Enron Mail

To:sherri.sera@enron.com, jeff.skilling@enron.com
Subject:Talking Points - AT&T
Cc:david.cox@enron.com, ken.rice@enron.com
Bcc:david.cox@enron.com, ken.rice@enron.com
Date:Wed, 9 May 2001 10:03:00 -0700 (PDT)


AT&T: David Dorman, President of AT&T (bio points below)

Enron: Jeff Skilling, Stewart Seeligson, David Cox

Adventis: Partha Ghosh, Andy Belt and Mark Bruneau (via telephone)


As you well know, over the last 9 months EBS has made substantial efforts to
establish a significant commercial relationship with AT&T. Thus far, there
have been no transactions between EBS and AT&T other than a couple dozen of
circuit purchases by us mostly local loop. Previously, our primary senior
point of contact with AT&T has been Frank Ianna (President of Network
Services). It is probable that Ianna brought only the typical legacy
perspective which prevented him from seeing how we could facilitate the AT&T
business from a wholesale relationship. They seemed to only want to sell us

Adventis advises us that Ianna now reports to David Dorman and that Dorman
should be able to better understand the value that EBS can bring to further
his business objectives. It is my understanding that it will only be Dorman
at the meeting (he is supposedly not bringing Ianna). I view this meeting as
a worthwhile shot to see if it is worth pursuing AT&T at all for the balance
of the year for a big transaction. Dorman's positive receptability to us is
the only reason I can see to spend significant resources on AT&T in the near

EBS - AT&T History

Jun 2000 EES sponsored Executive Briefing with focus on EES and EBS -
attendants include Frank Ianna from AT&T.

Oct 2000 - Extensive EBS team meets with extensive AT&T team to set up eight
tactical and strategic working teams to find opportunities for the
companies to build a bilateral commercial relationship. After three weeks,
results were presented to executive committee of both teams. Nothing

Potential Opportunities

AT&T currently spends a significant amount each year (expected to be in the
$100s of millions) on offnet services (wholesale expenses) . EBS would like
AT&T to allocate a potion of the purchases towards EBS.

Adventis states there are currently numerous major undertakings by AT&T which
are transforming the telecommunications operations at AT&T. Is there not
something EBS could do to help advance these undertakings?

At a minimum we would like AT&T to interconnect to our pooling points.

Final Note

I do not think we should lead with trading. We should lead with our ability
to provide services to the wholesale sector of the industry. The typical
reaction we get from incumbent players is that if they don't trade or if they
think that trading puts downward pressure on prices, then they should not do
business with Enron. They need to understand that they don't need to trade
to have a valuable business relationship with Enron

Bio Points on David Darmon

Received a bachelors degree in Industrial Management from Georgia Institute
of Technology

Became the 55th employee at Sprint

Rose quickly to become the president of Sprint Business and grew it from $5
million to $4.5 billion in revenue with 10,000 employees.

Became CEO of Pacific Bell in 1994 at age 39

Joined AT&T in 1998 as the CEO of Concert

Appointed President of AT&T in 2000

Stewart L. Seeligson
Enron Broadband Services
713 345-8989