ield," Government Computer News April 15, 1996. Toyne, Peter. "The Tanami Network," As presented to the Service Delivery and Communications in the 1990s Conference, Sydney, Australia, March 17-19, 1992. "United States Largest School District Uses Videoconferencing to Bridge Gaps," Business Wire (an Information Service of INDIVIDUAL, Incorporated) October 26, 1992. This Page Intentionally Left Blank THE BUSINESS CASE Talk of nothing but business and dispatch that business quickly. Placard on the door of the Aldine press, Venice (1490) n an IBM Systems Journal article, Peter G. W. Keen set forth a process for senior managers who must deal with the challenge of ensuring that business processes, people, and technology are meshed within an organization. He noted that an executive's most important contribution to the organization is to, "clarify the firm's business imperatives that are based on knowledge anchors and linked to its vision and strategic intent." In a discussion of information technology (IT), Keen continues, "The key step in the business and technology dialog is to link business imperatives to IT imperatives." It is on this note that we begin our discussion on making the business case for video communication. To sell a technical concept to senior management, one must link that concept to business imperatives. One must explicitly interpret how the technology can provide a competitive edge, reduce costs, (and) or provide the business with some other significant, tangible benefit. Although this point is not a new one, it is often an overlooked one. To one who is familiar with a technology, that technology's benefits are conspicuous. Such a perspective complicates objectivity and makes it too easy to assume that others will see that technology's value and will, consequently, embrace it and pursue its benefits. To those who address the realities of business on a daily basis, there are too many valuable projects and too few dollars to accommodate all, or even most of them. Consequently, for video communication 