CONTACTS 
0201 - Digital Equipment Corporation      415 882 3600 fax or 800...
020101 - Mr. Merrill Malvini Jr.
020102 - Sales Executive =415 882 3592 car 415 269 0733
020103 - Multivendor Customer Service Sales

SUBJECTS
DigiCon, 951010
Sales discussions
Time Not Enough to Think about
Information Highway

0906 -    ..
0907 - Summary/Objective
0908 -
090801 - Followed up work at ref SDS 12 line 50, ref SDS 11 line 54, 
090802 - line 41, and ref DIP 2 line 30 confirming understandings, per his
090803 - request.
090804 -
090805 - Considered ideas from NWO paper.  Merrill got a little more insight
090806 - about how the SDS program performs Communication Metrics.  He will
090807 - submit the paper to his boss, and he took a copy for this father.
090808 -
090809 -
090810 -
0909 -
0910 -
0911 - Discussion
0912 -
091201 -  ..
091202 - Not Enough Time to Think
091203 -
091204 - Merrill said he has not had enough time to think (by writing) about
091205 - the implications of the NWO paper on his work practice, per our
091206 - discussion last week, ref SDS 12 8850.  He came to the office this
091207 - afternoon and I showed him the SDS program.  Merrill said using SDS
091208 - would require someone to spend a lot of time using the computer.
091209 -
091210 -       [See correlation with Bill Benkavitch's comments, ref SDS 16
091211 -       line 116.]
091212 -
091213 -       [See report from PMI dinner meeting on 970910, ref SDS 17 line
091214 -       443.]
091215 -
091216 -
091217 -     Communication Manager
091218 -
091219 -     We considered the solution proposed in the New World Order paper
091220 -     at ref OF 2 line 1249, which was discussed with the Corps of
091221 -     Engineers at ref SDS 7 line 236.  If there is too much information
091222 -     to convert into knowledge, then we need someone who is skilled at
091223 -     doing this, assigned to do it, so it gets done, since that is the
091224 -     primary source of wealth.
091225 -
091226 -
091227 - "Thinking" Saves Time & Increases Income
091228 - ----------------------------------------
091229 - I explained that time spent using SDS on the computer is devoted to
091230 - communication, understanding and follow up.
091231 -
091232 - These tasks are the source of increased productivity.
091233 -
091234 - A recent study showed these elements are the primary determinates of
091235 - success, ref SDS 5 line 117. However, we don't really need a study to
091236 - recognize that humans have created civilization, beyond the mere
091237 - capacity of muscle power, by investing more time to thinking than to
091238 - doing.  Since thinking things through increases the chances of
091239 - success, spending time on the computer with SDS, is the right choice
091240 - in the New World Order.  This point will be presented by Turner
091241 - Construction at the Asilomar conference in July, ref SDS 14 line 185.
091242 -
091243 -
091244 - Gridlocked Management of the 90s Needs More Thinking
091245 -
091246 - Merrill read through the Associated Press article on the devastating
091247 - loss of productivity using existing management practice of constant
091248 - meetings, ref SDS 15 line 69.  This loss of productivity, compounded
091249 - by continuous calls, fax and email that lead to mistakes and lower
091250 - income, shows the advantage of investing time in SDS to think things
091251 - through, as explained in the NWO paper.  If we do not understand and
091252 - cannot follow up, getting more information is useless.
091253 -
091254 -
091255 - SDS Unique Functionality
091256 -
091257 - I showed Merrill a few links in the SDS records that comprise one of
091258 - the key distinctions from other computer applications, that enhance
091259 - human thinking.
091260 -
091261 - He asked how these linkages are created when a new task is made?
091262 -
091263 - This question showed growing awareness of the relationship between
091264 - time and information that creates knowledge. Merrill said he had not
091265 - previously grasped this idea about SDS.  That is why I asked for his
091266 - analysis.  Writing out our understanding is the only way to discover
091267 - and grow new knowledge.
091268 -
091269 -     What did we do, say, hear, see?  What does it mean in relation to
091270 -     what we want?  How does it compare with our experience: what we
091271 -     have done, considered, read and heard about previously?
091272 -
091273 -     This is the test that DEC, IBM, Microsoft and everyone else is
091274 -     unable to accomplish with sufficient speed and accuracy to make it
091275 -     a routine business practice (see citation to Chips & Tech on
091276 -     "Executive Work Practices," ref SDS 4 line 512).  Accordingly,
091277 -     there is no good reason for people to spend a lot of time using
091278 -     their computers, because there is nothing managers can do with
091279 -     thiem that improves management.  SDS is different.  It is
091280 -     worthwhile to spend time using SDS because it produces what people
091281 -     need more of:  knowledge and ideas.
091282 -
091283 -
091284 - Follow Up
091285 -
091286 - He plans to submit the NWO paper to his boss with his weekly time
091287 - report, and recommend DEC evaluate the potential to improve earnings
091288 - by investing intellectual capital with SDS, per our discussion last
091289 - month, ref SDS 12 line 125.  The need for this arises from the DEC
091290 - event last October, ref SDS 4 line 472.
091291 -
091292 - He took a copy of the NWO paper for his father who has a place on the
091293 - 17th floor in the Davis Building.  Since his dad is retired, he may
091294 - wish to invest time to investigate the technology.
091295 -
091296 - He has looked for Bill Walsh's book, which I need per, ref SDS 9 line
091297 - 69, but has been unable to locate it.
091298 -
091299 -
091300 -
091301 -