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Technology Stocks : Gorilla Game

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To: Larry Ames who wrote (88)	4/13/1998 6:35:00 PM
From: Bill Fischofer	Read Replies (1) of 387

Re: EMC The software I'm referring to is the Symmetrix microcode which is largely transparent to the customer but is responsible for the EMC feature set, which is their key selling point. Companies do not swap around terabytes of mission critical data on a whim or just to save a few bucks--there must be a compelling reason to take that kind of risk. If you look carefully at the EMC new customer testimonials you see the same theme over and over: "The migration from (previous) to Symmetrix was silky smooth and saved us a bundle." Know anyone who has migrated from Symmetrix to something else? That sort of flypaper strategy is the essence of lockin. EMC is the vendor-neutral "safe choice" in addition to having the best technology and support. The alliances that EMC has with Oracle, SAP, Microsoft, etc. are also exactly the sort of "value chain" that the book refers to as being the earmarks of a gorilla. That's what makes it the King Kong of storage.

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