How business, doctors and journalists prey on your food anxieties I

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Thanks to Sprint Business, Rail Europe increased its speed to 256 kilobits per second . Real Problem . Rail Enrope, the exclusive sales agent for muat Eropcan railways, needed a way to offer thetrhuge database of schedule <strong>and</strong> fare information to travel agents all over the world . Real Solution . Sprint Ruelnese put them on track with SprintNe[m, the world's largest publio data netwnrk, with acaesa from 45 countrtes . WhaPx more, with X .25 packet switching end highly reliable aeoese at up to 256kbps, Rail 8urape has quickly bcaome the only atop for thoue<strong>and</strong>s of havel agents In the U .S ., <strong>and</strong> as far away as Japan <strong>and</strong> Australia . All they need is a PC <strong>and</strong> the price of a local call to book virtually any traln in Hnrope <strong>and</strong> the farmer Soviet (Inlon . 24 hours a day . Sprint Bueinesa technology helped Rail Europe . Let us helpyour bushtess do mnre husinesa . 1-800-669-4700 91 WS 4pno1'nmmuJenflnnairmannY I .P . -.~ i http://legacy.library.ucsf.edu/tid/agf97d00/pdf
tl Fred Gibbons beat Bill Gates to the PC software market with shrink-wrapped programs . His company was celebrated, then petered out . What might have been By Seth Lubove SoFIWARE PVBLtSHING CoRI' ., vendor of word processing, graphics <strong>and</strong> other desktop programs, was a classic Silicon Valley startup, right down to the Atherton, Calif. garagc in which it was born . It was a winner on Wall Street, going public at 7 in 1984 <strong>and</strong> climbing to 35'/a by 1991 . The stock recently traded at 3r/a, not much more than its cash on h<strong>and</strong> . Sales peaked at 5156 million in 1992 but will probably be a fourth of that this fiscal year . A cautionarv tale for anyone who forgets how quickly the tables turn in technolog`, . Go back to 1977 . Fred M . Gibbons, a marketing manager at Hewlett-Packard, meers with Steven Jobs at a pizza shop to talk a bout a job for Gibbons as a product manager at then-fledgling Apple Computer . After lunch, they go next door to a Byte computer store to look at the Apple I computer . Gibbons, now 45, notices the rudimentary re software, hanging in plastic bags on a pegboard . "Isaid, 'Gee, I bet there would be an opportunity for someone to represent the [softwarej authors,"' Gibbons recalls . In his spare time, Gibbons started Softivare Publishing, <strong>and</strong> by 1981 it had revenues approaching 51 million from sales of a software version of a Rolodex . Gibbons <strong>and</strong> nvo Hewlett-Packard colleagues quit their day jobs . Their "rFS" added a word processor, spellchecker <strong>and</strong> graphics program . It was a prescient forerunner of today's big marketing fad in the software industry, the sofnvare "suite ." Gibbons became a celebrity . "One of the best-run sofw'are companies in the <strong>business</strong>," Business 162 EM 1 Software Publishing's Irlan Sallm "It's an acceptance of what Is ." Week rhapsodized in a 1986 article . But already sales of the Pts serics were tapering off, as other companies entered the market w'ith morc-powerful programs . Gibbons' next inspiration was the Harvard Graphics presentation program, <strong>business</strong> sofnware that can create slick te t <strong>and</strong> slide presentations . Softwarc Publishing captured 70% of the market for nosbased presentation softtvare . And then Gibbons made a mistake . Betting on 13M's operating system rather than Microsoft's, he invested money in making OS/2 vcrsions of his products before tackling Windows versions . Gibbons wasn't the only developer to bet against Windows . Jim i`vfanzi at Lotus made the same mistake . Was it resentment over Bill Gates' success? Overconfidence in mm? Fortunatelv for Manzi, he also invested in a groupware program called Nores that saved the day <strong>and</strong> motivated IBM to buy Lotus for 53 .5 billion . What was Gibbons' Notes? He, too, made a play for the network market . He spent S20 million to develop software for servers, the computcr hubs around which nenvorks are built . But the <strong>business</strong> was very different from Sofnvare's usual offering of shrink-wrapped sofhvare . Network sofncare calls for higher prices <strong>and</strong> much more client h<strong>and</strong>holding . Gibbons spent another $25 million on a Windows database sofnvare company with a marketing <strong>and</strong> support staff that could deal with the corporate clients . Good money after bad . Gibbons sold the network software operations last year at a loss . Software Publishing's only strong product today is its Hanard Graphics program, which retails for 5330 . It still gets glowing reviews in computer magazines, but one good program is not good enough any more . Customers like to buy their programs in bundles . You get a fairly good presentation graphics package in Microsoft's $500 office suite that includes wellestablished word processor <strong>and</strong> spreadsheet programs as well . Gibbons says he was once invited by Borl<strong>and</strong> International's Philippe Kahn to team up in a best-of-breed suite that would have included Borl<strong>and</strong>'s spreadsheet <strong>and</strong> WordPerfect's word processor . He turned down the offer, Fearing compatibility problems . "That was probably a mistake," he says now. Too many such mistakes . Gibbons remains chairman but stepped aside last year as chief executive, leaving that job to Irfan Salim, who had previously run international sales . Salim has tired more than half the staff <strong>and</strong> subleased most of the company's 320,000-square-foot headquarters in Santa Clara, Caiif Software Publishing, now focusing on visual presentations, sells programs that can run a slide show <strong>and</strong> organize computer images for easy recall . A comedown? "It realh', is an acceptance ofwhat is, instead ofwhat we want it to be," says Salim . Gibbons these days spends his rime piloting his personal airplane-he was lucky enough to sell sonic of his stock in better days-<strong>and</strong> lecturing on entrepreneurship at Stanford . Could he ha~e been anodier Bill Gates? "We were in the same place at the same time," he says wistfully . "He had one set ofcards . I had another." ~ Forbes 0 August 14, 1995 '~p - . -.~_-__ http://legacy.library.ucsf.edu/tid/agf97d00/pdf . . . . . ._, . . . . _ . . . . . ~
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