UNUM Life Insurance used prototyping to show how a new system using image processing would work. UNUM wanted to use new technologies to link its system with all external and internal systems and their users. However, top management had a hard time getting middle managers to envision how they wanted to use image processing and to understand the issues involved in the change. After viewing a prototype, the managers caught on to the possibilities and issues associated with image processing. Up to that point, these managers thought image processing only meant replacing file cabinets. Only after viewing the prototype did they realize its business potential.