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Technology Stocks : Novell is Dead. Apple is Dead. Long Live Microsoft!
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To: E_K_S who wrote (16)6/6/1996 10:53:00 AM
From: David A. Lethe   of 238
 
Eric, your summary is correct. I would also like to add that:

1) I don't know how NOVL direct reps get compensated. They used to get quota for whatever went down in their region, which is fine, but still had problems with customers that had multiple sites.

2) The HWP/IBM models I discussed were for the RISC-based systems. Other products have different models (chips, test equipment, PC's laserjets, etc ...)

3) IBMs model of paying 100% of commission on channel business is the most expensive for them. It is no doubt an investment that will show the greatest returns in a few years when they have more resellers than the competion, and incentivise them into porting software to IBM before HP.
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