CONTACTS 
0201 - IBM Desktop Software Mrktg                                                                                                                                         O-00000497 0101
020101 - Ms. Carol D. Stafford; Business Unit Executive
0202 - IBM Desktop Software Mrktg                                                                                                                                         O-00000497 0204
020201 - Mr. Keith Kawas; Marketing Specialist
020202 - Desktop Software Marketing
0203 - IBM Desktop Software Mrktg                                                                                                                                         O-00000497 0203
020301 - Mr. David Hock;

SUBJECTS
SDS Marketing, Sales, Contacts, Demonstrations

0403 -
0403 -    ..
0404 - Summary/Objective
0405 -
040501 - Follow up ref SDS 17 0000.
040502 -
040503 - Continues discussions with Carol on 940722. ref SDS 19 0001
040505 -  ..
040506 - Demonstrated SDS.  Visited with Keith Marks about marketing ideas.
040507 - Submitted ref DIT 1 0001 with this record to confirm understandings,
040508 - included the exam.
040509 -
040510 -
040512 -  ..
040513 - Follow Up
040514 -
040515 - Welch will contact Carol Schoenfeld about presenting SDS to her group.
040516 - Keith Marks will submit a memo to IBM SF execs to see SDS demo.
040517 - Attendees will prepare memo of understandings from demo. Mark will
040518 - schedule Welch visit to IBM development project David will schedule
040519 - demo of voice data entry.
040520 -
040521 -
040522 -
040523 -
040525 -  ..
0406 -
0407 -
0408 - Attendees
0409 -
040901 - Other than those listed under under Contacts above:
040902 -
040903 - Mark Dixon        916 326 5883
040904 - Marketing Specialist, Sacramento
040906 -  ..
040907 - Mark Hockridge       916 326 5274
040908 - Marketing Specialist, Sacramento
040910 -  ..
040911 - Keith Marks       545 5857
040912 - Marketing Specialist, 25th floor
040913 -
040914 -
040916 -  ..
0410 -
0411 -
0412 - Documentation & Concepts
0413 -
041301 - Everyone said they had read the material on POIMS and the NWO...,
041302 - except Keith Kawas who got a fairly detailed explanation of SDS last
041303 - Friday when we met to check the presentation room, ref SDS 18 line 47.
041304 -
041305 -     Explained there would be an exam on POIMS after the demonstration
041306 -     and that Carol had promised raises to everyone who passes.
041307 -     Assured that everyone will pass because of the quality of the
041308 -     group and the presentation.
041310 -      ..
041311 -     This was my joke, except for mentioning that SDS was created
041312 -     because a subcontractor once told me:
041313 -
041315 -               ..
041316 -              Rod; you've got a good memory but it's short!
041317 -
041318 -
041319 - This is only funny because of the anomalous dichotomy within the the
041320 - human mind, being at once powerful, yet frail.  SDS is designed to
041321 - leverage the power of the mind while strengthening the weakness.
041322 -
041324 -  ..
041325 - Think, Remember & Communicate
041326 -
041327 - Initially, we reviewed Kawas' observation during the meeting last
041328 - Friday on 940721, ref SDS 18 0R84, that SDS provides strong support
041329 - for management.  This strength comes from being a generic tool that
041330 - lifts the capacity to think, remember and communicate, and so is at
041331 - home in any setting that entails "knowledge work." ref SDS 18 0R52
041333 -                   ..
041334 -               •  Fixing a lawn mower or battle ship
041335 -               •  Planning a merger or downsizing
041336 -               •  Baking a cake or a souffle
041337 -               •  Operating on a toe or a brain
041338 -               •  Building a highrise office or a dam
041339 -               •  Creating a computer or discovering a new gene
041340 -               •  Selling lemonade or a new management tool
041342 -  ..
041343 - We briefly reviewed a series of books on creativity, mistakes, manage-
041344 - ment, conducting meetings, the importance of text vis vis pictures,
041345 - records, MBO, and the biology of human memory, all of which are
041346 - incorporated in the design of SDS.
041347 -
041348 -
041349 -
041350 -
0414 -

SUBJECTS
SDS Explanation, Methods for Presentations
Intellectual Bridges From Known to New
Explain in 25 words
Investing Intellectual Capital
Talking & Listening Inadequate
Metrics, Discover and Fix Mistakes
New Way Thinking Through Writing Write Story to Construct Meaning Con
Look Before You Leap Planning Action Items Drawn from Analysis Alignm
Sales Presentation Ideas
IBM Presentation Information Highway Farming Writing Murph's Law

1512 -
151301 -  ..
151302 - Automated Integration Leverages Investing Intellectual Capital
151303 -
151304 - Asked everyone to jot down or raise their hands to list the 3 or 4
151305 - greatest inventions advancing civilization...
151306 -
151307 - After a moment or two, attendees began volunteering technologies that
151308 - ranged from...
151309 -
151310 -             Fire
151311 -             Wheel
151312 -             Atomic Energy
151313 -             Computers
151315 -  ..
151316 - Made a joke about the businessman to who said the guy who invented
151317 - compound interest was nobody's fool.
151319 -  ..
151320 - Next considered the slide asking what the following have in common...
151321 -
151322 -          •  Information Highway.......931008, ref SDS 9 4757
151323 -          •  Murphy's Law..............940612. ref SDS 13 5882
151324 -          •  Farming...................950428, ref SDS 25 GJ3M
151325 -          •  Religion..................940320, ref SDS 10 0001
151326 -          •  Writing...................920808, ref SDS 2 0877
151327 -          •  Literacy..................930112, ref SDS 5 1004
151328 -          •  Alphabet..................940609, ref SDS 12 8854
151330 -  ..
151331 - Offered that the world's greatest invention is the ability to make a
151332 - list that aids memory, because poor memory is the biggest cause of
151333 - Murphy's Law -- things happen and nobody knows why -- unless there is
151334 - a scribe handy, noted by Henry Kissinger, reported
151335 - on 940609. ref SDS 12 4238
151336 -
151337 -        [On 991010 Gutenberg was cited for having created the most to
151338 -        advance civilization over the past millennium for having
151339 -        invented the printing press that leverages the power of
151340 -        alphabet technology for literacy. ref SDS 27 2548
151342 -  ..
151343 - Developed the idea of managers investing knowledge and ideas
151344 - (intellectual capital), like a farmer putting seeds in the ground in
151345 - order to reap greater returns than occurs by merely taking what the
151346 - land gives up at the moment, reported on 950426. ref SDS 24 4404
151347 -
151348 -        [On 941106 applied info highway, Murphy's Law, farming,
151349 -        religion, etc., to create Powerpoint presentation. ref SDS 23
151350 -        0001
151352 -         ..
151353 -        [On 001219 steps using SDS new way of working. ref SDS 28 QT6F
151355 -     ..
151356 -    This is how SDS works.  Invest a little in each day, and soon
151357 -    information grows into a rich harvest of connecting the dots into
151358 -    the awsome power of knowledge from accurately understanding cause
151359 -    and effect.  Since the Information Highway makes it harder to make
151360 -    connections (for the reasons explained in the NWO... paper,
151361 -    ref OF 15 0050), we need technology to leverage innate ability to
151362 -    connect up new information with our experience, documents, people
151363 -    and time.  Ironically, the original meaning of "religion" from
151364 -    centuries ago shows the path to a better future. ref OF 17 4723 265
151365 -    SDS technology makes it possible.
151366 -
151367 -
151369 -  ..
151370 - Communication Metrics & Creativity
151371 - Information Highway Requires Greater Effort than Empathic Listening
151372 -
151373 - Attendees could not recall encountering this idea previously.
151375 -  ..
151376 - Stephen Covey's book "7 Habits of Highly Effective People" proposes
151377 - "empathic" listening" to improve communciations, reviewed on 921205.
151378 - ref SDS 3 5903
151380 -  ..
151381 - POIMS explains  process of triangulation for Communication Metrics to
151382 - improve "understanding," ref OF 11 16EF, and the only way to weigh the
151383 - accuracy of understandings is to start by writing down what we think
151384 - we understand, and then follow up with interlocutors to close any
151385 - gaps.  SDS permits quickly testing new information against prior
151386 - related events and understandings, and then rolling things over into
151387 - "controllable action items."  The synergy between time and information
151388 - derived from communication metrics integrated with the intelligence
151389 - cycle improves management productivity. ref OF 11 6649
151391 -  ..
151392 - Attendees agreed to submit "reports" of their understandings from the
151393 - demonstration today, relative to what they read about POIMS and their
151394 - work objectives.
151395 -
151396 -      We spent a few minutes distinguishing the traditional notion of
151397 -      "report" from the POIMS concept of "thinking through writing" as
151398 -      a source of creativity, essential to successful management.
151399 -
151400 -
151401 -
151402 -
151403 -
1515 -

SUBJECTS
Difficult to Explain, Too Complex
All Inclusive, Takes a Long Time to Learn
Leadership & Technology, Paradoxical
Complexity of Management is Organized
Integrate Cost, Schedule, Communications,
Automated Integration of Management Tasks
Command and Control of the Record
Command & Control of the Record
Records Management

2811 -
281201 -  ..
281202 - Management is Complex
281203 -
281204 - Keith Kawas remarked that SDS seems complex.
281205 -
281206 - Indeed, SDS is very complex, as seen from the features listed below.
281207 - It mirrors the complexity of management, as reflected in the homilies
281208 - embodied by:
281210 -                     ..
281211 -                 •  Murphy's Law
281212 -                 •  The Devil in the details
281213 -
281214 -      ...POIMS says, yes management is complex, so lets organize the
281215 -      details and impose control through the power of automation.
281217 -       ..
281218 -      We could give people a "red wagon" that is pretty and easy to
281219 -      use, but it does not haul very much.
281221 -       ..
281222 -      The Information Highway, however, requires a lot of "hauling," so
281223 -      there is no choice but to provide managers with the power of SDS,
281224 -      lest we implode in endless cycles of correcting corrections that
281225 -      lead to repeated rounds of "downsizing."
281227 -  ..
281228 - The trick is to integrate a "critical mass" of sound management
281229 - practices so each supports the other.  By definition this is complex.
281230 - So is a symphony, but, when properly orchestrated, it makes beautiful
281231 - music.  So too, is the alphabet complex, but it is very effective in
281232 - creating, capturing, preserving, and retrieving knowledge and ideas.
281233 - SDS is much faster and simpler than the alphabet.  While it clearly
281234 - reflects the complexity of management, it empowers managers to create
281235 - great music once they know the score.  Managers are paid to know the
281236 - score.  All they need is awarness, validation and a little help over
281237 - the rubicon from traditional methods to POIMS management.
281238 -
281239 -
281240 -
281242 -  ..
2813 -
2814 -
2815 - Demonstration
2816 -
281601 - This was abbreviated, covering only the schedule and diary screens,
281602 - plus the SDS record that organizes information.  We used these
281603 - features to show how to answer the following question:
281604 -
281605 -          What is the objective of this demonstration?
281606 -
281607 -    ...the solution came from using the linking tools that allow the
281608 -    User to step back through the chronology of discussion, analysis
281609 -    and formal correspondence.  We found the objective set out in a
281610 -    letter to IBM dated Jun 29 (ref DIP 3 line 38):
281611 -
281612 -        ...to demonstrate SDS, ... and obtain a reasoned analysis based
281613 -        on SDS capability and market opportunities [within IBM for
281614 -        SDS].
281616 -     ..
281617 -    I used this because as an arbitrator of contract disputes, it
281618 -    turns out that 99% of the solutions to most business problems are
281619 -    in the record.  Managers in a hurry, however, overlook the record
281620 -    hoping to expedite by relying on conversation, because it seems to
281621 -    take too long to look things up.  So SDS allows us to look things
281622 -    up instantly in order to keep "objectives" in focus.
281623 -
281624 -
281626 -  ..
281627 - Mark said IBM has a project underway to develop a POIMS tool, and
281628 - recommended I see this work.  He feels a graphical interface would
281629 - make SDS easier to use.
281630 -
281631 -    We considered this idea by calling a report on the SDS "Publica-
281632 -    tions" data base for "computer software design" and found the
281633 -    article on "mediators" by Gio Wiederhold at Stanford, pointing out
281634 -    the fallacy in expecting GUI technology to improve automation of
281635 -    "knowledge." Mr. Wiederhold maintains only a "new paradigm" can
281636 -    meet this challenge, thus POIMS (see ref SDS 11 line 184).
281638 -  ..
281639 - Mark requested a business card to schedule a meeting with IBM's
281640 - project team.
281641 -
281642 -    [See follow up that failed at ref SDS 22 line 71.]
281643 -
281644 -
281645 -
281646 -
2817 -

SUBJECTS
Pictures Not Text
Text & Graphics, Integrate

3004 -
300501 -  ..
300502 - GUI, Text, Pictures
300503 -
300504 - I explained Henry Kissenger's concern in his new book "Diplomacy" that
300505 - the modern pre-occupation with pictures and graphics, is understand-
300506 - able, because the human eye (and ear) seem to impart instant know-
300507 - ledge, yet in fact impart only initial impressions.  Dr. Kissenger
300508 - argues that greater reliance on text (as in SDS), provides better
300509 - management, because the mental struggle to craft text builds deeper
300510 - understanding.  Since managers need "understanding," a tool to capture
300511 - and retrieve knowledge and ideas through text improves productivity
300512 - (see analysis at ref SDS 12 line 118).
300513 -
300514 -
300515 -
300516 -
3006 -

SUBJECTS
Voice Data Entry
Piano Player

3204 -
320501 -  ..
320502 - Voice Data Entry
320503 -
320504 - David Hock will advise me about seeing a demonstration of the voice
320505 - data entry capability later in the week, per ref SDS 15 9903.
320507 -       ..
320508 -      Creativity of Data Entry
320509 -
320510 -      Mark felt this would be a significant marketing advantage.  He
320511 -      explained how voice data entry would permit caputuring ideas
320512 -      quickly, before the stream of conscious awarenss fades.
320513 -
320514 -      Mark also seemed to appreciate that keyboard data entry has
320515 -      advantages for crafting language, derived from the reinforcement
320516 -      of using both hands in concert with the mind, like a sculptor
320517 -      molding clay, provided the editing tools are sufficiently facile,
320518 -      as developed on 921217, ref SDS 4 7182, and more recently on
320519 -      940609. ref SDS 12 4933
320521 -     ..
320522 -    [On 990121 book explains role of the hand in human cognition and
320523 -    creativity. ref SDS 26 0000]
320524 -
320525 -
320526 -
3206 -

SUBJECTS
SDS Explanation
Automated Integration of Key Management

3504 -
350501 -  ..
350502 - SDS Features
350503 -
350504 - Since we only had time to present an overview of concepts.  This
350505 - lists major features of SDS, as shown in
350506 -
350507 -    Schedule                              Outlining
350508 -    Diary                                 Cut & Paste
350509 -    Contacts                              Search & Change
350510 -    Documents (Issued & Received)         Mark & Return
350511 -    Integration (Time, Information)       Line Draw
350512 -    Reports                               Spell Check
350513 -    Publications Research                 Highlighting
350514 -    Automatic Follow-up                   Relationships and Links
350515 -    Records (Flexible Size, Segmented)    Data retrieval, instant &
350516 -    Subjects, Hierarchical Categories        Multiple Paths
350517 -    Project Templates                     Help, Context Sensitive
350518 -    Functions (Cost Control)              Menus, Mouse & Function Keys
350519 -    Keyword Retrieval                     Shared Data
350520 -    Repetitive Dates                      Extract for Transfer
350521 -    Electronic Time Card                  Other Programs
350522 -    Wordprocessing                        File Listing & Maintenance
350523 -    Single Source Data Entry              Support, Telephone & On-site
350524 -      for Control Systems                 Management Training & Education
350525 -
350527 -         ..
350528 -        [On 001219 steps using SDS new way of working. ref SDS 28 QT6F
350529 -
350531 -  ..
3506 -
3507 -
3508 - 1218 Discussion with Keith Marks       545 5857
3509 -
350901 - After everyone left, Keith asked for a more detailed explanation of
350902 - SDS capability.
350903 -
350904 -     I showed how an organization's "objectives" are structured within
350905 -     the SDS Subject Index and how SDS is used by qualified staff to
350906 -     support executive management.
350907 -
350909 -  ..
350910 - Keith said he has never seen anything like SDS.  He feels it should be
350911 - evaluated by IBM senior executives.  Keith will write a memo recom-
350912 - mending this step.
350913 -
350915 -  ..
350916 - We considered the marketing ideas discussed with Carol when she called
350917 - on Jul 14, at ref SDS 15 line 79.
350918 -
350920 -  ..
350921 - Transition Training & Support
350922 -
350923 - Keith felt SDS could not be learned very easily.  I explained that SDS
350924 - requires training and support to transition executives into the world
350925 - of POIMS management technology.
350926 -
350927 -     We reviewed Wayne Wetzel's comments on his use of SDS as Deputy
350928 -     Director for DNRC in Montana, at ref SDS 1 line 124.  Keith can
350929 -     call Wayne to ask about the level of effort needed to learn SDS.
350930 -
350931 -                          406 444 6722
350932 -
350933 -
350934 -
350935 -
3510 -

SUBJECTS
Sales discussions

3603 -
360401 -  ..
360402 - Marketing to IBM
360403 -
360404 - Keith suggests presenting SDS to IBM's training group for IBM customer
360405 - executives, by calling:
360406 -
360407 -                  Carol Schoenfeld
360408 -                  914 732 6544
360409 -
360410 -
360412 -  ..
360413 - Keith suggested contacting David Barnes with IBM Personal Systems
360414 - programming in Austin.  David is a lead advocate for OS2.  We reviewed
360415 - the letter from David Harrington, and generally concluded, that since
360416 - Mr. Barnes likely reports to David Harrington, then the current dialog
360417 - should simply continue.
360418 -
360419 -     Actually what we need are the review memos from attendees today to
360420 -     support an adequate review by David, as requested in Welch's fol-
360421 -     low up letter issued at ref SDS 21 line 65.
360422 -
360424 -  ..
3605 -
3606 -
3607 - 1455 called Carol
3608 -
360801 - Left a message thanking her for sponsoring the demonstration.
360802 - Mentioned Keith Marks efforts.
360803 -
360804 -
360805 -
3609 -

SUBJECTS
Presentation Tools, e.g. Color Notebook
Methods
Demonstrations, Equipment Setup

3905 -
390601 -  ..
390602 - Hardware Monitor Setup
390603 -
390604 - Keith Kawas helped off-load the equipment from the dolly, and he
390605 - returned it to the vestibule for the service elevator.
390606 -
390607 - After getting the equipment configured, Ray came in and set us up with
390608 - IBM's svga monitor.  We could not use our monitor in 1024 x 768
390609 - resolution because the projector equipment does not handle 1024 x 768
390610 - output.  Ray said there is projector equipment in other presentation
390611 - rooms that can handle 1024 x 768.
390613 -  ..
390614 - Initially this was in VGA mode, 640 x 480, which was visually unap-
390615 - pealing, but seemed the only solution on the projection equipment in
390616 - the presentation room.  Ray came back a few minutes later and tried
390617 - another idea of creating an SVGA setup using 800 x 600.
390619 -  ..
390620 - This failed at first because the IBM monitor in the presentation room
390621 - could not handle the SVGA output from our controller.  He then used my
390622 - monitor to setup OS2 in SVGA, then he was somehow able to re-connect
390623 - the IBM monitor, since the projector equipment would not work with my
390624 - monitor.  This all worked so we could do the presentation in 800 x
390625 - 600.
390627 -  ..
390628 - The screen and icons were a little messed up, but it worked okay under
390629 - the circumstances.
390630 -
390632 -  ..
390633 - Keith Kawas came in a few minutes before 1100 and made some final
390634 - adjustments to the projection focus.
390635 -
390636 -
390637 -
390639 -  ..
3907 -
3908 -
3909 - 1418 called Ray Champlin   415 545 2708
3910 -
391001 - Left message on his voice mail that I restored the prior conditions,
391002 - except I could not configure the computer and could not figure out
391003 - how to turn the projector off.
391005 -  ..
391006 - On the way out, I told Julie the projector is still on.
391007 -
391008 -
3911 -