CONTACTS 
0201 - IBM OS/2                                                                                                                                                           O-00000375 0101
020101 - Mr. Nick Centofonti; Vice President
0202 - IBM OS/2                                                                                                                                                           O-00000375 0206
020201 - Mr. Leo Annab; MIS Improvements
020202 - Service & Support

SUBJECTS
SDS Marketing, Sales, Sales discussions
Send product information, requesting give
Welch CM & SDS Services, Telephone Support
SDS Unique Capability to Support Management Cycle
Lotus Notes Upgrade to Improve IBM Management - 80% Complete Does Not
SDS Unique Capability to Support Management Cycle

1008 -
1008 -    ..
1009 - Summary/Objective
1010 -
101001 - Follow up ref SDS 9 0000.
101002 -
101003 - Leo Annab followed up discussions with Nick on 931207 evaluating SDS
101004 - to improve management productivity at IBM, and in particular on OS2
101005 - support.  He feels it may be too late for IBM to consider SDS.
101006 - ..
101007 - Leo will submit a memo to the responsible group, transmitting
101008 - the SDS material, ref DIP 1, for consideration of features to be
101009 - included in the final design of the system improvement.
101011 -  ..
101012 - Submitted ref DIT 1 0001 confirming these understandings.  Sent it to
101013 - Nick, since I don't have an address for Leo.
101014 -
101015 -
101016 -
101017 -
101019 -  ..
1011 -
1012 -
1013 - Discussion
1014 -
101401 - Leo said he has read the information submitted on 931122, ref DIP 1
101402 - 0001
101404 -  ..
101405 - Leo asked for explanation of SDS...
101406 -
101407 -     The SDS scenario set out in the SDS & POIMS spec submitted to IBM
101408 -     with the letter on 931122, ref DIP 1 0001, illustrates how SDS
101409 -     automates the management cycle. ref OF 1 6649  Explained that
101410 -     while we were I used the Subject Index to find the last activity
101411 -     on this "subject" and used it to create this follow up record
101412 -     which gives instant access to support information for guiding the
101413 -     conversation, as demonstrated by this record.
101415 -  ..
101416 - Leo said SDS has unique features.  Support for citations explained in
101417 - POIMS at ref OF 1 line 83, seem helpful and are not presently
101418 - contemplated for the new system that upgrades Lotus Notes, per below.
101419 - ref SDS 0 5006
101420 -
101421 -        [On 941114 SDS demonstated to SDS management at Comdex, plan
101422 -        for project to upgrade SDS. ref SDS 12 5380 and ref SDS 12 9481
101424 -         ..
101425 -        [On 941215 Dick Sullivan reported that SDS work product is
101426 -        unique demonstrates technology can improve management.
101427 -        ref SDS 13 0001
101429 -  ..
101430 - Leo asked for names of SDS users.  I gave him the following:
101431 -
101432 -     Jeff Ghilardi             619 293 3340
101433 -     Vice President
101434 -     Seawest Company
101435 -
101436 -     Wayne Wetzel             406 444 6722
101437 -     Deputy Director
101438 -     Department of Natural Resources & Conservation
101439 -     State of Montana
101440 -
101442 -  ..
101443 - Lotus Notes Upgraded to Improve IBM Management - 80% Complete
101444 - IBM Project Upgrade Lotus Notes to Improve Management 80% Complete
101445 -
101446 - Leo said a separate IBM group has been working on upgrading IBM's
101447 - management information system to apply Lotus Notes, for about 14
101448 - months.  He attended a meeting last week in which it was reported the
101449 - group is about 80% committed on system design and budgeting.  As a
101450 - result he feels it is too late to consider SDS regardless of how much
101451 - more productive it is than what is being considered.  Leo said IBM is
101452 - planning to use all or a combination of the following:
101453 -
101454 -          1.  Clarify
101455 -          2.  Lotus Notes
101456 -          3.  SC400 Call Management
101458 -      ..
101459 -     [On 940714 scope of technology to improve IBM management appears
101460 -     to entail improving PROFS; work not complete. ref SDS 11 KX5I
101462 -      ..
101463 -     [On 951011 IBM has not improved management; ref SDS 14 8392 and no
101464 -     progress improving Lotus Notes. ref SDS 14 1511
101466 -      ..
101467 -     [On 001130 article reports IBM's project to upgrade Lotus Notes
101468 -     into a program called Raven to support Knowledge Management is
101469 -     delayed. ref SDS 16 F26K
101470 - ..
101471 - Lotus Notes is an excellent product [see LN review at
101472 - ref SDS 10 line 64] for applying traditional management technology.
101473 - SDS uses POIMS that sets a new standard for lifting the capacity to
101474 - think, remember and communicate.
101476 -  ..
101477 - Leo said that since this system is used worldwide, it is essential to
101478 - get a design that permits future growth and development. This makes it
101479 - all the more critical to use POIMS technology, rather than sentencing
101480 - everyone at IBM to a long period of using outdated management methods,
101481 - as explained at ref SDS 4 line 224.
101482 -
101484 -  ..
101485 - SDS Evaluation for Improving IBM Management
101486 -
101487 - I asked Leo to submit the SDS materials submitted to IBM on 931117 to
101488 - the group designing the new system, along with his report of our
101489 - discussion today on the advantages of SDS for solving management
101490 - problems reported by Nick on 931117. ref SDS 6 WR4N
101492 -  ..
101493 - Leo said he would do this, and will send me a copy of his submittal
101494 - comments for follow up at the next step of review, as proposed below.
101495 -
101496 -    [This never occurred.]
101497 -
101498 -
1015 -

SUBJECTS
SDS Marketing, Competition
SDS Advantages
Developing Leads
Proposal, Contract & Support
Trial Installations
IBM, SDS Trial
10:1 ROI Killer Application Cost Effective
10 Times Faster SDS, than Other Management Methods
Advantages SDS, Com Metrics Intelligence KM

1711 -
171201 -  ..
171202 - SDS 10 Times Faster than Other Management Methods
171203 -
171204 - Leo asked how SDS is distinguished from other products and methods?
171206 -  ..
171207 - Unique features listed in the record on 930921, ref SDS 2 4009, show
171208 - SDS is 10 times faster than present methods, including IBM's proposed
171209 - improvements...
171210 -
171211 -        1.  Links between scheduled tasks and diary precedents.
171212 -        2.  Citations to prior events and external sources.
171213 -        3.  Instant Diary access by multiple selection keys.
171214 -        4.  Multiple subjects and segments for diary records.
171215 -        5.  Unlimited record length.
171216 -        6.  Automated MBO through flexible "subject" creation/use
171217 -        7.  Documents & Publications linked to diary content.
171218 -        8.  Controlled visibility into wider windows of detail.
171219 -        9.  Automatic follow up
171220 -       10.  Instant reporting.
171222 -              ..
171223 -             [On 971008 USACE issued report showing cost savings from
171224 -             using SDS is in the range of 10:1. ref SDS 15 5775
171225 -
171227 -     ..
171228 -    Automated Management Cycle
171229 -
171230 -    While SDS provides greater command and control of the record, its
171231 -    real advantage is much deeper, as set out on page 4 of the SDS &
171232 -    POIMS specification, submitted to IBM, ref OF 1 line 227 under the
171233 -    heading:
171234 -
171236 -                     ..
171237 -                    Integrated Scheduling & Reporting
171238 -
171240 -     ..
171241 -    SDS offers an entirely new and powerful approach to automating and
171242 -    integrating the craft of management that enables individuals to
171243 -    consistently apply sound management practices (see ref OF 1 line
171244 -    69; and ref SDS 1 line 235).  This is the only way to improve
171245 -    management productivity and only SDS does this.
171246 -    ..
171247 -    To see this, one must experience the difference between
171248 -    creating "information" and "communicating" which other systems do
171249 -    quite well, ref SDS 4 line 204, and "investing intellectual
171250 -    capital" which only SDS does.  Leo said the system IBM is
171251 -    contemplating does not include integrated scheduling and reporting.
171252 -    My records of working with IBM's OS2 support shows this SDS feature
171253 -    is essential to improve management at IBM, see for example
171254 -    ref SDS 5 line 94 which was reported to Nick at ref SDS 6 line 59.
171255 -
171256 -
171258 -  ..
171259 - Proposal
171260 -
171261 - Since SDS applies a new technology, POIMS, IBM should allocate a small
171262 - portion of its research budget to evaluate Welch's claim that it is
171263 - "100 times" faster than existing methods, and that automating the
171264 - "management cycle" will significantly improve management productivity.
171266 -  ..
171267 - The first level of effort for such a project is merely to see a demon-
171268 - stration.  Welch claims we cannot imagine what SDS is like without
171269 - seeing it, because nothing like it exists.
171271 -  ..
171272 - If IBM reps observe features that are in fact unique and powerful,
171273 - then a small pilot program could be conducted for a period of say 6
171274 - months to see if an IBM executive or other "knowledge" worker's
171275 - productivity is significantly improved by using SDS.   If it does,
171276 - then we would consider the next step.
171277 -
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171284 -
171285 -
171286 -
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1713 -