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Technology Stocks : EXLN - Excelon

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To: Bob Trocchi who wrote (430)	4/17/2000 3:33:00 PM
From: Keith Monahan	Read Replies (3) of 811

IMO, almost ALL their sales efforts should be directed toward selling DEVELOPERS . 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. Typically, a CEO or CIO will hear about a new technology from one of their buddies at another company who has had some success. This technology (or vendor) then becomes the odds on favorite for selection during any "evaluation process" that take place at lower levels within the organization. It is for this reason that the best friends of EXLN right now the CEO, CIO, and other senior management executives at Kasumi and Swiss Re. On the conference call, Goldman mentioned that with the B2B integration server, Swiss Re took a manual update process that took 40 people 30 days to complete and trimmed it to 2 people completing the process in one week. This is a powerful story that will spread quickly from the visionaries who are the early adopters of EXLN's products to other companies. Even "old economy" dinosaurs will listen when they hear about headcount reductions like the one noted above.

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