 -    10?
111308 -
111309 -    Carol wants to schedule a demonstration for the OS2 marketing team
111310 -    to see SDS.  She said if they like it, then when IBM's sales
111311 -    representatives for OS2 have a customer who asks for a solution
111312 -    that SDS fulfills, they would tell them about the Welch Company
111313 -    and SDS.
111314 -
111315 -         I explained IBM's reps need to be able to use SDS, so they can
111316 -          ..
111317 -         demonstrate it with conviction and lend weight to its value.
111318 -         If they are not using it, the customer will wonder, why, if
111319 -         this is so great to keep track of things to do and to draw on
111320 -         our experience, isn't the IBM rep using it?
111321 -
111322 -  ..
111323 -         ..
111324 -         Emphatic Design --------------- SDS provides new tools
111325 -         that no one has thought of before, to accomplish daily
111326 -         business tasks faster, better and cheaper, as pointed out in
111327 -         the review in HBR Mar-Apr 1994 p. 10, ref OF 1 line 30, in the
111328 -         article:
111329 -
111330 -                       Emphatic Design Helps
111331 -                       Understand Users Better
111332 -
111333 -         People want to do a better job, but do not know they can lift
111334 -         their capacity to "convert information into knowledge."  They
111335 -         need awareness and validation in order to overcome ignorance.
111336 -         IBM sales reps can provide these ingredients.  Customers will
111337 -         also need training and support.  IBM can provide this.
111338 -
111339 - ..
111340 - What is IBM doing to provide automated integration for executive
111341 - sup- port, implied by topic omitted at the Pathway's to Growth
111342 - conference on "Blending technologies" (see analysis at ref SDS 9 line
111343 - 161).
111344 -
111345 -    What program does Carol and Lou Gerstner use to improve earnings at
111346 -    IBM, per ref SDS 9 line 366?
111347 -
111348 -        [Management resistance to automation is discussed at ref SDS 15
111349 -        line 68, attributed to inadequate tools.]
111350 -    ..
111351 -    How does IBM help its customers avoid the mistakes and
111352 -    failures caused by the "Information Highway" that speed executives
111353 -    and organizations toward "Murphy's Law," including the frenzied
111354 -    rush to rely on pictures explained in the "New World Order..."
111355 -    paper submitted to Carol (ref DIP 2 line 36 and at ref OF 3 line
111356 -    118)?
111357 -
111358 -          ..
111359 -         Upgrading PROFS Not Completed Using Lotus Notes
111360 -
111361 -         Carol said Robin Sturgen [phonetic] is in charge of an effort
111362 -         to upgrade IBM's management tools which she feels will be more
111363 -         beneficial than SDS.  They are aiming for a policy of
111364 -         commonality that will enable employees to share information
111365 -         including video throughout IBM's worldwide offices. Therefore,
111366 -         a local office like in SF would need approval to implement SDS
111367 -         as part of those tools.
111368 -
111369 -              [See follow up at ref SDS 17 line 91.]
111370 -
111371 -
111372 -          ..
111373 -         Difficulty Using Lotus Notes
111374 -
111375 -         She said IBM is trying to use Lotus Notes, but has encountered
111376 -         problems in completing the system (see ref SDS 5 0001, and
111377 -         background at ref SDS 1 5773).  I mentioned the discussions
111378 -         with Nick Centofonti and Leo Annab on this subject (see
111379 -         telecon on 931215, ref SDS 3 5006, IBM's letter, ref DRP 1
111380 -         line 22 and my letter ref DIP 1 line 30, issued at ref SDS 4
111381 -         0000).
111382 -
111383 -              [See problems using LN at Polaroid, ref SDS 16 5996.]
111384 -
111385 -
111386 -  ..
111387 -
111388 - I explained the benefit of using SDS to support IBM executives in the
111389 - way they use telephones, desk calendars, notebooks, pen and pencil.
111390 - SDS is a new way to accomplish "knowledge work," as explained in the
111391 - POIMS paper, ref OF 2 line 30 and at ref OF 2 line 129.
111392 -         ..
111393 -         Carol seemed to indicate that IBM employees can use any
111394 -         tools they wish, so long as it is compatible with IBM
111395 -         sanctioned methods.  I emphasized the importance of IBM reps
111396 -         being able to show customers how SDS is used to do their work,
111397 -         per above.
111398 -
111399 -         We agreed the first step is to see a demonstration, then
111400 -         evaluate the best approach for follow up.
111401 -
111402 -
111403 -
111404 -
1115 -

SUBJECTS
Communication Manager, Strategies
Reengineering to Change in Right Direction,
Downsizing Increases Murphy's Law Risk
Ambassador of Change, Champion of
Downsize Communication Metrics Adds Value
Broader Vision Technology Improves

1909 -
190901 -  ..
190902 - Market Potential - Appeals
190903 - Seminar/Conference Scope for SDS
190904 -
190905 - "Quantum Leap" topic omitted from Pathways to Growth conference, how
190906 - is it being implemented by IBM, per ref SDS 9 line 161.
190907 -
190908 -      Why not sponsor another "executive" seminar that tells executives
190909 -      what positive steps they can take to improve earnings by invest-
190910 -      ing intellectual capital?
190911 -
190912 -       ..
190913 -      Downsizing - Overcoming Lack of Experience
190914 -
190915 -      Executives know the value of history.  They have seen it
190916 -      repeated, but have been powerless to stop it because they have
190917 -      lacked command and control of the record, now available with SDS.
190918 -
190919 -         Para Manager
190920 -
190921 -         IBM's pitch is to give executives tools to "empower" their
190922 -         managers who are too young to know the value of history, so
190923 -         they can control the future by commanding the past, i.e.
190924 -         history.  This gives rise to the idea of "para manager."
190925 -
190926 -         Recent changes in management demographics from downsizing,
190927 -         rightsizing, re-engineering, etc., eviscerates organizational
190928 -         "memory."  Young people promoted into higher positions to
190929 -         reduce costs will, over the next few years acquire the know-
190930 -         ledge of their predecessors, as they repeat past mistakes. SDS
190931 -         provides an opportunity to capture this experience, so it can
190932 -         be applied by future managers to avoid invidious cycles of
190933 -         failure, awareness and enlightenment that accompanies boom and
190934 -         bust management.
190935 -
190936 -
190937 -  ..
190938 -
190939 -       ..
190940 -      Ambassadors of Change
190941 -
190942 -      If we are going to lift the capacity to think, remember and
190943 -      communicate, we need high profile people, who have been through
190944 -      the wars and "know" the ropes, to advocate meaningful change.
190945 -
190946 -      Enlist retired CEO's like Bill Palmer, Sherrill McDonald, Lee
190947 -      Iaccoca, Henry Kissenger, to become blue ribbon ambassadors of
190948 -      change who can speak at IBM sponsored events, as occurred at the
190949 -      Pathways to Growth function.  See for example:
190950 -
190951 -          •  Bill Palmer is a retired executive at Ernst & Young, ref
190952 -             SDS 2 line 44.
190953 -
190954 -          •  <PY78 Discussion with Sherrill McDonald at Kaiser,
190955 -             ref SDS 10 line 109.
190956 -
190957 -          •  Market demand is evident from PMI seminar on Murphy's Law,
190958 -             ref SDS 7 line 106.
190959 -
190960 -             Remember how President Clinton got elected saying he is
190961 -             "Change Agent?"
190962 -
190963 -      IBM's sales reps can become "Ambassadors of Change" also.
190964 -
190965 -          They need exposure to the dialog in management, e.g. TQM,
190966 -          MBO, re-engineering.
190967 -
190968 -
190969 - ..
190970 - Carol seemed receptive to these ideas.  She will contact Judy
190971 - Song about scheduling a demonstration, and will call me later today on
190972 - the date for the demonstration.
190973 -
190974 -
190975 -
190976 -
1910 -
1911 -
1912 - 1528 called Carol back
1913 -
191301 - Talked to Cindy.  She is scheduled to meet with Judy Song this
191302 - afternoon for an hour, but other business will make that meeting
191303 - shorter, more like a 5 minute discussion.  Carol has not mentioned
191304 - anything to Cindy about scheduling a demonstration.
191305 - ..
191306 - Cindy will mention this to Carol.  I left a voice mail message
191307 - also.
191308 -
191309 -
191310 -
191311 -
1914 -

SUBJECTS
Voice Data Entry
Future Improvements, User Interface, Voice

2105 -
210501 -  ..
210502 - Voice Data Entry, Planning to See Demonstration
210503 -
210504 - Following our discussion on 940711, ref SDS 11 0688, Carol will invite
210505 - Davd Hock, so we can coordinate on evaluating the potential for voice
210506 - date entry, even though it now appears that IBM's program will not
210507 - integrate with SDS, per ref SDS 11 0660.
210508 -
210509 -     Turns out David may be the rep for Lotus Notes, per ref SDS 11
210510 -     0688, so his experience in that effort should inform his analysis
210511 -     of SDS.
210512 -
210513 -    [See follow up though that failed at ref SDS 14 0000.]
210514 -
210515 -
210516 -
2106 -
2107 -