CONTACTS 
0201 - IBM Austin, TX                     512 823 0000 fax or 800...
020101 - Mr. John Kunkel; Internal Zip  2990 =512 823 1590
020102 - Software Development Programs  =Telephone/fax

SUBJECTS
SDS Marketing, Developing Leads, Industry Contacts
Trial Installations
Computers not used for management
IBM

0706 -    ..
0707 - Summary/Objective
0708 -
070801 - Follow up ref SDS 5 0000.
070802 -
070803 - As a result of IBM's letter ref DRP 2, from Dave Harrington and my
070804 - response at ref DIP 3, requesting clarification of these points, John
070805 - needs some information, and then will submit SDS to Steve Mills.
070806 -
070807 - Submitted ref DIT 1 with cc to Nick, including this record.
070808 -
070809 -    [On 941114 made presentation to IBM at COMDEX. ref SDS 6 2473]
070810 -
070811 -
070812 -
0709 -
0710 -
0711 - Discussion
0712 -
071201 - John seems enthusiastic about getting the right type of review for
071202 - SDS.
071203 -
071204 -  ..
071205 - He is a retired IBMer, who has taken a special assignment to help Dave
071206 - Harrington.  John drafted the letter issued under David's name......
071207 - ref DRP 2, received at ref SDS 5.
071208 -
071209 -      John said Dave's job is to support third parties in developing
071210 -      products to run on OS2, and to advertise those products.
071211 -
071212 -  ..
071213 - John said he submitted the SDS information received from Nick, to one
071214 - of the people in Austin who is working on upgrading IBM's PROFS and
071215 - related systems, for an opinion on how SDS might fit with that proj-
071216 - ect.  He was advised SDS could not contribute to project needs (re-
071217 - plicating assertions in IBM's letters of Jan 3 and Feb 4, responded by
071218 - Welch letter Feb 14, at ref SDS 1 0001
071219 -
071220 -      We considered the difficulty of reaching a reasoned conclusion on
071221 -      this point without seeing a demonstration, since SDS provides new
071222 -      technology.
071223 -
071224 -
071225 -
071226 -  ..
071227 - Objective
071228 -
071229 - We spent a little time to define Welch's objective (using analysis of
071230 - IBM's Pathway's to Growth conference at ref SDS 3 6772, submitted to
071231 - IBM with Welch letter at ref DIP 3 line 40).  John had reviewed this
071232 - in part.
071233 -
071234 -     [On 941114 made presentation at COMDEX. ref SDS 6 0950]
071235 -
071236 - We came up with the following:
071237 -
071238 -   •  To form a business relationship between Welch and IBM to create
071239 -      and market an SDS application for OS2.
071240 -
071241 -   •  To accomplish this, IBM needs to validate the claims of improved
071242 -      management productivity provided by POIMS technology, which is
071243 -      currently implemented by a DOS version of SDS.
071244 -      ..
071245 -   •  To validate POIMS claims, IBM needs to do a project using
071246 -      SDS in a controlled manner, with the support of Welch, since he
071247 -      is an experienced user.
071248 -            ..
071249 -        a.  Once POIMS claims are validated, IBM will necessarily
071250 -            have an interest in propagating use of SDS within IBM, in
071251 -            the same way that every office has a light switch because
071252 -            people work better in the light than in the dark.
071253 -
071254 -        b.  Similarly, IBM should seek to obtain widespread use of SDS
071255 -            internally in order to support marketing SDS, for the same
071256 -            reason that Thomas Edison could not sell many light bulbs,
071257 -            if customers believed Tom was using candles.  If SDS lifts
071258 -            the capacity to think, remember and communicate, every
071259 -            human who wants a better life, will want SDS, because the
071260 -            quality of human life depends on the ability to think,
071261 -            remember and communicate.
071262 -
071263 -   •  To decide to do the test project, IBM needs to see a demonstra-
071264 -      tion of SDS so it can see how the basic components work together,
071265 -      to lift the capacity to think, remember and communicate.
071266 -          ..
071267 -          No one at IBM, Microsoft, the CIA, Harvard, or anywhere
071268 -          else, knows what "integrated scheduling and reporting" means,
071269 -          or what "Controlled Visibility" and "Communication Metrics"
071270 -          mean because they exist only in SDS.  Only by seeing SDS can
071271 -          you grasp the significance.
071272 -
071273 -
071274 -
071275 - John said there is another group in IBM that identifies programs that
071276 - IBM should investigate for this objective.  He will write a letter to
071277 -
071278 -                   Steve Mills  (?)
071279 -                   General Manager
071280 -                   IBM Software Solutions Division
071281 -                   Sommers, NY.
071282 -
071283 -    ...with copy to me.
071284 -
071285 -  ..
071286 - He wants me to send him (John) the following, to include with his
071287 - letter to Steve:
071288 -
071289 -      •   POIMS, the Art of Automated Management in the 21st Century"
071290 -      •   New World Order needs old time "religion"
071291 -      •   SDS brochure
071292 -
071293 -
071294 - Sent ref DIT 1.
071295 -
071296 -
071297 -
071298 -
071299 -
071300 -
071301 -
071302 -
071303 -
0714 -