BORL: Time to BUY! Message Board

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Technology Stocks : BORL: Time to BUY!

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To: David Miller who wrote (10074)	4/22/1998 12:26:00 AM
From: shane forbes	Read Replies (1) of 10836

David: Re: "Extended sales cycle" is sometimes a euphemism for "we can't forecast with confidence any more". Frequenters of the Forte thread will already know this, having heard it trotted out for several consecutive quarters. Forte never sold desk top products. The above comparison is pretty unfair. If I have a business that now sells to enterprise customers I now have to go through a cycle of sales reps calling, demos, evaluation for training, perhaps pilot, etc etc . This is totally different from shipping off shrink-wrap to retailers! To top it off these large corporations have billing cycles that last ages. Borland sold desktop products in their past to individual programmers - now they are selling enterprise products to corporations. 2 totally different ball games. ---- RE: in danger of underestimating the intangibles associated with selling to major clients. The above is not supported by the number of enterprise deals which keep coming in. It is also not supported by the realization of the CEO himself who acknowledged the change in the landscape several times in these c.calls. It is also not supported by the recognised need to supply consulting staff and the VSGN people who came with the deal. It is also not supported by the comments that the company is moving towards a direct sales staff to target the major clients. It is also not supported by the acknowledgement that these kinds of sales "require in-depth training" because it is new tech. Seems to me they have understood the required tangibles. ---- About the brand-name marketing you have a point. I just have been amazed at the "loser" reaction the name BORL has engendered. Maybe that's the reason for the change. Still those red and black colors and the on budget on time theme is becoming ingrained. I guess you are right they should tread carefully. Like I said though I'm amazed at how old convictions don't change. Even though the company is quite different from the one of 2 years ago even. ---- Shane.

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