I think if IDX gets the Novell franchise, that means that any networks running over a Novell infrastructure pretty much have to use IDX intellectual property. So we start at the mega-level with Novell (or Microsoft, or maybe AOL/Time Warner), head down toward VRSN* or ENTU, then deal with application companies like CA or Oracle. Finally, we are at the hardware end -- where we need some hardware -- and are dealing with potential PC OEMs.
Any Novell/VRSN, etc., deal doesn't result in direct sales, but it does erect barriers to competitors and lock IDX in to whatever does develop.
In other words, to cannibalize an old expression, if you get them by the ecommerce directories, their hearts and minds will follow . . . at least, if there is a market for biometrics.
=========
* The one exception: If VRSN, or anyone else in the chain, has a monopoly, an exclusive deal with the dominant player will also get the same good result. |
