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Technology Stocks : Clarify - upside to EPS
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To: Trader Dave who wrote (967)11/2/1998 10:21:00 AM
From: Shege Dambanza  Read Replies (1) of 1062
 
SGI has been a Clarify customer since the early days. I think they were among the first few installations ever.

This is a prime example of how difficult it is to dump a major IT purchase. SGI had all kinds of problems with Clarify a few years ago, primarily having to do with performance. But they had sunk so much time, money and pride into the project that they couldn't bring themselves to dump Clarify. OTOH, there wasn't very much else available that didn't have the same problems, or wouldn't involve major switching costs.

Any way, kudos to Clarify for restoring the relationship and getting additional revenues from a once sour customer. With the footnote that once you get your foot in the door with a big ticket item you're very difficult to displace.
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