CONTACTS 
0201 - O-0327 0301 Varian                     408 592 1221
020101 - Mr. Seymour Paul,
020102 - Eimac San Carlos Division, Marketing Department

SUBJECTS
WMA Marketing
Sales Contacts
Varian/EIMAC, Seymour Paul
Writing "everything" down

0506 -    ..
0507 - Progress
0508 -
050801 - Seymour feels he needs to get his LAN installed in order to take
050802 - full advantage of SDS.
050803 -
050804 -
050805 - Data Entry "Time Consuming"
050806 -
050807 - He has explained SDS to some of his colleagues at Varian and their
050808 - reaction was that it might be helpful, but data entry would be time
050809 - consuming.
050810 -
050811 - I mentioned that managers can dictate and submit handwritten notes
050812 - for data entry by others according to present custom.  They need
050813 - generate no more information than they presently do, but what is
050814 - created can then be "managed," i.e. retrieved quickly when needed and
050815 - rolled over into scheduled action items.  This is a key component of
050816 - POIMS technology - integrating personal action into organizational
050817 - objectives.
050818 -
050819 - Seymour said this is a strong selling point that should be emphasized
050820 - to prospective buyers.
050821 -
050822 -
050823 - Thinking, Analysis &
050824 - Avoiding Errors
050825 -
050826 - I also pointed out that SDS provides an ideal environment for manag-
050827 - ers to apply the time they already spend THINKING about problems and
050828 - opportunities.  "Thinking" by writing is more productive than merely
050829 - "pondering" alternatives in your head, because you can more directly
050830 - compare ideas by SEEING them as separate constructs, whereas the mind
050831 - tends to merge ideas.  Writing necessarily segments and defines ideas
050832 - DISCRETELY, so there is a better chance to recognize incompleteness,
050833 - conflict, lack of continuity.
050834 -
050835 - Seymour pointed out that managers can perform mental analysis between
050836 - meetings and while doing other things.
050837 -
050838 - I suggested using a portable dictating unit to capture "on-the-fly"
050839 - analysis that can later be entered in SDS at a convenient time.  Man-
050840 - agers and others can then REVIEW the "analysis," quickly compare it
050841 - with prior thinking AND the record of performance.  Review permits
050842 - sharpening, strengthening and clarifying ideas to avoid errors and
050843 - select the best ideas.
050844 -
050845 - In SDS mere "analysis" can be instantly converted into "controllable
050846 - action items" that are SUPPORTED by the ideas that spawned them.
050847 -
050848 - Seymour indicated this process could be helpful to managers.  People
050849 - helping themselves and helping each other is what POIMS is all about.
050850 -
050851 -
050852 -
0509 -
0510 - Marketing ideas - "Block Diagrams"
0511 -
051101 - Seymour suggested that the presentation should focus more on the end
051102 - results people gain, rather than the means by which this occurs.
051103 -
051104 - Show block diagrams of overall functionality.  He said he appreciated
051105 - my presentation of how the design of the program produces the result,
051106 - but feels most potential users will not care and may be confused by
051107 - it.
051108 -
051109 - I mentioned I used his idea of turning the "line numbers" off during
051110 - the presentation at AT&T on Tuesday, and that we now have an evalua-
051111 - tion installation at AT&T.
051112 -
051113 -
051114 -
0512 -
0513 - Follow Up
0514 -
051401 - I asked Seymour if he felt there could be another step in bringing
051402 - SDS to Varian, such as a presentation to a management group.  He will
051403 - consider this.  I asked him to keep me in mind if they simply need a
051404 - speaker on management trends or ways to improve management produc-
051405 - tivity.
051406 -
051407 - SDS in LAN Acquisition Plan
051408 -
051409 - Suggested he consider incorporating SDS as an element of the acqui-
051410 - sition plan for the LAN.  It could be cited as one of the ways an LAN
051411 - could be effectively applied.
051412 -
051413 -
051414 - Send Seymour follow up letter.
051415 -
0515 -
0516 -