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Technology Stocks : Oracle Corporation (ORCL)

ORCL 193.76

+0.6%

Jan 6 3:59 PM EST

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To: Randy Giese who wrote (496)	11/29/1996 2:29:00 PM
From: Pajoh Lublewski	of 19080

IMHO you guys are missing a few important points: 1. Having the superior technical product does not automatically translate into marketplace success for a variety of reasons including; ability to execute, distribution capacity/capability and market perception/mindshare. 2. The marketplace can only accept change at a certain pace and, apart from very few early innovators, many will not even want to use a lot of the new whizzy features that these vendors are adding. What they do require however, is a product with predictable quality from a responsive organization. 3. When you are a company like Oracle that keeps posting back-to-back record quarters convincing someone senior that there are problems is difficult. Besides Oracle is a big company now and in large organizations it is easier (and more politically expedient) to deny a problem than to address it. This makes dealing with Oracle very challenging, and it is easy to see why customers could become pissed. 4. Informix is a gutsy company with some good technology that wants to get more of the big corporate clients that Oracle has. Its' marketing is bound to be very 'blue sky' as a consequence. However, it is being successful in winning over existing Sybase users who made an anti-Oracle decision several years ago and are not about to change their minds just yet. 5. Oracle's execution at the low end is patchy, but in a sales and marketing sense. This market is dominated by the indirect sales channels and Oracle distributes primarily through its own sales force. In short they are out of touch. In product terms, their offering is technically adequate and capable of exploiting many more processors than NT itself. Oracle's policy has always been to develop one code base that is portable. If they are sensible they will look to develop additional utilities that keep making an NT users life easier. 6. No company gets a perfect 4.0 on execution. Just look at how many attempts it took Microsoft to get Windows to work. It seems to me that owning the stock of either company should be based on a execution judgement call rather than a product feature comparison.

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