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Technology Stocks : Data Dimensions

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To: craig crawford who wrote (3989)	12/18/1997 9:08:00 AM
From: Bob Trocchi	Read Replies (1) of 4571

craig... Yes this certainly be viewed as good news however before you get too excited, IMO, it is knot as great as it may seem. I spent a good deal of my life working for a major computer manufacturer and worked a LOT of agreements with third parties. From the vendors standpoint, (HP) they have thousands of these agreements across all industries and applications. Vendors like HP want these agreements as it "fills out their book of offerings." But do knot expect that HP will now focus their WW sales organization to sell ARDES. HP like all system vendors, have a sales model in which they use direct sales people for large companies and use VARS (Value Added Resellers) for medium to small companies. Large companies, I think we all agree are well on there way to solving the Y2K problem. IMO this will not enhance the sale of ARDES. Mid-sized to small companies are covered by VARS. Their applications are expected to be Y2K compliant and again IMO, will not be a big ARDES market. Clearly a lot of mid-sized to small companies may well need ARDES however I do not think it will create the volume that is needed to make up for the high expectations this stock has. Bottom line. This is a good agreement but not earth shaking. It is unclear if this is better than their deal with Unisys as HP does not have the System Integration resources that Unisys has which use "best of breed" tools every day. I expect it will raise DDIM's stock price for a few days. Good news perhaps to soften the blow when they are most likely forced to have this Q's earnings forecast lowered and maybe re-state their earnings as well. Isn't amazing if you are short, one can always find a way to rationalize apparent good new and if you are long you can rationalize apparent bad news. Hmmm. I have been wrong before!! Bob T.

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