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


S U M M A R Y


DIARY: June 25, 1991 03:05 PM Tuesday; Rod Welch

IBM announced today it will be marketing Lotus "Notes."

1...Summary/Objective

ACTION ITEMS.................. Click here to comment!

1...He will look for the direct phone numbers for Richard Anderson and

CONTACTS 
0201 - IBM Credit Corporation             415 277 5600 fax 5654
020101 - Mr. Ross H. Armstrong
020102 - Account Operations Manager =415 277 5647

SUBJECTS
SDS Marketing, Sales
Franchising/licensing
Competitive Products
Notes, Lotus & IBM

0506 -    ..
0507 - Summary/Objective
0508 -
050801 - The SF Examiner Business section on page B1 and B9, shows
050802 - announcement by IBM and Lotus of a joint venture where IBM's
050803 - OfficeVision product line will now include "Notes" by Lotus.
050804 -
050805 - Called Ross for information on how to contact IBM's reps.
050806 -
050807 -
0509 -
0510 - Analysis
0511 -   ..
051101 - "Notes" is described as a product that allows groups of people
051102 - to share information through computer networks.
051103 -
051104 - "Notes" has won praise for performance, but its complexity has some-
051105 - times created an obstacle in selling it," said Stuart Woodring, a
051106 - software analyst with Forrester Research Inc., a market research firm
051107 - based in Cambridge, MA.
051108 -
051109 - "That obstacle should now disappear, since every single IBM account
051110 - executive will be selling (Notes)," Woodring said.  "This deal could
051111 - make IBM and Lotus the dynamic duo of the early 1990's," he said.
051112 -
051113 -     [In 1994, IBM gave up on LN, ref SDS 1 5257, a year later in 1995,
051114 -     IBM bought out Lotus Development to get LN back, ref SDS 2 9450.]
051115 -
051116 - "June Rokoff, a Lotus vice president, said about 75 customers had
051117 - bought Notes since its introduction in early 1990.  They range from
051118 - small companies with 25 users to the Price Waterhouse accounting firm,
051119 - which has 10,000 people hooked into the system.  Rokoff said the
051120 - market for this product would grow as companies increasingly sought
051121 - (sic) to share information through networks of personal computers."
051122 -
051123 - Tim Breuer, an IBM spokesman, said... "We're now in an environment
051124 - where one particular vendor usually cannot meet every single require-
051125 - ment that customers may have."
051126 -
051127 - IBM sales force will immediately begin selling Notes and Lotus'
051128 - electronic mail product, "ccMail" to corporate customers.
051129 -
051130 - Richard Anderson, IBM's Office Systems director, said his company
051131 - would be able to "provide more complete office solutions."
051132 -
051133 -
0512 -
0513 -
0514 - MARKETING IDEA
0515 -
051501 - If IBM wants to expand its market by offering a tool that improves
051502 - management productivity, it may be interested in evaluating SDS.  IBM
051503 - should be able to craft a marvelous sales message around the concept
051504 - of POIMS, and it has the resources to support it.
051505 -
051506 - This will sell a lot more personal computers, networks, training.
051507 -
051508 -
0516 -
0517 -
0518 - 1519 called Ross
0519 -
051901 - Ross was out, left message on his phone mail system.
051902 -
0520 -
0521 - 1710 called Ross back
0522 -
052201 - He will look for the direct phone numbers for Richard Anderson and
052202 - Tim Breuer.
052203 -
052204 -
052205 -
0523 -
Distribution. . . . See "CONTACTS"