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Technology Stocks : Gorilla Game
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To: Early Out who wrote (138)4/26/1998 12:59:00 PM
From: Larry Abrams  Read Replies (1) of 387
 
Moore's earlier book "Crossing the Chasm" more relevant
to CrossWorld Software.

In that book, the key to "crossing the chasm" between
early adopters and the pragmatists (1/3 of the customer
potential base) is developing "whole products"

There can be seen three segments to the enteprise
information management systems market: (1) front office
SFA/ customer service (2) back office EPR, and
now (3) supply chain mgt.

No company in any group offers a "whole product"

The key to each "crossing the chasm" and eventually
become a gorilla is developing strategic alliances
with companies in other groups to offer a "whole
"product".

CrossWorld Software would be a key partner to any
company in these groups. Alternatively, lack of
developing a relation with CrossWorld could spell
doom to any company.

Looked at CrossWorld's web site and two things pop up.

(1) CrossWorld has chosen first to link (1)-(2).
Why not choose first to link (2) back office EPR with
(3) supply chain mgt software (i2 and Magnuistics)?
Too hard technically? Market clamors for link (1)-(2)
more than (2)-(3)??

(2) Web site mentions that CrossWorlds intends to partner with
companies such as .....(and lists a bunch of companies
in group (1) and (2). Conspicuously absence is Siebel from
group (1) and Oracle from group (2). What gives?
To become a gorilla you must partner/ CrossWorlds seem
willing. What about Siebel and Oracle? Other plans?
Arrogance?
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