From: swan [swan@tibs01.attmail.com]
Sent: Thursday, February 29, 1996 2:05 PM
To: cew@netcom.com
Cc: ttitus@netcom.com
Subject: AT&T Channel

Tim

I'm in NJ for training on the new offers I'll be selling.  Like I mentioned
on the phone, one of them is for Sales Force Automation.  It's Windows 95 
based and basically supports generic sales stuff (like funnel).  It can also 
provide interfaces to email, and various systems.  The company is tiny but
stands to make a killing if they have us as a virtual sales force. It 
obviously doesn't do nearly the kinds of stuff yours does for sales forces
who deal with numerous widgits.  One of the comments made by one of my team
members (a veteran sales person) was "Yeah it does all this stuff for sales 
management. But what does it do for the sales person?  All these sales
programs only help our bosses."  

I think you should get hooked up with the AT&T people supporting this.
If you want, I can help.  The way I look at it is that AT&T being AT&T,
it will probably take you 6-9 months to build a contract with us.  By
this time, you'll probably have MobilePoint over the chasm and be ready to 
get caught up in the tornado.  Building a relationship with us would 
basically get you a virtual sales force for free.  (Keep in mind, we
get our leads from the existing AT&T sales people and there are thousands
of them.) We would bundle your stuff with network connectivity.  If it is 
not a horizontal solution yet, there are solutions focused on various 
vertical markets.  I'm pretty sure High Tech is one of them.  Also, in most 
cases they are doing several trials before they send it to market, so 
perhaps you can get AT&T to support your trials.  

In other words, I think they'd be somewhat willing to help you get through 
early stages of the Technology Adoption Life Cycle if they like your stuff 
enough. And if you start it as an industry specific solution, it should
a piece of cake.  And if you want me to get another part of AT&T to help
do the systems integration to the servers, we could probably do that. 

Keep in mind the part of AT&T I now work in is the real NETWORK part of
AT&T.  (We dumped Consumer Products off to Lucent Technologies.)
So, you'd be dealing with people who's main goal in life is to put
traffic over Bob's network.  And, the woman who presented to us said
they are trying to find some pen based technologies for some of their
offerings !!!   ( not just for sales force automation)

Let me know if you want me to hook you up with her.

I think I can probably be more valuable to you inside of AT&T than
outside. (Of course, it would be nice to get stock options. )

Therese