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Strategies & Market Trends : Gorilla and King Portfolio Candidates

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To: Greg Hull who wrote (15546)	1/18/2000 5:33:00 PM
From: DownSouth	Read Replies (3) of 54805

SUNW is the classic case outlined in "The Innovators' Dilemma". They don't see the need for NAS, especially now that they tried and failed. They failed because their sales force did not know how to sell it, weren't getting the margins they wanted, thus were not getting the commissions they could get on RAID subsystems. Without focus from to top, SUNW will not go after this market. EMC does agree or they would not be talking loudly about their upcoming NAS solution. The see what is happening. Their problem is execution, and I do not believe they have the leadership to carry it off successfully.

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