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Technology Stocks : Novell (NOVL) dirt cheap, good buy?
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To: David O'Berry who wrote (31660)5/17/2000 10:56:00 AM
From: kilo_watt  Read Replies (1) of 42771
 
The key to understanding this issue is that the SEs are a part of the Sales function, while Novell Consulting is not. Consulting serves to provide the net services solutions: they are the services glue that ties the various products together, or they do the customization.

Consulting is NOT: Pre-sales or post-sales technical support.

In that regard, Consulting and the SE's rarely work together. The SEs do the pilots and close the deals, then the consultants come in for design and implementation, finally post-sales support issues go to support services.

You must think of Consulting as a profit center first, not as a sales resource.

There is some speculation that this model will change a little bit, for the better.
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