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Technology Stocks : Data Dimensions

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To: Craig Richards who wrote (2511)	8/1/1997 4:22:00 PM
From: Bob Trocchi	of 4571

Craig... <What I'm trying to figure out is why is Unisys giving away Ardes2K with certain of their servers. How does this benefit Unisys? Any ideas out there?> IMO.. 1. Unisys servers are not a household name to companies buying servers. 2. Anything they can put into the package in theory will help them sell their servers. 3. This becomes like an additional "allowance/discount" to the purchaser to enhance the salability of their servers. 4. With Y2K being such a hot item, sales people have another "carrot" to toss into the evaluation. 5. It really does not cost Unisys that much on a % basis of the total sale. I would expect that their fully loaded servers with SW and all must be in the 50-100k range thus this comes to a 3%-6% discount. If Unysis has a lot of their SW in the server, it can still be profitable to them Will it really help Unysis? Who knows. It won't hurt. IMO it will not swing many deals but in the end if someone were to ask DDIM if it khelped Unysis, they would say A2K helped Unysis sell 1500 servers. If you were to ask the salesperson, they would say it did not help at all. Where you stand is where you sit. Bob Trocchi Bob T.

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