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Technology Stocks : EXLN - Excelon
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To: Keith Monahan who wrote (432)4/17/2000 4:39:00 PM
From: Bob Trocchi   of 811
 
Kieth...

>>It has been my experience that any projects of significance (i.e., over $1 million) typically do not originate from the development groups in large companies.<<

I agree with you. I was however not talking about the developers in companies. I should have used the term, Application Providers or something like that.

My point is that selling to people who will constantly utilize EXLN's products in their solutions is what gives the greatest leverage.

Now I surely can be off base in that perhaps the users or early adopters of EXLN's products will most always be large corporations. IN that case, perhaps direct selling is the only option. If that is the case, then I would believe that a good number of them would rather deal with EXLN rather than an App'l. Developer.

On the other hand, every industry has several very leading application providers that supply probably 70-80% of the solutions that companies use in that industry. Getting them to use EXLN in their products will give a fantastic amount of sales leverage. Then these app'l. providers use their sales force and their relationships which are critical to sell their products with EXLN automatically embedded in the solution.

Maybe you can help me understand this better.

Thanks

Bob T.
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