Dear spotter - In a way, a license is a license. However, it is a great marketing tool - and sometimes may even be a vindicating moment. If RATL [or any co, for that matter] nets a big client, it in effect demonstrates its products have survived a vigorous examination by the client's product purchasing committees. It is more so if it can sell into competitor's entrenched camps. Not knowing EK, I do not know the significance [or fluffiness, whichever applies] of the PR. In a way, in strict dollar term, one can even speculate RATL may not be able to capitalize as much, on a license by license basis [since it is fair to speculate the large site can negotiate a better deal.] Because the size and a very often bureaucratic structure, it is harder to dislodge the incumbent. Just imagine the havoc one would cause to switch MSFT Office to Lotus Smartsuite or DB2 to ORCL. Of course, incumbents can blow it if they become arrogant and unresponsive.
Again, I do not know the extend of the sale, so the above is more academic than actual
best, Bosco |
