THE WELCH COMPANY
440 Davis Court #1602
San Francisco, CA 94111-2496
415 781 5700


S U M M A R Y


DIARY: April 20, 1991 08:36 AM Saturday; Rod Welch

Meeting with Morris re SDS and discuss marketing.

1...Summary/Objective
2...Develop Product Exposure, Evalation, Reviews


..............
Click here to comment!

CONTACTS 
0201 - Chips & Tech.                      408 434 0600
020101 - Mr. Morris E. Jones
020102 - Vice President  =Ext. 4283  car: 398 6004
020103 - New Products Development =fax 434 0765

SUBJECTS
SDS Marketing, Sales,
Seminars as sales technique

0404 -    ..
0405 - Summary/Objective
0406 -
040601 - Follow up, ref SDS 5 0000.
040602 -
040603 -
040604 - Morris has not seen my letter, ref DIP 1.
040605 -
040606 -
040607 -
040608 -
040609 -
040610 -
0407 -
0408 -

SUBJECTS
SDS Marketing, Sales,
Plans, options, analysis
Retail Sales, 910420

060501 - Morris suggested I inquire with retail sales organizations like
060502 - Computerland and Egghead about their terms for carrying SDS.
060503 -
060504 -
060505 -
0606 -

SUBJECTS
Byte Magazine response,
910418
Reviews (magazines, etc.)
Articles in periodicals,
910420, Develop, Market Potential
Sales Do Not Reflect Potential

1209 -
120901 -  ..
120902 - Develop Product Exposure, Evalation, Reviews
120903 -
120904 - He read through this and indicated Chips may not be willing to permit
120905 - submission under Chips letterhead, but he may be willing to send it in
120906 - himself.
120907 -
120908 - Morris feels the chances of getting Byte to do an article on POIMS or
120909 - SDS is remote.  They make up their article schedule a year in advance
120910 - and then go out and sell advertizing to wrap around the articles.
120911 -
120912 - If no vendor is doing anything on POIMS, which they are not because it
120913 - is new, then they cannot sell advertizing for it.
120914 -
120915 - This position conflicts with their article on innovation.  They did
120916 - several pages for which no advertizing could be sold because it was
120917 - about an essoteric subject rather than product oriented (is this true
120918 - -- is there an Intel ad in or about the article, and certainly Intel
120919 - is a big advertizer in Byte -- no, because the article in question was
120920 - not about Intel, but rather innovation in general; this seems a valid
120921 - point).  Evidently a mix of articles is offered, doubtless most are
120922 - based on advertizing in the manner cited by Morris.  On the other
120923 - hand, perhaps they do articles from time to time on new "innovations"
120924 - where POIMS and SDS might be mentioned.  This then is our target of
120925 - opportunity.  How do we move the mountain in our direction?
120926 -
120927 -  ..
120928 - Morris' other point is that effort should be focused in my primary
120929 - field, construction and project management, since SDS grew out of that
120930 - experience and is geared toward that field.  The presentation at PMI
120931 - is part of that effort, ref SDS 5.  Most advertizing for PC products,
120932 - even for industry specific software products have something in common.
120933 - They all seem to cite a write up of one kind or another in PC or Byte
120934 - magazine.
120935 -
120936 -  ..
120937 - My main objective is to get some favorable reviews to establish
120938 - credibility in the product, first conceptually because there is a
120939 - resistance among the principal market targets, top managers to use SDS
120940 - on the grounds that they have to write things down twice.
120941 -
120942 -    [On 910410 submitted SDS product specs to Morris for review.....
120943 -    ref SDS 6 2435]
120944 -
120945 -  ..
120946 - Someone has to inform people that SDS is a more intelligent, efficient
120947 - and thorough way to perform management work, which as a result, will
120948 - enable them to make more money, despite the fact that it seems to
120949 - require more time and effort to apply.  The alternative is to
120950 - misrepresent the product in order to entice sales.
120951 -
120952 -    [On 970418 US Army Corps of Engineers issued report that SDS can
120953 -    produce business intelligence to support Communication Metrics...
120954 -    ref SDS 6 3368,]
120955 -
120956 -
120957 -
1210 -

SUBJECTS
SDS Marketing
Advertizing Materials
POIMS/SDS Presentation
Schematic
Customer Analysis Perceived Value

1408 -
140801 - Did not discuss the points at ref SDS 3.  Need to follow up again
140802 - with him.
140803 -
140804 - He suggested I inquire with the computer software stores in SF about
140805 - their terms for shelving SDS.
140806 -
140807 -
140808 -
140809 -
1409 -

SUBJECTS
Medit Development
Function Keys (12),
general keyboard control
Insert Key, make it
wrap within margins
Enter keys,
be able to disconnect, 910310

1810 - Medit Improvements
1811 -
181101 - Need Enter key, F11 and F12, Arrow keys, Wordwrap
181102 -
181103 - He may work on this today
181104 -
181105 -
181106 -
181107 -
181108 -
181109 -
181110 -
Distribution. . . . See "CONTACTS"