CONTACTS 
0201 - IBM Desktop Software Mrktg         415 545 2000 fax or 800...
020101 - Mr. Keith Kawas; Marketing Specialist =415 545 5534
020102 - Desktop Software Marketing   =Telephone/fax

SUBJECTS
SDS Marketing, Sales, Contacts, Demonstrations

0403 -    ..
0404 - Summary/Objective
0405 -
040501 - Followed up work at ref SDS 4 line 23.
040502 -
040503 - Keith indicated he will not pursue SDS, and does not intend to develop
040504 - any analysis to support his decision.
040505 -
040506 - He provided a phone number to call for arranging a demo of OS2 in a
040507 - LAN for our Kwan Henmi account.
040508 -
040509 -
040510 -
0406 -
0407 -
0408 - Discussion
0409 -
040901 - Keith said he has no plans to use SDS.  He does not see how it can
040902 - help his work practice.
040903 -
040904 - I asked if he has changed his mind from our discussion last Friday,
040905 - when he indicated SDS would be helpful to him and his customers, ref
040906 - SDS 2 line 57.
040907 -
040908 -      Keith said he thinks SDS is a great product, but he does not see
040909 -      how it can help him.
040910 -
040911 - I asked about his plans to test the ideas presented at the demonstra-
040912 - tion?  If he is unable to see how SDS can help him, but none-the-less
040913 - thinks it is a "great product," does this indicate IBM needs experi-
040914 - ence with SDS, as suggested by Keith Marks, ref SDS 3 line 336?
040915 -
040916 -      Keith repeated his initial comment that he does not see how SDS
040917 -      can be helpful to him.
040918 -
040919 - I asked if he has submitted a report to Judy Soong, as discussed at
040920 - the demonstration, ref SDS 3 line 177?  This was one of the central
040921 - objectives of the exercise, ref SDS 3 line 237.
040922 -
040923 -      Keith said Judy is leaving it all up to "us" [sales reps], so he
040924 -      does not plan to submit a report to Judy, or prepare any analysis
040925 -      of SDS and his own work requirements or with respect to IBM
040926 -      marketing opportunities.
040927 -
040928 -      He said he cannot talk any longer due to other business matters.
040929 -
040930 - I asked why he asked me to call him today, if he is unable to discuss
040931 - SDS now?
040932 -
040933 -      Keith said he has no further comment about SDS.
040934 -
040935 -
040936 -
040937 -
0410 -
0411 -
0412 - Analysis
0413 -
041301 - So far we have not achieved the objective of the demonstration to get
041302 - a reasoned analysis per ref SDS 3 line 237.  Where is the "report"
041303 - Judy said Cindy Wight would submit ref SDS 1 line 55.
041304 -
041305 -     IBM has made a modest investment to see SDS.  In order to redeem
041306 -     that investment, attendees need to spend another 30 - 60 minutes
041307 -     trying to figure out what they think about SDS relative to POIMS
041308 -     criteria and their own work.
041309 -
041310 -     The extreme reticence to do this suggests a very significant
041311 -     blockage of some king may be in play.  It is difficult how so many
041312 -     people could simultaneously act so steadfastly against their
041313 -     interests.
041314 -
041315 -
041316 - Keith's position may reflect his inexperience with the need for better
041317 - management, embodied by TQM, "re-engineering" and other trends in
041318 - management, as he mentioned in our discusion last Friday, ref SDS 2
041319 - line 66.
041320 -
041321 - Need to follow up with Carol on getting her people to invest some
041322 - "intellectual capital" for the reasons presented in the demo and set
041323 - out in the POIMS paper on "Communication Metrics" at ref OF 1 line
041324 - 339.  I offered to help her get started with SDS for free, ref DIP 1
041325 - line 50.
041326 -
041327 -     Someone needs to say:
041328 -
041329 -        a.  The objectives of POIMS are...
041330 -        b.  SDS accomplishes these objectives in whole or in part...
041331 -        c.  IBM can/cannot gainfully employ POIMS because...
041332 -        d.  IBM customers can/cannot benefit from POIMS because...
041333 -
041334 -
041335 -
0414 -

SUBJECTS
Kwan Henmi, SDS Applications
Business Systems Expansion, LAN

0505 - Summary/Objective
0506 -
050601 - I asked about OS2 support in a LAN for Kwan Henmi's account, per
050602 - proposal review meeting at ref SDS 5 line 88.
050603 -
050604 - Keith said we can get brochures by calling a group called IMI at:
050605 -
050606 -                         800 765 4426
050607 -
050608 - I explained the customer would like to see OS2 demonstrated in a LAN,
050609 - preferably running a group of CADD workstations, and integrated with
050610 - accounting, document management, etc.  Keith asked if this was a big
050611 - business with 100s of workstations.  I advised it is a small business,
050612 - with maybe 10 - 20 workstations connected to the LAN. Keith asked me
050613 - to hold on.
050614 -
050615 - He came back on the line and said the 800 # can refer us to retail
050616 - vendors who may be able to demonstrate OS2 on a LAN.
050617 -
050618 - I asked if he could refer us to a 3rd party consultant who designs
050619 - and installs OS2 business systems.  Keith said the 800 number is the
050620 - only reference he knows about.
050621 -
050622 -
050623 -
050624 -
0507 -
0508 -
0509 - 1026 called IMI       800 765 4426  ext 4304
0510 -
051001 - Talked to Tom Nguyen.  Explained objective.
051002 -
051003 - Tom put me on hold to initiate a conference call for arranging a demo
051004 - in San Francisco.  Got Tanya who is in Michigan.  Explained what we
051005 - need.  Tanya said we should contact the IBM marketing for OS2 in San
051006 - Francisco to arrange this.  I explained the local rep asked me to
051007 - call Tom, per above.
051008 -
051009 - Tom (who had remained on the line) spoke up and said he will do some
051010 - research on this, and call me back.
051011 -
051012 -
0511 -
0512 -
0513 - 1052 Tom called back            800 765 4426  ext 4304
0514 -
051401 - He said Ed Cortes (415 545 4146) in the SF os2 group will call us
051402 - back to schedule a demonstration.  Tom said that if Ed does not call
051403 - us, to call him back for further support.
051404 -
051405 - Evidently he heard me typing as we talked.  He asked if I put "every-
051406 - thing" in the "system."  I said just the important stuff.  He said
051407 - that is helpful.  He wished he had something like that.
051408 -
051409 -
0515 -
0516 -
0517 - 1511 called Ed Cortez          545 4146
0518 -
051801 - Ed did not call, so called him.  No response on page.  Left message
051802 - on phone mail of our objective and phone.
051803 -
051804 -
0519 -
0520 -
0521 - 1517 Ed called back
0522 -
052201 -
052202 - [Followed up at ref SDS 6 line 38.]
052203 -
052204 -
052205 -
052206 -
0523 -