Net Perceptions, Inc. (NETP) Message Board

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Technology Stocks : Net Perceptions, Inc. (NETP)

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To: rupert1 who wrote (2735)	8/18/2000 6:29:23 AM
From: rupert1	Read Replies (1) of 2908

Analyst Meeting - Partners Some snippets from memory - Partners: - surprising enthusiasm for the role of partners: specially IBM and Vignette and i2 with special mention of ORCL. A claim by the COO that ORCL and others have introduced some very large deals to NETP. I got the impression that ORCL looms large with its soon to be introduced web portal products in which NETP is one of the founding partners: - an explanation that the best partnerships are those that arise from on-the-ground co-operation on specific accounts: gave an example of i2 and Best Buy: NETP and i2 were competitors on the Best Buy account. Without any formal partnership having been agreed the salesmen put their heads together and decided that they both had a better chance by partnering. Result was that NETP got a $1 million deal with Best Buy and this has led to a formal partnership with i2. - the big CRM platform companies "love" NETP because it gives them an "edge". All the CRM's have is a platform not much different from their competitors. NETP products have a unique capability and a power and scalability that the platforms can use as a major selling point for the rest of their package. (Note: this does not quite jibe with NETP aim to be ubiquitous, sold by everyone. They can't all claim to have an advantage. But from NETP's point of view it would be nice if they all had to have a NETP component). - NETP would expect its average selling price (asp) from direct sales to continue to grow. It was less than 100,000 a year ago, is now just under $350,000. However because the asp is melded with indirect sales, through partners, there is no strong expectation that the combined asp will grow much. Indirect sales will grow as a proportion and they tend to be smaller because they do not include consulting and services. (They also yield less margin because the partner takes a percentage of the gross). sales through OEM's are not included in the mix and ASP sales are still included under Services. - a poster on another board suggested that partners are in a position to charge NETP top percentage because NETP is a new, small company: there was no direct reference to that, but the contrary was implied, by the remark that because NETP has unique products which nobody else can own because of the patents applied for - NETP can charge partners a premium.

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