"But competition from ICP with its BP system, regardless of its inferior technology, continues to grow at a steady rate. The ICP logo on the front of its desktop and portable computers makes them mentally compatible with its mainframe computers. And for the past decade at Wallaby, we've all held a resentful attitude toward ICP. This is due, in part, to the premise upon which the company was founded. We're a small, free-spirited company, providing people with personal mobile computing tools contrary to what ICP has represented throughout its history - people acting as slaves to headquarters and mainframes."
He then showed a slide bearing an ICP BP computer graphic with a circle around it and a slash through it, like the "No Smoking" signs found in public areas. A few chuckles emerged from the darkness.
"Consequently - by design, if you will - few of us at Wallaby are apt to perceive an opportunity that could take advantage of ICP's Goliath size. Locked into our rivalry with ICP, we're too busy reacting, competing with our portable computer technology as if we had a chance to displace its impersonal, worldwide installed-base of systems."
He let them absorb this truth for a few moments, then removed the slide, allowing a pause before asking his next question.
"But what if the Joey Plus were equipped to make a huge leap into the big game?"
Chairs creaked, and elbows settled on the table as those seated around the table moved forward to more attentive positions. The next slide showed the Wallaby Joey Plus computer screen again. But in this one, the ICP globe logo was orbiting within it, with the baby kangaroo hopping from the U.S., across the Atlantic, to Europe.
Matthew heard whispers and low voices. In an instant he understood his position with profound clarity. Here he stood, in the place that for the last decade had been occupied by Peter Jones, with his hand on the lever that, once thrown, would forever alter the focus of Wallaby. He threw it.
"I believe that Wallaby has the potential to penetrate the worldwide installed-base of ICP computer users by becoming more compatible with ICP systems."
Not surprisingly, Hank was the first to protest. Incredulous, he rose from his seat. "Matthew, are you proposing we build an ICP clone computer?" His alarm was amplified by the others, and the room suddenly erupted into a rumble of questioning voices.
"Wait. Listen," Matthew pleaded. "Please."