CONTACTS 
0201 - IBM OS/2                           407 443 2000
020101 - Mr. Nick Centofonti; Vice President =407 443 9301   fax 982 7774

SUBJECTS
SDS Marketing, Developing Leads, Industry Contacts
Proposal, Contract & Support
Trial Installations
SDS Marketing, Sales, Sales discussions

4206 -    ..
4207 - Summary/Objective
4208 -
420801 - Follow up ref SDS 6 0000, ref SDS 5 0000.
420802 -
420803 - Called Nick re Leo's letter ref DRP 1, and my response, ref DIP 4.
420804 -
420805 - Left voice mail message for Nick to call about the exchange of
420806 - correspondence and to schedule the SDS demonstration per our
420807 - understanding on 940110. ref SDS 3 9076
420808 -
420809 -
420810 -
4209 -
4210 -
4211 - 0918 called Nick back
4212 -
421201 - I asked about his progress on scheduling an SDS demonstration, per our
421202 - discussion at ref SDS 3 line 81.  Nick indicated we should demonstrate
421203 - SDS to the people who are working on the IBM IMS improvement, which
421204 - Leo mentioned at ref SDS 1 line 103.
421205 - ..
421206 - I offered to meet with whom ever Nick feels is most appropriate,
421207 - and explained it is important for him and other executives to see SDS
421208 - so they can learn what it does to improve management productivity.
421209 - Often those charged with developing automated systems are more focused
421210 - on implementing "interesting" technology, but do not have the
421211 - experience to know what management practices the technology should
421212 - automate and integrate.
421213 -
421214 - Nick said Leo has been located much of the time at another office in
421215 - Austin, Tx, working on a major project.  He does not know to whom Leo
421216 - submitted the SDS information, indicating he has not seen Leo's trans-
421217 - mittal letter.
421218 -
421219 - Nick said he has not received my letter, ref DIP 4, responding to
421220 - Leo's letter ref DRP 1.
421221 - ..
421222 - I advised that I had to submit a response to clarify ownership
421223 - of SDS & POIMS for the reasons on 940116. ref SDS 5 0970
421224 - ..
421225 - Nick said he does not know if Leo submitted the SDS & POIMS
421226 - materials or simply described the "concepts" in a letter to the IMS
421227 - development group.
421228 -
421229 - He said the work load in his department has been very hectic, which
421230 - hampers communications.  This aligns with Sheri's explanation on
421231 - 931229. ref SDS 2 9463 and ref SDS 2 9870
421232 -
421233 -     [On 950120 Dick Sullivan's office is "hectic". ref SDS 9 0969]
421234 -
421235 -     [On 940121 analysis shows IBM needs killer app. ref SDS 7 6301
421236 -
421237 -     [On 940615 article says IBM needs Killer Application. ref SDS 8
421238 -     3001
421239 - ..
421240 - I asked if he has seen Edwin Black's piece in the Jan 1994 issue
421241 - of OS2 Professional, on page 7, which seems to indicate uncertainty at
421242 - IBM on prospects for OS2, ref SDS 7 9703, and at ref SDS 7 0452.
421243 - ..
421244 - Nick said he has not had time to read it.
421245 - ..
421246 - I explained that SDS is designed to improve productivity for
421247 - executives and managers at all levels, so the organization gets more
421248 - done in less time and at higher quality, as developed in the review on
421249 - 940121. ref SDS 7 7722  I realize it is difficult to focus on new
421250 - solutions when events are occurring very fast, but sometimes it is
421251 - necessary and beneficial to make the effort.
421252 -
421253 - Nick said he will chase down Leo and get the information needed to
421254 - schedule an SDS demonstration.
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